WEBVTT NOTE This file was generated by Descript 00:00:00.510 --> 00:00:03.630 This one word will help you defeat the objection. 00:00:03.810 --> 00:00:05.340 They'll eat my deductible. 00:00:05.340 --> 00:00:07.800 When you got another contractor who's claiming to the homeowner that 00:00:07.800 --> 00:00:08.820 they're gonna eat the deductible. 00:00:09.030 --> 00:00:12.810 So even if you're really seasoned, you have many years of sales experience 00:00:12.815 --> 00:00:14.430 and roofing, you explain it away. 00:00:14.435 --> 00:00:19.020 You tell 'em it's illegal, that it's fraud, but you still lose deals because, 00:00:19.110 --> 00:00:21.540 well, the other guy can do it and if they're willing to do it, I don't care. 00:00:21.540 --> 00:00:23.010 Cuz it's happening everywhere, right? 00:00:23.100 --> 00:00:24.000 So people look around. 00:00:24.000 --> 00:00:25.080 It happened to my neighbors. 00:00:25.410 --> 00:00:29.475 So in this video, I'm gonna be teaching you how this one simple word 00:00:29.625 --> 00:00:31.875 can defeat this objection for good. 00:00:32.055 --> 00:00:35.745 Now if you want more, cuz that's why we have different angles of attack, 00:00:35.750 --> 00:00:40.005 different tools in our tool belt, so to speak, is because there's not just 00:00:40.005 --> 00:00:43.965 one magic phrase or one magic way to overcome the same objection when you were 00:00:43.965 --> 00:00:45.435 talking about different types of people. 00:00:45.644 --> 00:00:49.635 So if you want more videos on how to overcome the deductible, 00:00:49.785 --> 00:00:52.905 I highly recommend you pop over to the roof strategist.com right 00:00:52.905 --> 00:00:54.435 now and download a free copy. 00:00:54.975 --> 00:00:56.985 The pitch, like a pro roofing sales training video library, 00:00:57.195 --> 00:00:58.395 it is a hundred percent free. 00:00:58.605 --> 00:00:59.415 And guess what? 00:00:59.595 --> 00:01:02.835 We have a new text opt-in, so if you're driving, uh, pull over 00:01:02.835 --> 00:01:08.775 safely and you can text this word free, f r e e to 3 0 3 2 2 2. 00:01:09.375 --> 00:01:13.245 71 33 and there's a link in the description as well 00:01:13.245 --> 00:01:14.025 along with that phone number. 00:01:14.145 --> 00:01:16.665 And we'll pop you a free copy once you're in there. 00:01:16.665 --> 00:01:18.465 It's gonna bring you to our brand new free training center. 00:01:18.465 --> 00:01:19.485 So we just built this. 00:01:19.635 --> 00:01:23.415 This is, uh, a ton of free training available for you. 00:01:23.415 --> 00:01:24.675 So you'll have a welcome video to watch. 00:01:24.765 --> 00:01:26.625 You'll be able to access the pitch like a pro roofing sales training 00:01:26.630 --> 00:01:27.705 video library right in here. 00:01:27.945 --> 00:01:29.565 You can click on the objections playlist. 00:01:29.565 --> 00:01:30.315 That'll bring you down. 00:01:30.435 --> 00:01:33.105 There's a ton of videos on deductibles inside. 00:01:33.105 --> 00:01:34.785 You're also gonna get our roof lands crash course. 00:01:34.785 --> 00:01:35.265 My recommended. 00:01:35.985 --> 00:01:37.095 Uh, a webinar. 00:01:37.095 --> 00:01:40.545 I've done the replay on 10 closing techniques for every situation and more. 00:01:40.575 --> 00:01:43.605 And again, it's available a hundred percent free if you already have a copy. 00:01:43.605 --> 00:01:46.065 We're working really hard to get everyone set up, but if you just 00:01:46.065 --> 00:01:49.695 wanna like skip the line, just head over the risk strategist.com uh, 00:01:49.700 --> 00:01:51.135 and, and go through that website. 