WEBVTT NOTE This file was generated by Descript 00:00:00.210 --> 00:00:01.770 I don't wanna replace my roof. 00:00:01.830 --> 00:00:03.870 It's just gonna hail again in a few years. 00:00:04.260 --> 00:00:05.130 Have you heard this one? 00:00:05.520 --> 00:00:05.910 Yeah. 00:00:06.240 --> 00:00:09.180 My guess is if you live in an area like Texas that gets hit repeatedly 00:00:09.185 --> 00:00:11.850 by hail, especially with higher deductibles, you'll hear hear 00:00:11.855 --> 00:00:13.110 homeowners say this all the time. 00:00:13.380 --> 00:00:15.840 And in fact, this video was inspired by Marty. 00:00:15.900 --> 00:00:18.090 Thank you Marty, who commented on a YouTube video and said, Adam, 00:00:18.090 --> 00:00:19.680 how do I, how do I get past this? 00:00:19.950 --> 00:00:22.860 If it's just gonna hail again later, why would I do something now? 00:00:23.370 --> 00:00:26.730 Well, in this video I'm gonna give you a few punchy points to communicate 00:00:26.730 --> 00:00:30.690 the facts to a homeowner to help encourage them to take action today. 00:00:30.930 --> 00:00:34.380 Our job in sales for the ethical salesperson is to 00:00:34.380 --> 00:00:35.760 lay out all the information. 00:00:35.915 --> 00:00:40.145 And to act as a guide to help that homeowner make the best decision for them. 00:00:40.445 --> 00:00:41.945 We cannot force decisions. 00:00:41.945 --> 00:00:42.605 No one can. 00:00:42.785 --> 00:00:45.425 If you could, you'd be worth billions and billions of dollars 00:00:45.425 --> 00:00:46.625 and the world would be all yours. 00:00:46.865 --> 00:00:48.065 So we can't force a decision. 00:00:48.065 --> 00:00:50.555 What we can do is provide the right information and help people 00:00:50.560 --> 00:00:53.705 make that best decision, and that is what we'll be covering today. 00:00:54.005 --> 00:00:57.185 Now before we get started, welcome or welcome back, Adam Benjamin here, the 00:00:57.185 --> 00:00:59.195 roof strategist and everything that I do. 00:00:59.450 --> 00:01:02.720 It's designed to help you and your team smash your income goal and give 00:01:02.720 --> 00:01:05.060 every customer an amazing experience. 00:01:05.240 --> 00:01:08.840 So if you like this video and you want more sales training, sales strategies 00:01:08.845 --> 00:01:12.470 and sales tactics, maybe even some conversations about what it's like 00:01:12.470 --> 00:01:15.740 to be in roofing sales and how to maintain the right mindset to perform 00:01:15.740 --> 00:01:18.830 at a high level and earn a high income, then I invite you to join me right 00:01:18.830 --> 00:01:20.720 now inside my free training center. 00:01:20.930 --> 00:01:24.050 There's a link in the description and there's absolutely no catch. 00:01:24.200 --> 00:01:27.350 I've got training for the new person all the way up to an owner or manager. 00:01:27.380 --> 00:01:28.460 So hop in there right now. 00:01:28.695 --> 00:01:29.745 Using the link below. 00:01:30.045 --> 00:01:31.215 Now, let's get started. 00:01:33.120 --> 00:01:34.020 How do we get past this? 00:01:34.025 --> 00:01:36.900 First, what you wanna do is that, uh, a homeowner who sees a logo, 00:01:36.900 --> 00:01:38.190 all of our logos say the same thing. 00:01:38.190 --> 00:01:39.030 Mine's in light stitching. 00:01:39.030 --> 00:01:42.150 It might be hard to see, but it says the roof stratus, by the way, this is a swag 00:01:42.155 --> 00:01:43.410 error, won't be ordering these again. 00:01:43.830 --> 00:01:44.790 They all say the same thing. 00:01:45.030 --> 00:01:48.180 I sell roofs so the homeowner is greeting you and they don't want to 00:01:48.180 --> 00:01:49.770 take action on their their roof today. 00:01:49.830 --> 00:01:51.990 And you're the person that makes money selling roofs. 00:01:52.110 --> 00:01:55.920 So if you just start to like, try to use a rebuttal, which is a combative 00:01:55.920 --> 00:01:59.100 way of overcoming this objection, the homeowner's gonna be like a cornered cap. 00:01:59.770 --> 00:02:01.930 You know, and they're gonna fight back and say, you know, you're 00:02:01.930 --> 00:02:02.950 not gonna force my decision. 00:02:02.950 --> 00:02:03.820 It's gonna hail again. 00:02:04.000 --> 00:02:04.990 You know it, I know it. 00:02:05.170 --> 00:02:06.400 Don't yank on my leg. 00:02:06.460 --> 00:02:07.810 I, I I'm not doing anything. 00:02:08.110 --> 00:02:10.690 So instead of what we wanna do is acknowledge them, the fact that 00:02:10.720 --> 00:02:12.640 yes, it probably will hail again. 00:02:12.910 --> 00:02:14.680 The problem is we don't know where. 