WEBVTT NOTE This file was generated by Descript 00:00:00.450 --> 00:00:03.480 We got a bunch of scumbag roofers to thank for this one. 00:00:03.780 --> 00:00:06.240 You know the objection on a storm damaged roof? 00:00:06.240 --> 00:00:09.750 When a homeowner immediately says this, cuz they don't want to even have a 00:00:09.750 --> 00:00:14.850 conversation with you, they say, You're ripping my insurance company off. 00:00:15.240 --> 00:00:18.810 Now, this is pretty much the identical quote unquote 00:00:18.815 --> 00:00:20.400 objection is I'm not interested. 00:00:20.700 --> 00:00:23.400 But sometimes we don't get this at the door. 00:00:23.460 --> 00:00:24.660 It's the most common place. 00:00:24.660 --> 00:00:25.440 You're right at the door. 00:00:25.560 --> 00:00:27.320 You're just out here ripping my insurance coming. 00:00:28.050 --> 00:00:32.820 , but it occasionally comes up if we didn't explain supplements well enough 00:00:33.090 --> 00:00:37.380 or explain the process to homeowners and things aren't going quite as 00:00:37.380 --> 00:00:38.910 smooth and we have to supplement. 00:00:38.915 --> 00:00:40.290 There's some pushback with the insurance. 00:00:40.295 --> 00:00:42.900 And you know how sometimes a little birdie in the insurance carrier 00:00:43.170 --> 00:00:46.170 gets into the homeowners here and says, All right, found four other 00:00:46.170 --> 00:00:49.650 contractors would be willing to do it for this, and your guys too expensive. 00:00:49.980 --> 00:00:50.940 You know what I'm talking about? 00:00:51.120 --> 00:00:52.170 It's the worst. 00:00:52.350 --> 00:00:55.500 So this video, we're gonna just take a little step outside the 00:00:55.500 --> 00:00:57.030 norm and I want to give you three. 00:00:57.240 --> 00:01:01.680 Key talking points to help communicate and have a real conversation with 00:01:01.680 --> 00:01:04.980 a homeowner who's giving you this rejection, which is you're just 00:01:04.980 --> 00:01:06.570 ripping my insurance company off. 00:01:06.900 --> 00:01:11.760 Now, the reason it is so important for you to learn this objection is because 00:01:11.820 --> 00:01:17.610 if you don't, Who truly wins in this scenario, the insurance company, and who 00:01:17.610 --> 00:01:24.240 loses your customer soon to be or could have been, customer ends up feeling like, 00:01:24.420 --> 00:01:26.670 You know what, I'm not gonna file a claim. 00:01:26.670 --> 00:01:27.420 So they don't do it. 00:01:27.420 --> 00:01:29.940 They don't get the work done, and they're the ones that really lose 00:01:29.945 --> 00:01:32.850 out, especially if the roof is older, needs to be replaced or. 00:01:33.255 --> 00:01:36.855 Again, Matter of fact, they're gonna have to replace it in a shorter time 00:01:36.855 --> 00:01:40.725 window than they expected to when they got in a roof, because storm damage 00:01:40.815 --> 00:01:43.575 shortens the lifespan of the roof. 00:01:43.905 --> 00:01:47.355 So in this video, we're gonna learn how to really connect with our 00:01:47.360 --> 00:01:52.395 homeowners in cut through the little story in their mind that every 00:01:52.395 --> 00:01:55.425 contractor's a sleaze ball and friend. 00:01:55.425 --> 00:02:00.465 We are indeed fighting an uphill battle because we have insurance companies. 00:02:00.465 --> 00:02:01.695 We saw this in Florida. 00:02:02.199 --> 00:02:06.850 Literally sending letters to homeowners with blanket accusations saying that all 00:02:06.850 --> 00:02:12.430 contractors who show up at your house are, are providing fraudulent um, services. 00:02:12.430 --> 00:02:15.489 They're damaging roofs so it gets approved in in the news. 00:02:15.489 --> 00:02:16.750 The media picks this stuff up. 00:02:16.750 --> 00:02:20.019 So we really need to rally together and be a light for an industry and 00:02:20.019 --> 00:02:23.859 communicate clearly so our homeowners can truly get the service that they 00:02:23.859 --> 00:02:25.150 signed up for with their insurance. 