The deductible comes up again, and you try so hard to communicate to the
homeowner that it's their contractual obligation between them and the carrier.
You explain that by law they need to pay it, and then you hear it.
But we can't afford it.
Can you help?
Now, we have a whole market of people, especially with rising deductibles, hail,
wind, and hurricane specific deductibles.
Deductibles that are percentage of home value, no matter how you skin it.
There are people that just need financial help.
So in this video, I'm gonna be teaching you three really easy ways
that any company of any size can get started with right away if you're
not already doing it, to start offering financing for deductibles.
And by doing this, this entire market of folks who, who will need financial help
at this point, you cannot serve them.
There's literally no way that you can serve them.
You're not gonna win that business.
But by offering financing, you now open up this world of opportunity to
serve an entire segment of the roofing.
That was off limits to you.
And in fact, in the Pitch Pro movement, we had a, a leadership round table
not long ago, and one of our members was not offering financing at all.
Started offering financing.
Closed eight deals in a week as a one man show.
A hundred percent due to the financing offer now is running
ads on Facebook for financing.
And he is bringing in business at a higher rate than he was able to because
he found that in the market he's serving, people just need financial help.
So by offering that help, he earned more business and created an amazing
experience for his customers.
And I wanna help you do the same thing.
But first I just wanna say a quick welcome or welcome back.
My name is Adam Binman, the roof strategist, and everything that I
do here on my channel is designed to help you and your team smash your
income goal and give every customer an amazing experience in this video.
It's gonna help you give people an amazing experience that otherwise just
simply couldn't afford to work with you.
So I'm so excited to have you here, and if you want some more
videos on the whole deduct.
Topic I want to get you inside a freebie of mine.
It's the pitch, like a pro roofing sales training video library available for
free by clicking the video description or going to the roof strategist.com.
And we have a new way to help too.
Uh, you can text us.
You can text the word free, f r e e over to 3 0 3.
Two two two seventy one thirty three.
And that phone number is in the description as well.
Just text the word free, we'll get you set up.
And the cool news is all this now lives in our brand new free training center.
So you're gonna get that in a whole bunch more.
And, uh, if you're already in, take a look.
You should have received or will be receiving very shortly.
A new link to log into our free training center to access the pitch,
like a pro roofing sales training video library, the roof claims crash course.
My recommended reading list, 10 closing techniques for every situation and more.
And listen, the truth is if you're being a little impatient, that's cool.
Just hop on and reenter it.
We'll get you configured right away.
Get you into that free training center, and what I want you to do is click on
the pitch, like a pro perfect sales training video library, and then pop
on down to the objection section.
You're gonna see a whole bunch of videos on the deductible in there, and I really
hope this helps for every situation that you'll soon encounter in the field.
All right, so financing, deductibles.
Three ways to do this by the way.
Uh, if you're an individual sales rep, you will need the buy-in from
the owner or leadership because a lot of the financing will need
to be set up through the company.
There's one exception on this list, which I'll be touching on shortly.
So the three financing options.
Number one is the one that people avoid the most, and what is it?
It's accepting credit card.
Now I've got more on this.
Don't, don't you worry.
We're gonna talk some fun things about credit cards.
So, uh, many folks wanna just use the credit card cuz they get the points.
Now there's generally about a 2.9% fee on credit cards, plus around 30
cents of transaction for, for common carriers at the time of filming this.
So you're, let's say 3%.
But if that means offering, uh, to accept a credit card for one to $2,000, yeah,
there's a small fee involved, but it means that you're collecting that money.
And you get paid right away.
So accepting credit cards, there's a few ways to do that.
And by the way, um, if you, all these resources that I'm gonna talk about, I
want you to vet them for yourself to make sure they're a good fit for your business.
All right, so the first one is podium.
Now I personally use podium.
They're a text messaging platform, so when you text the word free to 3 0 3
2 2 2 71 33, you'll get a, a link to download a free copy of your pitch, like
a programing sales training video library.
And also, if you text the word demo to us to 3 0 3 2 2 2 71 33, you'll get a link.
So anyway, this, the podium's really cool from a text message, uh, set up to be
able to have this auto intelligence and help pe guide people through the process.
But the other thing that you can.
Is text over invoices and when you text over invoices,
people can pay via credit card.
The rates are, are very, uh, affordable.
I think they're even lower than what I shared with you.
I'll have to double check with them.
And then you can have automatic reminders to follow up with a customer.
So podium is not free, but it is a cheap.
Solution that will help in many ways.
The other option is using this program called Wave Apps.
If you look at Wave Apps, it's a way that you can very quickly just get
set up online to accept credit cards.
It integrates with a program called Stripe, and you're able to.
start emailing invoices and people can pay via, via credit card on
there, which is really great.
Uh, the other thing that you can do with these is set out in-house payment plans.
Okay?