00:01:51.135 --> 00:01:52.905 You'll get your account configured automatically. 00:01:53.604 --> 00:01:57.294 All right, so the one word to beat the deductible objection. 00:01:57.505 --> 00:01:59.485 Uh, before we get started, just a quick welcome and welcome back. 00:01:59.485 --> 00:02:02.544 My name's Adam Benson, the roof strategist, and everything I do here 00:02:02.785 --> 00:02:05.845 is designed to help you and your team smash your income goal and give 00:02:05.845 --> 00:02:07.405 every customer an amazing experience. 00:02:07.405 --> 00:02:11.035 And oftentimes they'll eat my deductible is the, the obstacle in the way. 00:02:11.035 --> 00:02:13.704 So let's learn how to defeat it with this magic one word. 00:02:14.035 --> 00:02:15.355 First, we wanna avoid the. 00:02:16.000 --> 00:02:17.709 Is explaining it away all the time. 00:02:17.890 --> 00:02:22.570 So sometimes it does make sense to explain it away, and in fact, in my sales 00:02:22.570 --> 00:02:26.140 system, the in-home process I teach, we're actually overcoming the deductible 00:02:26.144 --> 00:02:28.269 and price objection before we pitch. 00:02:28.269 --> 00:02:29.140 So that's our opener. 00:02:29.144 --> 00:02:32.079 When we get permission to pitch from the homeowner, we're using this opportunity 00:02:32.084 --> 00:02:33.790 to educate and explain it away. 00:02:34.030 --> 00:02:37.480 But I do know that there are times this might come up at the door 00:02:37.480 --> 00:02:40.720 before you present, or maybe you didn't do that, or you're not 00:02:40.720 --> 00:02:43.269 doing it yet in your presentation, which I would encourage you to. 00:02:43.510 --> 00:02:44.500 It does come up. 00:02:45.295 --> 00:02:50.065 Instead of explaining it away, what we wanna do instead is ask a question. 00:02:50.695 --> 00:02:56.335 Now, the big difference here is when we explain it away, we are educating someone. 00:02:56.715 --> 00:02:57.015 Right. 00:02:57.015 --> 00:03:01.155 We are trying to earn their business and after all, what's the say on her shirt? 00:03:01.185 --> 00:03:05.204 Oh, you sell roofs, so of course you're gonna try to get as much money as you can. 00:03:05.204 --> 00:03:06.855 That's what the homeowner's thinking. 00:03:07.304 --> 00:03:12.915 So instead, what we want to do is kind of allow the homeowner to talk him or 00:03:12.920 --> 00:03:17.984 herself into a corner for them to then realize, Oh wait, this isn't right. 00:03:17.984 --> 00:03:19.035 I should go about this. 00:03:19.035 --> 00:03:19.605 The legal. 00:03:20.150 --> 00:03:21.140 In proper way. 00:03:21.200 --> 00:03:24.200 And we need to do that by getting the homeowner talking, which is 00:03:24.200 --> 00:03:25.760 why we want to ask a question. 00:03:26.060 --> 00:03:30.260 So the big question is, Adam, you promised me one word. 00:03:30.500 --> 00:03:31.250 So what is it? 00:03:31.700 --> 00:03:32.150 You ready? 00:03:33.740 --> 00:03:35.720 How it's this simple? 00:03:35.930 --> 00:03:38.390 And I'm gonna show you right now, and then I'm gonna show you how to make this 00:03:38.390 --> 00:03:39.980 even more powerful in just a moment. 00:03:40.340 --> 00:03:41.450 How so? 00:03:41.450 --> 00:03:44.150 If I have a homeowner that says, Hey Adam, the other contractor 00:03:44.150 --> 00:03:45.230 said he'll eat my deductible. 00:03:45.230 --> 00:03:46.480 I can say, Hmm. 00:03:47.265 --> 00:03:50.535 , did they explain to you how they were gonna eat your deductible? 00:03:51.584 --> 00:03:53.954 Because guess what's gonna happen at this exact moment? 