Reframe01
“Spring is a fine season. Winter on that curling roof is 6 months of ice dam risk first.”
Objection Library
Retail · September sit · 2,400 sq ft · quoted $18,900 · roof is 22 years old with visible curling
“We're going to wait until spring.”
The spring delay
01What she means
She thinks a roof is a spring project, the same way painting the fence is a spring project.
She has not connected this winter's weather to the roof sitting over her head right now.
Waiting feels free to her. She has not priced what waiting actually costs.
02Why reps fold
The rep agrees that spring is a fine season for roofing and drops the file.
He never explains that shingles seal by heat, and cold installs risk a poor seal.
He loses the lead in a 6-month queue that thins out by March anyway.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“If it leaks in January, is that a spring project, or an emergency call at a worse price?”
Close03
“We can still install down to freezing with the right shingle. Lock the price now, schedule around your calendar.”
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
“Sounds good, give me a call in March.”
You let a 22-year-old roof sit through ice dam season and lost the file to spring's flood of quotes.
When you hold, she says
“What's an ice dam actually do to the decking?”
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.
See a Round gradedThe Library is free. Drills open at $149 once — no subscription.