Subscribe
Share
Share
Embed
Their roof is damaged and we know we can help. But they won’t file a claim? Here’s 5 ways to overcome this common roofing sales objection: “I don’t want to file a claim.”
Questions About Products or Programs? Call/Text: 303-222-7133
“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
1) Close even more roofing sales.
2) Adapt to new roofing industry trends and changes.
3) Take control of your roofing marketing and lead generation.
4) Improve D2D roofing sales.
5) Build the roofing company of tomorrow.
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.
I don't want to file a claim.
This is one of the most common objections
I hear when it comes to selling hail,
wind or hurricane damage routes.
For some reason, homeowners often get
resistant about using their insurance
can be like, like it's an evil thing
to use, or maybe they feel that the
roof wasn't damaged severely enough
and they didn't quite need to do it.
Well, in this video, I'm
going to be giving you five.
Yes.
Five different angles of attack
to overcome this very objection.
The, I don't want to file a claim now,
before we get started, I want to cover
some ground work and some ground rules.
I don't believe in the whole flashcard
approach to objection handling why?
Because practicing the
perfect rebuttal is combative.
They say this.
And that doesn't really lend itself to a
healthy conversation in developing trust.
So when someone says this and we
say, Hey, well, you're being stupid.
You pay for the service.
That doesn't go so well.
It really feels like someone's
throwing punches back and forth.
And frankly, it's not how I
interact with my friends or my.
Or any of my close relationships,
which is why I teach the aro objection,
handling formula acknowledged, reassure
in overcome to make sure people feel
heard and understood before I give them a
fresh perspective on their own situation.
The other reason that I'm giving
you five of these different angles
of attack is not every customer.
We'll need all five, some might only need
one, some might need five, so I might
need three, but anytime I do these videos,
I give you the long-winded version.
So you can harvest what works
for you in the real world.
Now, the last thing I want to share
and the whole objection side, in
my opinion, and I teach this inside
my all-in-one sales training and
sales system is that every single
objection means one of three things.
The homeowner doesn't trust you.
They don't think they need you
or roof, or it's a money issue.
So when I.
What's this objection.
I mean, I don't want to file a claim need.
They don't feel like it's a strong
enough need to take action on the roof.
They may trust you.
They may like you, but at the end
of the day, they don't want to
file a claim is because you have
not created enough of a need.
They don't see that the benefit of.
Of getting that claim
filed, outweigh the risks.
And to them, they say, Hey,
the need is not strong enough.
I don't have a problem with my roof.
My roof is not leaking.
Therefore I don't need
to do anything about it.
So it is us up to us to create
the need for them to take action.
And here is how we do it.
Now.
Firstly, I just want to say.
Uh, and if you're new here, welcome,
my name is Adam Benjamin, the roof
strategist, and everything I do here on
my YouTube channel and on my podcast.
And in my all-in-one sales training
and sales system is designed to help
you and your team smash your income
goal and roofing sales and give
every customer in amazing experience
in order to give an amazing excuse.
You've got to earn the business, and
this is a big obstacle holding us up.
So let's get to it and I will
teach you five different ways
to overcome this objection.
All right now, method number.
And by the way, what I'm writing
down here is an act of God claim.
You have to check your state laws there.
This act of God clause means that
an act of God claim, meaning a event
outside of controlled by mother nature,
hail when hurricane things like that,
can't make your rates go up because
it's different than a theft or burglary
claim, or you got drunk and left the
stove on and burn the house down.
Those are all.
Negligence theft related,
they're handled and categorized
differently than an act of God.
Now there are a few states
that this does not apply.
So just disclaimer, I'm not a public
adjuster and I'm not an attorney.
I don't have all this stuff memorized.
It's not my sweet spot
salesmen sweet spot.
So do check with the state
in which you operate.
And if you want to drop a comment, if
you live in one of those states where
the act of God clause does not apply.
A claim that is an act of God
means that your rates cannot go up.
Of course rates go up every year, by
the way, because it's an aggregate
of all the claims in the area.
And just like health insurance
just goes up each and every year.
But in terms of the insurance
gonna be saying, we're charging
you more because of this.
If it's an act of Glock God
in most states, they can't.
All right.
So that's method, angle of attack.
Number one, number two,
this is the biggest one.
Mr.
Homeowner, the lifespan of your
roof has been, oops, me change.
This has been compromised
now, what does this mean?
This is true.
If hail or wind impacts a roof and
damages it in any way, even if it's.
The lifespan of that roof is compromised.
So if you expected this roof to last, I
don't know, 30 years, I know my Dallas,
Texas friends will be like, no, you
don't get 30 years out of roof on there.
I know that.
But if you're expecting the roof,
which you paid for, it doesn't matter.
What's going to happen.
You paid for the roof to last this long.
If there's a hail or wind event,
the shingles are compromised.
The lifespan of the roof has shortened.
What does that mean to the homeowner?
It means that if you bought a new
truck and you expected to last 200,000.
And hail event comes or neighborhood
kids steal it, go mudding and throw
it in reverse and start doing donuts.
It might only last a hundred thousand
miles, which means you're going
to go out and buy a brand new.
A hundred thousand miles sooner than you
expected, which is about 10 years for most
people in, by the way, that's the reality.
This is the true to life reality.
