WEBVTT NOTE This file was generated by Descript 00:00:00.570 --> 00:00:01.620 I don't wanna do anything yet. 00:00:01.620 --> 00:00:03.960 I wanna call my insurance agent first. 00:00:04.320 --> 00:00:05.070 Have you heard this one? 00:00:05.100 --> 00:00:08.490 Because Adam, who just emailed me from Maryland, says, Hey, Adam. 00:00:08.520 --> 00:00:10.680 This is Adam from uh, Waldorf, Maryland. 00:00:10.890 --> 00:00:12.780 Can you possibly do a video on this objection? 00:00:12.930 --> 00:00:14.820 I want to call my agent first. 00:00:15.030 --> 00:00:16.480 I think it would help myself and many people. 00:00:17.040 --> 00:00:21.300 It is becoming a very common thing after I present my findings to the homeowner. 00:00:21.300 --> 00:00:24.330 Pay attention to that after I present my findings to the homeowner. 00:00:24.660 --> 00:00:27.690 And sometimes when they call the agent, it can help, but more often 00:00:27.690 --> 00:00:29.610 than not, it steers them away. 00:00:29.765 --> 00:00:30.544 So what do we do? 00:00:30.695 --> 00:00:32.644 Well, Adam, thank you in nice name, by the way. 00:00:32.915 --> 00:00:35.585 And I want to get into this in this video because what Adam mentioned 00:00:35.585 --> 00:00:40.085 in that video specifically was it's after I show them my findings. 00:00:40.504 --> 00:00:45.085 So in this video, we're gonna digest in greater detail because I. 00:00:45.435 --> 00:00:48.105 Sometimes I believe teaching objection handling is doing folks 00:00:48.105 --> 00:00:50.985 a disservice cuz we don't really get to the root of what's going on. 00:00:50.985 --> 00:00:51.765 We just isolate. 00:00:51.945 --> 00:00:53.565 Well, they said this or you say that. 00:00:53.565 --> 00:00:55.515 And that in my opinion is shortsighted. 00:00:55.725 --> 00:00:59.445 We have to look at the whole scenario and understand what's going on. 00:00:59.685 --> 00:01:01.815 So in this video, I'm gonna cover it in two parts. 00:01:01.900 --> 00:01:05.740 First, I'm gonna share with you why it's happening, by guiding you 00:01:05.740 --> 00:01:08.230 through an experience so you can begin to think like your customer. 00:01:08.320 --> 00:01:11.560 And then I'm gonna teach you how to overcome this if it comes up. 00:01:11.560 --> 00:01:15.130 But my guess is if we do everything that I share in the beginning, it's probably 00:01:15.130 --> 00:01:17.590 not gonna come up that often, if at all. 00:01:17.740 --> 00:01:18.550 So let's get started. 00:01:18.630 --> 00:01:22.780 First, a quick welcome or welcome back, Adam Zeman here, the roof strategist 00:01:22.930 --> 00:01:25.690 and everything I do on my channel is designed to help you and your team. 00:01:25.715 --> 00:01:29.795 Smash your income goal and give every customer an amazing experience. 00:01:29.975 --> 00:01:33.635 And if you haven't yet done it, smash that subscribe button so 00:01:33.635 --> 00:01:35.165 you don't miss a new upload. 00:01:35.195 --> 00:01:37.175 I'm putting up a couple every single week. 00:01:37.235 --> 00:01:37.925 Now let's get started. 00:01:38.195 --> 00:01:41.075 First, what I want to do is kinda lay the groundwork of what's 00:01:41.075 --> 00:01:42.365 actually happening in the house. 00:01:42.395 --> 00:01:45.005 And what we're gonna do is put ourselves in the mind of our customer. 00:01:45.010 --> 00:01:48.185 And our customer for right now is gonna be our Pink Panther peeking out through 00:01:48.185 --> 00:01:49.655 the window to see who's showing up. 00:01:49.895 --> 00:01:51.575 Now remember, I'm a stranger, right? 00:01:51.635 --> 00:01:51.995 Adam? 00:01:51.995 --> 00:01:53.135 I'm pointing to my phone that's over there. 