WEBVTT NOTE This file was generated by Descript 00:00:00.240 --> 00:00:02.070 You've been asking, I've been listening, you're dealing with 00:00:02.100 --> 00:00:04.110 ACV policies, actual cash value. 00:00:04.110 --> 00:00:07.500 So an insurance claim where it might be a $20,000 replacement, but the 00:00:07.500 --> 00:00:11.400 insurance is paying 10 or 12 or small repairs, whether that's on the 00:00:11.400 --> 00:00:12.930 retail front or the insurance front. 00:00:13.290 --> 00:00:16.260 And it's up to us to then flip these into retail. 00:00:16.530 --> 00:00:18.990 And if you're working insurance claims, whether it's tailwind 00:00:18.990 --> 00:00:22.620 or hurricane, sometimes you struggle because these ACV plans. 00:00:23.280 --> 00:00:27.390 Or repairs that are, are paid marginally, and you just can't go anywhere with it. 00:00:27.450 --> 00:00:28.590 You need to flip it to retail. 00:00:28.830 --> 00:00:30.570 Often turns into a race to the bottom. 00:00:30.600 --> 00:00:34.050 And many folks are really good at selling insurance job, but they're 00:00:34.050 --> 00:00:36.060 not super great on the retail front. 00:00:36.060 --> 00:00:38.790 Well, that's going to change because in today's video, I'm going to be 00:00:38.790 --> 00:00:41.090 covering how to approach the ACV or. 00:00:41.809 --> 00:00:46.190 Jobs and turn them into retail projects so you can actually win the business. 00:00:46.400 --> 00:00:49.879 Firstly, I just wanted to say thank you for the comments because it's 00:00:49.879 --> 00:00:53.180 because of the comments on the videos that I'm doing this one today. 00:00:53.180 --> 00:00:57.559 So any questions that come up, whether you agree or disagree or things I didn't 00:00:57.559 --> 00:01:01.129 cover, or I need to go in more depth into do drop a comment on the video. 00:01:01.129 --> 00:01:02.989 I do take a look and that's what inspires. 00:01:03.470 --> 00:01:04.550 Everything that I do. 00:01:04.849 --> 00:01:06.770 And before we get started, I just want to say welcome back. 00:01:06.979 --> 00:01:08.630 My name is Adam Benjamin, the roof strategist. 00:01:08.840 --> 00:01:12.110 And if you're new here, everything I do on the channel and the podcast is 00:01:12.110 --> 00:01:15.770 designed to help you and your team smash your income goal in roofing sales 00:01:16.039 --> 00:01:19.429 in the same applies for my all-in-one sales training and sales system that 00:01:19.429 --> 00:01:20.509 works for both store and retail. 00:01:20.750 --> 00:01:21.250 And it's currently. 00:01:21.925 --> 00:01:25.524 Thousands of people across the U S from itty-bitty companies to some of the top 00:01:25.524 --> 00:01:29.604 100 companies in America, there's links in the video description for more details. 00:01:29.604 --> 00:01:33.115 Now let's get into this ACV and repairs and flipping them to retail. 00:01:33.354 --> 00:01:35.994 First, what we need to do is this, I want to cover some groundwork. 00:01:36.145 --> 00:01:39.925 We need to approach the sale as insurance first approach. 00:01:40.505 --> 00:01:41.764 Insurance first. 00:01:41.794 --> 00:01:42.514 Why is that? 00:01:42.725 --> 00:01:43.054 Why? 00:01:43.054 --> 00:01:47.345 Because here's where we're going to showcase our expertise and our value. 00:01:47.735 --> 00:01:50.434 Now, this is one of the reasons, and I've done plenty of videos on 00:01:50.445 --> 00:01:53.285 the contingency and why I believe that everyone should use them. 00:01:53.285 --> 00:01:55.354 I know some people don't, you don't have to agree with me. 00:01:55.354 --> 00:01:55.865 That's cool. 00:01:55.895 --> 00:01:56.884 If it ain't broke, don't fix it. 00:01:57.580 --> 00:02:03.040 But as we approach the insured, the homeowner under an insurance claim, 00:02:03.070 --> 00:02:06.310 what we can do is position our expertise and the value we provide 00:02:06.550 --> 00:02:11.500 as an insurance restoration or hail damage or storm damage expert. 00:02:11.980 --> 00:02:13.930 Now, by doing this, we can say, Hey, Mr. 00:02:13.930 --> 00:02:14.260 And Mrs. 00:02:14.260 --> 00:02:15.610 Homeowner listened by working with us. 00:02:15.610 --> 00:02:16.810 We're not just a roofer. 