WEBVTT NOTE This file was generated by Descript 00:00:00.540 --> 00:00:02.130 I don't want to file a claim. 00:00:02.310 --> 00:00:06.060 This is one of the most common objections I hear when it comes to selling hail, 00:00:06.210 --> 00:00:07.920 wind or hurricane damage routes. 00:00:08.310 --> 00:00:11.910 For some reason, homeowners often get resistant about using their insurance 00:00:11.910 --> 00:00:16.379 can be like, like it's an evil thing to use, or maybe they feel that the 00:00:16.379 --> 00:00:19.350 roof wasn't damaged severely enough and they didn't quite need to do it. 00:00:19.680 --> 00:00:22.290 Well, in this video, I'm going to be giving you five. 00:00:22.320 --> 00:00:22.620 Yes. 00:00:23.205 --> 00:00:26.835 Five different angles of attack to overcome this very objection. 00:00:26.835 --> 00:00:32.235 The, I don't want to file a claim now, before we get started, I want to cover 00:00:32.235 --> 00:00:34.005 some ground work and some ground rules. 00:00:34.425 --> 00:00:38.535 I don't believe in the whole flashcard approach to objection handling why? 00:00:38.835 --> 00:00:41.595 Because practicing the perfect rebuttal is combative. 00:00:41.715 --> 00:00:42.285 They say this. 00:00:43.265 --> 00:00:47.285 And that doesn't really lend itself to a healthy conversation in developing trust. 00:00:47.614 --> 00:00:50.525 So when someone says this and we say, Hey, well, you're being stupid. 00:00:50.525 --> 00:00:51.455 You pay for the service. 00:00:51.754 --> 00:00:53.225 That doesn't go so well. 00:00:53.225 --> 00:00:55.775 It really feels like someone's throwing punches back and forth. 00:00:55.775 --> 00:00:58.475 And frankly, it's not how I interact with my friends or my. 00:00:59.095 --> 00:01:03.685 Or any of my close relationships, which is why I teach the aro objection, 00:01:03.685 --> 00:01:07.465 handling formula acknowledged, reassure in overcome to make sure people feel 00:01:07.465 --> 00:01:11.695 heard and understood before I give them a fresh perspective on their own situation. 00:01:12.055 --> 00:01:14.845 The other reason that I'm giving you five of these different angles 00:01:14.845 --> 00:01:16.735 of attack is not every customer. 00:01:17.335 --> 00:01:20.335 We'll need all five, some might only need one, some might need five, so I might 00:01:20.335 --> 00:01:24.055 need three, but anytime I do these videos, I give you the long-winded version. 00:01:24.085 --> 00:01:27.715 So you can harvest what works for you in the real world. 00:01:28.165 --> 00:01:32.155 Now, the last thing I want to share and the whole objection side, in 00:01:32.155 --> 00:01:35.455 my opinion, and I teach this inside my all-in-one sales training and 00:01:35.455 --> 00:01:39.565 sales system is that every single objection means one of three things. 00:01:39.745 --> 00:01:40.945 The homeowner doesn't trust you. 00:01:41.275 --> 00:01:44.065 They don't think they need you or roof, or it's a money issue. 00:01:44.275 --> 00:01:44.585 So when I. 00:01:45.525 --> 00:01:46.335 What's this objection. 00:01:46.335 --> 00:01:49.455 I mean, I don't want to file a claim need. 00:01:49.665 --> 00:01:52.605 They don't feel like it's a strong enough need to take action on the roof. 00:01:52.845 --> 00:01:53.565 They may trust you. 00:01:53.565 --> 00:01:56.265 They may like you, but at the end of the day, they don't want to 00:01:56.265 --> 00:01:59.655 file a claim is because you have not created enough of a need. 00:02:00.105 --> 00:02:02.415 They don't see that the benefit of. 00:02:03.390 --> 00:02:05.789 Of getting that claim filed, outweigh the risks. 00:02:06.059 --> 00:02:08.699 And to them, they say, Hey, the need is not strong enough. 00:02:08.699 --> 00:02:10.019 I don't have a problem with my roof. 00:02:10.019 --> 00:02:11.039 My roof is not leaking. 