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.
Like a pro roofing sales training video library sent right to your
inbox, or continue your journey with me and click here to watch.
I'll see you in the next one.