Subscribe
Share
Share
Embed
Many homeowners are scared to use their insurance. But roof damage is no joke. Even if it's "minor." Here's WHY the insurance company covers roof claims for hail, wind, or hurricane damage. Every property owner needs to know this.
Blog/Transcript: https://blog.theroofstrategist.com/roofing-sales-why-insurance-pays-for-roofs/
Questions About Products or Programs? Call/Text: 303-222-7133
“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
1) Close even more roofing sales.
2) Adapt to new roofing industry trends and changes.
3) Take control of your roofing marketing and lead generation.
4) Improve D2D roofing sales.
5) Build the roofing company of tomorrow.
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.
Sometimes homeowners or property
owners are resistant to using their
insurance, even though they've been
paying their premiums month over month,
or there's fear about making a claim.
And oftentimes we lose those deals
and sometimes those deals are on more
marginal or smaller damage because the
homeowner doesn't see it as significant.
The roof seems fine.
It's not leaking.
I don't want to do anything about it now.
We'll handle it later.
Well, guess what?
That's on us.
That's on us because
we did not communicate.
Educate and inform our property
owners to make a wise decision on
what they should do about their roof.
And what we'll be teaching you now
is a sales style on this analogy.
You know what they say, right?
The saying you can lead a horse to
water, but you can't make it drink.
Well, what I'll be teaching you is how
to lead the horse to water, but getting
the horse really thirsty along the way.
Now, this works really well, as long as
you're patient and you really care about
your customer's experience versus some
of the more forceful or aggressive sales
tactics where you command and tell your
homeowners what to do and direct them and
push them into getting that claim filed.
And that it's kind of like a
holding the bucket of water
and tossing it in the horses.
Two very different approaches.
In my opinion, the education
approach works a whole lot better
because we're guiding the horse
and getting the horse thirsty.
So the decision as if their own free
will a decision that that homeowner feels
confident about that they say, Hey, I made
the right choice, which means they don't
cancel and they love working with you.
So let's get to it first.
I just want to say
welcome or welcome back.
My name is Adam Benjamin, the reef
strategist in everything I do here
on our YouTube channel and in my.
And in my all-in-one sales training and
sales system is designed to help you and
your team smash your income goal and give
every customer an amazing experience.
And that amazing experience starts by
winning the customer through informing
them on what they're actually facing.
Now let's get to it first.
There are three main reasons.
That insurance companies
cover roof replacements.
What I'm going to do first in
this video is highlight to you
what those three reasons are.
And then I'm going to do a little bit
of mock role-play to show you exactly
how I explain this to homeowners.
I'm going to lay the foundation for
you, and then we'll get into a story.
Number one is the roof is the most
expensive maintenance item on a house.
Okay.
Most expensive maintenance.
I'm just going to use main for short.
What I mean by that is people replace
HVAC units and these things, right?
The appliances lasts so long.
A roof is a service item on the hall.
There's a service life on the roof.
It has to be replaced.
Most of them.
I know I'm going to get some,
oh, well not stone coated steel,
not, not, uh, um, metal roofing.
And they last a lifetime.
If they're damaged, they need to
get replaced for an asphalt roofing.
It has a where life that we expect
when we are a homeowner, let's say
you bought a roof for yourself.
You buy a brand new roof.
We write a $20,000 check and
you're saying, Hey, this is
going to last me 30 years.
Well, if storms come through, the
lifespan of the roof is compromised.
So lifespan is what I'm going to say.
Compromise.
I'm just going to say it.
Okay, the lifespan is shortened.
Now no one can wave a magic wand
and say, it'll be seven years
less or five years, 10 years less.
But the truth of the matter is
that when hail or wind impacts a
shingle or damages shingles, if the
manufacturer's warranty was still
applicable, it's now void because
that's the fine print on the warranties.
And the lifespan has been
compromised, whether it's.
Hail, we have the matting exposing to the
UV rays, which again, over time, there's
more granule loss and the shingles begin
to deteriorate or dry rot essentially.
So that homeowner was expecting
the roof to last 30 years.
It might last 20, which means insurance
covers your financial interests.
It's your assets.
That's why we pay insurance.
So you wrote a check for 20
grand expecting to not have to
write another one for 30 years.
Well guess what?
You might have to write one in 15.
That's coming up.
