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Helping property owners through roof claims for hail, wind, or hurricane? What's different? What's the same? Use these 3 "Must Know" facts to SELL and SERVE even better.
*NEW* transcript and blog here: https://blog.theroofstrategist.com/3-facts-hail-wind-hurricane-claims-roofing-sales/
P.S. Our "all-in-one" sales training, sales strategy, and sales system works for ALL insurance claim types - and retail too! Details here: https://www.theroofstrategist.com/get-roofing-sales-success-formula
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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.
There are three things that you must
know, whether you're selling hail,
wind or hurricane damage roofs.
I get this question a lot.
And in this video I'm
going to be answering.
The following questions.
Number one, what is the
difference between selling hail
wind and hurricane number two?
What do I need to know?
And then number three, Hey, I'm in retail.
Where do I even start?
When it comes to adding these
losses on to my business, learning
how to take advantage of them
because they will inevitably
occur darn near wherever you live.
And the last question is a big one and
that is I've been familiar selling.
But not hail or hail, but not wind or
hurricane, but never Hale and whether
or not you've had this experience, this
video is going to help highlight the
three key differences, but I'm going to
end this video with a very important tip.
I'm sharing it to the end
because it will make sense.
Once I go through these three
tips, I just spoke the gentlemen.
Who've been in the business for
seven years and I shared this advice.
I hugged him.
I said, this is very important
for you to add your workflow.
You need to be doing this when
you get these claims called in and
here's why, and his eyes opened.
He goes, holy shit.
I need to start doing that.
So whether you're brand new or you
have experienced, I promise you this
video is going to help highlight
those differences and help you serve
your customers even better because,
Hey, that's what it's all about.
Helping you smash your income
goal and giving every customer
an amazing experience.
So welcome.
Welcome back.
My name is Adam Benjamin, the
Rue strategist, and I'm super
excited to dive into this because.
As I said before, my mission is to
help you smash your income goal,
give every customer an amazing
experience, but in order to give them
an amazing experience, that's on you.
It's not up to the insurance carrier.
Quite frankly.
I don't think they care that much.
What we need to do is understand this
process intimately so we can best serve
them because when all of these things
align, that's when you go to bed, feeling
fulfilled, excited, and honored to serve
and feeling really good about yourself.
So let's get to it.
The three things that you must know.
I want to get one thing out of the way.
I get people that ask me this
question and say, Adam, you know,
I, I want to use your program, Mike.
You're all in one sales training
sales strategy and sales
system, will it work for hail?
Will it work for wind?
Will it work for hurricane?
Will it work for.
And the answer is yes, not only.
Yes.
I have specific material for storm
claims for retail in Spanish, in Florida.
That's the battle pack.
Okay.
And the actual sales system.
So this is kind of the
fundamental background, the sales
system or the sales process.
The sales strategy is
the same, no matter what.
All right.
Now I know you're thinking,
oh, well it's different.
It's.
I promise the sales system, the key
touch points, what you do, how you
process that customer is the same.
The only thing that
changes there's two pieces.
One is what's said in the material use.
So the communication,
that's why I said one thing.
I'm going to grip that
together in the communications.
And number two is any of the
direct dealings with the insurance
company, nine out of 10 of the.
Are behind the scenes anyway, which means
it doesn't change the sales process or the
sales flow from the customer experience.
That's why companies, the thousands
of folks who are using our all-in-one
sales training, sales strategy and
sales system called the roofing sales
success formula for you or your team.
By the way, there's a link in the video
description below are able to follow
this, but that's beside the point.
The key thing is that you need to know it.
Doesn't.
All right.
Whether using mine or
your own doesn't change.
By the way, if you have questions about,
uh, our programs, you can call our office.
Here's our number 3 0 3 2 2 2 7 1 3 3.
That's (303) 222-7133.
You can call or text.
All right.
Now let's get to it.
So the three touch points.
Number one, we just covered.