00:02:25.890 --> 00:02:27.030 So let's get to it. 00:02:27.180 --> 00:02:28.950 Hey, welcome or welcome back. 00:02:29.130 --> 00:02:31.110 My name is Adam Benjamin, the roof strategist. 00:02:31.650 --> 00:02:34.050 Everything I do here on my channel is designed to help you and your 00:02:34.050 --> 00:02:37.860 team smash your income goal and give every customer an amazing experience. 00:02:38.100 --> 00:02:40.710 And I've had the opportunity to serve many, many, many. 00:02:40.840 --> 00:02:45.430 Thousands of roofing sales reps just like you overcome the same sales challenges 00:02:45.430 --> 00:02:48.520 that you're probably facing, like this kind of rejection at the door. 00:02:48.790 --> 00:02:51.610 So if you haven't done it yet, hit that subscribe button in the bell and 00:02:51.610 --> 00:02:52.930 let's get you set up with my freebie. 00:02:53.080 --> 00:02:56.140 It's my pitch, like a pro roofing sales training video library. 00:02:56.410 --> 00:03:00.040 All the videos I've ever done organized by category, you can see 00:03:00.040 --> 00:03:02.860 what folks have to say about it, and it's yours a hundred percent free. 00:03:02.860 --> 00:03:05.320 There's also a link in the, uh, video or podcast. 00:03:05.990 --> 00:03:09.620 Or you can just go to roof just.com, enter your email, go check your inbox. 00:03:09.620 --> 00:03:12.650 I'm gonna send you a link to get the most up to date version. 00:03:12.650 --> 00:03:13.940 Cause we do update it every couple of. 00:03:14.715 --> 00:03:17.295 All right, you're ripping my insurance company off. 00:03:17.295 --> 00:03:18.494 Here's what I promised to you. 00:03:18.704 --> 00:03:21.734 I promise to give you three talking tracks, three key points 00:03:21.734 --> 00:03:26.174 to help a homeowner see the light of day that you're not, in fact 00:03:26.174 --> 00:03:27.975 ripping the insurance company off. 00:03:28.214 --> 00:03:32.505 And let's get started with point number one, the truth of the matter. 00:03:33.245 --> 00:03:36.785 Is that insurance is a service contract. 00:03:37.295 --> 00:03:41.195 Now, many people overlook the fact that that's what a policy 00:03:41.200 --> 00:03:42.785 is, is a service contract. 00:03:43.055 --> 00:03:47.675 When a homeowner is buying insurance, they're buying a service, so Mr. 00:03:47.675 --> 00:03:52.725 Homeowner, You know, I know it may seem like someone's trying to, to rip you 00:03:52.725 --> 00:03:58.935 off, but ultimately my sole mission is to help you get what you deserve under 00:03:58.965 --> 00:04:04.185 the contractual details on this service agreement, so to speak, and it's rewiring. 00:04:04.530 --> 00:04:06.780 How homeowners think about the process. 00:04:07.260 --> 00:04:11.940 Now we have to have a little disclaimer because we have to be mindful of U PPA 00:04:11.940 --> 00:04:15.150 laws that stands for the unlicensed practice of public adjusting. 00:04:15.420 --> 00:04:19.950 We cannot discuss coverage or policy details with homeowners by law. 00:04:20.640 --> 00:04:22.440 I'm not concerned if you agree or not. 00:04:22.440 --> 00:04:23.670 I'm just telling you what the law is. 00:04:23.670 --> 00:04:27.810 I personally think it's a whole bunch of garbage, but I don't write the laws 00:04:27.810 --> 00:04:29.190 and we just need to comply with them. 00:04:29.190 --> 00:04:32.130 So I can't sit there and and explain to a homeowner that I can 00:04:32.130 --> 00:04:33.870 help get them covered, but I can. 00:04:34.575 --> 00:04:37.185 Talk to a homeowner and say, Hey, listen, I've worked with a lot of 00:04:37.185 --> 00:04:39.765 folks who've had this same concern, and they say, Hey, you're just 00:04:39.765 --> 00:04:41.145 ripping my insurance company off. 00:04:41.475 --> 00:04:44.145 And it's not until we start talking through what their real 00:04:44.145 --> 00:04:45.495 barrier, what their concern is. 00:04:45.495 --> 00:04:49.005 Because yes, there are slim ball contractors out there, but Mr. 00:04:49.010 --> 00:04:53.895 Homeowner, an insurance policy or insurance coverage is a service contract. 00:04:54.135 --> 00:04:54.885 This is 0.1. 