00:02:14.710 --> 00:02:17.560 We don't know when and we don't know how bad it will be. 00:02:17.680 --> 00:02:18.940 And I think we all can agree that. 00:02:19.120 --> 00:02:19.780 That's the truth. 00:02:19.780 --> 00:02:21.520 Like in Colorado we had a three year drought. 00:02:21.730 --> 00:02:24.609 There's hailstorms that report really big hail, but it was soft 00:02:24.609 --> 00:02:25.900 or didn't hail for very long. 00:02:26.050 --> 00:02:30.280 So there's not enough, there's not damage for us to to work now. 00:02:31.394 --> 00:02:34.755 That's step one is acknowledging the reality before we go any further. 00:02:34.755 --> 00:02:37.994 So it's easier to tango with someone via rebuttal when we agree with them. 00:02:38.295 --> 00:02:41.355 Now we're gonna lay out the information and I'm gonna share a 00:02:41.355 --> 00:02:44.204 lot of different angles of attack for you here, and I'm gonna let you 00:02:44.209 --> 00:02:45.915 grab the right tool for the job. 00:02:46.005 --> 00:02:49.484 So again, you're not gonna use a hammer for a screw, so take all this information 00:02:49.484 --> 00:02:53.144 to heart and then you can pick which information you're gonna pair to overcome 00:02:53.144 --> 00:02:56.204 that objection with the customer in the situation that they're facing. 00:02:56.385 --> 00:02:57.584 We'll start right here at the top. 00:02:59.415 --> 00:03:04.455 First is the reality that insurance companies are changing their 00:03:04.455 --> 00:03:08.025 policies left and right, and it is spreading like wildfire. 00:03:08.265 --> 00:03:12.075 This explanation is gonna create more urgency for a homeowner to 00:03:12.075 --> 00:03:16.125 take action now for a fear of things being more expensive in the future. 00:03:16.335 --> 00:03:18.825 By the way, this is legitimate fear. 00:03:18.825 --> 00:03:21.345 We're not manipulating or making things up. 00:03:21.405 --> 00:03:22.395 The fact is, Mr. 00:03:22.395 --> 00:03:26.685 Homeowner should you wait to do your roof, and I agree with you that it very well. 00:03:27.150 --> 00:03:29.010 Could hail again, we don't know when. 00:03:29.010 --> 00:03:31.350 Maybe it's next year, maybe it's in five years, maybe it's in 10 years. 00:03:31.530 --> 00:03:35.430 But the reality is, is that insurance companies policies are changing. 00:03:35.435 --> 00:03:40.170 And here's how one, and you'll notice this in Florida a lot as well, at a 00:03:40.170 --> 00:03:44.399 certain time or age of a roof, carriers are dropping homeowners saying, we will 00:03:44.405 --> 00:03:46.590 only renew you if you get a new roof. 00:03:46.709 --> 00:03:49.799 So if you don't take action today, and then the carrier 00:03:49.805 --> 00:03:51.090 decides, oh, you know what? 00:03:51.090 --> 00:03:52.380 By the way, at 10 years. 00:03:52.610 --> 00:03:54.680 We're no longer insuring you unless you buy a new roof. 00:03:54.830 --> 00:03:58.430 You have to go out of pocket to buy a new roof. 00:03:58.700 --> 00:04:01.370 So if you don't do anything, you might not get insured. 00:04:01.370 --> 00:04:02.690 Then you have to buy a new roof out of pocket. 00:04:02.720 --> 00:04:04.460 That is reality number one. 00:04:04.700 --> 00:04:09.110 Reality number two, in today's economy with rate increases of five to 12% 00:04:09.170 --> 00:04:13.640 per quarter, that's coming at about four to five rate increases a year. 00:04:13.790 --> 00:04:16.160 The price of roofing is going up nearly two times. 00:04:16.214 --> 00:04:17.685 Every five years. 00:04:17.834 --> 00:04:22.185 So a $20,000 roof today is a $40,000 roof in five years. 00:04:22.335 --> 00:04:25.484 So if this homeowner who just got hit with hail and says, I don't 00:04:25.484 --> 00:04:26.744 wanna do anything about this. 00:04:26.744 --> 00:04:29.984 It's gonna hail in five years, decides to wait five years. 00:04:30.104 --> 00:04:33.734 It's a letter from their insurance company saying, we're dropping you unless you 00:04:33.734 --> 00:04:35.745 get your roof replaced and it's new. 00:04:36.104 --> 00:04:39.224 Now you're coming out of pocket, not with 20 grand, but $40,000. 00:04:39.434 --> 00:04:41.085 That is a reality. 00:04:41.610 --> 00:04:42.090 Okay. 00:04:42.180 --> 00:04:45.750 Reality number two, insurance company policies are changing 00:04:45.750 --> 00:04:47.400 when it comes to hail or wind. 00:04:47.640 --> 00:04:51.570 They are getting eaten alive, and we're seeing trends of a C v policies, 00:04:51.840 --> 00:04:55.530 percentage of home value or special deductibles for hail or wind. 00:04:55.830 --> 00:04:56.881 And in fact, I just heard. 