WEBVTT NOTE This file was generated by Descript 00:00:00.600 --> 00:00:02.970 I want to wait until storm season ends. 00:00:03.060 --> 00:00:06.660 You hear this a lot, especially with homeowners in really competitive 00:00:06.660 --> 00:00:08.430 markets where it hails very frequently. 00:00:08.700 --> 00:00:11.760 If we get these hailstorms earlier in the season, many homeowners are 00:00:11.760 --> 00:00:14.280 getting this resistance or worse yet. 00:00:14.340 --> 00:00:14.790 They're literally. 00:00:15.315 --> 00:00:19.305 Instructed by their insurance agent or the claims hotline to encourage folks. 00:00:19.305 --> 00:00:22.155 Hey, why don't you wait until the end of storm season to file 00:00:22.155 --> 00:00:23.595 a claim or get things going. 00:00:23.924 --> 00:00:25.005 And this came up. 00:00:25.035 --> 00:00:27.435 Thank you to a YouTube subscriber and a fan of the channel. 00:00:27.465 --> 00:00:30.855 Zackly Zach, thank you for the comment because you inspire this 00:00:30.855 --> 00:00:32.775 video just from a few videos ago. 00:00:32.985 --> 00:00:35.235 Uh, the video, by the way, was the objection. 00:00:35.235 --> 00:00:36.065 I don't want to fly. 00:00:36.770 --> 00:00:38.600 And there's clearly some connection here. 00:00:38.600 --> 00:00:42.650 So in this video, I'm going to be teaching you three different angles of 00:00:42.650 --> 00:00:46.910 attack to overcome this objection when people just want to wait until the end 00:00:46.940 --> 00:00:50.840 of storm season, before we get started, just want to say welcome back or welcome. 00:00:50.840 --> 00:00:52.280 If you're new, I'm really glad to have you here. 00:00:52.519 --> 00:00:56.360 My name is Adam Benjamin, the roof strategist, and everything I do here on 00:00:56.360 --> 00:00:58.370 the YouTube channel and on my podcast. 00:00:58.610 --> 00:01:02.989 And in my all-in-one sales training and sales system, it's currently being 00:01:02.989 --> 00:01:05.390 used by thousands is designed for one. 00:01:06.149 --> 00:01:09.839 And that is to help you and your team smash your income goal and give 00:01:09.839 --> 00:01:11.429 every customer an amazing experience. 00:01:11.669 --> 00:01:14.759 So if you haven't already done it, hit that subscribe button and you'll be 00:01:14.759 --> 00:01:16.979 notified of every new video I create. 00:01:17.399 --> 00:01:21.119 All right, now let's get into this, but first angle of attack from, I want to 00:01:21.119 --> 00:01:24.960 wait for storm season to be over first. 00:01:25.050 --> 00:01:29.460 We're going to cover an obvious answer, but it's often overlooked. 00:01:29.460 --> 00:01:32.160 And in fact, in the comments, there was quite a few responses 00:01:32.160 --> 00:01:33.300 to this objection that came up. 00:01:33.660 --> 00:01:34.320 I hadn't had any. 00:01:35.744 --> 00:01:38.354 Bring this up, and that is simply asking the homeowner. 00:01:38.475 --> 00:01:39.975 When is storm season done? 00:01:41.235 --> 00:01:45.465 When is storm season over now? 00:01:45.494 --> 00:01:47.294 Why do we just want to ask such a simple question? 00:01:47.294 --> 00:01:51.195 Well, here's why for many of us, we, we want to use urgency, right? 00:01:51.195 --> 00:01:55.574 We want them to sign now, get this claim filed now, but we don't really 00:01:55.574 --> 00:01:57.074 know what kind of information we have. 00:01:57.074 --> 00:01:59.835 Cause if, if someone says storm season's over in four weeks, 00:02:00.285 --> 00:02:02.505 you know, and that's what they think, oh, I'm just going to wait. 00:02:02.505 --> 00:02:02.835 Well, in. 00:02:03.840 --> 00:02:06.240 That's an easier objection to overcome than if they say, Hey, 00:02:06.240 --> 00:02:07.620 I want to wait until December. 00:02:07.830 --> 00:02:09.390 I want to wait eight more months. 