So there are tools within, uh, stripe or wave apps or online credit card processing
that if a homeowner has a deductible of a thousand, you could break that
up, let's say over four or five months.
Agree upon a payment plan.
And of course you'll wanna charge a bit more than the thousand since
they're leveraging your money.
But you could say, Hey, at 300 bucks a month for, for however many months, four
months, um, to finance the deductible.
So you can do all of this in house.
So again, accepting credit cards is about a three percent-ish fee,
summer or lower, and you can set up those in-house payment plans.
Some people just want to use a credit card cuz they get all the rewards.
So number one.
Just get set up with credit card, credit card processing.
Uh, number two, by the way, oftentimes your field reps can
be set up with card readers.
I know podium will.
Uh, as, as again, at the time of this writing, I believe they, they have a
way for you to get credit card readers so your team can just tap and be done.
Uh, alright.
Option number two is a company, and they don't even know I'm doing this video,
by the way, is fund my deductible, f.
and fund my deductible.
I'm gonna let their website do the talking.
You can reach out to them, but they are an organization set up to basically offer
the in-home financing option, but they do all of the tracking and all of that.
So it's just like kind of a done for you process.
And they, uh, I, I interviewed, uh, Ryan.
By the way, on the channel.
So if you, if you search deductible to roof strategist, you'll probably
see, uh, see us chatting there.
So, uh, really good resource take a look at is fun, mind deductible.
Then we're gonna start having some fun on option three,
which is traditional financing.
So many people don't think to use traditional financing and in fact many
storm restoration contractors, they don't even offer financing cuz they're
like, Hey, well we do mostly storm work or cast jobs, but we don't have.
I would challenge you look at getting financing options set up, because
again, some homeowners may wanna qualify and and finance a larger
deductible, and if you can't help them, you're not gonna earn the business.
So a couple things.
One, you can finance the deductible itself, but one thing when it
comes to an insurance claim is you can finance the entire project.
Now, I personally wouldn't do this on my home, but for many people, if they.
Take the insurance proceeds and pocket that cash and finance the roof.
That's entirely up to them, and that makes that person a little bit wealthier
by taking that insurance proceeds and keeping it so long as the roof gets done.
And you're billing the insurance for everything on the
scope, and that homeowner is contributing their deductible.
You can do that.
They can finance the entire project and keep the insurance money so
they're, they're staying liquid from that money, from the insurance and
still financing the full project.
So that is an option for you.
Now, the, again, the traditional financing, you're gonna need to have a.
Be set up with, with a lender, and that needs to be through the company.
I did mention at the start of this video that there was an option
for salesperson without having to rely on your company's offerings,
and that is, What we call a helo.
HELO stands for home Equity line of credit.
This is a mortgage product where someone, if they have enough equity in their
home, there's a debt to loan ratio and all the banks are different, but they
can go to their, uh, local bank, they can go to their, uh, community bank.
They can go to their main bank if they're with a big bank and say,
Hey, you know, we have a loan.
We wanna take out a home equity.
There's new offerings available where that homeowner can, can take a loan
against the equity in their property.
These are often a little bit lower interest.
They've treated as cash, so you'd get paid same as cash.
Then the homeowner would have this loan against their, their mortgage.
Now the neat thing about a helo.
Is the interest rate is tax deductible because it is a mortgage product.
So far as I know, I'm not an accountant.
I'm not your accountant.
Please double check all of this with any financial experts or
legal experts on your team.
So there you have it.
Three easy ways to begin offering financing for
deductibles to help you win more.
Business number one is accepting credit cards.
Look for, uh, any options for card reader.
I like podium cuz you can text those over and the company can run that.
We have wave apps and Stripe integrations, setting up in-house payment plans.
And then number two is looking at a program dedicated to this, which
is fund my deductible to offer that in-house and fund my deductible.
Can walk you through it or traditional financing options through your normal
home improvement loans or loans you'd provide someone if they're
buying a retail roof from you and again, they can finance the deduct.
Potentially even the entire project and pocket some of the
proceeds from the insurance.
Again, so long as we do this all above board legally and are invoicing for
what's actually done to the homeowner's contributing their deductible.
And if you're a salesperson and you can't really control this, do talk
to homeowners about getting a helo or a home equity line of credit.
They're usually pretty quick low fees.
And uh, again, that homeowner.
The tax deduction of paying the interest.
So that is a perk.
So there you have it.
Your three ways to finance deductibles.
If I missed one or I missed a way for you to help with deductibles,
drop a comment and let me know.
And if you haven't done it, pop right into here to get a free copy.
My pitch, like a pro roofing sales training video library.
And when you're in the free training center, go to the playlists in
there and look at objections.
I got a whole bunch of videos and if you want to hang with me here
on YouTube, YouTube thinks that you're really gonna love this one.
So hop on in and I will see you on the next video.