WEBVTT NOTE This file was generated by Descript 00:00:00.180 --> 00:00:04.410 Sometimes homeowners or property owners are resistant to using their 00:00:04.410 --> 00:00:06.990 insurance, even though they've been paying their premiums month over month, 00:00:07.410 --> 00:00:09.180 or there's fear about making a claim. 00:00:09.510 --> 00:00:13.050 And oftentimes we lose those deals and sometimes those deals are on more 00:00:13.050 --> 00:00:16.860 marginal or smaller damage because the homeowner doesn't see it as significant. 00:00:17.160 --> 00:00:18.420 The roof seems fine. 00:00:18.420 --> 00:00:19.290 It's not leaking. 00:00:19.290 --> 00:00:20.760 I don't want to do anything about it now. 00:00:20.910 --> 00:00:21.990 We'll handle it later. 00:00:22.260 --> 00:00:23.040 Well, guess what? 00:00:23.100 --> 00:00:23.790 That's on us. 00:00:24.060 --> 00:00:26.280 That's on us because we did not communicate. 00:00:27.075 --> 00:00:31.665 Educate and inform our property owners to make a wise decision on 00:00:31.665 --> 00:00:33.495 what they should do about their roof. 00:00:33.855 --> 00:00:37.455 And what we'll be teaching you now is a sales style on this analogy. 00:00:38.175 --> 00:00:39.135 You know what they say, right? 00:00:39.165 --> 00:00:42.315 The saying you can lead a horse to water, but you can't make it drink. 00:00:42.644 --> 00:00:45.285 Well, what I'll be teaching you is how to lead the horse to water, but getting 00:00:45.285 --> 00:00:47.085 the horse really thirsty along the way. 00:00:47.864 --> 00:00:51.135 Now, this works really well, as long as you're patient and you really care about 00:00:51.135 --> 00:00:56.144 your customer's experience versus some of the more forceful or aggressive sales 00:00:56.144 --> 00:00:59.775 tactics where you command and tell your homeowners what to do and direct them and 00:00:59.775 --> 00:01:01.214 push them into getting that claim filed. 00:01:01.574 --> 00:01:03.855 And that it's kind of like a holding the bucket of water 00:01:03.855 --> 00:01:04.905 and tossing it in the horses. 00:01:06.030 --> 00:01:07.260 Two very different approaches. 00:01:07.530 --> 00:01:10.650 In my opinion, the education approach works a whole lot better 00:01:10.650 --> 00:01:12.990 because we're guiding the horse and getting the horse thirsty. 00:01:13.140 --> 00:01:16.980 So the decision as if their own free will a decision that that homeowner feels 00:01:16.980 --> 00:01:20.910 confident about that they say, Hey, I made the right choice, which means they don't 00:01:20.910 --> 00:01:22.590 cancel and they love working with you. 00:01:22.950 --> 00:01:25.230 So let's get to it first. 00:01:25.230 --> 00:01:27.030 I just want to say welcome or welcome back. 00:01:27.060 --> 00:01:30.270 My name is Adam Benjamin, the reef strategist in everything I do here 00:01:30.270 --> 00:01:31.740 on our YouTube channel and in my. 00:01:32.580 --> 00:01:37.380 And in my all-in-one sales training and sales system is designed to help you and 00:01:37.380 --> 00:01:42.210 your team smash your income goal and give every customer an amazing experience. 00:01:42.660 --> 00:01:46.320 And that amazing experience starts by winning the customer through informing 00:01:46.320 --> 00:01:48.480 them on what they're actually facing. 00:01:48.810 --> 00:01:50.790 Now let's get to it first. 00:01:51.030 --> 00:01:53.130 There are three main reasons. 00:01:53.895 --> 00:01:56.625 That insurance companies cover roof replacements. 00:01:56.925 --> 00:01:59.804 What I'm going to do first in this video is highlight to you 00:01:59.925 --> 00:02:01.634 what those three reasons are. 00:02:01.845 --> 00:02:05.414 And then I'm going to do a little bit of mock role-play to show you exactly 00:02:05.595 --> 00:02:07.245 how I explain this to homeowners. 