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
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