I just want my insurance company to handle it.
Don't you hate that?
Objection.
And we hear it in one of two places.
One is right at the door.
I just want my insurance company to handle it.
And it's an, it's an end all objection.
Get outta here.
Or we hear it at the kitchen table after we've begun presenting the contingency
agreement and the homeowner gets a little cold feet, they don't really trust you.
They're like, you know, I just want my insurance coming to handle it.
And then maybe they'll proceed with saying, we'll call you after.
Maybe we'll get an estimate or they're gonna start there.
However you hear it, this objection kills the deal and
it is very hard to get through.
Right?
Well, that is until now.
'cause in this video I'm gonna teach you a really simple process.
To get past this objection instead of pushing, which there's this, there's this
misconception in roofing sales that we educate people, which we do, by the way.
There's, there's merit to that.
However, if we educate without permission, we sound like we're preaching in pushing,
and no one likes to feel like they're being preached at or told what to do.
So we're gonna break all that down and more, and I'm gonna leave you with a
really simple strategy that you're gonna be able to use the very next time that
you're out knocking doors or going through a contingency to get past the objection.
I just want my insurance company to handle it.
First, a quick welcome or welcome back, Adam Benjamin here, the roof
strategist, and thank you so much for spending your very valuable time with me.
My mission is to help you and your team smash your income goal and give
every customer an amazing experience.
So if you like this video and you want more, I invite you to join
me inside my free training center.
There's no catch.
There's a link in the description and I provide training for both individual
sales reps, new sales reps, season sales reps, owners, managers, you name it.
So hop in there right now, the link is in the description and I'll see you inside.
Alright, let's get to it.
I want my insurance company to handle it now.
First, we must understand why the homeowner is saying this.
There's two reasons.
Number one is they're trying to end the appointment or it's the end all objection.
Just get off my property.
I don't wanna talk anymore.
And the second reason is in their mind, they have the whole narrative.
They know how it works, right?
They say, well, my insurance company, it's, it's my private home, my
private insurance, and my insurance company has my best interest at heart.
And if they're gonna cover it, they will.
And if they cover it, they're gonna do it the right way and
I'm gonna have my insurance out.
They're going to say yes or no.
And then once they pay me, I'm gonna start shopping for, for
contractors and collecting bids.
I'm gonna review those bids and I'll choose the one that's cheapest
so I can pocket some money.
Would you agree?
That's what most of them are thinking.
I.
Yeah.
Well, if someone thinks they know everything already, what we can't
do is say we know it better.
This is like the internet debates that you see in the the from keyboard commandos
on Facebook or in the comment section on YouTube where someone's like, this is the
way, and then they're like, this is the way, and then people don't go anywhere.
So if you wanna learn how to actually facilitate a conversation, we have to,
we, we can't butt heads saying, I'm right.
No, I'm right.
So since everyone in their mind thinks they know what's right, speaking at
them or preaching at them goes nowhere.
So we need to do first.
Is create what I call a knowledge gap.
Now, a knowledge gap is helping someone realize that there is
something they don't know, even when they think they know everything.
So if they think that they've, they understand this process, I need to help
them recognize that there's something that they, they don't see, that they
don't know, that doesn't make sense.
And then they're like, oh, maybe I do need help.
And this is what we're gonna do in this crazy simple process.
First, what we need to do, by the way, is educate the homeowner.
Excuse me.
Uh, acknowledge, my apologies, acknowledge the homeowner, and,
and speak to what they're thinking, which we both agreed, I think was.
That they've created their story and they how it works.
Then we're gonna ask a question.
Alright?
It's gonna go like this.
Hey, Mr.
Homeowner, listen, I completely understand wanting to keep me at arm length.
You don't know me that well.
You don't need me or another contractor like me to be there.
It's your home, your insurance company.
You wanna keep folks at arm's length.
You wanna get your insurance company out.
You're gonna see what, what they say, and then you're gonna grab that check
and say, I'm gonna shop around and see if I can get some bids from contractors
and maybe keep a little bit of money.
Is that fair?
