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Have homeowners who want to "wait until after storm season ends to file a claim?" Here are 3 angles of attack to overcome this common roofing sales objection on the spot.
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- 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)
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- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
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I want to wait until storm season ends.
You hear this a lot, especially with
homeowners in really competitive
markets where it hails very frequently.
If we get these hailstorms earlier
in the season, many homeowners are
getting this resistance or worse yet.
They're literally.
Instructed by their insurance agent or
the claims hotline to encourage folks.
Hey, why don't you wait until
the end of storm season to file
a claim or get things going.
And this came up.
Thank you to a YouTube subscriber
and a fan of the channel.
Zackly Zach, thank you for the
comment because you inspire this
video just from a few videos ago.
Uh, the video, by the
way, was the objection.
I don't want to fly.
And there's clearly some connection here.
So in this video, I'm going to be
teaching you three different angles of
attack to overcome this objection when
people just want to wait until the end
of storm season, before we get started,
just want to say welcome back or welcome.
If you're new, I'm really
glad to have you here.
My name is Adam Benjamin, the roof
strategist, and everything I do here on
the YouTube channel and on my podcast.
And in my all-in-one sales training
and sales system, it's currently being
used by thousands is designed for one.
And that is to help you and your
team smash your income goal and give
every customer an amazing experience.
So if you haven't already done it, hit
that subscribe button and you'll be
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All right, now let's get into this, but
first angle of attack from, I want to
wait for storm season to be over first.
We're going to cover an obvious
answer, but it's often overlooked.
And in fact, in the comments,
there was quite a few responses
to this objection that came up.
I hadn't had any.
Bring this up, and that is
simply asking the homeowner.
When is storm season done?
When is storm season over now?
Why do we just want to ask
such a simple question?
Well, here's why for many of us,
we, we want to use urgency, right?
We want them to sign now, get this
claim filed now, but we don't really
know what kind of information we have.
Cause if, if someone says storm
season's over in four weeks,
you know, and that's what they
think, oh, I'm just going to wait.
Well, in.
That's an easier objection to
overcome than if they say, Hey,
I want to wait until December.
I want to wait eight more months.
So when we ask the simple question,
what is storm season over?
This is how we're going to want
to first approach overcoming this.
So we have all the facts at our disposal.
All right.
Now again, if they say, Hey,
you know, three weeks in a
month, We can speak to that.
Using the levels of urgency that
I'm going to be bringing up here
as points number two and three.
So again, as a reminder, acknowledge them,
reassure them that you're happy to help
and then ask by overcoming the objection.
When does the storm
season over in their mind?
Because by the way, not everyone
knows the answer to this one,
then, uh, angle of attack.
Number two is I want to ask,
Hey, did the insurance provided.
Discuss with you, who'd be responsible
for any potential price increases
that occur between now and then.
Now this I've done another video, which
we're going to link to here in this
card up top on how to use urgency to
close more sales right now, because
the reality is we have been seeing more
price increases than we have in the past.
Usually it's one time to twice per year.
We are getting them now
since 2020 quarterly.
That's four times.
And that those increases have
been between seven and 20%.
So we have a seven to 20%
quarterly price increase.
And again, factual information, many
insurance companies are battling
contractors on this because even
though the scope said this, the roof
got done four months later after a
price increase, that goes up 20%.
That is significant on the cost side.
So.
When we supplement the right way, we are
usually able to get the insurance carrier
to take ownership and to pay for that.
But.
The truth is it is often a battle.
And if a homeowner is trying to play games
and, you know, maybe keep the insurance
company arms leg and get an estimate
from the contractor and they get one.
And then this number changes
because the price goes up, the
homeowner's really not educated and
equipped to navigate this situation.
So our job is to eliminate what
they don't know for fear of them
saying, Hey, well, if I wait, there
could be a 20% rate increase and
that could fall on the homeowner.
If the insurance company plays
games, whether the homeowner.
Represented appropriately or doesn't have
a contractor on their side, or if the, uh,
homeowners just doesn't know the wiser.