00:02:07.245 --> 00:02:09.615 I'm going to lay the foundation for you, and then we'll get into a story. 00:02:09.824 --> 00:02:14.445 Number one is the roof is the most expensive maintenance item on a house. 00:02:14.715 --> 00:02:14.925 Okay. 00:02:14.954 --> 00:02:16.665 Most expensive maintenance. 00:02:16.665 --> 00:02:17.985 I'm just going to use main for short. 00:02:19.155 --> 00:02:22.245 What I mean by that is people replace HVAC units and these things, right? 00:02:22.515 --> 00:02:24.524 The appliances lasts so long. 00:02:25.005 --> 00:02:27.614 A roof is a service item on the hall. 00:02:27.644 --> 00:02:29.505 There's a service life on the roof. 00:02:29.834 --> 00:02:31.095 It has to be replaced. 00:02:31.125 --> 00:02:31.575 Most of them. 00:02:31.575 --> 00:02:33.795 I know I'm going to get some, oh, well not stone coated steel, 00:02:33.795 --> 00:02:36.555 not, not, uh, um, metal roofing. 00:02:36.555 --> 00:02:37.515 And they last a lifetime. 00:02:37.725 --> 00:02:41.234 If they're damaged, they need to get replaced for an asphalt roofing. 00:02:42.285 --> 00:02:46.365 It has a where life that we expect when we are a homeowner, let's say 00:02:46.365 --> 00:02:47.475 you bought a roof for yourself. 00:02:47.505 --> 00:02:48.465 You buy a brand new roof. 00:02:48.555 --> 00:02:50.655 We write a $20,000 check and you're saying, Hey, this is 00:02:50.655 --> 00:02:51.825 going to last me 30 years. 00:02:52.155 --> 00:02:56.205 Well, if storms come through, the lifespan of the roof is compromised. 00:02:56.475 --> 00:02:58.935 So lifespan is what I'm going to say. 00:02:58.935 --> 00:02:59.325 Compromise. 00:02:59.325 --> 00:02:59.925 I'm just going to say it. 00:03:00.915 --> 00:03:02.445 Okay, the lifespan is shortened. 00:03:02.985 --> 00:03:08.205 Now no one can wave a magic wand and say, it'll be seven years 00:03:08.205 --> 00:03:09.765 less or five years, 10 years less. 00:03:10.035 --> 00:03:13.605 But the truth of the matter is that when hail or wind impacts a 00:03:13.605 --> 00:03:17.085 shingle or damages shingles, if the manufacturer's warranty was still 00:03:17.085 --> 00:03:20.235 applicable, it's now void because that's the fine print on the warranties. 00:03:20.625 --> 00:03:23.095 And the lifespan has been compromised, whether it's. 00:03:24.225 --> 00:03:28.995 Hail, we have the matting exposing to the UV rays, which again, over time, there's 00:03:28.995 --> 00:03:32.415 more granule loss and the shingles begin to deteriorate or dry rot essentially. 00:03:32.925 --> 00:03:36.455 So that homeowner was expecting the roof to last 30 years. 00:03:36.465 --> 00:03:40.755 It might last 20, which means insurance covers your financial interests. 00:03:40.785 --> 00:03:41.655 It's your assets. 00:03:41.655 --> 00:03:42.885 That's why we pay insurance. 00:03:43.125 --> 00:03:45.525 So you wrote a check for 20 grand expecting to not have to 00:03:45.525 --> 00:03:46.665 write another one for 30 years. 00:03:46.755 --> 00:03:47.205 Well guess what? 00:03:47.205 --> 00:03:48.255 You might have to write one in 15. 00:03:48.285 --> 00:03:48.675 That's coming up. 00:03:49.485 --> 00:03:50.865 That's why the insurance company covers it. 00:03:51.165 --> 00:03:55.845 And the fi the final reason here is to prevent any future problems from arising 00:03:56.145 --> 00:03:59.115 because roof problems are expensive enough, but once they creep their way 00:03:59.115 --> 00:04:03.195 into the home things start getting a whole lot more expensive, a whole lot 00:04:03.195 --> 00:04:05.475 more complicated, and no one wants that. 00:04:05.505 --> 00:04:07.395 So it's in the insurance company's best interest. 