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.