00:04:54.885 --> 00:04:57.495 We have to go a little deeper, which we're about two and points two and 00:04:57.495 --> 00:04:58.935 three, but what that means, Mr. 00:04:58.935 --> 00:05:01.995 Homeowners, you're buying a service to keep your home protected. 00:05:02.205 --> 00:05:07.245 My mission being here is to help identify whether or not there is enough or severity 00:05:07.245 --> 00:05:11.025 of damage to warrant even having a conversation about how to get this damage 00:05:11.025 --> 00:05:13.305 taken care of, and it's no obligation. 00:05:13.305 --> 00:05:14.745 One of two outcomes will come up. 00:05:14.745 --> 00:05:16.544 Number one, I hop up there. 00:05:16.700 --> 00:05:19.370 Take a look and everything's fine and you have a clean bill of health 00:05:19.370 --> 00:05:20.479 and you don't owe me a penny. 00:05:20.750 --> 00:05:23.750 And if we do find any damage, I'm gonna document it with photos and 00:05:23.750 --> 00:05:27.110 videos, and when I get down off the roof, we're gonna look through it 00:05:27.110 --> 00:05:30.560 together so you'll see it with your own eyes and then you be the judge. 00:05:30.740 --> 00:05:31.039 All right? 00:05:31.039 --> 00:05:32.210 So that's just an example. 00:05:32.360 --> 00:05:35.960 Again, bringing back what we're gonna do in regards to this service 00:05:35.990 --> 00:05:38.060 contract that they're buying a service. 00:05:38.300 --> 00:05:41.300 All right, number two, when when homeowners say, You're ripping 00:05:41.300 --> 00:05:44.730 my insurance company, Uh, let's take a break from role play 00:05:44.730 --> 00:05:46.470 and just talk about the facts. 00:05:47.760 --> 00:05:50.490 When was the last time you heard of an insurance company voluntarily 00:05:50.490 --> 00:05:51.570 paying more than they needed to? 00:05:52.020 --> 00:05:53.010 I'd like to hear this story. 00:05:54.240 --> 00:05:55.560 . Oh wait, Yeah, that doesn't happen. 00:05:55.710 --> 00:06:00.210 So what we wanna do is communicate to a homeowner to help them come to 00:06:00.210 --> 00:06:01.620 this realization without being rude. 00:06:01.620 --> 00:06:02.670 Say, Hey, Mr. 00:06:02.675 --> 00:06:03.030 And Mrs. 00:06:03.030 --> 00:06:06.780 Homeowner, uh, I understand that it may feel like someone's trying to to prey on 00:06:06.780 --> 00:06:10.230 the insurance company, but I want to ask you a question and please bear with me, 00:06:10.230 --> 00:06:15.690 but when was the last time your insurance company paid more than, than was justified 00:06:15.840 --> 00:06:19.289 to pay, whether it was health insurance, car insurance, or home insurance? 00:06:19.650 --> 00:06:20.789 And they're gonna say, What? 00:06:20.909 --> 00:06:22.665 Well, It never happened. 00:06:22.665 --> 00:06:27.825 And say that's because it doesn't, we can't ever get an insurance company 00:06:27.945 --> 00:06:30.375 to pay more than what's justified. 00:06:30.405 --> 00:06:35.325 And in fact, working with us, what we do is we make sure that everything is 00:06:35.875 --> 00:06:39.225 documented, all the damages documented for appropriately, and actually put into the 00:06:39.225 --> 00:06:42.595 software that the insurance company uses to create their quote unquote estimates. 00:06:42.765 --> 00:06:46.365 So, and by the way, if you're doing that, if you're doing more of a retail 00:06:46.365 --> 00:06:50.935 side, You simply wanna break down the objectivity and communicating the 00:06:50.935 --> 00:06:55.675 justification and reasoning to get that roof repaired in such a manner, following 00:06:55.675 --> 00:07:00.535 manufacturer's recommendations and following the code items that are required 00:07:00.535 --> 00:07:02.545 to install a roof on your home today. 00:07:02.815 --> 00:07:06.205 And when we outline all that, it is completely black and white. 00:07:06.205 --> 00:07:11.155 So again, what I ask is, when was the last time, now I wanna, 00:07:11.215 --> 00:07:13.710 um, Just pause here on this note. 00:07:13.710 --> 00:07:16.860 So when was the last time that your insurance company paid more than they 00:07:16.860 --> 00:07:19.050 were, that they felt was justified? 