00:04:07.575 --> 00:04:07.725 So. 00:04:08.745 --> 00:04:11.505 We know the logic, it's the most expensive maintenance item on the home. 00:04:12.015 --> 00:04:15.285 The lifespan of the roof is shortened and there are future problems. 00:04:15.435 --> 00:04:17.355 Here is how we tie it all together. 00:04:17.685 --> 00:04:21.405 Now, one last piece that I just want to add the most expensive 00:04:21.405 --> 00:04:22.395 maintenance item on the home. 00:04:22.425 --> 00:04:22.755 Right? 00:04:22.935 --> 00:04:25.275 Well, generally speaking, and I know we've had some pretty 00:04:25.275 --> 00:04:27.465 wild, uh, rate increases here. 00:04:27.465 --> 00:04:32.415 I mean, up to 20% quarterly, the price of roofing is compounding at a higher 00:04:32.415 --> 00:04:35.445 rate than, than the S and P 500 has performed over the last 50 years. 00:04:35.715 --> 00:04:37.215 We are seeing just, wow. 00:04:38.010 --> 00:04:38.940 Rate increases. 00:04:39.240 --> 00:04:42.420 So a roof today at today's rate increases. 00:04:42.420 --> 00:04:46.770 And I just ran a really simple projection just to sh to spell this out a $15,000 00:04:46.770 --> 00:04:49.890 roof today at a 10%, excuse me. 00:04:49.920 --> 00:04:53.970 Oops, 10% quarterly increases, which by the way, we see these rate increases 00:04:53.970 --> 00:04:58.290 from our suppliers over five years, that roof's going to cost over $25,000. 00:04:58.680 --> 00:05:02.190 So what I, the reason I share this with you is that's again, that's in five years. 00:05:02.520 --> 00:05:03.600 So even if the whole. 00:05:04.830 --> 00:05:05.610 Has a claim. 00:05:05.610 --> 00:05:06.870 They don't want to do anything about it. 00:05:06.870 --> 00:05:08.220 And then they have to replace the rear. 00:05:08.240 --> 00:05:09.120 Five-year sooner. 00:05:09.300 --> 00:05:14.880 That's a net $10,000 more that they have to pay for their roof. 00:05:15.630 --> 00:05:16.950 This is a big deal. 00:05:17.190 --> 00:05:20.370 So the insurance company knows it's the most expensive roofing goes up. 00:05:20.580 --> 00:05:22.890 You have to spend more money to replace your roof. 00:05:22.950 --> 00:05:26.220 Out-of-pocket later, it's going to cost you a ton more money because the price is. 00:05:27.600 --> 00:05:31.440 So now, how do we make this easier to understand for homeowners? 00:05:31.890 --> 00:05:33.540 I love using car and truck analogy. 00:05:33.540 --> 00:05:35.340 So I'll say that Mr. 00:05:35.340 --> 00:05:41.100 Homeowner, imagine you buy yourself a brand new Ford F150 and it's 00:05:41.100 --> 00:05:45.510 $45,000 and you expect you're the kind of person that, that will buy a 00:05:45.510 --> 00:05:46.880 vehicle and run it through its life. 00:05:46.910 --> 00:05:48.690 You're like, I'm going to have this thing for the next 200 years. 00:05:49.665 --> 00:05:53.655 Well, what if something happened or the vehicle was stolen and 00:05:54.285 --> 00:05:56.055 really driven ragged, right. 00:05:56.055 --> 00:05:58.785 And then recovered and you say, Hey, this thing's only gonna last me 00:05:58.785 --> 00:06:01.365 another 25,000 miles or 50,000 miles. 00:06:01.665 --> 00:06:03.405 You were expecting 200,000 mile. 00:06:03.405 --> 00:06:06.375 Life's a service life from, from your investment in your new truck. 