I don't wanna do anything yet.
I wanna call my insurance agent first.
Have you heard this one?
Because Adam, who just emailed me from Maryland, says, Hey, Adam.
This is Adam from uh, Waldorf, Maryland.
Can you possibly do a video on this objection?
I want to call my agent first.
I think it would help myself and many people.
It is becoming a very common thing after I present my findings to the homeowner.
Pay attention to that after I present my findings to the homeowner.
And sometimes when they call the agent, it can help, but more often
than not, it steers them away.
So what do we do?
Well, Adam, thank you in nice name, by the way.
And I want to get into this in this video because what Adam mentioned
in that video specifically was it's after I show them my findings.
So in this video, we're gonna digest in greater detail because I.
Sometimes I believe teaching objection handling is doing folks
a disservice cuz we don't really get to the root of what's going on.
We just isolate.
Well, they said this or you say that.
And that in my opinion is shortsighted.
We have to look at the whole scenario and understand what's going on.
So in this video, I'm gonna cover it in two parts.
First, I'm gonna share with you why it's happening, by guiding you
through an experience so you can begin to think like your customer.
And then I'm gonna teach you how to overcome this if it comes up.
But my guess is if we do everything that I share in the beginning, it's probably
not gonna come up that often, if at all.
So let's get started.
First, a quick welcome or welcome back, Adam Zeman here, the roof strategist
and everything I do on my channel is designed to help you and your team.
Smash your income goal and give every customer an amazing experience.
And if you haven't yet done it, smash that subscribe button so
you don't miss a new upload.
I'm putting up a couple every single week.
Now let's get started.
First, what I want to do is kinda lay the groundwork of what's
actually happening in the house.
And what we're gonna do is put ourselves in the mind of our customer.
And our customer for right now is gonna be our Pink Panther peeking out through
the window to see who's showing up.
Now remember, I'm a stranger, right?
Adam?
I'm pointing to my phone that's over there.
So Adam, who emailed me, And I show up.
Now I'm knocking on that door.
Now, Forbes for a second.
Let's put you at home tonight.
Six 30 at night.
You're sitting on the couch relaxing.
It's been a long day.
You got off work a little bit early and you're just ready to unwind and
you hear that knock, da, da, da, da.
Now, what are the two questions that come to your mind?
You just said it, didn't you?
Who the heck is that?
And what the heck do they want?
And often it, it involves an exchange to your significant other.
Like you expecting anyone?
No.
Who the heck is that?
What the heck do they want?
So then the door opens and you're standing there and all of our logos read the same.
I dunno if you know that or not, but they do.
And it says this, I sell roofs.
Okay, so now you're the I sell roof guy.
You did your spiel, your pitch.
You hop up on the roof, you do an inspection, then you show up and
you say, Hey, look, by the way your roof's damaged, your roof is damaged.
And the homeowners sitting there saying, you're the iso roof guy
that offered me a free inspection.
Gee, golly, what a shocker.
You tell me I need a new roof.
I don't trust you anymore.
So now let's pause right there.
That's what's happening up until this point.
Now, one of the key mistakes that many people make is telling people that
their home, that their roof is damaged.
I'm a firm believer that we don't do that.
Now, I've stopped drinking alcohol and later realized I was an alcoholic.
So I can say this, you don't show up at someone's house,
be like you're an alcoholic.
Right.
If you told someone who was not aware yet that they were an alcoholic or had
a problem with alcohol, they're likely gonna follow with what they're not gonna
say, oh, thank you so much for telling me, and then reach out and give you a hug.
No, they're gonna throw a right hook at your face.
Screw you, man.
That's what they're gonna do.
But in order to get someone to change, they need to take
ownership of that problem.
So I can't show up and tell the homeowner if the roof's
damaged, that's no different.
Like, Hey Mr.
Homeowner, you're an alcoholic.
No, I know it's an extreme example, and I hope I don't offend anybody.
I'm trying to be cheeky here and, and let you see how much of an extreme difference
it is versus guiding that homeowner to take ownership of their own problem
and identify that damage and tell it to you, which is why I did this video,
which I highly recommend you watch.
Which is one of the key mistakes.
Never tell a homeowner the roof is damaged.
We need them to tell us it's damaged.
All right, now number two, in my training center, I teach in depth an
objection handling formula called a r o.
Acknowledge, reassure, overcome.
And in there I teach that all objections fall into one of three
categories, trust, need, or money.
Okay, that's it.
They don't trust you.
They don't think they need you.
In the insurance side, like your support, your guidance through the
process, or that they don't need a new roof, especially in the retail side.
I wanna get a few more years outta my roof.
We're gonna move forward with the repair, not the replacement.
There's a need issue.
There's not enough need to take action.
They don't need to solve a problem.
And the final one is money, which in the insurance side is usually a deductible.
And the retail side, it's your estimate's too higher.