00:02:09.630 --> 00:02:13.500 So when we ask the simple question, what is storm season over? 00:02:13.620 --> 00:02:16.710 This is how we're going to want to first approach overcoming this. 00:02:16.920 --> 00:02:19.200 So we have all the facts at our disposal. 00:02:19.290 --> 00:02:19.650 All right. 00:02:19.950 --> 00:02:22.770 Now again, if they say, Hey, you know, three weeks in a 00:02:22.770 --> 00:02:25.500 month, We can speak to that. 00:02:25.650 --> 00:02:28.920 Using the levels of urgency that I'm going to be bringing up here 00:02:28.920 --> 00:02:30.600 as points number two and three. 00:02:30.600 --> 00:02:34.230 So again, as a reminder, acknowledge them, reassure them that you're happy to help 00:02:34.380 --> 00:02:36.450 and then ask by overcoming the objection. 00:02:36.570 --> 00:02:39.360 When does the storm season over in their mind? 00:02:39.390 --> 00:02:42.420 Because by the way, not everyone knows the answer to this one, 00:02:42.750 --> 00:02:44.400 then, uh, angle of attack. 00:02:44.430 --> 00:02:47.760 Number two is I want to ask, Hey, did the insurance provided. 00:02:49.320 --> 00:02:53.550 Discuss with you, who'd be responsible for any potential price increases 00:02:53.550 --> 00:02:55.530 that occur between now and then. 00:02:55.980 --> 00:03:00.150 Now this I've done another video, which we're going to link to here in this 00:03:00.150 --> 00:03:05.100 card up top on how to use urgency to close more sales right now, because 00:03:05.100 --> 00:03:09.780 the reality is we have been seeing more price increases than we have in the past. 00:03:09.780 --> 00:03:12.090 Usually it's one time to twice per year. 00:03:12.420 --> 00:03:16.140 We are getting them now since 2020 quarterly. 00:03:16.170 --> 00:03:16.950 That's four times. 00:03:18.000 --> 00:03:22.590 And that those increases have been between seven and 20%. 00:03:23.130 --> 00:03:27.090 So we have a seven to 20% quarterly price increase. 00:03:27.420 --> 00:03:31.740 And again, factual information, many insurance companies are battling 00:03:31.890 --> 00:03:35.550 contractors on this because even though the scope said this, the roof 00:03:35.580 --> 00:03:40.140 got done four months later after a price increase, that goes up 20%. 00:03:40.230 --> 00:03:42.480 That is significant on the cost side. 00:03:42.810 --> 00:03:43.080 So. 00:03:44.100 --> 00:03:48.780 When we supplement the right way, we are usually able to get the insurance carrier 00:03:48.780 --> 00:03:51.240 to take ownership and to pay for that. 00:03:51.780 --> 00:03:52.050 But. 00:03:52.905 --> 00:03:55.125 The truth is it is often a battle. 00:03:55.215 --> 00:03:59.055 And if a homeowner is trying to play games and, you know, maybe keep the insurance 00:03:59.055 --> 00:04:02.505 company arms leg and get an estimate from the contractor and they get one. 00:04:02.505 --> 00:04:04.995 And then this number changes because the price goes up, the 00:04:04.995 --> 00:04:08.775 homeowner's really not educated and equipped to navigate this situation. 00:04:08.775 --> 00:04:13.275 So our job is to eliminate what they don't know for fear of them 00:04:13.275 --> 00:04:17.325 saying, Hey, well, if I wait, there could be a 20% rate increase and 00:04:17.325 --> 00:04:18.885 that could fall on the homeowner. 00:04:19.035 --> 00:04:21.615 If the insurance company plays games, whether the homeowner. 00:04:22.169 --> 00:04:27.240 Represented appropriately or doesn't have a contractor on their side, or if the, uh, 00:04:27.270 --> 00:04:28.950 homeowners just doesn't know the wiser. 00:04:29.130 --> 00:04:31.560 So again, I just want to simply ask, Hey, I understand you want to wait. 00:04:31.560 --> 00:04:32.430 And I respect that. 00:04:32.880 --> 00:04:36.330 May I ask, did your insurance company state who'd be responsible for any 00:04:36.539 --> 00:04:39.990 material increases that occur between now and then, which we've been 00:04:39.990 --> 00:04:43.740 seeing over and over again because the rates today are different. 