00:02:11.220 --> 00:02:12.870 Therefore I don't need to do anything about it. 00:02:13.049 --> 00:02:17.340 So it is us up to us to create the need for them to take action. 00:02:17.519 --> 00:02:18.990 And here is how we do it. 00:02:19.320 --> 00:02:19.470 Now. 00:02:19.490 --> 00:02:20.280 Firstly, I just want to say. 00:02:21.050 --> 00:02:23.690 Uh, and if you're new here, welcome, my name is Adam Benjamin, the roof 00:02:23.690 --> 00:02:27.590 strategist, and everything I do here on my YouTube channel and on my podcast. 00:02:27.740 --> 00:02:32.360 And in my all-in-one sales training and sales system is designed to help 00:02:32.360 --> 00:02:35.300 you and your team smash your income goal and roofing sales and give 00:02:35.300 --> 00:02:38.900 every customer in amazing experience in order to give an amazing excuse. 00:02:38.900 --> 00:02:42.170 You've got to earn the business, and this is a big obstacle holding us up. 00:02:42.170 --> 00:02:45.800 So let's get to it and I will teach you five different ways 00:02:45.800 --> 00:02:47.270 to overcome this objection. 00:02:47.690 --> 00:02:49.670 All right now, method number. 00:02:51.010 --> 00:02:55.000 And by the way, what I'm writing down here is an act of God claim. 00:02:55.330 --> 00:02:58.010 You have to check your state laws there. 00:02:58.010 --> 00:03:02.650 This act of God clause means that an act of God claim, meaning a event 00:03:02.680 --> 00:03:07.150 outside of controlled by mother nature, hail when hurricane things like that, 00:03:07.480 --> 00:03:12.160 can't make your rates go up because it's different than a theft or burglary 00:03:12.160 --> 00:03:15.700 claim, or you got drunk and left the stove on and burn the house down. 00:03:16.240 --> 00:03:16.990 Those are all. 00:03:17.970 --> 00:03:21.570 Negligence theft related, they're handled and categorized 00:03:21.570 --> 00:03:23.430 differently than an act of God. 00:03:23.730 --> 00:03:26.250 Now there are a few states that this does not apply. 00:03:26.280 --> 00:03:29.730 So just disclaimer, I'm not a public adjuster and I'm not an attorney. 00:03:29.730 --> 00:03:31.080 I don't have all this stuff memorized. 00:03:31.290 --> 00:03:32.820 It's not my sweet spot salesmen sweet spot. 00:03:32.820 --> 00:03:35.040 So do check with the state in which you operate. 00:03:35.040 --> 00:03:37.470 And if you want to drop a comment, if you live in one of those states where 00:03:37.470 --> 00:03:39.150 the act of God clause does not apply. 00:03:40.220 --> 00:03:43.370 A claim that is an act of God means that your rates cannot go up. 00:03:43.399 --> 00:03:46.310 Of course rates go up every year, by the way, because it's an aggregate 00:03:46.310 --> 00:03:47.329 of all the claims in the area. 00:03:47.630 --> 00:03:49.880 And just like health insurance just goes up each and every year. 00:03:50.060 --> 00:03:52.370 But in terms of the insurance gonna be saying, we're charging 00:03:52.370 --> 00:03:53.750 you more because of this. 00:03:53.929 --> 00:03:56.540 If it's an act of Glock God in most states, they can't. 00:03:57.280 --> 00:03:57.609 All right. 00:03:57.730 --> 00:03:59.980 So that's method, angle of attack. 00:04:00.010 --> 00:04:03.220 Number one, number two, this is the biggest one. 00:04:03.400 --> 00:04:03.760 Mr. 00:04:03.760 --> 00:04:08.500 Homeowner, the lifespan of your roof has been, oops, me change. 00:04:08.510 --> 00:04:11.590 This has been compromised now, what does this mean? 00:04:11.649 --> 00:04:12.489 This is true. 00:04:12.820 --> 00:04:16.149 If hail or wind impacts a roof and damages it in any way, even if it's. 00:04:17.235 --> 00:04:19.035 The lifespan of that roof is compromised. 