That's why the insurance
company covers it.
And the fi the final reason here is to
prevent any future problems from arising
because roof problems are expensive
enough, but once they creep their way
into the home things start getting a
whole lot more expensive, a whole lot
more complicated, and no one wants that.
So it's in the insurance
company's best interest.
So.
We know the logic, it's the most
expensive maintenance item on the home.
The lifespan of the roof is shortened
and there are future problems.
Here is how we tie it all together.
Now, one last piece that I just
want to add the most expensive
maintenance item on the home.
Right?
Well, generally speaking, and
I know we've had some pretty
wild, uh, rate increases here.
I mean, up to 20% quarterly, the price
of roofing is compounding at a higher
rate than, than the S and P 500 has
performed over the last 50 years.
We are seeing just, wow.
Rate increases.
So a roof today at today's rate increases.
And I just ran a really simple projection
just to sh to spell this out a $15,000
roof today at a 10%, excuse me.
Oops, 10% quarterly increases, which
by the way, we see these rate increases
from our suppliers over five years,
that roof's going to cost over $25,000.
So what I, the reason I share this with
you is that's again, that's in five years.
So even if the whole.
Has a claim.
They don't want to do anything about it.
And then they have to replace the rear.
Five-year sooner.
That's a net $10,000 more that
they have to pay for their roof.
This is a big deal.
So the insurance company knows it's
the most expensive roofing goes up.
You have to spend more
money to replace your roof.
Out-of-pocket later, it's going to cost
you a ton more money because the price is.
So now, how do we make this easier
to understand for homeowners?
I love using car and truck analogy.
So I'll say that Mr.
Homeowner, imagine you buy yourself
a brand new Ford F150 and it's
$45,000 and you expect you're the
kind of person that, that will buy a
vehicle and run it through its life.
You're like, I'm going to have
this thing for the next 200 years.
Well, what if something happened
or the vehicle was stolen and
really driven ragged, right.
And then recovered and you say,
Hey, this thing's only gonna last me
another 25,000 miles or 50,000 miles.
You were expecting 200,000 mile.
Life's a service life from, from
your investment in your new truck.
Well, now all of a sudden you
find out it's only going to last
another five more years, aren't
you going to do something about it?
Otherwise it's up to you.
You're going to buy a brand new
vehicle 10 years, sooner, five
years sooner, whatever the case is.
Then you expected, this is why people
decide to pursue the roof claim with
their insurance, because it is the
most expensive maintenance item,
meaning it will wear out if you choose
not to do anything, even with the
small damage we found the lifespan
of the roof will be reduced, which
means that you will be required at
some point in time to replace that.
And if that's not in a future insurance
claim that will be coming out of pocket
and their rate goes up tremendously.
And then the last.
Is that when there is damage, we
don't want the insurance company
nor us, nor you want any future
damage occurring in the home.
Now, worst case, if any of the areas
we've identified on your roof do become
problematic in there is interior damage.
The insurance company won't cover
it unless you filed a claim.
So if this happens three years from now,
you're kind of outside that opportunity
of taking action on using the insurance.
All of that liability and financial
responsibility falls on you.
And for those reasons, the people
we serve, even if the damage seems
marginal or smaller, the property owners
decide to say, Hey, you know what?
I've been paying my premiums
month over month, year over year.
And I am protecting a
financial investment of mine.
It is my right to use the service,
which insurance is a service
that I've been paying for.
And there you have it.
Now.
I hope this video helps you.
Communicate clearly to homeowners by
leading them like a horse to water, to
make an informed decision and taking the
time to educate them on the true matters
of why the insurance company covers
the roof and feel free to use my story
about the Ford F-150 or reference the
vehicle that they have in the driveway.
Hey, thanks for joining me today.
And just because our time's about to run.
Doesn't mean you're in my time has to,
so if you haven't yet done it, I'd like
to get you a free copy of my pitch.
Like a pro roofing sales
training, video library.
It's available right here.
It's every video I've ever done
organized by category for easy bingeing.
And it's a great reference tool
on key topics like objections
and pitching and canvassing.
Uh, I also have some starter
paths for new people.
So owners, it might be a good thing
for you to pass on to your team.
And if you like this video,
you're going to like a whole lot
more, cause YouTube thinks you're
really going to dig this one.
I'll see you soon.