All right.
This was a bit of a teaser process.
Is it.
Okay.
So remember hail wind
hurricane doesn't matter.
Let me walk you through it.
One, you need to show up
and identify the damage.
Number two, we'll get that claim filed.
Number three, the adjuster
comes out and says, yes.
All right.
Number four, we're going to review
that scope with the homeowner.
Number five, we're going to start that
work usually with a deposit check.
And then when we're done, we're going
to invoice the insurance company
to release file, or excuse me, to
release any depreciation that may
be due along with any supplements.
Then we collect final payment,
hail wind, hurricane same.
So process from a sales standpoint
and a claim standpoint is identical.
That's the beautiful.
All right, so don't be afraid or timid
to go from working one to the other.
It is identical.
Now this is where we start
getting into what is different.
And that is how to ID the damage.
Now it's really important for us to
get into some weeds here, and then
I'm going to give you, but when
I say weeds, I mean the details,
I'm going to give you a couple of
recommendations for resources and people
that I trust to help on this front.
So let's go through.
I'll never remember the very
first roof that I was on that
got covered by hail damage.
I'm up there and I'm doing the
thing, you know, you know, the hail
damage inspection that bent over and
you're staring and you're doing your
thing and you're poking and feeling.
And it's like, you're trying to find
a needle in a haystack sometimes by
the way, my friends down south that
get like Texas, Texas sized hail,
you may not experience this, but when
you're working, you know, one inch
hail, sometimes it's not as evident.
And I remember being up there and I'm
like, why are they replacing this roof?
It seems fine to me.
And it's because to the untrained.
I didn't know what to look for.
I didn't realize the significance of
the bruising to the matting of the
granule loss that exposed the matting
to the UV light, to Ben rotten,
the shingle from the inside out.
I didn't realize that the lifespan of the
roof was compromised, meaning shorten.
I didn't realize that the
manufacturer's warranty was no
invoice after being damaged.
All of these is why it's covered.
So it's not only under.
What to look for, but the reasons why
it's covered and for that is where I'd
recommend the national claims Institute.
Uh, Matt Mulholland, who considers
himself the Dean of students, I
believe national claims Institute.
Matt is a fellow mentor
inside the pitch pro.
Link in the description below as well.
And I am not, by the way,
Matt doesn't even know.
I mentioning this.
I'm not affiliated with
national claims is due.
I don't get kickbacks or referral fees.
I'm sharing this because I've had people
go through it and reach out and love it.
I have every intention of getting down
there myself, but Matt at national claims.
In his facility has like literally
mock structures to walk you through
what to look for, why it's covered.
So it might be a really good resource for
you or your team on all different types of
losses, not only on what to look for, but
the, the insurance side of things as well.
Uh, so again, that's Matt Mulholland.
You can find him on Facebook too.
Matthew Mulholland with
one T uh, M a T H E w.
Matthew Maholick.
So that's one resource number two
is understanding tidy the damage.
I'm going to slide into
another recommendation.
All right.
And this is for John.
a fellow mentor inside
the pitch pro movement.
Again, there's a link in the
video description for that.
Let's say I deemed the damage.
I remember my first wind claim
where I had multiple lifted
shingles, but only some had creases.
So sometimes when damage
is obvious, right?
Like shingles are blown off.
Sometimes there is lifted.
Sometimes there's creases.
How many do you need?
Well, what can often happen, especially
in states that are, there are
certain regions where there's a high.
Saturation of homes that were built
with shingle products that are now
discontinued, which means there's
compatibility, accessibility,
repel, repairability issues.
By the way, this is what John seen teaches
these three compatibility accessibility
repairability, by the way, anyone that,
if I said it wrong, please correct me.
So let's say one shingle
is lifted up increased.
That is a law that's covered
by the insurance wind.
Well, With John scene act, by
the way, he also co-founded
MTS ID, which is a laboratory.
