Step Two
The Evaluation/Inspection:
The Purpose: Create Urgency
This step is designed for the rep to continue to earn credibility through an interior and exterior evaluation of the existing roofing system. The more information you know regarding the issues with their roof, the more the prospect will appreciate your solution or suggestion on how to solve their problems. Within this step, the representative will also be assessing product potential and securing measurements for prospects homes.
An effective sales representative will seek to involve the customer in the inspection, that may be asking the customer to get into the attic, move around the home with the customer and point out issues or problems from the ground. The point of evaluation is not only to be able to assess damage and provide a solution but to build urgency on the timeframe of getting the roofing system upgraded to protect the homeowner from future disaster.
Four Basic Things that all Representatives should be looking for:
Condition of the existing roof, gutters, and ventilation
Signs of Leaking
Signs of lifting shingles
Ventilation Issues
Common Roofing Issues that Homeowners Experience:
These are true on almost every home that our representatives will visit
- Leaks
- Shingle Damage
- Granule Loss
- Poor Installation
- Moss and Algae Growth
- Gutter Issues
- Ice Dam Problems
- Rot and Decay
- Ventilation Problems
- Lifting Shingles
- Buckling/Blistering Shingles
- Spider Cracking
- Signs of Leaking inside Attic Cavity
- Aging
In order to give an effective evaluation the representative must understand a few basic exterior and interior roof functions: as human beings there are only four things that we can control:
Product the prospect decides to use
The person the prospect hires to install the product
Ventilation
Insulation
The Importance of Roof Ventilation:
In everyone’s home there are functions of the home that can create ventilation issues, if the roof is not ventilated properly. These functions can cause devastating moisture build up in the home. The natural process of heating and cooling the home will also create condensation in the home. It is imperative for all roofing systems to have a balanced ventilation system to combat these natural occurrences.
The most effective product that can be used to assist the homeowner in preventing these kinds of natural occurrences is a premium ridge vent system. The ridge vent system at the highest point in the roof, with a healthy soffit intake will create a continuous intake and exhaust cycle that will keep the air moving within the home.
The US Department of Energy predicts that 9 out of 10 homes suffer due to poor ventilation. Poor ventilation can not only impact longevity of the home but can also impact the energy efficiency of the home, causing the customer to spend more on energy bills.
During summer months, it is not uncommon for improperly ventilated roofing systems to see temperatures of excess of 160 degrees. At night, when it cools outside- gravity will push this excess heat through the insulation, and into the living area of the home. Increasing the use of the AC unit for the home.
During winter months, when the hot air generated in the home rises- it will collect and create condensation within the attic cavity and eventually cause a magnitude of interior attic issues. The percentage of heat loss through a roofing system is 42%, with this significant amount of heat loss, the furnace continues to run- increasing the use of the furnace.
Signs of Damage Related to Improper Ventilation:
Granule Loss/ Buckling Shingles
Cracked Structural Beams within the attic cavity
Mold
Mildew
Rusty Nails
Stained Insulation
Delaminated Wood Decking
Evaluating the Roof System:
In our industry it is always effective to perform a thorough interior and exterior evaluation to assess the damage and product potential to solve the issues, All evaluations must include the following:
Exterior:
The exterior evaluation will help the representative determine the level of existing removal, and the condition of the existing roofing system. Issues that you may find that will need to be presented to the customer:
Leaking
Granule loss
Blistering/ Buckling of Shingles
Hail Damage
Sever Moss or Algae Build Up
Lifting Shingles
Improper Install Issues
Spider Cracking
Poor Flashing Application
Example of issues that may be present during an exterior evaluation:
Leaking:
Granule Loss:
Poor Flashing Applications:
Buckling Shingles:
During the exterior evaluation, the representative will want to also assess the roof decking. If the roof decking is in sound shape, roof decking does not need to be included.
The roof decking will need to potentially be replaced due to soft spots or delamination of the roof decking. If the roof decking is in sound condition but minor
isolated areas need to be addressed, that portion of the roof decking can be replaced only. If the damage is widespread it is wise to do a full tear off, and replace the majority of the roof decking
Interior:
The interior inspection will assess the underlying damage that has occurred due to the exterior evaluation. The interior evaluation will show the following issues.
Signs of Leaking
Mold and Mildew
Black Spots on Rafters
Pest Infestations
Rusty Nail Heads
Delaminated Plywood
Cracked Structural Beams
Chimney Decay
Saturated Insulation
Soft and Vulnerable underside of wood decking
Examples of issues that may be present during an interior evaluation:
Signs of Leaking:
Mold and Mildew:
Delaminated Wood Decking:
Saturated Insulation:
Most roofing applications call for a solid wood surface for the application of the new roofing system. Therefore, it will be important for the representative to pay close attention to the type of wood that was used previously. If the previous decking application consists of dutch lap, space decking or cedar shake, it is required for the representative to recommend a full tear off and resheet/removal of the existing decking application ( if cedar shake) to ensure a solid wood surface to apply the new roofing system.
Prospect Participation:
It is wise for the representative to continue to have a conversation with one or both parties during the evaluation. This will increase credibility but will also allow you to understand the wants and needs of the prospects on a deeper level. Some common questions to keep the prospects engaged:
What kind of issues have you noticed with your roofing system
Has there been anything that has prevented you from upgrading?
What is your goal when time comes to address the roofing system?
Are there any potential solutions that have intrigued you?
How long have you been considering upgrading your roofing system?
The Evaluation Pledge:
“Mr and Mrs ( Insert customers last name) based on our evaluation, I think we can all agree that your roofing system has some concerns and needs attention immediately, wouldn’t you agree?”
