This one word will help you defeat the objection.
They'll eat my deductible.
When you got another contractor who's claiming to the homeowner that
they're gonna eat the deductible.
So even if you're really seasoned, you have many years of sales experience
and roofing, you explain it away.
You tell 'em it's illegal, that it's fraud, but you still lose deals because,
well, the other guy can do it and if they're willing to do it, I don't care.
Cuz it's happening everywhere, right?
So people look around.
It happened to my neighbors.
So in this video, I'm gonna be teaching you how this one simple word
can defeat this objection for good.
Now if you want more, cuz that's why we have different angles of attack,
different tools in our tool belt, so to speak, is because there's not just
one magic phrase or one magic way to overcome the same objection when you were
talking about different types of people.
So if you want more videos on how to overcome the deductible,
I highly recommend you pop over to the roof strategist.com right
now and download a free copy.
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along with that phone number.
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video library right in here.
You can click on the objections playlist.
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All right, so the one word to beat the deductible objection.
Uh, before we get started, just a quick welcome and welcome back.
My name's Adam Benson, the roof strategist, and everything I do here
is designed to help you and your team smash your income goal and give
every customer an amazing experience.
And oftentimes they'll eat my deductible is the, the obstacle in the way.
So let's learn how to defeat it with this magic one word.
First, we wanna avoid the.
Is explaining it away all the time.
So sometimes it does make sense to explain it away, and in fact, in my sales
system, the in-home process I teach, we're actually overcoming the deductible
and price objection before we pitch.
So that's our opener.
When we get permission to pitch from the homeowner, we're using this opportunity
to educate and explain it away.
But I do know that there are times this might come up at the door
before you present, or maybe you didn't do that, or you're not
doing it yet in your presentation, which I would encourage you to.
It does come up.
Instead of explaining it away, what we wanna do instead is ask a question.
Now, the big difference here is when we explain it away, we are educating someone.
Right.
We are trying to earn their business and after all, what's the say on her shirt?
Oh, you sell roofs, so of course you're gonna try to get as much money as you can.
That's what the homeowner's thinking.
So instead, what we want to do is kind of allow the homeowner to talk him or
herself into a corner for them to then realize, Oh wait, this isn't right.
I should go about this.
The legal.
In proper way.
And we need to do that by getting the homeowner talking, which is
why we want to ask a question.
So the big question is, Adam, you promised me one word.
So what is it?
You ready?
How it's this simple?
And I'm gonna show you right now, and then I'm gonna show you how to make this
even more powerful in just a moment.
How so?
If I have a homeowner that says, Hey Adam, the other contractor
said he'll eat my deductible.
I can say, Hmm.
, did they explain to you how they were gonna eat your deductible?
Because guess what's gonna happen at this exact moment?
The answer is gonna be no.
They just said they could and then you can respond with, I'm really sorry Mr.
Homeowner.
They didn't explain to you how they were gonna eat your deductible.
So when I add in these two elements of being a little
perplexed and concerned, like.
Huh.
Mr.
Homeowner, did they explain to you how they were going to eat your deductible?
That homeowner now senses your concern, and instead of you being
like, Whoa, whoa, whoa, that's illegal, you can't do that, You say, Huh?
Did they explain how?
Then they say, ? Well, no, not really.
And say, Well, let me explain.
Can I explain to you and show you how they're going to eat your deductible?
And the homeowner's gonna say, Yeah, absolutely.
And that's when I get out my trustee pen and a pad, a paper.
And I sketch this out and I'm gonna shift into some role play here.
And I'm gonna give you a bit of the longer version so you can
pick and choose what parts of this make sense for you in the home.
Sometimes you can do a short, fast version, other times you gotta slow down.
And here's exactly how I do this in the house.
Once the homeowner tells me, you know, they didn't explain
how they just said they.
Here's what we do, Mr.
Homeowner, Let's assume, and I'm gonna show you how they said they can eat your
deductible, that your roof is $20,000.
So may I ask first?
What is your deductible?
And they say, Oh, my deductible is a thousand dollars.
And I'm gonna say, Okay, great, Mr.
Homeowner, this deductible is a contractual obligation between
you and the insurance company.