00:03:54.614 --> 00:03:56.774 The answer is gonna be no. 00:03:56.774 --> 00:04:01.905 They just said they could and then you can respond with, I'm really sorry Mr. 00:04:01.910 --> 00:04:02.475 Homeowner. 00:04:02.565 --> 00:04:05.505 They didn't explain to you how they were gonna eat your deductible. 00:04:06.255 --> 00:04:09.285 So when I add in these two elements of being a little 00:04:09.285 --> 00:04:11.234 perplexed and concerned, like. 00:04:12.285 --> 00:04:12.615 Huh. 00:04:12.615 --> 00:04:12.885 Mr. 00:04:12.885 --> 00:04:15.615 Homeowner, did they explain to you how they were going to eat your deductible? 00:04:16.035 --> 00:04:19.845 That homeowner now senses your concern, and instead of you being 00:04:19.845 --> 00:04:22.395 like, Whoa, whoa, whoa, that's illegal, you can't do that, You say, Huh? 00:04:22.400 --> 00:04:23.295 Did they explain how? 00:04:23.595 --> 00:04:25.980 Then they say, ? Well, no, not really. 00:04:26.010 --> 00:04:27.300 And say, Well, let me explain. 00:04:27.420 --> 00:04:30.780 Can I explain to you and show you how they're going to eat your deductible? 00:04:30.840 --> 00:04:32.820 And the homeowner's gonna say, Yeah, absolutely. 00:04:32.910 --> 00:04:35.040 And that's when I get out my trustee pen and a pad, a paper. 00:04:35.040 --> 00:04:37.980 And I sketch this out and I'm gonna shift into some role play here. 00:04:38.010 --> 00:04:40.200 And I'm gonna give you a bit of the longer version so you can 00:04:40.200 --> 00:04:43.650 pick and choose what parts of this make sense for you in the home. 00:04:43.740 --> 00:04:46.860 Sometimes you can do a short, fast version, other times you gotta slow down. 00:04:46.950 --> 00:04:49.140 And here's exactly how I do this in the house. 00:04:49.350 --> 00:04:52.140 Once the homeowner tells me, you know, they didn't explain 00:04:52.140 --> 00:04:52.980 how they just said they. 00:04:53.594 --> 00:04:55.005 Here's what we do, Mr. 00:04:55.005 --> 00:04:58.455 Homeowner, Let's assume, and I'm gonna show you how they said they can eat your 00:04:58.455 --> 00:05:01.965 deductible, that your roof is $20,000. 00:05:02.175 --> 00:05:02.925 So may I ask first? 00:05:03.540 --> 00:05:04.980 What is your deductible? 00:05:05.130 --> 00:05:08.040 And they say, Oh, my deductible is a thousand dollars. 00:05:08.460 --> 00:05:10.170 And I'm gonna say, Okay, great, Mr. 00:05:10.170 --> 00:05:13.920 Homeowner, this deductible is a contractual obligation between 00:05:13.925 --> 00:05:15.000 you and the insurance company. 00:05:15.005 --> 00:05:15.630 I have nothing to do with it. 00:05:15.635 --> 00:05:17.550 So I'm trying to distance myself and I say, Mr. 00:05:17.550 --> 00:05:20.190 Homeowner, I want you to think of this like a copay for a surgery. 00:05:20.370 --> 00:05:22.960 Let's say you needed a knee surgery and they expected it was gonna be. 00:05:23.185 --> 00:05:24.325 $30,000. 00:05:24.595 --> 00:05:27.625 And then they get in there and they realize that the, the procedure they 00:05:27.625 --> 00:05:29.335 thought they could do, they can't. 00:05:29.335 --> 00:05:30.955 And it became a little more complicated. 00:05:30.985 --> 00:05:33.415 And the procedure's now $60,000. 00:05:33.745 --> 00:05:35.605 What changes on your copay? 00:05:36.265 --> 00:05:37.315 And they say nothing. 00:05:37.315 --> 00:05:38.365 It's still a thousand say. 00:05:38.365 --> 00:05:39.085 Exactly. 00:05:39.355 --> 00:05:43.675 And likewise, let's say the surgeon goes in there and instead of 30,000, 00:05:43.825 --> 00:05:45.985 the surgery comes out at 25,000. 00:05:46.165 --> 00:05:48.565 Do they write you a check for the $5,000 They. 00:05:49.425 --> 00:05:50.385 And the homeowner says no. 00:05:50.385 --> 00:05:52.125 Say your contribution remains what? 00:05:52.425 --> 00:05:54.344 The thousand dollars copay? 