00:04:19.035 --> 00:04:23.325 So if you expected this roof to last, I don't know, 30 years, I know my Dallas, 00:04:23.325 --> 00:04:25.965 Texas friends will be like, no, you don't get 30 years out of roof on there. 00:04:25.965 --> 00:04:26.415 I know that. 00:04:26.715 --> 00:04:28.965 But if you're expecting the roof, which you paid for, it doesn't matter. 00:04:28.965 --> 00:04:29.475 What's going to happen. 00:04:30.015 --> 00:04:31.605 You paid for the roof to last this long. 00:04:31.725 --> 00:04:34.665 If there's a hail or wind event, the shingles are compromised. 00:04:35.385 --> 00:04:36.885 The lifespan of the roof has shortened. 00:04:37.005 --> 00:04:38.115 What does that mean to the homeowner? 00:04:38.445 --> 00:04:42.015 It means that if you bought a new truck and you expected to last 200,000. 00:04:42.765 --> 00:04:47.145 And hail event comes or neighborhood kids steal it, go mudding and throw 00:04:47.145 --> 00:04:48.675 it in reverse and start doing donuts. 00:04:49.095 --> 00:04:51.735 It might only last a hundred thousand miles, which means you're going 00:04:51.735 --> 00:04:52.985 to go out and buy a brand new. 00:04:54.945 --> 00:04:58.515 A hundred thousand miles sooner than you expected, which is about 10 years for most 00:04:58.515 --> 00:05:01.185 people in, by the way, that's the reality. 00:05:01.215 --> 00:05:02.865 This is the true to life reality. 00:05:03.284 --> 00:05:05.565 In addition to that, the manufacturer's warranty becomes 00:05:05.565 --> 00:05:07.245 null and void when it is impacted. 00:05:07.515 --> 00:05:09.825 So add insult to injury. 00:05:09.855 --> 00:05:13.755 This brings us to point number three, which is the price of roofing compounds. 00:05:14.685 --> 00:05:15.165 Okay. 00:05:15.435 --> 00:05:18.555 So we'll put this together, Mr. 00:05:18.555 --> 00:05:19.094 Homeowner. 00:05:19.545 --> 00:05:21.645 One on an act of God. 00:05:22.455 --> 00:05:24.885 They can't chart, increase your rates, check your state laws to make sure 00:05:24.885 --> 00:05:27.765 you can say that next the lifespan of your roof has been compromised. 00:05:27.795 --> 00:05:29.655 Even though your roof may not appear to be leaking. 00:05:29.655 --> 00:05:31.845 Now, it might not have any issues that are obvious to you. 00:05:32.145 --> 00:05:35.175 The truth is the lifespan of your roof is reduced similar to your car tires. 00:05:35.205 --> 00:05:38.265 If you bought car tires, maybe a shop, you said, I want that tire. 00:05:38.265 --> 00:05:41.475 Cause it has a 50,000 mile road wear warranty. 00:05:41.655 --> 00:05:42.555 Well, what if you got it? 00:05:42.555 --> 00:05:45.195 And then 15,000 miles in, you need to replace your tires. 00:05:45.195 --> 00:05:46.935 You're going to be upset because you're going to buy new tires. 00:05:46.935 --> 00:05:48.625 But the difference is you're now paying for. 00:05:49.530 --> 00:05:52.560 And roofing is the most expensive maintenance item on the home and the price 00:05:52.560 --> 00:05:54.030 of roofing about doubles every 10 years. 00:05:54.030 --> 00:05:56.220 And that's going up at a faster rate right now with the rate 00:05:56.220 --> 00:05:57.330 increases that we're seeing. 00:05:57.720 --> 00:06:02.610 So if it drops by 10 years and then the price doubles every 10 years 00:06:02.820 --> 00:06:05.910 that homeowners coming out of pocket with enough money to go remodel the 00:06:05.910 --> 00:06:09.330 kitchen, or buy a brand new vehicle, a cash, it's not a fun place to be. 00:06:09.780 --> 00:06:12.240 All right, which brings us to number four. 00:06:12.780 --> 00:06:13.800 This is which. 00:06:14.820 --> 00:06:19.409 What we've touched on now are mostly related to the money side of things. 00:06:19.739 --> 00:06:22.440 I want to get onto the liability and more of the emotional side, 00:06:22.440 --> 00:06:27.000 there is money involved, but this is future loss in liability. 