00:07:19.050 --> 00:07:22.590 That's key language that they felt was justified, whether it's health insurance, 00:07:22.950 --> 00:07:24.300 car insurance, or home insurance. 00:07:24.420 --> 00:07:25.530 And they're gonna say, Well, they haven't. 00:07:25.530 --> 00:07:29.219 And that's when we lean on, Hey, that's because the only way that anyone 00:07:29.219 --> 00:07:33.060 gets compensated is when things are justified, meaning they're actually done. 00:07:33.390 --> 00:07:37.860 So that there is, is a really powerful way for them to see, Oh yeah, you're right. 00:07:37.860 --> 00:07:38.909 That just doesn't happen. 00:07:39.090 --> 00:07:39.870 So we can't. 00:07:40.560 --> 00:07:42.840 We can't get paid on things that aren't justified. 00:07:42.930 --> 00:07:47.159 And the only way it's justified is if it's brought up to code or manufacturer's 00:07:47.370 --> 00:07:51.390 requirements for your safety and because that's what you're paying for in your 00:07:51.390 --> 00:07:52.860 service contract with your carrier. 00:07:53.370 --> 00:07:53.729 All right. 00:07:53.729 --> 00:07:57.990 And that's gonna bring me to, uh, point number three, uh, which is Mr. 00:07:57.995 --> 00:07:58.289 And Mrs. 00:07:58.289 --> 00:07:58.710 Homeowner. 00:07:58.710 --> 00:08:00.840 And the last thing is your deductible. 00:08:01.590 --> 00:08:04.830 Agreed upon between you and your insurance carrier, and that's what I 00:08:04.830 --> 00:08:08.580 call a contractual agreement between you and them, and I'm removed. 00:08:08.580 --> 00:08:12.780 So the reason I position it that way, your deductible is a contractual agreement 00:08:12.990 --> 00:08:14.850 between you and the insurance carrier. 00:08:14.880 --> 00:08:19.050 I have nothing to do with it, and it again, strengthens the fact that we 00:08:19.050 --> 00:08:20.040 are gonna get paid the deductible. 00:08:20.190 --> 00:08:23.465 But the way that that works, Similar to a copay. 00:08:23.615 --> 00:08:29.105 Now imagine that you had a $5,000 copay and you went in for a major surgery on 00:08:29.105 --> 00:08:32.645 your knee and it was a $25,000 operation. 00:08:32.885 --> 00:08:38.180 Now if the surgeon got in there and then all of a sudden found, uh, A bunch more 00:08:38.180 --> 00:08:41.060 stuff that needed to get done and the mc that he didn't expect was bad, had 00:08:41.060 --> 00:08:43.400 to get done, and it added on $7,000. 00:08:43.580 --> 00:08:45.620 That's a $32,000 surgery. 00:08:45.920 --> 00:08:47.930 And what does the surgeon do? 00:08:47.930 --> 00:08:48.110 It? 00:08:48.320 --> 00:08:51.380 He justifies, here's the photo evidence and what we needed 00:08:51.385 --> 00:08:52.460 and why we needed to do it. 00:08:52.490 --> 00:08:55.730 And then the insurance company will cover the additional amount 00:08:55.730 --> 00:08:59.150 on the, on the surgery, but they have to do it if it's justified. 00:08:59.155 --> 00:09:00.200 That's the only way. 00:09:00.200 --> 00:09:01.310 Right now, Mr. 00:09:01.310 --> 00:09:05.510 Homeowner, if you have a $5,000 copay and it went up to 32,000, what do you. 00:09:06.000 --> 00:09:07.260 Just the 5,000. 00:09:07.260 --> 00:09:07.620 Right. 00:09:07.890 --> 00:09:10.590 And same thing, if you get in there on the knee surgery and you find out 00:09:10.590 --> 00:09:15.930 that the MCLs not so bad and they could do less of a procedure than 00:09:15.930 --> 00:09:18.540 anticipated, and it comes up to 15,000. 00:09:18.780 --> 00:09:19.199 Mr. 00:09:19.199 --> 00:09:20.730 Homeowner, what's your contribution? 00:09:21.040 --> 00:09:22.449 It's still the 5,000. 00:09:22.810 --> 00:09:25.599 So I want you to know that through working with us, one, we're 00:09:25.599 --> 00:09:29.620 helping you because you're simply paying for a service contract. 00:09:29.620 --> 00:09:30.579 That's what insurance is. 00:09:30.819 --> 00:09:36.130 Number two, we make sure when we do serve you that everything, all the work we 00:09:36.130 --> 00:09:41.970 do is a hundred percent justified and, uh, A requirement to get your roof put 00:09:41.970 --> 00:09:46.440 back in the condition it was before the storm and brought up to current code. 00:09:46.830 --> 00:09:51.000 And we use a black and white software in the same language 00:09:51.000 --> 00:09:51.870 as the insurance carrier. 