00:04:57.690 --> 00:05:01.320 And this was rumbling, so I don't have a way to fact check this. 00:05:01.320 --> 00:05:04.980 So please just take this with a grain of salt that carriers are working 00:05:04.980 --> 00:05:09.810 on a different way to write, uh, an an exclusion for hail or wind 00:05:09.810 --> 00:05:11.280 claims, basically to roof damage. 00:05:11.430 --> 00:05:16.290 That's a percentage of home value that's calculated such that the. 00:05:16.330 --> 00:05:18.340 They're basically saying the roof's no longer insured, so they're gonna 00:05:18.344 --> 00:05:21.520 try to figure out a percentage of home value that will basically be if there's 00:05:21.520 --> 00:05:22.690 a hail, wind, or hurricane event. 00:05:22.870 --> 00:05:27.190 The roof is, was basically the deductible, meaning the roof is no longer insured. 00:05:27.340 --> 00:05:31.180 So if the homeowner who has an opportunity to get this done today waits, and 00:05:31.185 --> 00:05:34.570 then their, their, their policy laying doesn't get renewed, their existing 00:05:34.570 --> 00:05:37.630 policy, they say, Hey, well with our new policy, you have a percentage of home 00:05:37.630 --> 00:05:39.549 value, meaning your roof's not insured. 00:05:39.725 --> 00:05:41.765 So now, yeah, you had a $5,000 deductible. 00:05:41.765 --> 00:05:44.795 That was really big, but in five years you're paying out of pocket and the 00:05:44.795 --> 00:05:48.665 price of that roof will double and now it's $40,000 to get your roof done. 00:05:48.845 --> 00:05:50.405 So do you want a roof today? 00:05:50.525 --> 00:05:54.155 Which could help you, by the way, if they do switch to this policy 00:05:54.160 --> 00:05:56.105 that after 10 years you are. 00:05:56.105 --> 00:05:57.480 You need to replace your roof. 00:05:57.540 --> 00:06:00.090 Well now your roof is meets those requirements because they just did it. 00:06:00.420 --> 00:06:04.020 Or if you don't do anything and then it gets damaged, you're paying 00:06:04.050 --> 00:06:06.090 essentially retail prices out of a gate. 00:06:06.240 --> 00:06:10.110 And if homeowners knew this information of these trends that are 00:06:10.115 --> 00:06:13.560 happening, which we're all seeing and experiencing, and you can share your 00:06:13.560 --> 00:06:18.210 own stories of being in the field, then homeowners are far more likely. 00:06:18.245 --> 00:06:22.385 For fear of really big future loss, I'm gonna do something today. 00:06:22.565 --> 00:06:27.455 But what we want to do is communicate this in a real world relatable experience 00:06:27.455 --> 00:06:28.955 for them where they know, you know what? 00:06:28.955 --> 00:06:29.765 You've seen this. 00:06:29.765 --> 00:06:32.885 I've talked to these people, I've served this customer, I've had this 00:06:32.890 --> 00:06:36.275 happen, and I want you to go through your book of business or work with 00:06:36.275 --> 00:06:37.865 your company to hear those stories. 00:06:38.015 --> 00:06:39.755 Because I know that our company had them. 00:06:39.935 --> 00:06:41.255 We had a c v policies. 00:06:41.405 --> 00:06:42.545 We had a policy written that. 00:06:42.830 --> 00:06:45.799 In fine print after 10 years, roof goes to a c v. 00:06:45.979 --> 00:06:49.369 We've had carriers drop homeowners unless they replace their roof, and 00:06:49.369 --> 00:06:54.200 I've witnessed in my own home getting special deductibles for hail or wind 00:06:54.200 --> 00:06:59.030 that basically make it such that I will be paying out of pocket for a roof. 00:06:59.505 --> 00:07:02.775 And when, again, when we share this, we create real urgency for 00:07:02.775 --> 00:07:04.185 a homeowner to make that decision. 00:07:04.395 --> 00:07:08.775 So there's just a few different ways to overcome that objection of, I just wanna 00:07:08.780 --> 00:07:10.815 wait till, let Hales again to do my roof. 00:07:10.935 --> 00:07:14.415 And I know that there's more, but I wanted to stay focused on this core 00:07:14.415 --> 00:07:18.705 idea of urgency, and I'll hear from you in the comment section below what 00:07:18.705 --> 00:07:20.445 you use to overcome this objection. 00:07:20.955 --> 00:07:22.275 Thanks for joining me in today's video. 00:07:22.545 --> 00:07:25.905 That's all I got for you now, but just 'cause our time here is about to wrap up. 00:07:26.145 --> 00:07:27.675 Doesn't mean you're in my time, has to. 00:07:27.915 --> 00:07:30.825 So if you wanna learn how to overcome even more objections, jump into my 00:07:30.830 --> 00:07:33.825 free training center right here, or hang with me here on YouTube and I 00:07:33.830 --> 00:07:36.195 think you're really gonna like this video and I'll see you in the next one.