00:06:27.299 --> 00:06:30.750 Now I know this verbiage sounds. 00:06:31.645 --> 00:06:32.815 Future loss and liability. 00:06:32.815 --> 00:06:33.925 What do we mean by this future? 00:06:33.925 --> 00:06:37.885 Loss means an insurance claim down the road or other damage that occurs in 00:06:37.885 --> 00:06:39.385 liability means who's paying for it. 00:06:39.625 --> 00:06:41.034 Here's what we mean, Mr. 00:06:41.034 --> 00:06:44.875 Homeowner, you don't want to file a claim now, whether it's wind damage 00:06:44.905 --> 00:06:50.125 or hail damage, the future impacts of that damage could lead to problems 00:06:50.125 --> 00:06:51.375 in the roof or failure points, which. 00:06:52.215 --> 00:06:55.755 Water coming in water coming in becomes very expensive. 00:06:55.935 --> 00:06:58.305 We have interior repair to do. 00:06:58.305 --> 00:06:59.295 We have dry outs. 00:06:59.295 --> 00:07:03.465 We have repainting ceilings and then any carpets or furniture that 00:07:03.465 --> 00:07:05.534 might get soiled or destroyed. 00:07:05.715 --> 00:07:07.815 And then in some climates you have threats, environmental 00:07:07.815 --> 00:07:10.305 threats, such as mold through moisture penetration in the home. 00:07:10.755 --> 00:07:11.715 What happens Mr. 00:07:11.715 --> 00:07:13.455 Homeowner is if you don't file it. 00:07:14.265 --> 00:07:16.005 Even though the damage may be small. 00:07:16.455 --> 00:07:20.085 What happens is you have a limited window of opportunity to make that claim. 00:07:20.114 --> 00:07:22.935 Let's say it's a year to three years, depending on the 00:07:22.935 --> 00:07:24.195 type of loss and the state. 00:07:24.375 --> 00:07:26.325 And I know sometimes it's shrinking down about six months. 00:07:26.864 --> 00:07:29.864 If you're outside that window and then something happens and the 00:07:29.864 --> 00:07:32.625 insurance company links it say it's a wind damaged shingle that lifts up. 00:07:32.655 --> 00:07:37.934 You don't file a claim and water pours in two years later. 00:07:38.895 --> 00:07:39.885 Insurance company comes out. 00:07:39.915 --> 00:07:41.865 They say, Hey, there was a wind event on this date. 00:07:41.985 --> 00:07:42.795 You didn't do anything. 00:07:42.795 --> 00:07:43.905 This was damaged before. 00:07:43.905 --> 00:07:44.775 This is old damage. 00:07:44.895 --> 00:07:45.765 We're not covering it. 00:07:46.335 --> 00:07:49.845 And the truth is the insurance companies can do that because it is 00:07:49.845 --> 00:07:54.345 your responsibility to prohibit or keep any future loss from occurring. 00:07:54.375 --> 00:07:55.215 Very similar. 00:07:55.515 --> 00:07:57.795 If your pipe frozen your. 00:07:59.070 --> 00:08:02.550 And there's water that burst right pipe freezes, burst water is coming out. 00:08:02.880 --> 00:08:06.990 It is your responsibility as a homeowner by law on your contract with the insurance 00:08:06.990 --> 00:08:08.969 company is to stop future loss, recurring. 00:08:08.969 --> 00:08:10.830 Meaning I got to stop the water from flooding. 00:08:11.010 --> 00:08:12.510 We don't wait and sit around. 00:08:13.170 --> 00:08:15.990 I hope someone shows up our first plan of attack is to stop 00:08:15.990 --> 00:08:16.800 that same thing with the fire. 00:08:16.800 --> 00:08:18.360 You don't let the house burn down. 00:08:18.510 --> 00:08:20.400 You got to put the fire out as quick as possible. 00:08:20.790 --> 00:08:23.400 The same goes for your roof, even though it's less extreme and 00:08:23.400 --> 00:08:26.550 emotional, it is our responsibility to keep future damage from occurring. 00:08:26.700 --> 00:08:29.730 So in the event, anything does happen to your home. 00:08:30.630 --> 00:08:32.820 You will be paying out of pocket for that meeting. 