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.