00:05:54.375 --> 00:05:54.675 Right? 00:05:54.675 --> 00:05:55.724 And it's the same on the roof. 00:05:55.724 --> 00:05:58.695 It's your deductible whether someone does it for more or less. 00:05:58.875 --> 00:06:03.105 Now, the insurance company, they're not gonna pay for the full roof up front. 00:06:03.315 --> 00:06:05.445 They give you what we call our used car prices. 00:06:05.445 --> 00:06:06.425 So what that roof is worth. 00:06:06.590 --> 00:06:07.099 Today. 00:06:07.250 --> 00:06:10.789 So let's just assume that your roof is about halfway through its lifespan. 00:06:10.940 --> 00:06:14.810 So they're gonna pay you, uh, $9,000 now, which is the actual cash 00:06:14.810 --> 00:06:16.729 value, what the roof is worth today. 00:06:16.969 --> 00:06:22.010 Now, of course, as this math shakes out, that leaves $10,000 left on the 00:06:22.010 --> 00:06:24.945 table cause you say, well, If I, if they're giving me this first payment 00:06:24.945 --> 00:06:29.055 and I owe my deductible, that's the deposit generally in most places. 00:06:29.055 --> 00:06:32.385 And again, work within your state laws, local laws, and 00:06:32.390 --> 00:06:33.405 how you operate as a company. 00:06:33.555 --> 00:06:36.735 But this is generally the deposit to get the work started. 00:06:36.885 --> 00:06:41.265 Once that work is complete, we invoice the insurance company and say, Hey, Mr. 00:06:41.265 --> 00:06:45.705 Insurance Company, we did everything for $20,000. 00:06:45.795 --> 00:06:49.155 And they go ahead and release this final check of 10,000 bucks. 00:06:49.455 --> 00:06:50.805 But what ends up happening, Mr. 00:06:50.810 --> 00:06:52.335 Homeowner, is the roofer that. 00:06:52.864 --> 00:06:54.395 Hey, we can eat your deductible. 00:06:54.575 --> 00:06:59.255 What they don't explain to you is the fact that they're going behind your back 00:06:59.494 --> 00:07:03.994 to the insurance company and saying, We did it for 20, and then turning to you 00:07:03.994 --> 00:07:08.435 and saying, Hey, we really only did it for 17 or 18, or whatever the number is. 00:07:08.465 --> 00:07:10.354 And then what ends up happening, Mr. 00:07:10.354 --> 00:07:16.565 Homeowner, is that contractor has put you as a willing participant of insurance. 00:07:17.805 --> 00:07:19.185 Now, I love you. 00:07:19.275 --> 00:07:19.724 I like you. 00:07:19.724 --> 00:07:22.245 I want to earn your business, but not enough to become your cellmate. 00:07:22.245 --> 00:07:24.555 And I can't imagine you'd wanna be wrapped up in insurance fraud. 00:07:24.555 --> 00:07:29.085 Now, would you And they say no, say now, how does that make you feel 00:07:29.085 --> 00:07:32.414 about a, a company who's willing to do that behind your back and 00:07:32.414 --> 00:07:33.555 what's that homeowner gonna say? 00:07:33.555 --> 00:07:35.414 You noticed that one word I used again, How? 00:07:35.760 --> 00:07:36.060 Huh? 00:07:36.060 --> 00:07:37.560 Did they explain how they were gonna do that? 00:07:37.710 --> 00:07:38.039 Huh? 00:07:38.130 --> 00:07:40.200 How does that make you feel about a company who's willing 00:07:40.200 --> 00:07:41.400 to do that behind your back? 00:07:41.940 --> 00:07:43.080 There you have it. 00:07:43.140 --> 00:07:47.609 You sketch it out and explain how this whole process works, and if you want two 00:07:47.609 --> 00:07:52.049 more potent pieces of information to help, you can grab a scope from nationwide. 00:07:52.770 --> 00:07:56.610 Now, I don't know if they've updated it since then, or the time of this video. 