Subscribe
Share
Share
Embed
Supplements? Getting accused of "going after the insurance company" for more money? Homeowners want to pocket the supplement check? Learn how to explain supplements the right way so it all goes smoothly. And so you can get paid!
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.
How do you explain
supplements to homeowners?
Because when you're dealing with
an insurance claim and then you
do all this work, the insurance
may not have paid appropriately.
There's a supplement.
And at the end of the day, the
homeowner doesn't really know what
it is or they want to keep it.
They don't understand why you have it.
They might even think that
you're trying to come after their
insurance company for more money.
Hey, I've seen it all.
I've heard it all.
And in this video, I'm going
to be teaching you my simple
method to explaining supplements.
But also doing so in a way that
allows you to lock in more deals
and to flip the script around.
And what I mean by that is so many
homeowners are concerned about
their deductible costs, right?
And they think that the
supplement is like free money.
So instead, I'm going to be teaching
you this method so that the homeowner
looks to you as the leading expert,
and you are here to keep them
safe more on that in a minute.
Hey, first I want to say.
We're welcome back.
My name is Adam Desmon, the
roof strategist, and I'm
really glad to have you here.
My mission with everything that I do
is to help you and your team smash
your income goal and give every
customer an amazing experience.
And part of that amazing experience is
understanding what's coming next, how
this insurance process is going to work,
because if we don't do this the right
way, we risk not collecting money and
better views, neither of which we want.
So when we do this effectively and
you start explaining supplements
straight out of the gate, And I'm
talking about when we are picking
colors, so they know what can come.
We're going to have raving fans
who collect, who give us good
reviews and homeowners who are
happy to send us referrals.
All right.
Last free offer for you.
If you haven't yet done it.
I want you to head on over to the
roof, strategist.com right now,
and get a free copy of my pitch.
Like a pro roofing sales
training via library.
There are thousands of people
who've downloaded this many of
which have sent feedback that
you can see here on this page.
When you just enter your name and
email, I'm gonna send you to a.
At website, we'll have a link with
the most up-to-date version cause we
update it pretty much every other week.
So that way you have access to
binge at your heart's content
at the category that you want.
And it becomes a really great
and free tool for you to use.
So if you like these videos,
you're going to love this.
It's available for free
through shadows.com and you can
download a free copy of the.
Uh, using, excuse me, link inside
the video description below.
All right.
Let's talk supplements first things first.
When do we explain supplements?
In my opinion.
We want to explain this when we're
picking colors at the latest, so picking
colors, or when we get our deposit
check for us, we did the deposit check
when picking colors, some companies
might go over this when signing the
contingency agreement, which you can
do, but at the absolute latest, you
want to address this when picking
colors now, why do we want to do this?
So the homeowner will actually pay us.
And so there.
Alright, and now is getting into the nitty
gritty, which is what we do first things.
First, what we need to do when
educating the homeowner is break
the emotional attachment of money.
So homeowners view money.
Very.
It's personal and they don't understand
how this whole thing works, how
supplements work, how Xactimate works.
So they just see, oh, you were
negotiating with the insurance company.
They feel like we basically just called
the insurance that I think I can rake
you over for a few more thousand dollars.
They don't understand it.
So we need to do is completely break down
this emotional attachment and instead
focus on this, which is my favorite.
Uh, assessment, which is more emotional
to you, money or an assessment money.
Duh.
So what is an assessment in assessment
is a wholly objective analysis and
objective analysis of what's damaged.
So this is how we can
explain to a homeowner.
Peggy, my job here is to not be
concerned about the price of your roof.
And I'll be honest with you, frankly.
I don't care about the price.
Now, the reason I can say that.
Is that we use a third party estimating
platform and it's the same one that the
insurance companies, in fact, that's
why we use it and it's called Xactimate.
And when we use Xactimate, all
that they're concerned about is
the material type in the quantity.
So what we can do is say, Hey,
Your roof shingles are damaged and
there's X amount, the quantity.
And then we type in a code.
So it's going to say RFG 300, for
example, which means nothing to the
average person and then the quantity,
how many, and that measurement will be
in squares or per hundred square feet.
And as we assess the damage.
It's not only what building products are
there, but how we need to get that roof
installed very similar to your vehicle.
If you needed to do some work on your
transmission, there might be other things
they need to disconnect or, you know,
uh, remove the transmission or sometimes
even take the entire engine out to access
the transmission before they can drop it.
So anything.
To get from point a to point Z, all those
steps along the way must be documented.
