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When a homeowner accuses you of being a con? Claiming that you are trying to "rip off" their insurance company? How can you overcome this objection WITHOUT starting a fight?
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Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
We got a bunch of scumbag
roofers to thank for this one.
You know the objection
on a storm damaged roof?
When a homeowner immediately says this,
cuz they don't want to even have a
conversation with you, they say, You're
ripping my insurance company off.
Now, this is pretty much
the identical quote unquote
objection is I'm not interested.
But sometimes we don't
get this at the door.
It's the most common place.
You're right at the door.
You're just out here
ripping my insurance coming.
, but it occasionally comes up if we
didn't explain supplements well enough
or explain the process to homeowners
and things aren't going quite as
smooth and we have to supplement.
There's some pushback with the insurance.
And you know how sometimes a little
birdie in the insurance carrier
gets into the homeowners here and
says, All right, found four other
contractors would be willing to do it
for this, and your guys too expensive.
You know what I'm talking about?
It's the worst.
So this video, we're gonna just
take a little step outside the
norm and I want to give you three.
Key talking points to help communicate
and have a real conversation with
a homeowner who's giving you this
rejection, which is you're just
ripping my insurance company off.
Now, the reason it is so important for
you to learn this objection is because
if you don't, Who truly wins in this
scenario, the insurance company, and who
loses your customer soon to be or could
have been, customer ends up feeling like,
You know what, I'm not gonna file a claim.
So they don't do it.
They don't get the work done, and
they're the ones that really lose
out, especially if the roof is
older, needs to be replaced or.
Again, Matter of fact, they're gonna
have to replace it in a shorter time
window than they expected to when they
got in a roof, because storm damage
shortens the lifespan of the roof.
So in this video, we're gonna learn
how to really connect with our
homeowners in cut through the little
story in their mind that every
contractor's a sleaze ball and friend.
We are indeed fighting an uphill battle
because we have insurance companies.
We saw this in Florida.
Literally sending letters to homeowners
with blanket accusations saying that all
contractors who show up at your house are,
are providing fraudulent um, services.
They're damaging roofs so it
gets approved in in the news.
The media picks this stuff up.
So we really need to rally together
and be a light for an industry and
communicate clearly so our homeowners
can truly get the service that they
signed up for with their insurance.
So let's get to it.
Hey, welcome or welcome back.
My name is Adam Benjamin,
the roof strategist.
Everything I do here on my channel
is designed to help you and your
team smash your income goal and give
every customer an amazing experience.
And I've had the opportunity
to serve many, many, many.
Thousands of roofing sales reps just like
you overcome the same sales challenges
that you're probably facing, like
this kind of rejection at the door.
So if you haven't done it yet, hit
that subscribe button in the bell and
let's get you set up with my freebie.
It's my pitch, like a pro roofing
sales training video library.
All the videos I've ever done
organized by category, you can see
what folks have to say about it, and
it's yours a hundred percent free.
There's also a link in
the, uh, video or podcast.
Or you can just go to roof just.com,
enter your email, go check your inbox.
I'm gonna send you a link to
get the most up to date version.
Cause we do update it every couple of.
All right, you're ripping
my insurance company off.
Here's what I promised to you.
I promise to give you three
talking tracks, three key points
to help a homeowner see the light
of day that you're not, in fact
ripping the insurance company off.
And let's get started with point
number one, the truth of the matter.
Is that insurance is a service contract.
Now, many people overlook the
fact that that's what a policy
is, is a service contract.
When a homeowner is buying insurance,
they're buying a service, so Mr.
Homeowner, You know, I know it may seem
like someone's trying to, to rip you
off, but ultimately my sole mission is
to help you get what you deserve under
the contractual details on this service
agreement, so to speak, and it's rewiring.
How homeowners think about the process.
Now we have to have a little disclaimer
because we have to be mindful of U PPA
laws that stands for the unlicensed
practice of public adjusting.
We cannot discuss coverage or policy
details with homeowners by law.
I'm not concerned if you agree or not.
I'm just telling you what the law is.
I personally think it's a whole bunch
of garbage, but I don't write the laws
and we just need to comply with them.
So I can't sit there and and
explain to a homeowner that I can
help get them covered, but I can.
Talk to a homeowner and say, Hey,
listen, I've worked with a lot of
folks who've had this same concern,
and they say, Hey, you're just
ripping my insurance company off.
And it's not until we start
talking through what their real
barrier, what their concern is.
Because yes, there are slim ball
contractors out there, but Mr.
Homeowner, an insurance policy or
insurance coverage is a service contract.
This is 0.1.
We have to go a little deeper, which
we're about two and points two and
three, but what that means, Mr.
Homeowners, you're buying a service
to keep your home protected.
My mission being here is to help identify
whether or not there is enough or severity
of damage to warrant even having a
conversation about how to get this damage
taken care of, and it's no obligation.
One of two outcomes will come up.
Number one, I hop up there.
Take a look and everything's fine
and you have a clean bill of health
and you don't owe me a penny.
And if we do find any damage, I'm
gonna document it with photos and
videos, and when I get down off the
roof, we're gonna look through it
together so you'll see it with your
own eyes and then you be the judge.
All right?
So that's just an example.
Again, bringing back what we're
gonna do in regards to this service
contract that they're buying a service.
All right, number two, when when
homeowners say, You're ripping
my insurance company, Uh, let's
take a break from role play
and just talk about the facts.
When was the last time you heard
of an insurance company voluntarily
paying more than they needed to?
I'd like to hear this story.
. Oh wait, Yeah, that doesn't happen.
