Subscribe
Share
Share
Embed
“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
1) Close even more roofing sales.
2) Adapt to new roofing industry trends and changes.
3) Take control of your roofing marketing and lead generation.
4) Improve D2D roofing sales.
5) Build the roofing company of tomorrow.
Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
I don't wanna replace my roof.
It's just gonna hail again in a few years.
Have you heard this one?
Yeah.
My guess is if you live in an area
like Texas that gets hit repeatedly
by hail, especially with higher
deductibles, you'll hear hear
homeowners say this all the time.
And in fact, this video
was inspired by Marty.
Thank you Marty, who commented on
a YouTube video and said, Adam,
how do I, how do I get past this?
If it's just gonna hail again
later, why would I do something now?
Well, in this video I'm gonna give
you a few punchy points to communicate
the facts to a homeowner to help
encourage them to take action today.
Our job in sales for the
ethical salesperson is to
lay out all the information.
And to act as a guide to help that
homeowner make the best decision for them.
We cannot force decisions.
No one can.
If you could, you'd be worth
billions and billions of dollars
and the world would be all yours.
So we can't force a decision.
What we can do is provide the
right information and help people
make that best decision, and that
is what we'll be covering today.
Now before we get started, welcome or
welcome back, Adam Benjamin here, the
roof strategist and everything that I do.
It's designed to help you and your
team smash your income goal and give
every customer an amazing experience.
So if you like this video and you want
more sales training, sales strategies
and sales tactics, maybe even some
conversations about what it's like
to be in roofing sales and how to
maintain the right mindset to perform
at a high level and earn a high income,
then I invite you to join me right
now inside my free training center.
There's a link in the description
and there's absolutely no catch.
I've got training for the new person
all the way up to an owner or manager.
So hop in there right now.
Using the link below.
Now, let's get started.
How do we get past this?
First, what you wanna do is that,
uh, a homeowner who sees a logo,
all of our logos say the same thing.
Mine's in light stitching.
It might be hard to see, but it says the
roof stratus, by the way, this is a swag
error, won't be ordering these again.
They all say the same thing.
I sell roofs so the homeowner is
greeting you and they don't want to
take action on their their roof today.
And you're the person that
makes money selling roofs.
So if you just start to like, try to
use a rebuttal, which is a combative
way of overcoming this objection, the
homeowner's gonna be like a cornered cap.
You know, and they're gonna fight
back and say, you know, you're
not gonna force my decision.
It's gonna hail again.
You know it, I know it.
Don't yank on my leg.
I, I I'm not doing anything.
So instead of what we wanna do is
acknowledge them, the fact that
yes, it probably will hail again.
The problem is we don't know where.
We don't know when and we
don't know how bad it will be.
And I think we all can agree that.
That's the truth.
Like in Colorado we had
a three year drought.
There's hailstorms that report
really big hail, but it was soft
or didn't hail for very long.
So there's not enough, there's
not damage for us to to work now.
That's step one is acknowledging the
reality before we go any further.
So it's easier to tango with someone
via rebuttal when we agree with them.
Now we're gonna lay out the
information and I'm gonna share a
lot of different angles of attack
for you here, and I'm gonna let you
grab the right tool for the job.
So again, you're not gonna use a hammer
for a screw, so take all this information
to heart and then you can pick which
information you're gonna pair to overcome
that objection with the customer in
the situation that they're facing.
We'll start right here at the top.
First is the reality that insurance
companies are changing their
policies left and right, and
it is spreading like wildfire.
This explanation is gonna create
more urgency for a homeowner to
take action now for a fear of things
being more expensive in the future.
By the way, this is legitimate fear.
We're not manipulating
or making things up.
The fact is, Mr.
Homeowner should you wait to do your roof,
and I agree with you that it very well.
Could hail again, we don't know when.
Maybe it's next year, maybe it's in
five years, maybe it's in 10 years.
But the reality is, is that insurance
companies policies are changing.
And here's how one, and you'll notice
this in Florida a lot as well, at a
certain time or age of a roof, carriers
are dropping homeowners saying, we will
only renew you if you get a new roof.
So if you don't take action
today, and then the carrier
decides, oh, you know what?
By the way, at 10 years.
We're no longer insuring you
unless you buy a new roof.
You have to go out of
pocket to buy a new roof.
So if you don't do anything,
you might not get insured.
Then you have to buy a
new roof out of pocket.
That is reality number one.
Reality number two, in today's economy
with rate increases of five to 12%
per quarter, that's coming at about
four to five rate increases a year.
The price of roofing is
going up nearly two times.
Every five years.
So a $20,000 roof today is a
$40,000 roof in five years.
So if this homeowner who just got
hit with hail and says, I don't
wanna do anything about this.
It's gonna hail in five years,
decides to wait five years.
It's a letter from their insurance company
saying, we're dropping you unless you
get your roof replaced and it's new.
Now you're coming out of pocket,
not with 20 grand, but $40,000.
That is a reality.
Okay.
Reality number two, insurance
company policies are changing
when it comes to hail or wind.
They are getting eaten alive, and
we're seeing trends of a C v policies,
percentage of home value or special
deductibles for hail or wind.
And in fact, I just heard.
And this was rumbling, so I don't
have a way to fact check this.
So please just take this with a grain
of salt that carriers are working
on a different way to write, uh,
an an exclusion for hail or wind
claims, basically to roof damage.
That's a percentage of home value
that's calculated such that the.
They're basically saying the roof's
no longer insured, so they're gonna
try to figure out a percentage of home
value that will basically be if there's
a hail, wind, or hurricane event.
The roof is, was basically the deductible,
meaning the roof is no longer insured.
So if the homeowner who has an opportunity
to get this done today waits, and
then their, their, their policy laying
doesn't get renewed, their existing
policy, they say, Hey, well with our new
policy, you have a percentage of home
value, meaning your roof's not insured.
So now, yeah, you had a $5,000 deductible.
That was really big, but in five years
you're paying out of pocket and the
price of that roof will double and now
it's $40,000 to get your roof done.
So do you want a roof today?
Which could help you, by the way,
if they do switch to this policy
that after 10 years you are.
You need to replace your roof.
Well now your roof is meets those
requirements because they just did it.
Or if you don't do anything and
then it gets damaged, you're paying
essentially retail prices out of a gate.
And if homeowners knew this
information of these trends that are
happening, which we're all seeing and
experiencing, and you can share your
own stories of being in the field,
then homeowners are far more likely.
For fear of really big future
loss, I'm gonna do something today.
But what we want to do is communicate
this in a real world relatable experience
for them where they know, you know what?
You've seen this.
I've talked to these people, I've
served this customer, I've had this
happen, and I want you to go through
your book of business or work with
your company to hear those stories.
Because I know that our company had them.
We had a c v policies.
We had a policy written that.
In fine print after 10
years, roof goes to a c v.
We've had carriers drop homeowners
unless they replace their roof, and
I've witnessed in my own home getting
special deductibles for hail or wind
that basically make it such that I will
be paying out of pocket for a roof.
And when, again, when we share
this, we create real urgency for
a homeowner to make that decision.
So there's just a few different ways to
overcome that objection of, I just wanna
wait till, let Hales again to do my roof.
And I know that there's more, but I
wanted to stay focused on this core
idea of urgency, and I'll hear from
you in the comment section below what
you use to overcome this objection.
Thanks for joining me in today's video.
That's all I got for you now, but just
'cause our time here is about to wrap up.
Doesn't mean you're in my time, has to.
So if you wanna learn how to overcome
even more objections, jump into my
free training center right here, or
hang with me here on YouTube and I
think you're really gonna like this
video and I'll see you in the next one.