WEBVTT NOTE This file was generated by Descript 00:00:00.300 --> 00:00:02.790 I just want my insurance company to handle it. 00:00:03.390 --> 00:00:04.170 Don't you hate that? 00:00:04.170 --> 00:00:04.620 Objection. 00:00:04.620 --> 00:00:05.970 And we hear it in one of two places. 00:00:05.970 --> 00:00:07.080 One is right at the door. 00:00:07.560 --> 00:00:08.850 I just want my insurance company to handle it. 00:00:08.855 --> 00:00:10.830 And it's an, it's an end all objection. 00:00:10.830 --> 00:00:11.490 Get outta here. 00:00:11.820 --> 00:00:15.870 Or we hear it at the kitchen table after we've begun presenting the contingency 00:00:15.870 --> 00:00:19.470 agreement and the homeowner gets a little cold feet, they don't really trust you. 00:00:19.475 --> 00:00:21.810 They're like, you know, I just want my insurance coming to handle it. 00:00:21.810 --> 00:00:24.660 And then maybe they'll proceed with saying, we'll call you after. 00:00:24.660 --> 00:00:26.730 Maybe we'll get an estimate or they're gonna start there. 00:00:27.465 --> 00:00:31.515 However you hear it, this objection kills the deal and 00:00:31.515 --> 00:00:33.195 it is very hard to get through. 00:00:33.225 --> 00:00:33.705 Right? 00:00:34.125 --> 00:00:35.144 Well, that is until now. 00:00:35.175 --> 00:00:38.445 'cause in this video I'm gonna teach you a really simple process. 00:00:38.775 --> 00:00:43.305 To get past this objection instead of pushing, which there's this, there's this 00:00:43.305 --> 00:00:46.485 misconception in roofing sales that we educate people, which we do, by the way. 00:00:46.490 --> 00:00:47.925 There's, there's merit to that. 00:00:48.165 --> 00:00:53.685 However, if we educate without permission, we sound like we're preaching in pushing, 00:00:53.745 --> 00:00:57.795 and no one likes to feel like they're being preached at or told what to do. 00:00:58.180 --> 00:01:01.930 So we're gonna break all that down and more, and I'm gonna leave you with a 00:01:01.930 --> 00:01:05.620 really simple strategy that you're gonna be able to use the very next time that 00:01:05.620 --> 00:01:10.000 you're out knocking doors or going through a contingency to get past the objection. 00:01:10.210 --> 00:01:12.070 I just want my insurance company to handle it. 00:01:12.645 --> 00:01:15.525 First, a quick welcome or welcome back, Adam Benjamin here, the roof 00:01:15.525 --> 00:01:18.825 strategist, and thank you so much for spending your very valuable time with me. 00:01:19.065 --> 00:01:22.095 My mission is to help you and your team smash your income goal and give 00:01:22.095 --> 00:01:23.895 every customer an amazing experience. 00:01:24.075 --> 00:01:26.835 So if you like this video and you want more, I invite you to join 00:01:26.835 --> 00:01:28.425 me inside my free training center. 00:01:28.430 --> 00:01:29.145 There's no catch. 00:01:29.295 --> 00:01:32.775 There's a link in the description and I provide training for both individual 00:01:32.775 --> 00:01:36.135 sales reps, new sales reps, season sales reps, owners, managers, you name it. 00:01:36.285 --> 00:01:39.795 So hop in there right now, the link is in the description and I'll see you inside. 00:01:40.245 --> 00:01:41.385 Alright, let's get to it. 00:01:42.045 --> 00:01:44.895 I want my insurance company to handle it now. 00:01:45.435 --> 00:01:48.765 First, we must understand why the homeowner is saying this. 00:01:49.155 --> 00:01:49.845 There's two reasons. 00:01:49.845 --> 00:01:53.715 Number one is they're trying to end the appointment or it's the end all objection. 00:01:53.715 --> 00:01:54.615 Just get off my property. 00:01:54.615 --> 00:01:55.335 I don't wanna talk anymore. 00:01:55.425 --> 00:01:58.185 And the second reason is in their mind, they have the whole narrative. 00:01:58.185 --> 00:01:59.895 They know how it works, right? 