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Adam discusses how salespeople often struggle with presenting the contingency agreement to homeowners, as it can intimidate them and potentially ruin the sale. He suggests a different approach by packaging the agreement in a more appealing way to show that signing it is in their best interest. Adam provides a printout as a helpful tool for presenting the contingency agreement, which is available in his roofing sales accelerator marketing pack. By framing the agreement as a sales tool, salespeople can increase their chances of closing the deal successfully.