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,
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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.
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And I'll see you on the next video.