00:01:53.135 --> 00:01:55.255 So Adam, who emailed me, And I show up. 00:01:57.025 --> 00:01:59.065 Now I'm knocking on that door. 00:01:59.125 --> 00:02:00.175 Now, Forbes for a second. 00:02:00.745 --> 00:02:02.905 Let's put you at home tonight. 00:02:03.025 --> 00:02:03.985 Six 30 at night. 00:02:04.195 --> 00:02:05.635 You're sitting on the couch relaxing. 00:02:05.635 --> 00:02:06.715 It's been a long day. 00:02:06.955 --> 00:02:10.645 You got off work a little bit early and you're just ready to unwind and 00:02:10.645 --> 00:02:12.835 you hear that knock, da, da, da, da. 00:02:13.635 --> 00:02:16.045 Now, what are the two questions that come to your mind? 00:02:17.730 --> 00:02:18.570 You just said it, didn't you? 00:02:18.750 --> 00:02:19.770 Who the heck is that? 00:02:19.770 --> 00:02:21.060 And what the heck do they want? 00:02:21.270 --> 00:02:24.300 And often it, it involves an exchange to your significant other. 00:02:24.300 --> 00:02:25.470 Like you expecting anyone? 00:02:25.475 --> 00:02:25.560 No. 00:02:25.560 --> 00:02:26.130 Who the heck is that? 00:02:26.130 --> 00:02:26.850 What the heck do they want? 00:02:27.120 --> 00:02:31.200 So then the door opens and you're standing there and all of our logos read the same. 00:02:31.200 --> 00:02:32.340 I dunno if you know that or not, but they do. 00:02:32.430 --> 00:02:35.440 And it says this, I sell roofs. 00:02:35.470 --> 00:02:37.530 Okay, so now you're the I sell roof guy. 00:02:37.710 --> 00:02:38.880 You did your spiel, your pitch. 00:02:39.030 --> 00:02:41.370 You hop up on the roof, you do an inspection, then you show up and 00:02:41.370 --> 00:02:44.640 you say, Hey, look, by the way your roof's damaged, your roof is damaged. 00:02:45.690 --> 00:02:47.700 And the homeowners sitting there saying, you're the iso roof guy 00:02:47.700 --> 00:02:48.930 that offered me a free inspection. 00:02:48.930 --> 00:02:50.250 Gee, golly, what a shocker. 00:02:50.250 --> 00:02:51.510 You tell me I need a new roof. 00:02:52.109 --> 00:02:53.670 I don't trust you anymore. 00:02:54.030 --> 00:02:55.290 So now let's pause right there. 00:02:56.310 --> 00:02:58.320 That's what's happening up until this point. 00:02:58.740 --> 00:03:01.650 Now, one of the key mistakes that many people make is telling people that 00:03:01.650 --> 00:03:03.450 their home, that their roof is damaged. 00:03:03.690 --> 00:03:05.430 I'm a firm believer that we don't do that. 00:03:05.609 --> 00:03:08.609 Now, I've stopped drinking alcohol and later realized I was an alcoholic. 00:03:08.609 --> 00:03:10.350 So I can say this, you don't show up at someone's house, 00:03:10.350 --> 00:03:11.459 be like you're an alcoholic. 00:03:12.105 --> 00:03:12.465 Right. 00:03:12.495 --> 00:03:16.454 If you told someone who was not aware yet that they were an alcoholic or had 00:03:16.454 --> 00:03:19.725 a problem with alcohol, they're likely gonna follow with what they're not gonna 00:03:19.725 --> 00:03:22.484 say, oh, thank you so much for telling me, and then reach out and give you a hug. 00:03:22.545 --> 00:03:24.644 No, they're gonna throw a right hook at your face. 00:03:25.380 --> 00:03:26.490 Screw you, man. 00:03:26.700 --> 00:03:27.840 That's what they're gonna do. 00:03:28.200 --> 00:03:30.660 But in order to get someone to change, they need to take 00:03:30.750 --> 00:03:32.910 ownership of that problem. 00:03:33.090 --> 00:03:34.950 So I can't show up and tell the homeowner if the roof's 00:03:34.954 --> 00:03:35.760 damaged, that's no different. 00:03:35.760 --> 00:03:36.240 Like, Hey Mr. 00:03:36.240 --> 00:03:36.990 Homeowner, you're an alcoholic. 