00:08:32.820 --> 00:08:37.110 You are a hundred percent liable and then the final. 00:08:38.340 --> 00:08:41.460 That most people forget about is that insurance is truly 00:08:41.460 --> 00:08:44.130 a service that you pay for. 00:08:45.090 --> 00:08:49.350 And most folks are paying this monthly on to escrow out of their home insurance, 00:08:49.760 --> 00:08:52.260 excuse me, out of their, uh, out of their home or their mortgage, or they're 00:08:52.260 --> 00:08:53.910 at least paying for it annually month. 00:08:53.910 --> 00:08:58.650 Over month, year over year, it is a service you provide to protect the most 00:08:58.650 --> 00:09:02.760 expensive maintenance item on your home and to protect the most valuable asset. 00:09:02.820 --> 00:09:02.910 Yes. 00:09:03.870 --> 00:09:06.090 Which is your finance, your, your home property. 00:09:06.720 --> 00:09:10.350 So for these five reasons, you don't have five angles of attack to combine 00:09:10.350 --> 00:09:16.170 them to educate homeowners on why it is that they may wish to file a claim for. 00:09:16.949 --> 00:09:18.750 Roof damage, even if it's minor. 00:09:19.050 --> 00:09:22.530 And if you have questions about the ethical implications, like 00:09:22.530 --> 00:09:25.860 what if it's small, I'll link to a video here at the end to show you 00:09:25.860 --> 00:09:27.329 how to handle those situations. 00:09:27.600 --> 00:09:30.750 But in this, we now know one that the reason they don't want to file a claim 00:09:30.750 --> 00:09:31.949 is you didn't create enough need. 00:09:32.100 --> 00:09:33.780 They don't feel the need or understand it. 00:09:34.020 --> 00:09:38.490 And then number two, to give them five different angles of attack to educate 00:09:38.490 --> 00:09:42.360 them on creating the need for them to then file the claim again, from 00:09:42.360 --> 00:09:45.630 an act of God, meaning a severe one. 00:09:46.295 --> 00:09:47.285 Can't increase their rates. 00:09:47.285 --> 00:09:50.285 Check the state, the lifespan of the roof has been compromised, which means 00:09:50.285 --> 00:09:54.185 they pay out of pocket to replace it 5, 10, 15 years sooner than it 00:09:54.185 --> 00:09:57.395 should have similar to a car, a truck tires, the price of roofing is going 00:09:57.395 --> 00:09:59.315 to double every 10 years on average. 00:09:59.315 --> 00:10:01.775 Right now that's historical average. 00:10:01.895 --> 00:10:05.255 Right now that's dropping depending on the market with the rate increases as fast 00:10:05.255 --> 00:10:08.945 as five to seven years in some markets, and then the future loss in liability. 00:10:08.945 --> 00:10:10.445 If anything else comes up, you're liable. 00:10:10.595 --> 00:10:13.745 And then finally you have been paying for a service and. 00:10:14.640 --> 00:10:16.650 Is a service that we pay for. 00:10:16.650 --> 00:10:17.970 It's a service agreement. 00:10:18.689 --> 00:10:19.890 Now I hope this video helped. 00:10:19.920 --> 00:10:23.069 And if you want more and maybe you're wondering, Hey, you know what, uh, 00:10:23.069 --> 00:10:25.020 what do I do if it's marginal damage? 00:10:25.020 --> 00:10:27.689 And it's kind of on the, on the edge of calling in, if that's 00:10:27.689 --> 00:10:30.689 you, then I want you to watch this video on the ethical questions of 00:10:30.689 --> 00:10:32.130 how to deal with marginal damage. 00:10:32.430 --> 00:10:35.040 And if you want even more of these videos, click right here and 00:10:35.040 --> 00:10:36.390 download a free copy of my pitch. 00:10:36.390 --> 00:10:39.449 Like a pro roofing sales training, video library, to get access to all 00:10:39.449 --> 00:10:43.360 the videos I've ever done, organized by 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