So what we wanna do is communicate
to a homeowner to help them come to
this realization without being rude.
Say, Hey, Mr.
And Mrs.
Homeowner, uh, I understand that it may
feel like someone's trying to to prey on
the insurance company, but I want to ask
you a question and please bear with me,
but when was the last time your insurance
company paid more than, than was justified
to pay, whether it was health insurance,
car insurance, or home insurance?
And they're gonna say, What?
Well, It never happened.
And say that's because it doesn't, we
can't ever get an insurance company
to pay more than what's justified.
And in fact, working with us, what we
do is we make sure that everything is
documented, all the damages documented for
appropriately, and actually put into the
software that the insurance company uses
to create their quote unquote estimates.
So, and by the way, if you're doing
that, if you're doing more of a retail
side, You simply wanna break down
the objectivity and communicating the
justification and reasoning to get that
roof repaired in such a manner, following
manufacturer's recommendations and
following the code items that are required
to install a roof on your home today.
And when we outline all that, it
is completely black and white.
So again, what I ask is, when
was the last time, now I wanna,
um, Just pause here on this note.
So when was the last time that your
insurance company paid more than they
were, that they felt was justified?
That's key language that they felt was
justified, whether it's health insurance,
car insurance, or home insurance.
And they're gonna say, Well, they haven't.
And that's when we lean on, Hey,
that's because the only way that anyone
gets compensated is when things are
justified, meaning they're actually done.
So that there is, is a really powerful way
for them to see, Oh yeah, you're right.
That just doesn't happen.
So we can't.
We can't get paid on things
that aren't justified.
And the only way it's justified is if
it's brought up to code or manufacturer's
requirements for your safety and because
that's what you're paying for in your
service contract with your carrier.
All right.
And that's gonna bring me to, uh,
point number three, uh, which is Mr.
And Mrs.
Homeowner.
And the last thing is your deductible.
Agreed upon between you and your
insurance carrier, and that's what I
call a contractual agreement between
you and them, and I'm removed.
So the reason I position it that way,
your deductible is a contractual agreement
between you and the insurance carrier.
I have nothing to do with it, and it
again, strengthens the fact that we
are gonna get paid the deductible.
But the way that that
works, Similar to a copay.
Now imagine that you had a $5,000 copay
and you went in for a major surgery on
your knee and it was a $25,000 operation.
Now if the surgeon got in there and then
all of a sudden found, uh, A bunch more
stuff that needed to get done and the
mc that he didn't expect was bad, had
to get done, and it added on $7,000.
That's a $32,000 surgery.
And what does the surgeon do?
It?
He justifies, here's the photo
evidence and what we needed
and why we needed to do it.
And then the insurance company
will cover the additional amount
on the, on the surgery, but they
have to do it if it's justified.
That's the only way.
Right now, Mr.
Homeowner, if you have a $5,000 copay
and it went up to 32,000, what do you.
Just the 5,000.
Right.
And same thing, if you get in there
on the knee surgery and you find out
that the MCLs not so bad and they
could do less of a procedure than
anticipated, and it comes up to 15,000.
Mr.
Homeowner, what's your contribution?
It's still the 5,000.
So I want you to know that through
working with us, one, we're
helping you because you're simply
paying for a service contract.
That's what insurance is.
Number two, we make sure when we do serve
you that everything, all the work we
do is a hundred percent justified and,
uh, A requirement to get your roof put
back in the condition it was before the
storm and brought up to current code.
And we use a black and white
software in the same language
as the insurance carrier.
So there's really no physical possible
way for us to, to get paid or take.
Advantage or rip someone off.
And then number three, remember that
your contribution is simply your
deductible, whether it's more or less.
And that's why it's so important
for us when we help homeowners, is
to first identify whether or not
there's a severity of damage, and
then guide you through the next steps
in getting that damage repaired.
Whether you work with me or someone
else, and there you have it, my
friends, the calm and casual.
To help have a real and a meaningful and
engaging conversation with homeowners
to get them over the edge when, excuse
me, when I say over the edge, I mean
over the, over off the fence, right?
When, when they're really feeling
like you're praying on their insurance
company and be compassionate with them
because the reason they feel that way.
Is they heard a horror story from, from
a neighbor maybe who hired some skis,
bag roofer, who is trying to supplement
for all these things and, and not
communicating clearly with the homeowner.
And all of a sudden those
bad stories trickle down.
Then you have the news and then
you have the insurance companies.
So, Just be compassionate and realize
that they're just trying to do the
right thing for themselves and guide
them through these three steps.
And you should be able to break
through and hopefully bring in some
more business, but most importantly,
truly serve that customer to help
them get the service that they've been
paying for in the service contract.
So there you have it.
And listen, I'm, I'm eager
to hear your feedback.
Have you tried anything outside
of this to get homeowner?
off the fence when they say you're
ripping my insurance company off.
If you've got a magic phrase or,
or a way to handle this, drop a
a comment in the comment section.
We'd love to hear from you and that's
what makes this whole community so rich.
So, hey, thanks for joining me in
today's video and just cuz our time
here's about to wrap up doesn't
mean your in my time needs to.
So if you haven't done it, pop over here.
Download a free copy of my pitch, like a
pro roofing sales training video library.
And once you're in there, I think you're
gonna really like the objections playlist.
I got a ton.
It's actually.
The bulkiest section in there.
So download it, go check your
inbox for the link and then um,
jump into that objection section.
And if you wanna hang with me
here on YouTube, you two thinks
you're really gonna love this one.
We'll see you soon.