00:02:16.990 --> 00:02:21.370 What we're able to do for you is meet with the insurance carrier and identify 00:02:21.370 --> 00:02:24.730 all the items that are damaged or need to be repaired in order to get your 00:02:24.730 --> 00:02:26.800 roof put back together into pre-loss or. 00:02:27.285 --> 00:02:28.394 Pre-storm condition. 00:02:28.665 --> 00:02:34.575 And we understand not only the roofing technical side, but how this whole process 00:02:34.575 --> 00:02:38.355 works using exact mate, which is the software that most insurance carriers use. 00:02:38.625 --> 00:02:44.445 So even though you may have an actual cash value policy, my mission is to help 00:02:44.475 --> 00:02:49.905 reduce those expenses for you as much as humanly possible by getting absolutely 00:02:49.935 --> 00:02:51.915 everything identified on the roof. 00:02:52.125 --> 00:02:54.795 Now, as we go through this and you meet with that adjuster, 00:02:54.945 --> 00:02:56.204 you might get those first round. 00:02:57.000 --> 00:03:01.980 But this is where we showcase our value is to be able to supplement and bring those 00:03:01.980 --> 00:03:07.560 repairs up as high as possible that are also a hundred percent reasonable and in 00:03:07.620 --> 00:03:11.760 do to you because if the homeowner were to pursue just the repair, they need the 00:03:11.760 --> 00:03:16.680 proper compensation in line items on the estimate that you will be able to help 00:03:16.680 --> 00:03:20.579 them get in order to bring down the RCV. 00:03:20.579 --> 00:03:22.320 So let's just say there's a retail. 00:03:23.745 --> 00:03:26.145 That you're going to provide, they're coming out of pocket. 00:03:26.175 --> 00:03:29.265 Your actual cash value might start here, but the higher you 00:03:29.265 --> 00:03:31.395 make, it means there's smaller. 00:03:31.425 --> 00:03:33.285 That they're the smaller amount that they're going to have 00:03:33.285 --> 00:03:34.335 to come out of pocket for. 00:03:34.605 --> 00:03:37.425 So this is why we want approach as the insurance. 00:03:38.020 --> 00:03:40.270 Showcasing our expertise and our value. 00:03:40.540 --> 00:03:43.240 Now I know what you might be thinking, Hey, well, how do we secure this job? 00:03:43.270 --> 00:03:45.970 How do we make sure that the homeowners and flip to someone 00:03:45.970 --> 00:03:49.720 else in technically, there's really no reason that we can do that. 00:03:49.720 --> 00:03:51.430 We can't hold their toes to anything. 00:03:51.610 --> 00:03:55.480 You can't sign a contingency on a retail project, but we can do is 00:03:55.480 --> 00:03:56.980 start the relationship off right? 00:03:56.980 --> 00:03:58.660 With the proper expectations. 00:03:59.080 --> 00:04:02.780 Now, when we use those proper expectations, we use. 00:04:03.575 --> 00:04:08.285 As an opportunity to overcome the biggest objections that that homeowner is going 00:04:08.285 --> 00:04:13.085 to have, which is price, therefore showcasing the value provider reduced that 00:04:13.085 --> 00:04:15.395 out-of-pocket expense you, our expertise. 00:04:15.815 --> 00:04:19.805 As you develop this relationship with the homeowner, you are likely 00:04:19.805 --> 00:04:21.995 going to be the contractor of choice. 00:04:21.995 --> 00:04:23.525 Who's going to get that retail roof. 00:04:23.735 --> 00:04:27.155 Now, next step, approaching it as insurance. 00:04:27.155 --> 00:04:30.305 First, what we need to do then is then flip to retail. 00:04:30.335 --> 00:04:31.235 Now, how do we do this? 00:04:32.265 --> 00:04:35.325 We want to take a very similar approach on the insurance side. 00:04:35.655 --> 00:04:37.665 There's one key difference, obviously, who is putting the. 00:04:38.670 --> 00:04:41.700 What do I mean, by flipping to retail, we need to overcome the 00:04:41.700 --> 00:04:45.510 biggest objection, which is what, who is going to do it cheaper. 00:04:45.840 --> 00:04:50.760 And this is why I always in my car park, closing formula, the same 00:04:50.970 --> 00:04:55.740 in-home sales system that I teach in my program is to overcome this 00:04:55.860 --> 00:04:57.060 the biggest objection, straight up. 00:04:57.534 --> 00:04:58.435 Which is price. 