00:04:43.740 --> 00:04:47.330 We've been seeing quarterly rate increases seven to 20% and I'd hate for. 00:04:47.860 --> 00:04:50.320 The price to go up 20% in the next few months. 00:04:50.320 --> 00:04:54.010 And then all of a sudden the insurance carrier says, oh, well, you should wait. 00:04:54.010 --> 00:04:56.100 And now all of a sudden waiting costs, you. 00:04:57.060 --> 00:04:58.650 Three $4,000. 00:04:58.650 --> 00:04:59.850 We just don't want to see that happen. 00:05:00.150 --> 00:05:02.520 So again, that is your second angle of attack. 00:05:02.700 --> 00:05:04.080 Summarizing first recap. 00:05:04.080 --> 00:05:05.820 When is it oversee you have something to speak to? 00:05:05.850 --> 00:05:09.600 Cause what they believe season is over versus what you know, and then, 00:05:09.660 --> 00:05:12.540 uh, did the insurance company share with you about the rate increase? 00:05:12.540 --> 00:05:16.320 Now the third angle of attack is material availability. 00:05:16.320 --> 00:05:20.160 And again, these are all just due to the current climate that we're experiencing 00:05:20.190 --> 00:05:21.990 with bottlenecks in our supply chain. 00:05:22.260 --> 00:05:22.500 So. 00:05:23.020 --> 00:05:25.540 Ask the homeowner or excuse me, this is one is not an ask. 00:05:25.550 --> 00:05:27.130 This is a statement we're educating the homeowner. 00:05:27.370 --> 00:05:31.300 Listen, during these unprecedented times, God, I can't believe. 00:05:31.300 --> 00:05:31.870 I just said that. 00:05:31.870 --> 00:05:33.940 I hate that everyone says own pros in it, but it's true. 00:05:34.090 --> 00:05:39.250 These are unprecedented times where we are seeing material shortages, supply chain. 00:05:40.065 --> 00:05:44.175 Manufacturers having their best years ever and not being able to keep up with demand. 00:05:44.414 --> 00:05:47.955 Another one of the largest manufacturers restricting their color availability 00:05:47.955 --> 00:05:50.115 for production to feed who they can. 00:05:50.474 --> 00:05:53.865 And this material availability becomes a very real issue. 00:05:54.104 --> 00:05:55.664 And here's where we tie this in. 00:05:56.230 --> 00:06:00.100 Urgency standpoint, let's say the homeowner waits to file a claim 00:06:00.100 --> 00:06:01.390 until the end of storm season. 00:06:01.570 --> 00:06:04.510 And they wait, say seven months from the date of loss. 00:06:04.750 --> 00:06:06.940 Well, then the insurance company comes out. 00:06:06.940 --> 00:06:07.660 They get the scope. 00:06:07.670 --> 00:06:09.670 So we're now seven and a half months in. 00:06:09.910 --> 00:06:12.430 Well, what ends up happening is the. 00:06:14.280 --> 00:06:16.590 The material might be backordered. 00:06:16.890 --> 00:06:19.200 What if you can't get in queue for three, six months? 00:06:19.350 --> 00:06:23.670 So now, if there's any delay, you could be any delay over 00:06:23.670 --> 00:06:25.140 five months in that homeowners. 00:06:25.140 --> 00:06:27.840 Now beyond the 12 month threshold to get the claim filed. 00:06:29.070 --> 00:06:31.920 And all the work done the 12 month statute of limitations, which by 00:06:31.920 --> 00:06:35.910 the way, that is the date from when the date of loss, the hail event to 00:06:35.910 --> 00:06:39.390 getting the work done and invoice the insurance carrier and every company 00:06:39.390 --> 00:06:40.770 and every type of loss is different. 00:06:40.770 --> 00:06:43.650 By the way, they range from six months, three years, depending on if it's hail, 00:06:43.650 --> 00:06:45.180 wind or hurricane what state you're in. 00:06:45.420 --> 00:06:49.350 So if the homeowner drags their feet too long, and then they wait to select a 00:06:49.350 --> 00:06:50.490 route for thing, we can just get it done. 00:06:50.490 --> 00:06:52.530 But then there's material availability issues. 