So our job is to properly assess not
only the building products, but factoring
in what items are code, meaning what
building code requires, what the
manufacturer requires and including
anything that we may discover along
the way that wasn't documented by the
insurance adjuster at the very beginning.
And the reality is.
Many of the customers we serve probably
most, there are items that are left
off and it may not be ill will or
neglect from the insurance company.
It just so happens that
they're here only one time.
So our job is to document
all this in Xactimate.
And here's why I say
the price means nothing.
This quantity, excuse me, the
building material type and the
quantity is all that matters because
every month exact make controls.
It's fixed prices.
It's a third party pricing model
where that number gets spit out
based on material costs and labor
costs that fluctuate monthly.
And especially right now, in
today's times, we're seeing material
increases of seven to 12% per quarter.
So they're in charge of making
sure that everything is handled.
All right.
So that's kind of the, again, the first
part is breaking the assessment versus
price explaining how exactly it works.
Now we're going to do, and I'm pausing.
My role player is we're going
to move into telling a story.
So Peggy, let me tell you a story
about this last roof that I installed.
We got into the roof and
the insurance company.
Wasn't.
Originally planning on
replacing their ventilation.
They said, Hey, you can reuse it.
The vents were not paying
to remove and replace those.
They can be reused while the reality
is you can't, they're soft metal.
They get damaged when you pull things off.
And the other thing is they did
not compensate appropriately for
the amount of ice and water shield,
which is code to install on the
roof and the ice and water shield.
Criteria to keep your home protected.
How many inches inside the heated
wall, where it should be applied.
And we'd simply documented that on
behalf of the homeowner, what this
does, is it protects you protects
you from financial surprises.
Okay.
Cause no one likes financial surprises
and the truth is one of the biggest
complaints about contractors besides.
Poor communication and taking too long,
is it costs more than I expected and what
we don't want to happen is that exactly.
We don't want surprise bills
falling on your shoulders.
So what we do on your behalf is prepare
what is called a supplement, meaning
it is a proper documentation with all
the photographic evidence in the exact
software that the insurance company needs.
We submit that to them on your behalf
to say, Guess what guys you missed?
X, Y, and Z.
Here's all the supporting literature,
whether that's code items or photographs
or manufacturer installation, um,
paperwork in that entire packet
of evidence gets submitted.
And the insurance company says, okay.
And by the way, it might require
some back and forth from us, but then
may end up compensating that, and it
doesn't change a darn thing for you.
This ensures that we can give you the
best possible roof, everything you
deserve without any financial surprises.
All right.
So you see just a quick
summarize what we did there.
We ex we broke the emotional
attachment to money.
We focused on assessment,
not price, totally objective,
using Xactimate third-party.
Then we told a story about how
this has happened in the past,
and that it's incredibly common.
And then we talked about protecting
that homeowner from financial surprises.
And when you explain the supplement
this way, homeowners know it's coming,
everybody wants to know what to expect.
So let's play lawn play along with me.
Are you an Amazon prime?
Most folks say yes, if you're not think
of the last thing that you ordered.
Did he check shipping?
Yeah.
See what I mean?
Especially my Amazon prime people, you
know, it's coming in one to two days yet.
We check, check shipping.
I just did the same thing the other day.
And the only reason I share that
story, and if it's not Amazon prime,
you, we know it's on the way, but
we want to know what happens next.
When am I going to get it?
Humans need to know what happens next.
So your homeowners are the same.
And when we lay that groundwork out
of the gate, they know it's coming.
Otherwise it's a surprise.
They didn't know about the supplement.
They create all these stories.
Humans are funny creatures.
If we don't have a narrative in
place to make sense of something,
we go ahead and we make it up.
And if you don't start that narrative
or that story first, your homeowner
thinks you're a slime ball, a sleazeball
greedy negotiating with the insurance,
trying to take them money that they
deserve, whatever the case may be.
You've probably experienced it.
Haven't you, if you have a funny
story, I might drop a comment below.
So now you know how to explain
supplements to homeowners.
And when.
Right.
When you pick up your check
and you select colors.
Hey, thanks for joining
me in today's video.
If you liked this video and you
want more, I highly recommend
you hop into this playlist.
I've done some more and interviewed
some really great people who are really
good at supplementing and code items
and making sure that your insurance
claims are covered appropriately.
For everybody.
And if you haven't yet done it, I'd love
to have you as a member of the community.
Click that subscribe button
you're in good company.
If you liked the video,
give it a thumbs up.
Hey, that's all for this one.
And I'll see you on the next video.