00:03:37.019 --> 00:03:39.570 No, I know it's an extreme example, and I hope I don't offend anybody. 00:03:39.570 --> 00:03:43.060 I'm trying to be cheeky here and, and let you see how much of an extreme difference 00:03:43.060 --> 00:03:47.160 it is versus guiding that homeowner to take ownership of their own problem 00:03:47.160 --> 00:03:50.070 and identify that damage and tell it to you, which is why I did this video, 00:03:50.070 --> 00:03:51.359 which I highly recommend you watch. 00:03:51.600 --> 00:03:52.619 Which is one of the key mistakes. 00:03:52.619 --> 00:03:54.179 Never tell a homeowner the roof is damaged. 00:03:54.184 --> 00:03:56.010 We need them to tell us it's damaged. 00:03:56.339 --> 00:04:00.899 All right, now number two, in my training center, I teach in depth an 00:04:00.899 --> 00:04:02.820 objection handling formula called a r o. 00:04:02.880 --> 00:04:04.109 Acknowledge, reassure, overcome. 00:04:04.140 --> 00:04:07.079 And in there I teach that all objections fall into one of three 00:04:07.079 --> 00:04:08.820 categories, trust, need, or money. 00:04:08.825 --> 00:04:09.339 Okay, that's it. 00:04:09.339 --> 00:04:09.980 They don't trust you. 00:04:10.260 --> 00:04:11.429 They don't think they need you. 00:04:11.740 --> 00:04:14.079 In the insurance side, like your support, your guidance through the 00:04:14.079 --> 00:04:16.959 process, or that they don't need a new roof, especially in the retail side. 00:04:17.110 --> 00:04:18.579 I wanna get a few more years outta my roof. 00:04:18.730 --> 00:04:20.769 We're gonna move forward with the repair, not the replacement. 00:04:20.890 --> 00:04:21.700 There's a need issue. 00:04:21.700 --> 00:04:23.350 There's not enough need to take action. 00:04:23.530 --> 00:04:25.090 They don't need to solve a problem. 00:04:25.150 --> 00:04:28.180 And the final one is money, which in the insurance side is usually a deductible. 00:04:28.330 --> 00:04:30.040 And the retail side, it's your estimate's too higher. 00:04:30.040 --> 00:04:32.230 They don't think they can afford it, right? 00:04:32.290 --> 00:04:33.370 So trust need money. 00:04:33.430 --> 00:04:37.150 Now I want to ask you, if someone says, I wanna call my agent first, 00:04:37.450 --> 00:04:38.650 which category does that fall into? 00:04:38.650 --> 00:04:39.340 Trust, need or money? 00:04:40.245 --> 00:04:42.765 My guess is you guessed right, which is a trust issue. 00:04:42.765 --> 00:04:43.515 They don't trust you. 00:04:43.785 --> 00:04:47.415 So if you've made these mistakes leading up to this point where you show up as the 00:04:47.415 --> 00:04:50.565 iso roof guy, offer a free inspection, gee golly, you have damage to your roof. 00:04:50.715 --> 00:04:52.635 The homeowner says, I don't trust you yet. 00:04:52.635 --> 00:04:55.935 I'm gonna call someone I do trust, which is the insurance agent. 00:04:56.145 --> 00:04:59.775 So my best advice is to watch that video on why you should not tell 00:04:59.775 --> 00:05:01.035 a homeowner the roof's damaged. 00:05:01.335 --> 00:05:05.055 Now, if you go through that process and communicate to them, so they then take. 00:05:05.115 --> 00:05:06.585 Ownership of that damage. 00:05:06.825 --> 00:05:10.635 Now there's no need to call the agent cuz they've owned the problem and 00:05:10.635 --> 00:05:14.805 you can pinpoint exactly what they need to do, which is calling the 00:05:14.805 --> 00:05:16.605 claims hotline to solve the problem. 00:05:16.725 --> 00:05:18.375 But now what they're really doing is they're calling it 00:05:18.380 --> 00:05:19.485 agent cause they don't trust you. 00:05:19.605 --> 00:05:22.545 What they're telling the agent, when Adam says it sometimes works, but often 00:05:22.545 --> 00:05:26.295 it doesn't, is they say the agent, the stranger, showed up at my house, 00:05:26.295 --> 00:05:29.055 offering a free inspection, told me I had damage and should file a claim. 