00:06:52.770 --> 00:06:54.690 Now they're extended far beyond the 12 months. 00:06:54.690 --> 00:06:54.900 I can't. 00:06:55.515 --> 00:06:56.445 The work done. 00:06:56.955 --> 00:06:57.285 All right. 00:06:57.285 --> 00:06:57.945 So there you have it. 00:06:57.975 --> 00:07:04.185 There are three really powerful angles of attack to approach the whole topic of. 00:07:04.875 --> 00:07:06.885 Hey, I just want to wait until storm seasons over. 00:07:06.885 --> 00:07:10.275 And again, first we want to fact gather when's the storm season over because 00:07:10.275 --> 00:07:14.475 if they say in a month, this material availability thing, getting them on the 00:07:14.475 --> 00:07:17.415 schedule, the price increase can just work to kind of nudge them over the edge. 00:07:17.715 --> 00:07:22.635 If they believe it's way at the end 7, 8, 9 months from now, depending on what 00:07:22.635 --> 00:07:26.025 time of year it is now, we really need to lean into the education of the price 00:07:26.025 --> 00:07:27.375 increase so that doesn't fall upon them. 00:07:27.585 --> 00:07:30.555 And the material availability issue that paired with Duluth. 00:07:31.305 --> 00:07:34.365 Delaying the claim could put them beyond that threshold that even though they 00:07:34.365 --> 00:07:38.205 were trying to do, right, they end up being beyond the time constraints of 00:07:38.205 --> 00:07:41.955 getting that claim filed and getting made whole, and therefore that full financial 00:07:41.955 --> 00:07:44.055 responsibility lands on the homeowner. 00:07:44.445 --> 00:07:45.165 So there you have it. 00:07:45.195 --> 00:07:45.975 And Hey, did I miss. 00:07:46.545 --> 00:07:49.935 Any angles of attack that you might use, if so, drop them in the comments. 00:07:49.935 --> 00:07:51.735 There's been really rich discussions there. 00:07:51.915 --> 00:07:54.675 And again, thank you exactly for prompting this video so quick. 00:07:54.915 --> 00:07:55.695 We do take a look. 00:07:55.695 --> 00:07:56.565 I take a look at those. 00:07:56.565 --> 00:07:59.865 I respond to all the constructive comments that I possibly can. 00:08:00.075 --> 00:08:02.865 They just want to thank you again for sharing your time with me here today. 00:08:03.195 --> 00:08:05.195 Now just because your and my time is over. 00:08:06.450 --> 00:08:07.650 I got two more things for you. 00:08:07.919 --> 00:08:11.940 Number one is if you are interested in my sales training and sales system, 00:08:12.180 --> 00:08:13.500 that's being used by thousands. 00:08:13.500 --> 00:08:16.740 As we speak complete system from NOC to close for storm and retail 00:08:17.130 --> 00:08:19.800 packages available for an individual rep and being used by some of the 00:08:19.800 --> 00:08:21.180 top a hundred companies in America. 00:08:21.479 --> 00:08:25.020 I'd love to chat with you and you can find a link in the video and 00:08:25.020 --> 00:08:28.469 podcast description, or you can call our text our office at 300. 00:08:29.145 --> 00:08:31.934 2 2, 2 71 33. 00:08:31.934 --> 00:08:35.865 That's 3 0 3, 2 2 2 71 33. 00:08:36.164 --> 00:08:39.015 And if you haven't done it yet, I want to get you a free copy of my pitch. 00:08:39.015 --> 00:08:40.845 Like a pro roofing sales training video library. 00:08:41.084 --> 00:08:42.615 You can click right here and download it. 00:08:42.794 --> 00:08:44.324 I'll send it to your inbox right away. 00:08:44.625 --> 00:08:47.714 And if you like this video and you want to just stick around and have some 00:08:47.714 --> 00:08:50.834 more YouTube thinks you're really going to dig this one, we'll see you soon.