00:01:59.895 --> 00:02:03.285 They say, well, my insurance company, it's, it's my private home, my 00:02:03.289 --> 00:02:06.914 private insurance, and my insurance company has my best interest at heart. 00:02:06.914 --> 00:02:08.115 And if they're gonna cover it, they will. 00:02:08.115 --> 00:02:10.514 And if they cover it, they're gonna do it the right way and 00:02:10.514 --> 00:02:11.985 I'm gonna have my insurance out. 00:02:12.335 --> 00:02:13.985 They're going to say yes or no. 00:02:14.045 --> 00:02:17.645 And then once they pay me, I'm gonna start shopping for, for 00:02:17.645 --> 00:02:19.295 contractors and collecting bids. 00:02:19.505 --> 00:02:21.935 I'm gonna review those bids and I'll choose the one that's cheapest 00:02:22.085 --> 00:02:23.315 so I can pocket some money. 00:02:23.735 --> 00:02:24.185 Would you agree? 00:02:24.185 --> 00:02:25.295 That's what most of them are thinking. 00:02:25.685 --> 00:02:25.715 I. 00:02:26.055 --> 00:02:26.415 Yeah. 00:02:26.775 --> 00:02:29.445 Well, if someone thinks they know everything already, what we can't 00:02:29.445 --> 00:02:30.675 do is say we know it better. 00:02:30.675 --> 00:02:34.155 This is like the internet debates that you see in the the from keyboard commandos 00:02:34.155 --> 00:02:37.635 on Facebook or in the comment section on YouTube where someone's like, this is the 00:02:37.635 --> 00:02:39.975 way, and then they're like, this is the way, and then people don't go anywhere. 00:02:40.185 --> 00:02:43.455 So if you wanna learn how to actually facilitate a conversation, we have to, 00:02:43.635 --> 00:02:45.735 we, we can't butt heads saying, I'm right. 00:02:45.735 --> 00:02:46.245 No, I'm right. 00:02:46.245 --> 00:02:46.845 No, I'm right. 00:02:46.965 --> 00:02:50.775 So since everyone in their mind thinks they know what's right, speaking at 00:02:50.775 --> 00:02:52.575 them or preaching at them goes nowhere. 00:02:52.755 --> 00:02:53.865 So we need to do first. 00:02:54.240 --> 00:02:56.280 Is create what I call a knowledge gap. 00:02:56.940 --> 00:03:00.600 Now, a knowledge gap is helping someone realize that there is 00:03:00.600 --> 00:03:03.960 something they don't know, even when they think they know everything. 00:03:04.170 --> 00:03:07.829 So if they think that they've, they understand this process, I need to help 00:03:07.829 --> 00:03:11.579 them recognize that there's something that they, they don't see, that they 00:03:11.584 --> 00:03:13.440 don't know, that doesn't make sense. 00:03:13.440 --> 00:03:15.900 And then they're like, oh, maybe I do need help. 00:03:16.484 --> 00:03:19.125 And this is what we're gonna do in this crazy simple process. 00:03:19.515 --> 00:03:22.545 First, what we need to do, by the way, is educate the homeowner. 00:03:22.815 --> 00:03:23.234 Excuse me. 00:03:23.295 --> 00:03:25.995 Uh, acknowledge, my apologies, acknowledge the homeowner, and, 00:03:25.995 --> 00:03:29.415 and speak to what they're thinking, which we both agreed, I think was. 00:03:30.000 --> 00:03:31.649 That they've created their story and they how it works. 00:03:31.859 --> 00:03:34.109 Then we're gonna ask a question. 00:03:34.320 --> 00:03:34.589 Alright? 00:03:34.619 --> 00:03:35.459 It's gonna go like this. 00:03:35.640 --> 00:03:36.089 Hey, Mr. 00:03:36.089 --> 00:03:39.239 Homeowner, listen, I completely understand wanting to keep me at arm length. 00:03:39.299 --> 00:03:40.470 You don't know me that well. 00:03:40.589 --> 00:03:43.260 You don't need me or another contractor like me to be there. 00:03:43.290 --> 00:03:44.910 It's your home, your insurance company. 00:03:45.149 --> 00:03:46.470 You wanna keep folks at arm's length. 00:03:46.649 --> 00:03:48.899 You wanna get your insurance company out. 00:03:49.230 --> 00:03:53.339 You're gonna see what, what they say, and then you're gonna grab that check 00:03:53.339 --> 00:03:56.970 and say, I'm gonna shop around and see if I can get some bids from contractors 00:03:56.970 --> 00:03:58.140 and maybe keep a little bit of money. 