00:09:51.870 --> 00:09:55.920 So there's really no physical possible way for us to, to get paid or take. 00:09:56.335 --> 00:09:57.775 Advantage or rip someone off. 00:09:57.805 --> 00:10:01.255 And then number three, remember that your contribution is simply your 00:10:01.255 --> 00:10:02.815 deductible, whether it's more or less. 00:10:02.935 --> 00:10:06.415 And that's why it's so important for us when we help homeowners, is 00:10:06.415 --> 00:10:09.595 to first identify whether or not there's a severity of damage, and 00:10:09.600 --> 00:10:12.805 then guide you through the next steps in getting that damage repaired. 00:10:12.810 --> 00:10:15.685 Whether you work with me or someone else, and there you have it, my 00:10:15.685 --> 00:10:18.565 friends, the calm and casual. 00:10:19.265 --> 00:10:23.315 To help have a real and a meaningful and engaging conversation with homeowners 00:10:23.585 --> 00:10:26.435 to get them over the edge when, excuse me, when I say over the edge, I mean 00:10:26.825 --> 00:10:29.135 over the, over off the fence, right? 00:10:29.315 --> 00:10:31.715 When, when they're really feeling like you're praying on their insurance 00:10:31.715 --> 00:10:35.015 company and be compassionate with them because the reason they feel that way. 00:10:35.095 --> 00:10:38.995 Is they heard a horror story from, from a neighbor maybe who hired some skis, 00:10:38.995 --> 00:10:43.225 bag roofer, who is trying to supplement for all these things and, and not 00:10:43.225 --> 00:10:44.935 communicating clearly with the homeowner. 00:10:44.935 --> 00:10:47.515 And all of a sudden those bad stories trickle down. 00:10:47.515 --> 00:10:49.885 Then you have the news and then you have the insurance companies. 00:10:49.885 --> 00:10:53.640 So, Just be compassionate and realize that they're just trying to do the 00:10:53.640 --> 00:10:57.360 right thing for themselves and guide them through these three steps. 00:10:57.660 --> 00:11:00.480 And you should be able to break through and hopefully bring in some 00:11:00.480 --> 00:11:04.950 more business, but most importantly, truly serve that customer to help 00:11:04.950 --> 00:11:08.490 them get the service that they've been paying for in the service contract. 00:11:08.640 --> 00:11:09.240 So there you have it. 00:11:09.390 --> 00:11:11.400 And listen, I'm, I'm eager to hear your feedback. 00:11:11.400 --> 00:11:14.550 Have you tried anything outside of this to get homeowner? 00:11:15.405 --> 00:11:17.895 off the fence when they say you're ripping my insurance company off. 00:11:18.165 --> 00:11:22.215 If you've got a magic phrase or, or a way to handle this, drop a 00:11:22.215 --> 00:11:23.565 a comment in the comment section. 00:11:23.565 --> 00:11:26.325 We'd love to hear from you and that's what makes this whole community so rich. 00:11:26.625 --> 00:11:29.235 So, hey, thanks for joining me in today's video and just cuz our time 00:11:29.240 --> 00:11:32.385 here's about to wrap up doesn't mean your in my time needs to. 00:11:32.565 --> 00:11:34.005 So if you haven't done it, pop over here. 00:11:34.035 --> 00:11:36.885 Download a free copy of my pitch, like a pro roofing sales training video library. 00:11:36.915 --> 00:11:39.945 And once you're in there, I think you're gonna really like the objections playlist. 00:11:39.945 --> 00:11:40.485 I got a ton. 00:11:40.485 --> 00:11:40.845 It's actually. 00:11:41.130 --> 00:11:42.510 The bulkiest section in there. 00:11:42.660 --> 00:11:45.750 So download it, go check your inbox for the link and then um, 00:11:45.960 --> 00:11:47.160 jump into that objection section. 00:11:47.700 --> 00:11:50.010 And if you wanna hang with me here on YouTube, you two thinks 00:11:50.010 --> 00:11:50.820 you're really gonna love this one. 00:11:50.850 --> 00:11:51.410 We'll see you soon.