If you’re in roofing sales, you’ve likely heard this phrase more times than you can count.
“I think I’m going to get 3 estimates here before making a decison”
While it’s a reasonable approach for homeowners, it can also be a stall tactic or an easy way to end the conversation if you don’t handle it correctly.
The key?
Position yourself as the expert, not just another estimate.
The Winning Response: Educate & Set the Review Meeting
Andrew Kloster shares a fantastic approach:
“That’s Great! My best customers are educated customers! Here’s a list of things to compare to make sure you’re evaluating equivalent products and installation. Here’s my information, including references, insurance certificates, and manufacturer certifications. When are you expecting to have all your bids back? Great—let’s schedule a review meeting now for Saturday at 10:00 AM. I’ll go over each one with you and explain any differences. I want you to get the best roofing system at the best price—even if it’s not with me.”
Why This Works:
✅ It positions you as a trusted advisor, not just a contractor trying to make a sale.
✅ It gets the homeowner thinking about what truly matters beyond just price.
✅ It keeps you in the conversation until the final decision is made.
✅ It sets a follow-up appointment, increasing your chances of closing.
Other Pro Responses From the Industry
Build Value & Confidence
Sam Raymond LoBosco:
“That’s great! I’ll tell you now—my price won’t be the lowest, and it may be the highest. But what I guarantee is honesty, fairness, communication, and top-quality work. I don’t cut corners, and I make sure the job is done right.”
Turn the Objection Around
Dale Childress Jr.:
“What are you going to do if all three estimates are more than your insurance check?” … Then listen.
Get the Homeowner Thinking Long-Term
Steve Martin:
“Great! When you get the others, let’s compare them together. If you’d like me to lower my roof plan to match theirs, we can do that—but I want to show you why we choose premium materials that last.”
Position Yourself as the Prize
Robert N. Stover:
“You are the prize, not the potential customer. You are interviewing them, not the other way around. Change your mindset from ‘I hope they pick me’ to ‘I’m here to see if we’re a good fit.’ This shifts the dynamic in your favor.”
3 More Pro Responses Based on Sales Methodologies
The Challenger Sale Approach
“Most homeowners assume that getting three estimates means they’ll find the best price. But in roofing, a lower bid often means corners are being cut—whether in labor, materials, or warranty coverage. Instead of focusing on price alone, let’s look at what actually protects your home. I’ll walk you through the key differentiators and what you’re truly paying for.”
✅ This frames the discussion around value rather than price, pushing the customer to rethink their decision-making process.
The Never Split the Difference Approach
“I totally understand why you’d want to get three estimates. If I were in your shoes, I might do the same. But let’s talk about what really matters—trust, quality, and peace of mind. Let’s go through your concerns right now, so we don’t waste your time with companies that won’t meet your standards.”
✅ By mirroring and labeling the customer’s emotions, you disarm their resistance and take control of the conversation.
The Pitch Anything Approach
“I appreciate that you’re getting multiple bids. It shows you care about your home and want the best deal. But let’s flip the script for a second—why do you think some companies come in lower? What’s missing? I’m here to help you make the best decision, whether it’s with us or not. Let’s sit down and go over what matters most to you.”
✅ This shifts the power dynamic, making the customer prove why they should work with you, not the other way around.
Pro Tips to Overcome This Objection
- Avoid sounding desperate. You’re not just another number in their bid pile—you’re the best option.
- Highlight key differentiators. What do you offer that no one else does? Better materials? Superior warranty? Faster completion times?
- Get ahead of the objection. If you sense hesitation, address it before they bring it up.
- Use social proof. Share case studies or testimonials from happy customers.
- Book the review meeting. Don’t let the conversation end with “I’ll let you know.”
Position Yourself as The Expert
Getting multiple estimates is a normal part of the process—but that doesn’t mean you have to lose the sale. If you educate, position yourself as the expert, and set a follow-up, you’ll dramatically increase your close rate.