00:03:58.500 --> 00:03:59.190 Is that fair? 00:03:59.495 --> 00:04:01.565 And they'll either validate it as in yes. 00:04:01.905 --> 00:04:03.015 Or they're gonna correct you. 00:04:03.345 --> 00:04:06.614 And the good news is, is if they correct you now, you can address their concerns. 00:04:06.945 --> 00:04:09.075 If they say yes, now we're gonna say, okay, great. 00:04:09.075 --> 00:04:10.005 I completely understand that. 00:04:10.010 --> 00:04:10.875 And it's normal thinking. 00:04:11.114 --> 00:04:14.894 The reality is, is that our company, and by the way, use the facts and information 00:04:14.894 --> 00:04:16.125 that are relevant to you, okay? 00:04:16.274 --> 00:04:20.294 With our company, we've replaced thousands of roofs or say hundreds, tens, whatever. 00:04:20.294 --> 00:04:21.495 It's thousands of roofs. 00:04:21.885 --> 00:04:25.935 And about 98% of the projects that we've worked on have required what's 00:04:25.935 --> 00:04:29.715 called a supplement to the insurance company, which means items were missed, 00:04:29.864 --> 00:04:33.344 which means that those would've other been otherwise been on the financial 00:04:33.405 --> 00:04:35.174 responsibility of the homeowner. 00:04:35.414 --> 00:04:37.125 Now, this isn't necessarily ill will. 00:04:37.304 --> 00:04:39.854 This is the fact that insurance adjusters are not contractors. 00:04:39.974 --> 00:04:42.284 So the top three items that are missed are number one. 00:04:42.675 --> 00:04:43.545 Code items. 00:04:43.545 --> 00:04:45.585 So building codes change and evolve. 00:04:45.705 --> 00:04:48.675 And there are things, because these adjusters can come in from other states, 00:04:48.825 --> 00:04:52.965 they're not familiar with local building codes, and those items can be missed. 00:04:52.995 --> 00:04:54.615 So building codes is number one. 00:04:54.825 --> 00:04:57.135 Number two is manufacture requirements. 00:04:57.285 --> 00:05:00.465 So if we're installing, let's say Owens Corning shingles or whatever shingles 00:05:00.470 --> 00:05:04.369 you're using, Their manufacturer installation requirements state that we 00:05:04.369 --> 00:05:08.570 must follow certain steps and use certain products, and oftentimes those are missed. 00:05:08.719 --> 00:05:12.080 And if we can identify your roof with an Owen's Corning shingle, for 00:05:12.080 --> 00:05:15.710 example, is coming off, we're gonna be putting on Owen's Corning and must 00:05:15.710 --> 00:05:17.570 follow the manufacturer's guidelines. 00:05:18.020 --> 00:05:21.919 Alright, and the third item is things that are missed due to just. 00:05:22.180 --> 00:05:25.600 Simply lack of knowledge of how a roofing system works. 00:05:25.810 --> 00:05:29.500 Now, if I was to use a car analogy, for example, and I needed to replace 00:05:29.500 --> 00:05:33.550 a transmission, you couldn't just say like, new transmissions, $3,000, 00:05:33.555 --> 00:05:34.900 like to get to the transmission. 00:05:35.050 --> 00:05:36.610 We have a transmission fluid flush. 00:05:36.760 --> 00:05:39.760 We have to detach the, the transmission from the motor. 00:05:39.760 --> 00:05:42.850 We often will have to pull the motor out to access the transmission 00:05:43.000 --> 00:05:43.840 depending on the vehicle. 00:05:43.840 --> 00:05:45.340 There's all these different touchpoints. 00:05:45.550 --> 00:05:48.220 So if a roofing comp, or excuse me, an adjuster says that we 00:05:48.225 --> 00:05:49.900 need to replace X, Y, and z. 00:05:50.035 --> 00:05:54.565 In order to get to that point, we have to do other steps and those can be missed. 00:05:54.715 --> 00:05:59.365 So knowing from our experience that again, about 90, 98% of those 00:05:59.365 --> 00:06:04.225 projects had items missed, how will you know that your insurance company 00:06:04.225 --> 00:06:05.425 took care of you the right way? 00:06:06.505 --> 00:06:09.655 And at this moment, when you ask that question, it creates the knowledge gap 00:06:09.745 --> 00:06:12.055 and that homeowner will likely stutter. 