00:04:58.825 --> 00:05:03.805 What most homeowners don't realize is that a roof estimate is not apples to apples. 00:05:04.105 --> 00:05:06.865 In fact, it's apples to French fries or apples to oranges. 00:05:07.105 --> 00:05:14.094 So what homeowners do is they compare this price versus the 00:05:14.094 --> 00:05:16.795 next price, which is you and the. 00:05:17.685 --> 00:05:19.965 Take a look at the estimate, look at the dollar and say dollar 00:05:19.965 --> 00:05:21.705 for dollar, which one's cheaper. 00:05:21.735 --> 00:05:26.475 That's the best value, but price does not mean value because of the average 00:05:26.475 --> 00:05:30.015 homeowner shingles off shingles on new roof is installed, but it 00:05:30.015 --> 00:05:31.545 doesn't, it doesn't work like that. 00:05:31.575 --> 00:05:32.325 You know that. 00:05:32.805 --> 00:05:35.025 And I want to ask you a question right now. 00:05:35.295 --> 00:05:39.375 Do you believe in your heart of hearts, that you are the absolute best contractor 00:05:39.405 --> 00:05:42.735 to do the job, to win the business, to take care of the customer and do the 00:05:42.735 --> 00:05:45.615 right thing, stand behind your work and give them an amazing experience. 00:05:46.515 --> 00:05:49.005 And I'm hoping that you're sitting there saying, hell yeah, absolutely. 00:05:49.365 --> 00:05:54.105 And if that's the case, then it is your responsibility, your ethical duty to 00:05:54.105 --> 00:05:56.475 communicate this clearly to the homeowner. 00:05:56.625 --> 00:06:00.165 So he or she can make a smart decision and not just choose the lower 00:06:00.165 --> 00:06:01.635 dollar amount as the right value. 00:06:01.845 --> 00:06:04.845 So it's through this process that I explain how estimates 00:06:04.845 --> 00:06:07.455 are prepared line by line. 00:06:07.545 --> 00:06:10.185 Item means that this estimate is. 00:06:10.995 --> 00:06:14.955 The contractor is accountable to doing each and everything versus 00:06:14.955 --> 00:06:18.495 the next one, which is a lump sum of like removing replace roof with a 00:06:18.495 --> 00:06:20.475 few line items for just a few bucks. 00:06:20.715 --> 00:06:22.275 And they're like, oh, well I want to go with that one. 00:06:22.575 --> 00:06:25.575 But what the homeowner does not realize is that it is up to the 00:06:25.575 --> 00:06:28.635 contractor with a cheaper estimate to use whatever materials. 00:06:29.275 --> 00:06:31.855 Cut corners on the install and reuse certain materials. 00:06:31.855 --> 00:06:35.965 If it is reusable things like flashing or edge metal, you 00:06:35.965 --> 00:06:37.465 know, the corners that are cut. 00:06:37.705 --> 00:06:42.475 So what we need to do is educate the homeowner on what to look for 00:06:42.475 --> 00:06:46.915 in an estimate and break down the fact that many contractors, and 00:06:46.915 --> 00:06:48.835 this is the word I always use. 00:06:48.925 --> 00:06:52.905 They dupe homeowners and to thinking, Hey, we're a better value because we're. 00:06:53.715 --> 00:06:56.955 Because shingles off shingles on when in fact what the homeowner needs to do is 00:06:56.955 --> 00:07:00.855 understand what's actually being done and to help them do this, we don't want it. 00:07:01.635 --> 00:07:02.715 Well, we want to do is ask. 00:07:02.835 --> 00:07:05.414 We want to ask questions like, Hey, did the other contractor tell you 00:07:05.414 --> 00:07:06.405 what greatest shingle they're using? 00:07:06.765 --> 00:07:10.484 Hey, did the other contractor talk about what type of ice and water shield or 00:07:10.484 --> 00:07:12.015 w metal they're using in the valley? 00:07:12.344 --> 00:07:15.015 Or how many rows of ice and water shield are they using? 00:07:15.015 --> 00:07:18.344 What type of Ridge cap, what type of pike Jack flashing are they reusing? 00:07:18.344 --> 00:07:20.924 You're replacing the roof to wall flashing or step flashing. 00:07:20.955 --> 00:07:21.885 What about the edge metal? 00:07:21.914 --> 00:07:23.505 Did they give you a choice of edge metal color? 00:07:24.104 --> 00:07:26.804 When you start asking these questions, the homeowner. 00:07:27.765 --> 00:07:28.185 Answer. 