00:07:56.610 --> 00:08:00.420 Things have evolved, but on that scope, it says on there, providing false or 00:08:00.425 --> 00:08:03.540 misleading information to an insurance carrier for the, for the purpose of 00:08:03.545 --> 00:08:08.340 defrauding them is punishable by, uh, financial penalty, imprisonment, loss 00:08:08.340 --> 00:08:10.020 of insurance in more scary language. 00:08:10.410 --> 00:08:14.130 And on the other side, many common scopes like maybe the, the company with a red. 00:08:14.984 --> 00:08:18.405 On their front cover page, they'll say, We will pay off the 00:08:18.405 --> 00:08:20.085 lowest estimate, which means, Mr. 00:08:20.085 --> 00:08:23.804 Homeowner, if this became 18,000, they're not gonna say, Oh, 00:08:23.804 --> 00:08:24.794 well you got it done cheaper. 00:08:24.794 --> 00:08:26.804 So you the policy holder, get to save the money. 00:08:27.075 --> 00:08:29.984 They mean, Hey, if we find someone to do it cheaper, your contribution doesn't 00:08:29.984 --> 00:08:31.994 change because that's your deductible. 00:08:32.294 --> 00:08:36.495 All right, So those two scopes can be very helpful if you keep them 00:08:36.495 --> 00:08:38.924 with you to communicate this to a homeowner, should it come up? 00:08:39.395 --> 00:08:40.424 And there you have it. 00:08:40.454 --> 00:08:41.355 The one simple. 00:08:43.020 --> 00:08:43.319 Mr. 00:08:43.319 --> 00:08:45.540 Homeowner sounding a little perplexed and concerned. 00:08:46.140 --> 00:08:49.829 Did the other contractor explain how they were gonna do that for you? 00:08:50.189 --> 00:08:52.290 When the answer is no, we don't know. 00:08:52.439 --> 00:08:55.470 We sketch this out, educate them, explain the fraud. 00:08:55.470 --> 00:08:58.260 We showcase the examples and the written language from the insurance 00:08:58.260 --> 00:09:00.660 carriers, and we say, Now how does that make you feel about a company who's 00:09:00.660 --> 00:09:01.890 willing to do that behind your back? 00:09:02.010 --> 00:09:05.250 And chances are they're not gonna feel very good about it, and they're gonna 00:09:05.250 --> 00:09:07.770 kick down your door to do business with. 00:09:08.620 --> 00:09:11.350 Hey, uh, thanks so much for suggesting today's video. 00:09:11.380 --> 00:09:14.770 By the way, thank you for joining me on the road at the Owens Corning Events. 00:09:14.770 --> 00:09:17.320 And what I do ask of you is just one favor. 00:09:17.590 --> 00:09:21.220 If you know anyone on your team who needs to see this, or even maybe a 00:09:21.220 --> 00:09:26.170 homeowner who needs a, a, a bit of help in education on how to make an informed 00:09:26.175 --> 00:09:30.190 decision, how to choose a contractor that's best for them, feel free to 00:09:30.190 --> 00:09:31.750 share this video and spread the love. 00:09:31.960 --> 00:09:32.500 Appreciate it. 00:09:32.500 --> 00:09:34.330 If you like this video, give it a thumbs up and subscribe 00:09:34.330 --> 00:09:36.250 so you can never miss a thing. 00:09:36.250 --> 00:09:37.210 I'm putting up two videos. 00:09:37.819 --> 00:09:39.620 And I am just so glad to have you here. 00:09:39.830 --> 00:09:43.100 So that's all for this video and just cuz our time here is about to wrap up 00:09:43.310 --> 00:09:45.620 does not mean your and my time has to. 00:09:45.800 --> 00:09:48.530 So if you haven't done it, click right here to download a free copy, my pitch, 00:09:48.535 --> 00:09:51.439 like a pro roofing sales training via library, or hang with me right here on 00:09:51.444 --> 00:09:52.910 YouTube and jump right into this video. 00:09:53.120 --> 00:09:53.560 We'll see you soon.