00:06:12.235 --> 00:06:14.815 And right then they say, wait a minute. 00:06:14.845 --> 00:06:19.285 They start to second guess how they're thinking about this process. 00:06:19.605 --> 00:06:22.875 And the beautiful part is however they respond. 00:06:23.145 --> 00:06:26.115 Now you have the green light to do what you do best, which is to 00:06:26.175 --> 00:06:30.615 educate them on the process because first, the knowledge gap is exposed. 00:06:30.620 --> 00:06:32.235 I don't know, that's not what I thought. 00:06:32.235 --> 00:06:33.285 I didn't understand that. 00:06:33.435 --> 00:06:34.905 That's different than I was expecting. 00:06:35.145 --> 00:06:38.055 And now that opportunity is there for you to speak to so you can 00:06:38.055 --> 00:06:40.305 create the need for you to be there. 00:06:40.485 --> 00:06:45.795 That extra set of eyes, that thorough approach, positioning yourself as a. 00:06:46.409 --> 00:06:50.789 Storm damage expert to repair homes after hail, wind, or hurricane events. 00:06:50.820 --> 00:06:55.320 And you, my friend, are one step closer to getting that deal signed. 00:06:55.800 --> 00:06:59.340 Now, there's a few resources here that are gonna help take this concept 00:06:59.340 --> 00:07:02.010 to life, and I'm gonna link to some of those at the end of the video. 00:07:02.280 --> 00:07:06.479 Uh, but first, if you wanna learn more about this, I have playlists 00:07:06.479 --> 00:07:07.640 inside my free training center. 00:07:08.539 --> 00:07:12.289 If you wanna go even one step further in my sales system called the Roofing 00:07:12.289 --> 00:07:15.950 Sales Success Formula, which is currently being used by many thousands of people, 00:07:16.190 --> 00:07:20.330 it's being used in every state in the us, Canada, even Australia and even Sweden. 00:07:20.690 --> 00:07:24.710 And the system for storm damage teaches you how to go through the contingency 00:07:24.710 --> 00:07:26.239 agreement and how to create that need. 00:07:26.260 --> 00:07:29.170 For the homeowner to want you to be there and then of course, get 00:07:29.170 --> 00:07:31.390 that contingency agreement signed. 00:07:31.690 --> 00:07:34.270 It's being used by companies that are just getting going as well as quite 00:07:34.270 --> 00:07:36.880 a few of the largest residential roofing companies in America. 00:07:37.090 --> 00:07:39.940 And I'd be honored to give you a tour so you can see and decide for yourself. 00:07:40.000 --> 00:07:42.340 And I back it with a 30 day money back guarantee. 00:07:42.370 --> 00:07:44.800 So if you guys aren't satisfied for any reason, I buy it back. 00:07:45.219 --> 00:07:49.360 There's information in the description below, so go check it out. 00:07:49.480 --> 00:07:52.810 It could be a great thing to arm you or your entire team. 00:07:52.810 --> 00:07:55.240 We've got packages for both reps and teams now. 00:07:55.875 --> 00:07:58.455 Thank you again for joining me for in today's video and just 'cause 00:07:58.455 --> 00:07:59.685 our time here is about to wrap up. 00:07:59.685 --> 00:08:01.065 Doesn't mean you're and my time has to. 00:08:01.065 --> 00:08:04.635 So if you haven't done it, hop into my f uh, free training center right here and 00:08:04.635 --> 00:08:06.224 you can jump into the objections playlist. 00:08:06.224 --> 00:08:07.065 You're gonna learn a ton. 00:08:07.125 --> 00:08:09.224 I have another playlist on contingency agreements in there as well. 00:08:09.525 --> 00:08:12.854 Or you can stick with me here on YouTube and I recommend jumping into this 00:08:12.859 --> 00:08:16.245 video on the deductible piece that's gonna really help you figure out how to 00:08:16.245 --> 00:08:18.825 navigate that next level of conversation. 00:08:18.974 --> 00:08:21.104 Hey, thanks so much for joining me in today's video, and 00:08:21.104 --> 00:08:22.065 I'll see you on the next one.