00:05:29.295 --> 00:05:30.715 That doesn't sound very good. 00:05:30.880 --> 00:05:32.350 When it's described that way. 00:05:32.530 --> 00:05:34.960 But if they said, someone showed up, offered me a free inspection, I saw 00:05:34.960 --> 00:05:37.390 the pictures of my very own eyes, they communicated what hail or wind 00:05:37.390 --> 00:05:39.400 damage looks like, my roof is damaged. 00:05:39.550 --> 00:05:41.620 That agent is gonna say, you need to call the claims hotline. 00:05:42.040 --> 00:05:44.170 So if they do call the agent, we're in a better place. 00:05:44.260 --> 00:05:45.490 All right, so there you have it. 00:05:45.610 --> 00:05:48.610 That's the bones of why this thing comes up. 00:05:48.610 --> 00:05:51.250 I gotta call my agent what we do to prevent it from coming up. 00:05:51.460 --> 00:05:54.310 But I wanna share with you in case there's that Hail Mary where you do all 00:05:54.310 --> 00:05:57.130 these things, right, and that homeowner still says, I want to call my agent. 00:05:57.310 --> 00:06:00.520 We use that a r o formula, acknowledge, reassure, overcome. 00:06:01.080 --> 00:06:01.590 Hey, Mr. 00:06:01.590 --> 00:06:05.760 Homeowner, I understand you wanna speak to your agent a trusted resource, reassure. 00:06:05.909 --> 00:06:08.849 I can understand that you might be a little timid to do anything about this 00:06:08.849 --> 00:06:10.050 with a stranger who just showed up. 00:06:10.050 --> 00:06:12.719 You don't know me that well, or as Adam and I can make the joke. 00:06:12.719 --> 00:06:14.099 You don't know me from Adam, hahaha. 00:06:14.099 --> 00:06:14.550 Pun pun. 00:06:14.555 --> 00:06:16.080 Alright, I just thought of that one on the fly. 00:06:16.260 --> 00:06:17.890 So we're gonna reassure their thought process. 00:06:18.240 --> 00:06:20.219 I know you don't know me as a stranger quite yet. 00:06:20.310 --> 00:06:21.180 I can understand some, some. 00:06:21.710 --> 00:06:24.169 Resistance to doing some things and then overcome. 00:06:24.320 --> 00:06:25.219 Hey, I'm a little confused. 00:06:25.219 --> 00:06:27.799 I know you, you, you saw this damage, you described it to me. 00:06:27.979 --> 00:06:30.859 May I ask, uh, what is it that you'd like to chat with your agent about? 00:06:30.890 --> 00:06:34.669 And again, that's a what question we were gonna ask first and discover what 00:06:34.669 --> 00:06:37.909 they're gonna ask because we don't know why they want to call their agent. 00:06:37.914 --> 00:06:40.729 It might be something like, well, I wanted to ask my agent if my 00:06:40.729 --> 00:06:43.010 claim, if my premiums would go up. 00:06:43.219 --> 00:06:43.640 Bingo. 00:06:43.640 --> 00:06:44.690 We can pinpoint that. 00:06:44.765 --> 00:06:45.665 It's an act of God. 00:06:45.695 --> 00:06:47.585 It's not gonna go up because of an act of God, but it will go 00:06:47.585 --> 00:06:48.545 up because everybody's go up. 00:06:48.785 --> 00:06:51.905 Just like health insurance claims go up every single year. 00:06:52.115 --> 00:06:56.220 So whether you decide to do something or not, Your re claims are, excuse me, your 00:06:56.220 --> 00:07:00.030 premiums will go up, yes, but not as a direct result of filing a claim for what's 00:07:00.030 --> 00:07:03.540 considered an act of God, or if they have other questions, we can pinpoint it. 00:07:03.540 --> 00:07:06.120 So that's why I want to ask, Hey, do you mind if I ask, what is it you'd 00:07:06.120 --> 00:07:07.650 like to talk to your agent about? 