In addition to that, the
manufacturer's warranty becomes
null and void when it is impacted.
So add insult to injury.
This brings us to point number three,
which is the price of roofing compounds.
Okay.
So we'll put this together, Mr.
Homeowner.
One on an act of God.
They can't chart, increase your rates,
check your state laws to make sure
you can say that next the lifespan
of your roof has been compromised.
Even though your roof may
not appear to be leaking.
Now, it might not have any
issues that are obvious to you.
The truth is the lifespan of your roof
is reduced similar to your car tires.
If you bought car tires, maybe a
shop, you said, I want that tire.
Cause it has a 50,000
mile road wear warranty.
Well, what if you got it?
And then 15,000 miles in, you
need to replace your tires.
You're going to be upset because
you're going to buy new tires.
But the difference is
you're now paying for.
And roofing is the most expensive
maintenance item on the home and the price
of roofing about doubles every 10 years.
And that's going up at a faster
rate right now with the rate
increases that we're seeing.
So if it drops by 10 years and then
the price doubles every 10 years
that homeowners coming out of pocket
with enough money to go remodel the
kitchen, or buy a brand new vehicle,
a cash, it's not a fun place to be.
All right, which brings us to number four.
This is which.
What we've touched on now are mostly
related to the money side of things.
I want to get onto the liability
and more of the emotional side,
there is money involved, but
this is future loss in liability.
Now I know this verbiage sounds.
Future loss and liability.
What do we mean by this future?
Loss means an insurance claim down the
road or other damage that occurs in
liability means who's paying for it.
Here's what we mean, Mr.
Homeowner, you don't want to file a
claim now, whether it's wind damage
or hail damage, the future impacts
of that damage could lead to problems
in the roof or failure points, which.
Water coming in water coming
in becomes very expensive.
We have interior repair to do.
We have dry outs.
We have repainting ceilings and
then any carpets or furniture that
might get soiled or destroyed.
And then in some climates you
have threats, environmental
threats, such as mold through
moisture penetration in the home.
What happens Mr.
Homeowner is if you don't file it.
Even though the damage may be small.
What happens is you have a limited
window of opportunity to make that claim.
Let's say it's a year to
three years, depending on the
type of loss and the state.
And I know sometimes it's
shrinking down about six months.
If you're outside that window and
then something happens and the
insurance company links it say it's
a wind damaged shingle that lifts up.
You don't file a claim and
water pours in two years later.
Insurance company comes out.
They say, Hey, there was
a wind event on this date.
You didn't do anything.
This was damaged before.
This is old damage.
We're not covering it.
And the truth is the insurance
companies can do that because it is
your responsibility to prohibit or
keep any future loss from occurring.
Very similar.
If your pipe frozen your.
And there's water that burst right pipe
freezes, burst water is coming out.
It is your responsibility as a homeowner
by law on your contract with the insurance
company is to stop future loss, recurring.
Meaning I got to stop
the water from flooding.
We don't wait and sit around.
I hope someone shows up our
first plan of attack is to stop
that same thing with the fire.
You don't let the house burn down.
You got to put the fire
out as quick as possible.
The same goes for your roof,
even though it's less extreme and
emotional, it is our responsibility
to keep future damage from occurring.
So in the event, anything
does happen to your home.
You will be paying out of
pocket for that meeting.
You are a hundred percent
liable and then the final.
That most people forget about
is that insurance is truly
a service that you pay for.
And most folks are paying this monthly
on to escrow out of their home insurance,
excuse me, out of their, uh, out of
their home or their mortgage, or they're
at least paying for it annually month.
Over month, year over year, it is a
service you provide to protect the most
expensive maintenance item on your home
and to protect the most valuable asset.
Yes.
Which is your finance,
your, your home property.
So for these five reasons, you don't
have five angles of attack to combine
them to educate homeowners on why it is
that they may wish to file a claim for.
Roof damage, even if it's minor.
And if you have questions about
the ethical implications, like
what if it's small, I'll link to a
video here at the end to show you
how to handle those situations.
But in this, we now know one that the
reason they don't want to file a claim
is you didn't create enough need.
They don't feel the need or understand it.
And then number two, to give them five
different angles of attack to educate
them on creating the need for them
to then file the claim again, from
an act of God, meaning a severe one.
Can't increase their rates.
Check the state, the lifespan of the
roof has been compromised, which means
they pay out of pocket to replace
it 5, 10, 15 years sooner than it
should have similar to a car, a truck
tires, the price of roofing is going
to double every 10 years on average.
Right now that's historical average.
Right now that's dropping depending on
the market with the rate increases as fast
as five to seven years in some markets,
and then the future loss in liability.
If anything else comes up, you're liable.
And then finally you have
been paying for a service and.
Is a service that we pay for.
It's a service agreement.
Now I hope this video helped.
And if you want more and maybe you're
wondering, Hey, you know what, uh,
what do I do if it's marginal damage?
And it's kind of on the, on the
edge of calling in, if that's
you, then I want you to watch this
video on the ethical questions of
how to deal with marginal damage.
And if you want even more of
these videos, click right here and
download a free copy of my pitch.
Like a pro roofing sales training,
video library, to get access to all
the videos I've ever done, organized
by category for easy bingeing and LLC.