And they'll either validate it as in yes.
Or they're gonna correct you.
And the good news is, is if they correct you now, you can address their concerns.
If they say yes, now we're gonna say, okay, great.
I completely understand that.
And it's normal thinking.
The reality is, is that our company, and by the way, use the facts and information
that are relevant to you, okay?
With our company, we've replaced thousands of roofs or say hundreds, tens, whatever.
It's thousands of roofs.
And about 98% of the projects that we've worked on have required what's
called a supplement to the insurance company, which means items were missed,
which means that those would've other been otherwise been on the financial
responsibility of the homeowner.
Now, this isn't necessarily ill will.
This is the fact that insurance adjusters are not contractors.
So the top three items that are missed are number one.
Code items.
So building codes change and evolve.
And there are things, because these adjusters can come in from other states,
they're not familiar with local building codes, and those items can be missed.
So building codes is number one.
Number two is manufacture requirements.
So if we're installing, let's say Owens Corning shingles or whatever shingles
you're using, Their manufacturer installation requirements state that we
must follow certain steps and use certain products, and oftentimes those are missed.
And if we can identify your roof with an Owen's Corning shingle, for
example, is coming off, we're gonna be putting on Owen's Corning and must
follow the manufacturer's guidelines.
Alright, and the third item is things that are missed due to just.
Simply lack of knowledge of how a roofing system works.
Now, if I was to use a car analogy, for example, and I needed to replace
a transmission, you couldn't just say like, new transmissions, $3,000,
like to get to the transmission.
We have a transmission fluid flush.
We have to detach the, the transmission from the motor.
We often will have to pull the motor out to access the transmission
depending on the vehicle.
There's all these different touchpoints.
So if a roofing comp, or excuse me, an adjuster says that we
need to replace X, Y, and z.
In order to get to that point, we have to do other steps and those can be missed.
So knowing from our experience that again, about 90, 98% of those
projects had items missed, how will you know that your insurance company
took care of you the right way?
And at this moment, when you ask that question, it creates the knowledge gap
and that homeowner will likely stutter.
And right then they say, wait a minute.
They start to second guess how they're thinking about this process.
And the beautiful part is however they respond.
Now you have the green light to do what you do best, which is to
educate them on the process because first, the knowledge gap is exposed.
I don't know, that's not what I thought.
I didn't understand that.
That's different than I was expecting.
And now that opportunity is there for you to speak to so you can
create the need for you to be there.
That extra set of eyes, that thorough approach, positioning yourself as a.
Storm damage expert to repair homes after hail, wind, or hurricane events.
And you, my friend, are one step closer to getting that deal signed.
Now, there's a few resources here that are gonna help take this concept
to life, and I'm gonna link to some of those at the end of the video.
Uh, but first, if you wanna learn more about this, I have playlists
inside my free training center.
If you wanna go even one step further in my sales system called the Roofing
Sales Success Formula, which is currently being used by many thousands of people,
it's being used in every state in the us, Canada, even Australia and even Sweden.
And the system for storm damage teaches you how to go through the contingency
agreement and how to create that need.
For the homeowner to want you to be there and then of course, get
that contingency agreement signed.
It's being used by companies that are just getting going as well as quite
a few of the largest residential roofing companies in America.
And I'd be honored to give you a tour so you can see and decide for yourself.
And I back it with a 30 day money back guarantee.
So if you guys aren't satisfied for any reason, I buy it back.
There's information in the description below, so go check it out.
It could be a great thing to arm you or your entire team.
We've got packages for both reps and teams now.
Thank you again for joining me for in today's video and just 'cause
our time here is about to wrap up.
Doesn't mean you're and my time has to.
So if you haven't done it, hop into my f uh, free training center right here and
you can jump into the objections playlist.
You're gonna learn a ton.
I have another playlist on contingency agreements in there as well.
Or you can stick with me here on YouTube and I recommend jumping into this
video on the deductible piece that's gonna really help you figure out how to
navigate that next level of conversation.
Hey, thanks so much for joining me in today's video, and
I'll see you on the next one.