So again, I just want to simply ask,
Hey, I understand you want to wait.
And I respect that.
May I ask, did your insurance company
state who'd be responsible for any
material increases that occur between
now and then, which we've been
seeing over and over again because
the rates today are different.
We've been seeing quarterly rate
increases seven to 20% and I'd hate for.
The price to go up 20%
in the next few months.
And then all of a sudden the insurance
carrier says, oh, well, you should wait.
And now all of a sudden
waiting costs, you.
Three $4,000.
We just don't want to see that happen.
So again, that is your
second angle of attack.
Summarizing first recap.
When is it oversee you
have something to speak to?
Cause what they believe season is
over versus what you know, and then,
uh, did the insurance company share
with you about the rate increase?
Now the third angle of attack
is material availability.
And again, these are all just due to the
current climate that we're experiencing
with bottlenecks in our supply chain.
So.
Ask the homeowner or excuse
me, this is one is not an ask.
This is a statement we're
educating the homeowner.
Listen, during these unprecedented
times, God, I can't believe.
I just said that.
I hate that everyone says own
pros in it, but it's true.
These are unprecedented times where we are
seeing material shortages, supply chain.
Manufacturers having their best years ever
and not being able to keep up with demand.
Another one of the largest manufacturers
restricting their color availability
for production to feed who they can.
And this material availability
becomes a very real issue.
And here's where we tie this in.
Urgency standpoint, let's say the
homeowner waits to file a claim
until the end of storm season.
And they wait, say seven
months from the date of loss.
Well, then the insurance
company comes out.
They get the scope.
So we're now seven and a half months in.
Well, what ends up happening is the.
The material might be backordered.
What if you can't get in
queue for three, six months?
So now, if there's any delay,
you could be any delay over
five months in that homeowners.
Now beyond the 12 month
threshold to get the claim filed.
And all the work done the 12 month
statute of limitations, which by
the way, that is the date from when
the date of loss, the hail event to
getting the work done and invoice the
insurance carrier and every company
and every type of loss is different.
By the way, they range from six months,
three years, depending on if it's hail,
wind or hurricane what state you're in.
So if the homeowner drags their feet
too long, and then they wait to select a
route for thing, we can just get it done.
But then there's material
availability issues.
Now they're extended far
beyond the 12 months.
I can't.
The work done.
All right.
So there you have it.
There are three really powerful angles
of attack to approach the whole topic of.
Hey, I just want to wait
until storm seasons over.
And again, first we want to fact gather
when's the storm season over because
if they say in a month, this material
availability thing, getting them on the
schedule, the price increase can just
work to kind of nudge them over the edge.
If they believe it's way at the end 7,
8, 9 months from now, depending on what
time of year it is now, we really need
to lean into the education of the price
increase so that doesn't fall upon them.
And the material availability
issue that paired with Duluth.
Delaying the claim could put them beyond
that threshold that even though they
were trying to do, right, they end up
being beyond the time constraints of
getting that claim filed and getting made
whole, and therefore that full financial
responsibility lands on the homeowner.
So there you have it.
And Hey, did I miss.
Any angles of attack that you might
use, if so, drop them in the comments.
There's been really
rich discussions there.
And again, thank you exactly for
prompting this video so quick.
We do take a look.
I take a look at those.
I respond to all the constructive
comments that I possibly can.
They just want to thank you again for
sharing your time with me here today.
Now just because your and my time is over.
I got two more things for you.
Number one is if you are interested
in my sales training and sales system,
that's being used by thousands.
As we speak complete system from
NOC to close for storm and retail
packages available for an individual
rep and being used by some of the
top a hundred companies in America.
I'd love to chat with you and you
can find a link in the video and
podcast description, or you can
call our text our office at 300.
2 2, 2 71 33.
That's 3 0 3, 2 2 2 71 33.
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And if you like this video and you
want to just stick around and have some
more YouTube thinks you're really going
to dig this one, we'll see you soon.