You can actually submit that sample
to, to get, uh, indisputable evidence
that that roof can not be repaired,
therefore deems replacement.
And while I was at, um, roof con
with John, uh, gentlemen walked up
with his phone, he's like, John.
And man, I just got this church approved
from like two shingles, no churches
super-stoked cause they needed a
new roof and it was older and it was
damaged, but it was not repairable.
So at any rate, um, John CNX, so I'm just
going to put here MTS ID and he also runs
a Facebook group called name that shingle.
And uh, so those are two ways, but if you
want to go even deeper inside the pitch
pro movement folks have been putting up
their documentation, how to use NTSB.
And kind of sharing that process behind
the scenes of working with insurance
carriers to get those claims approved.
And John's been really helpful
by the way, on helping, uh, some
of our members identify shingles,
like through pictures on roof.
What is this?
So things like that.
So again, I know I said I
was going to get into detail.
I deemed the damage.
It is really important
to deeply understand.
All right.
The hail and wind are
really the two categories.
Hurricane, of course that's
going to be a lot of wins, right.
So we know that again in, in
unfortunately, so many people get fixated.
My hail P my hell, friends
that get fixated on hail when
people get fixated on win.
But oftentimes like here, even
in Colorado, we had a few.
And this is usually a pretty heavy
hail market, but we have some really
big windstorms kicked through on a
couple separate occasions that the
guys and gals out here of my Colorado
friends, you have to be well-versed in
understanding both sides of the equation,
what to look for when doing both.
So that is a, a big difference
is what to look for in a deemed
the damage, understanding the
nuances of how to get those.
Approved.
All right.
This brings me to the third
different, so process is identical.
You must know that that's important
that it's the same from a sales claim.
Number two, the difference is identifying
things and understand the implications.
Number three, this is the
final difference, which is the
deductible and time limits.
Okay.
Deductible and time limits.
Let me get this erased here.
So let me give you a few
examples when there is a named.
What I mean by name does a hurricane
lips often more often than not a
named event or hurricane is going to
have a specific hurricane deductible,
which typically is quite high.
It usually a percentage of home
value or a fixed amount that would be
different than all other insured losses.
Okay.
Meaning, Hey, your insurance, a
deductible is X dollar amount, but
if it's a hurricane, it's this much.
So.
Excuse me, the type of loss will
dictate the deductible amount.
Likewise, we are seeing more and more
that there can be hail or wind specific
deductibles on my personal residence.
For example, on our previous
insurance carrier, we had our
general insurance deduction.
And then a wind deductible, which
is a percentage of the home value.
Why?
Because we were in a high wind area.
So they said, Hey, you're
a higher risk of wind.
So we're going to go ahead
and slap you with this big old
deductible, which I don't even
think would have covered the roof.
Frankly, we would have been paying
out of pocket for it, but again,
different than we switched carriers.
And now we're back in the same
fixed deductible for hail wind.
Everything is under the same one.
So it's important for you to
understand this because often.
If you have a homeowner and you go
through all this work, the last thing
you want to find out is they have
like a 5% of home value deductible,
which means it's essentially going
to be not covered because the roof
value is lower than the 5% or X
percent deductible, meaning they're
going to end up paying cash for it.
And it's treated like a retail deal.
So the deductible amount is important for
you to understand based on the type of.
Next is the time limits for hail.
You generally have six months to
a one year from the date of loss.
Meaning when the, when a storm hit
July 1st, you have till July 1st
and the next year or a six month
window to file the claim and get
it approved and get the work done.
The invoice, the insurance
carrier with hurricanes, you often
have a number of years, okay.
That changes by state
and by insurance company.
But that is a.
Wide window of opportunity,
which is one of the reasons, uh,
that when there are hurricanes.
Becomes worked year after year after year.
And we pick through and find those by
understanding how do I do the damage?
And you might not be in like ground
zero where the main stuff came through,
but the outlying areas, because
if you can link that damage to the
named event, it opens up that window
of opportunity to work that claim.