00:07:07.920 --> 00:07:09.570 Or What questions do you have for your agent? 00:07:09.630 --> 00:07:12.680 And then if there's no way to get around it and you can't handle those 00:07:12.680 --> 00:07:16.110 objections, when they then tell you the truth, then what we can do is 00:07:16.110 --> 00:07:19.410 say, Hey, let's put together a list of questions together for your agent. 00:07:19.800 --> 00:07:22.860 Then you're sitting there and you're documenting those questions, say, 00:07:22.860 --> 00:07:23.820 listen, I'm gonna help you out. 00:07:24.130 --> 00:07:27.669 Um, I'll happily put together any list of questions for your agent. 00:07:27.700 --> 00:07:30.130 I'll give you some, some answers, and then you can fact check 00:07:30.130 --> 00:07:32.169 anything you want with your agent if you choose to chat with them. 00:07:32.500 --> 00:07:35.710 That way you're literally sitting there and getting them to draw out all the 00:07:35.710 --> 00:07:39.520 objections that they were gonna have with the agent, most of which, if not all, 00:07:39.520 --> 00:07:42.700 you'll be able to squash right there and then move on to getting the deal signed. 00:07:42.820 --> 00:07:46.210 And then if they do call the agent and you provide a proper education, 00:07:46.479 --> 00:07:49.390 the homeowner's gonna validate that with the agent and then call you back. 00:07:49.795 --> 00:07:50.575 So there you have it. 00:07:50.785 --> 00:07:54.505 The root cause of why people tell you I wanna call my agent 00:07:54.505 --> 00:07:57.265 first and what to do about it. 00:07:57.475 --> 00:07:59.935 Adam, thank you again for recommending this video. 00:07:59.935 --> 00:08:00.805 I super appreciate it. 00:08:00.805 --> 00:08:03.985 Keep those recommendations coming now, that's all for this video, so just 00:08:03.990 --> 00:08:05.635 cuz our time here is about to wrap up. 00:08:05.640 --> 00:08:06.685 Doesn't mean you're in my time. 00:08:06.685 --> 00:08:07.045 Has to. 00:08:07.345 --> 00:08:09.685 You might be sitting here thinking, well that sounds pretty sweet. 00:08:09.685 --> 00:08:12.055 I wanna see if I can arm my team, my whole sales team. 00:08:12.220 --> 00:08:15.370 With this strategy to overcome objections in the house and close deals. 00:08:15.370 --> 00:08:18.490 And if that's you, click the link in the description and take a peek at 00:08:18.490 --> 00:08:22.330 my program and see why thousands and thousands and thousands of people all 00:08:22.330 --> 00:08:26.500 over the us, Canada, Australia, and even Sweden, are using this system for 00:08:26.500 --> 00:08:29.860 both storm and retail to train their team lightning fast, arm them with all 00:08:29.865 --> 00:08:33.610 the material they need to self-generate leads, overcome objections on the spot, 00:08:33.640 --> 00:08:34.990 even if they've never heard 'em before. 00:08:35.170 --> 00:08:36.910 Encloses deals confidently. 00:08:37.240 --> 00:08:39.700 Or he can text the word demo to 3 0 3. 00:08:39.900 --> 00:08:42.120 2 2 2 71 33. 00:08:42.120 --> 00:08:45.449 That's 3 0 3 2 2 2 71 33. 00:08:45.660 --> 00:08:46.740 Now, that's all for this video. 00:08:47.250 --> 00:08:49.290 What I highly recommend you do is two quick things. 00:08:49.380 --> 00:08:52.890 If you haven't done it, jump into my free training center here or hang 00:08:52.890 --> 00:08:54.810 with me here on YouTube and watch that video I've been mentioning 00:08:54.810 --> 00:08:57.300 throughout, which is why you should not tell homeowners the roofs damage. 00:08:57.449 --> 00:09:00.390 And jump into that one right here, and I will see you on the next one.