I have nothing to do with it.
So I'm trying to distance myself and I say, Mr.
Homeowner, I want you to think of this like a copay for a surgery.
Let's say you needed a knee surgery and they expected it was gonna be.
$30,000.
And then they get in there and they realize that the, the procedure they
thought they could do, they can't.
And it became a little more complicated.
And the procedure's now $60,000.
What changes on your copay?
And they say nothing.
It's still a thousand say.
Exactly.
And likewise, let's say the surgeon goes in there and instead of 30,000,
the surgery comes out at 25,000.
Do they write you a check for the $5,000 They.
And the homeowner says no.
Say your contribution remains what?
The thousand dollars copay?
Right?
And it's the same on the roof.
It's your deductible whether someone does it for more or less.
Now, the insurance company, they're not gonna pay for the full roof up front.
They give you what we call our used car prices.
So what that roof is worth.
Today.
So let's just assume that your roof is about halfway through its lifespan.
So they're gonna pay you, uh, $9,000 now, which is the actual cash
value, what the roof is worth today.
Now, of course, as this math shakes out, that leaves $10,000 left on the
table cause you say, well, If I, if they're giving me this first payment
and I owe my deductible, that's the deposit generally in most places.
And again, work within your state laws, local laws, and
how you operate as a company.
But this is generally the deposit to get the work started.
Once that work is complete, we invoice the insurance company and say, Hey, Mr.
Insurance Company, we did everything for $20,000.
And they go ahead and release this final check of 10,000 bucks.
But what ends up happening, Mr.
Homeowner, is the roofer that.
Hey, we can eat your deductible.
What they don't explain to you is the fact that they're going behind your back
to the insurance company and saying, We did it for 20, and then turning to you
and saying, Hey, we really only did it for 17 or 18, or whatever the number is.
And then what ends up happening, Mr.
Homeowner, is that contractor has put you as a willing participant of insurance.
Now, I love you.
I like you.
I want to earn your business, but not enough to become your cellmate.
And I can't imagine you'd wanna be wrapped up in insurance fraud.
Now, would you And they say no, say now, how does that make you feel
about a, a company who's willing to do that behind your back and
what's that homeowner gonna say?
You noticed that one word I used again, How?
Huh?
Did they explain how they were gonna do that?
Huh?
How does that make you feel about a company who's willing
to do that behind your back?
There you have it.
You sketch it out and explain how this whole process works, and if you want two
more potent pieces of information to help, you can grab a scope from nationwide.
Now, I don't know if they've updated it since then, or the time of this video.
Things have evolved, but on that scope, it says on there, providing false or
misleading information to an insurance carrier for the, for the purpose of
defrauding them is punishable by, uh, financial penalty, imprisonment, loss
of insurance in more scary language.
And on the other side, many common scopes like maybe the, the company with a red.
On their front cover page, they'll say, We will pay off the
lowest estimate, which means, Mr.
Homeowner, if this became 18,000, they're not gonna say, Oh,
well you got it done cheaper.
So you the policy holder, get to save the money.
They mean, Hey, if we find someone to do it cheaper, your contribution doesn't
change because that's your deductible.
All right, So those two scopes can be very helpful if you keep them
with you to communicate this to a homeowner, should it come up?
And there you have it.
The one simple.
Mr.
Homeowner sounding a little perplexed and concerned.
Did the other contractor explain how they were gonna do that for you?
When the answer is no, we don't know.
We sketch this out, educate them, explain the fraud.
We showcase the examples and the written language from the insurance
carriers, and we say, Now how does that make you feel about a company who's
willing to do that behind your back?
And chances are they're not gonna feel very good about it, and they're gonna
kick down your door to do business with.
Hey, uh, thanks so much for suggesting today's video.
By the way, thank you for joining me on the road at the Owens Corning Events.
And what I do ask of you is just one favor.
If you know anyone on your team who needs to see this, or even maybe a
homeowner who needs a, a, a bit of help in education on how to make an informed
decision, how to choose a contractor that's best for them, feel free to
share this video and spread the love.
Appreciate it.
If you like this video, give it a thumbs up and subscribe
so you can never miss a thing.
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