So these are the, which I'm just going
to right years, by the way, Florida
Senate bill 76, my Florida friends,
uh, I forget off the top of my head.
The time window, but I know it
adjusted Florida Senate bill.
Um, if you Google a Florida Senate bill
76, you're going to see for the Florida
folks that time when it was shortened.
Uh, and I don't want
to quote it wrong here.
So just take a peak cause they
did reduce that time window.
It is still a number of years at any rate.
These are the three things
that you absolutely must know.
And I promised you a tip at
the end of what you need to do.
So.
And I also said it will make more sense
once I go through this, let me explain
the number one process is identical
sales claims process, same flow oopsies.
This pen just got slippery.
Number two is how do I do the damage?
And again, I recommend
national claims Institute.
I don't make any money off this.
I don't take referral fees or MTS ID.
And the name that shingle Facebook
group, uh, both Matt Mulholland and
John seen mentors and the pitch for
movement link in the description.
If you want to join us for interactive
live set training sessions and in
our discussion boards and so on.
And then again, knowing the difference
between deductibles and time limits.
So this brings us to the tip.
This is a very key takeaway,
no matter what you do.
Oftentimes when homeowners call that
claim in wi they're asked what caused
the storm, what caused the damage
and what that insurance company
is trying to do is pigeonhole you
into the path where you can't undo
what you say that saves them money.
I'm going to give you a direct example.
I was on a house.
This was a Fu man.
How many years ago?
Now?
Probably about seven years ago.
It was later into my roofing journey.
I'm on this roof.
We got hail, we got wind lay down deal.
By the way that entire side of the
house was ripped off from a wind event.
I am really excited for this homeowner.
Cause we're about to get
a full wrap of siding.
We're about to get the
whole roof approved.
The adjuster comes down the roof
and he goes, all right, Adam,
well, homeowner called in a hail
claim and we found the wind.
So the hail date is the
date of loss of blank.
But the last wind date that we have
is blank, which means homeowner's
going to have a $2,000 hail deductible
and a $2,000 wind deductible.
We got to.
Do you know how much that just absolutely
put a knife in my heart that I had to
go to the homeowner because I could have
prevented that I could have helped guide
her to falling that claim the right way,
which is by using the word storm damage.
Okay.
Why?
Because storm is a loose term.
No one can say you called in for hail.
I told her to say hail.
Why?
Because in my head there's a.
That adjuster took this
literally and had to put dates.
When the discovery of damage was
storm damage, I would encourage
you to advise your homeowners.
And by the way, anyone who's a public
adjuster who understands this language.
If you have anything to, to add
to this, if you, if you think
this is stupid and this is great,
I just want to hear from you.
All right.
I'm not an expert on this stuff.
I'm not an attorney.
I'm not your attorney.
I'm not a public adjuster.
But what I can say is that when
we paint ourselves in a corner,
we can't, unpaint the corner.
So when we say storm damage,
it's all encompassing umbrella
and it puts our whole.
Favorable position where the
insurance company doesn't try
to do something sleazy like this
because that's stiffed my homeowner.
I'm having two claims now and two
deductibles, which is not a win.
So there you have it.
You got the three tips.
Excuse me.
The three differences.
What you must.
What's different and what's the same.
And the most important key takeaway is
how to file those claims moving forward.
So you don't end up in a situation
that jeopardizes your homeowner.
And the last thing is to remember that
the sales system, whatever it is, whether
it's my material or yours stays the same.
Hey, thanks for doing.
In today's video.
If you have any questions, drop
them in the comments below.
I do take a peek.
I keep a very close eye on those, and I
respond to all productive and insightful
conversations because I value your time.
And I want to make sure that the
attention you give here helps you
smash your income goal and give
every customer an amazing experience.
So if you haven't yet done it, click
right here to get a free copy of my pitch.
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I'll see you in the next one.