Reframe01
“That is exactly why we put the payment schedule and license number in the contract, not a handshake.”
Objection Library
Retail · kitchen table · 2,300 sq ft · quoted $17,900 · previous roofer took a deposit and vanished for 4 months
“The last roofer we used ripped us off.”
The burned homeowner
01What she means
She is not talking about you. She is scanning you for every warning sign the last guy had.
Every promise you make now gets compared to a promise that was already broken once.
She wants proof before trust, not the reverse.
02Why reps fold
The rep gets defensive about a company he has never worked for, which reads as guilt.
He over-promises to compensate, and every extra promise gives her one more thing to distrust.
He never gives her the paper trail that would actually replace trust.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“What did he do, take a deposit and disappear, or start work and never finish it?”
Close03
“Call our office, ask for 3 recent addresses, and drive by before you sign anything with me.”
Say all 3 out loud once, right now, before you read the next part. The one you can say without reading it is the one you own.
04Where this one usually breaks
Break Point
“I promise I'm nothing like that guy.”
You answered a broken promise with another promise, and gave her nothing she could verify.
When you hold, she says
“Okay, give me the addresses and I'll drive by tomorrow.”
That is the whole celebration. She stops arguing and starts asking what you need from her.
You have read the words. She has not heard you say them yet.
In the Drill, the homeowner opens with this exact line, pushes back on whatever you actually said, and you get a Grade with your own losing sentence quoted back.
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