00:07:28.185 --> 00:07:33.195 Cause they don't know, this is how we bring the paint to help them realize 00:07:33.195 --> 00:07:35.475 they have a problem because people buy things when they have a problem 00:07:35.655 --> 00:07:37.125 and they need to seek a solution. 00:07:37.275 --> 00:07:40.755 So our mission through first educating what the difference is between these 00:07:40.755 --> 00:07:44.715 estimates line item versus lump sum, then asking those questions, open 00:07:44.715 --> 00:07:48.045 the wound to realize, oh my gosh, I might be about to make a horrible 00:07:48.045 --> 00:07:51.705 choice and I'll ask the homeowner, Hey, are you comfortable running a 00:07:51.705 --> 00:07:53.775 $20,000 check for a kitchen remodel. 00:07:54.105 --> 00:07:56.535 If you didn't know what kind of cabinets or countertops you'd be. 00:07:57.270 --> 00:07:59.940 They say no while the roof's the same, you just don't see it. 00:08:00.540 --> 00:08:03.300 And are you comfortable writing a $20,000 check to a company that 00:08:03.300 --> 00:08:04.920 you have zero accountability for? 00:08:04.920 --> 00:08:07.170 Because there's nothing listed, which by the way is true. 00:08:07.710 --> 00:08:11.610 No, but using us with our detailed estimate, which is why you need to 00:08:11.610 --> 00:08:15.150 provide a detailed estimate line by line, think of like an Xactimate. 00:08:16.395 --> 00:08:20.135 Gone retail is to provide full transparency and accountability. 00:08:20.145 --> 00:08:21.344 So you know exactly what you're getting. 00:08:21.344 --> 00:08:24.525 So you don't end up trusting a roofer to put on a new roof and end up reusing 00:08:24.525 --> 00:08:26.534 20 or 30 year old flashing on a roof. 00:08:26.534 --> 00:08:27.344 That's going to last another 30. 00:08:28.425 --> 00:08:32.655 So by doing this, let's recap how we're going to flip from insurance to retail. 00:08:32.655 --> 00:08:36.525 Number one, what we need to do is focus first solely on approaching this from 00:08:36.525 --> 00:08:39.914 the insurance perspective to bring the value, showcase our expertise. 00:08:39.914 --> 00:08:43.275 But most importantly is to build that relationship with the homeowner. 00:08:43.515 --> 00:08:45.885 And yes, could time be wasted. 00:08:45.915 --> 00:08:46.755 Of course, it's sales. 00:08:46.755 --> 00:08:49.425 You're not going to win everyone, but when you build that relationship the 00:08:49.425 --> 00:08:51.165 right way, and you showcase that value. 00:08:51.915 --> 00:08:57.005 You are able to then collect the highest ACV possible, then educate the homeowner. 00:08:57.025 --> 00:08:58.665 What to look for on estimates. 00:08:58.965 --> 00:09:02.865 Then ask the questions that are very challenging to answer. 00:09:03.285 --> 00:09:05.745 And then by doing this, you're able to present your retail 00:09:05.745 --> 00:09:07.875 estimate and close the deal. 00:09:08.235 --> 00:09:10.095 Now that's all for this video. 00:09:10.125 --> 00:09:11.954 I'm sure there's a lot more questions. 00:09:11.954 --> 00:09:15.915 Cause we've just scratched the tip of the surface on how to approach 00:09:16.275 --> 00:09:20.235 ACV policies or repair projects and turn them into full replacement. 00:09:20.235 --> 00:09:20.425 So. 00:09:21.375 --> 00:09:22.545 What questions do you have? 00:09:22.545 --> 00:09:25.365 And should I cover in a future video drop a comment. 00:09:26.460 --> 00:09:28.680 I'll take a peak, it'll inspire a future video. 00:09:28.980 --> 00:09:32.340 Now, if you liked this video and you want more, what I want you to do is click right 00:09:32.340 --> 00:09:34.110 here and download a free copy of my pitch. 00:09:34.110 --> 00:09:35.970 Like a pro roofing sales training video library. 00:09:36.180 --> 00:09:39.240 I have a playlist in there, all on retail and there's more coming soon. 00:09:39.360 --> 00:09:39.630 Yes. 00:09:39.630 --> 00:09:41.520 They work with a lot of retail companies as well. 00:09:41.610 --> 00:09:42.360 So take a peak. 00:09:42.570 --> 00:09:45.600 And my entire sales system by the way, is designed for both storm and retail. 00:09:45.900 --> 00:09:48.540 And if you want to continue your journey with me, YouTube thinks you're really 00:09:48.540 --> 00:09:52.050 going to love this video, stay tuned, and I will see you in the next video.