They don't think they can afford it, right?
So trust need money.
Now I want to ask you, if someone says, I wanna call my agent first,
which category does that fall into?
Trust, need or money?
My guess is you guessed right, which is a trust issue.
They don't trust you.
So if you've made these mistakes leading up to this point where you show up as the
iso roof guy, offer a free inspection, gee golly, you have damage to your roof.
The homeowner says, I don't trust you yet.
I'm gonna call someone I do trust, which is the insurance agent.
So my best advice is to watch that video on why you should not tell
a homeowner the roof's damaged.
Now, if you go through that process and communicate to them, so they then take.
Ownership of that damage.
Now there's no need to call the agent cuz they've owned the problem and
you can pinpoint exactly what they need to do, which is calling the
claims hotline to solve the problem.
But now what they're really doing is they're calling it
agent cause they don't trust you.
What they're telling the agent, when Adam says it sometimes works, but often
it doesn't, is they say the agent, the stranger, showed up at my house,
offering a free inspection, told me I had damage and should file a claim.
That doesn't sound very good.
When it's described that way.
But if they said, someone showed up, offered me a free inspection, I saw
the pictures of my very own eyes, they communicated what hail or wind
damage looks like, my roof is damaged.
That agent is gonna say, you need to call the claims hotline.
So if they do call the agent, we're in a better place.
All right, so there you have it.
That's the bones of why this thing comes up.
I gotta call my agent what we do to prevent it from coming up.
But I wanna share with you in case there's that Hail Mary where you do all
these things, right, and that homeowner still says, I want to call my agent.
We use that a r o formula, acknowledge, reassure, overcome.
Hey, Mr.
Homeowner, I understand you wanna speak to your agent a trusted resource, reassure.
I can understand that you might be a little timid to do anything about this
with a stranger who just showed up.
You don't know me that well, or as Adam and I can make the joke.
You don't know me from Adam, hahaha.
Pun pun.
Alright, I just thought of that one on the fly.
So we're gonna reassure their thought process.
I know you don't know me as a stranger quite yet.
I can understand some, some.
Resistance to doing some things and then overcome.
Hey, I'm a little confused.
I know you, you, you saw this damage, you described it to me.
May I ask, uh, what is it that you'd like to chat with your agent about?
And again, that's a what question we were gonna ask first and discover what
they're gonna ask because we don't know why they want to call their agent.
It might be something like, well, I wanted to ask my agent if my
claim, if my premiums would go up.
Bingo.
We can pinpoint that.
It's an act of God.
It's not gonna go up because of an act of God, but it will go
up because everybody's go up.
Just like health insurance claims go up every single year.
So whether you decide to do something or not, Your re claims are, excuse me, your
premiums will go up, yes, but not as a direct result of filing a claim for what's
considered an act of God, or if they have other questions, we can pinpoint it.
So that's why I want to ask, Hey, do you mind if I ask, what is it you'd
like to talk to your agent about?
Or What questions do you have for your agent?
And then if there's no way to get around it and you can't handle those
objections, when they then tell you the truth, then what we can do is
say, Hey, let's put together a list of questions together for your agent.
Then you're sitting there and you're documenting those questions, say,
listen, I'm gonna help you out.
Um, I'll happily put together any list of questions for your agent.
I'll give you some, some answers, and then you can fact check
anything you want with your agent if you choose to chat with them.
That way you're literally sitting there and getting them to draw out all the
objections that they were gonna have with the agent, most of which, if not all,
you'll be able to squash right there and then move on to getting the deal signed.
And then if they do call the agent and you provide a proper education,
the homeowner's gonna validate that with the agent and then call you back.
So there you have it.
The root cause of why people tell you I wanna call my agent
first and what to do about it.
Adam, thank you again for recommending this video.
I super appreciate it.
Keep those recommendations coming now, that's all for this video, so just
cuz our time here is about to wrap up.
Doesn't mean you're in my time.
Has to.
You might be sitting here thinking, well that sounds pretty sweet.
I wanna see if I can arm my team, my whole sales team.
With this strategy to overcome objections in the house and close deals.
And if that's you, click the link in the description and take a peek at
my program and see why thousands and thousands and thousands of people all
over the us, Canada, Australia, and even Sweden, are using this system for
both storm and retail to train their team lightning fast, arm them with all
the material they need to self-generate leads, overcome objections on the spot,
even if they've never heard 'em before.
Encloses deals confidently.
Or he can text the word demo to 3 0 3.
2 2 2 71 33.
That's 3 0 3 2 2 2 71 33.
Now, that's all for this video.
What I highly recommend you do is two quick things.
If you haven't done it, jump into my free training center here or hang
with me here on YouTube and watch that video I've been mentioning
throughout, which is why you should not tell homeowners the roofs damage.
And jump into that one right here, and I will see you on the next one.