00:06:06.705 --> 00:06:09.075 Well, now all of a sudden you find out it's only going to last 00:06:09.075 --> 00:06:11.745 another five more years, aren't you going to do something about it? 00:06:12.075 --> 00:06:13.425 Otherwise it's up to you. 00:06:13.425 --> 00:06:17.175 You're going to buy a brand new vehicle 10 years, sooner, five 00:06:17.175 --> 00:06:18.225 years sooner, whatever the case is. 00:06:19.110 --> 00:06:24.330 Then you expected, this is why people decide to pursue the roof claim with 00:06:24.330 --> 00:06:27.480 their insurance, because it is the most expensive maintenance item, 00:06:27.480 --> 00:06:31.620 meaning it will wear out if you choose not to do anything, even with the 00:06:31.620 --> 00:06:35.130 small damage we found the lifespan of the roof will be reduced, which 00:06:35.130 --> 00:06:39.000 means that you will be required at some point in time to replace that. 00:06:39.000 --> 00:06:42.660 And if that's not in a future insurance claim that will be coming out of pocket 00:06:42.750 --> 00:06:44.460 and their rate goes up tremendously. 00:06:44.820 --> 00:06:45.530 And then the last. 00:06:46.275 --> 00:06:49.725 Is that when there is damage, we don't want the insurance company 00:06:49.725 --> 00:06:52.815 nor us, nor you want any future damage occurring in the home. 00:06:53.265 --> 00:06:57.735 Now, worst case, if any of the areas we've identified on your roof do become 00:06:57.735 --> 00:07:00.165 problematic in there is interior damage. 00:07:00.435 --> 00:07:04.545 The insurance company won't cover it unless you filed a claim. 00:07:04.725 --> 00:07:08.985 So if this happens three years from now, you're kind of outside that opportunity 00:07:08.985 --> 00:07:11.085 of taking action on using the insurance. 00:07:11.805 --> 00:07:15.975 All of that liability and financial responsibility falls on you. 00:07:16.395 --> 00:07:20.055 And for those reasons, the people we serve, even if the damage seems 00:07:20.055 --> 00:07:25.005 marginal or smaller, the property owners decide to say, Hey, you know what? 00:07:25.005 --> 00:07:28.005 I've been paying my premiums month over month, year over year. 00:07:28.425 --> 00:07:31.305 And I am protecting a financial investment of mine. 00:07:32.085 --> 00:07:35.955 It is my right to use the service, which insurance is a service 00:07:35.955 --> 00:07:36.855 that I've been paying for. 00:07:37.455 --> 00:07:38.145 And there you have it. 00:07:38.534 --> 00:07:38.835 Now. 00:07:38.865 --> 00:07:39.945 I hope this video helps you. 00:07:40.635 --> 00:07:44.565 Communicate clearly to homeowners by leading them like a horse to water, to 00:07:44.565 --> 00:07:48.225 make an informed decision and taking the time to educate them on the true matters 00:07:48.225 --> 00:07:52.305 of why the insurance company covers the roof and feel free to use my story 00:07:52.305 --> 00:07:55.845 about the Ford F-150 or reference the vehicle that they have in the driveway. 00:07:56.265 --> 00:07:57.585 Hey, thanks for joining me today. 00:07:57.585 --> 00:07:58.995 And just because our time's about to run. 00:08:00.045 --> 00:08:03.765 Doesn't mean you're in my time has to, so if you haven't yet done it, I'd like 00:08:03.765 --> 00:08:05.235 to get you a free copy of my pitch. 00:08:05.235 --> 00:08:07.005 Like a pro roofing sales training, video library. 00:08:07.065 --> 00:08:07.875 It's available right here. 00:08:07.875 --> 00:08:11.235 It's every video I've ever done organized by category for easy bingeing. 00:08:11.235 --> 00:08:14.265 And it's a great reference tool on key topics like objections 00:08:14.265 --> 00:08:15.465 and pitching and canvassing. 00:08:15.825 --> 00:08:18.555 Uh, I also have some starter paths for new people. 00:08:18.585 --> 00:08:21.105 So owners, it might be a good thing for you to pass on to your team. 00:08:21.465 --> 00:08:23.655 And if you like this video, you're going to like a whole lot 00:08:23.655 --> 00:08:25.845 more, cause YouTube thinks you're really going to dig this one. 00:08:26.235 --> 00:08:26.745 I'll see you soon.