WEBVTT NOTE This file was generated by Descript 00:00:00.390 --> 00:00:02.490 How do you explain supplements to homeowners? 00:00:02.490 --> 00:00:05.070 Because when you're dealing with an insurance claim and then you 00:00:05.070 --> 00:00:08.580 do all this work, the insurance may not have paid appropriately. 00:00:08.820 --> 00:00:09.660 There's a supplement. 00:00:09.660 --> 00:00:11.490 And at the end of the day, the homeowner doesn't really know what 00:00:11.490 --> 00:00:12.810 it is or they want to keep it. 00:00:12.810 --> 00:00:13.920 They don't understand why you have it. 00:00:14.100 --> 00:00:16.740 They might even think that you're trying to come after their 00:00:16.740 --> 00:00:18.270 insurance company for more money. 00:00:18.480 --> 00:00:19.410 Hey, I've seen it all. 00:00:19.440 --> 00:00:20.310 I've heard it all. 00:00:20.310 --> 00:00:22.440 And in this video, I'm going to be teaching you my simple 00:00:22.440 --> 00:00:25.020 method to explaining supplements. 00:00:25.990 --> 00:00:30.550 But also doing so in a way that allows you to lock in more deals 00:00:30.550 --> 00:00:31.930 and to flip the script around. 00:00:31.930 --> 00:00:34.780 And what I mean by that is so many homeowners are concerned about 00:00:34.780 --> 00:00:36.280 their deductible costs, right? 00:00:36.550 --> 00:00:39.130 And they think that the supplement is like free money. 00:00:39.430 --> 00:00:43.629 So instead, I'm going to be teaching you this method so that the homeowner 00:00:43.629 --> 00:00:46.480 looks to you as the leading expert, and you are here to keep them 00:00:46.480 --> 00:00:48.010 safe more on that in a minute. 00:00:48.430 --> 00:00:49.150 Hey, first I want to say. 00:00:49.779 --> 00:00:50.500 We're welcome back. 00:00:50.500 --> 00:00:52.389 My name is Adam Desmon, the roof strategist, and I'm 00:00:52.389 --> 00:00:53.319 really glad to have you here. 00:00:53.620 --> 00:00:57.610 My mission with everything that I do is to help you and your team smash 00:00:57.610 --> 00:01:01.179 your income goal and give every customer an amazing experience. 00:01:01.480 --> 00:01:04.750 And part of that amazing experience is understanding what's coming next, how 00:01:04.750 --> 00:01:08.800 this insurance process is going to work, because if we don't do this the right 00:01:08.800 --> 00:01:12.820 way, we risk not collecting money and better views, neither of which we want. 00:01:12.970 --> 00:01:17.170 So when we do this effectively and you start explaining supplements 00:01:17.199 --> 00:01:21.395 straight out of the gate, And I'm talking about when we are picking 00:01:21.395 --> 00:01:23.075 colors, so they know what can come. 00:01:23.525 --> 00:01:27.365 We're going to have raving fans who collect, who give us good 00:01:27.365 --> 00:01:30.455 reviews and homeowners who are happy to send us referrals. 00:01:30.965 --> 00:01:31.445 All right. 00:01:31.775 --> 00:01:33.095 Last free offer for you. 00:01:33.185 --> 00:01:34.055 If you haven't yet done it. 00:01:34.085 --> 00:01:36.695 I want you to head on over to the roof, strategist.com right now, 00:01:36.905 --> 00:01:38.105 and get a free copy of my pitch. 00:01:38.105 --> 00:01:40.085 Like a pro roofing sales training via library. 00:01:40.325 --> 00:01:43.025 There are thousands of people who've downloaded this many of 00:01:43.025 --> 00:01:45.395 which have sent feedback that you can see here on this page. 00:01:45.615 --> 00:01:47.365 When you just enter your name and email, I'm gonna send you to a. 00:01:48.539 --> 00:01:51.360 At website, we'll have a link with the most up-to-date version cause we 00:01:51.420 --> 00:01:54.149 update it pretty much every other week. 00:01:54.360 --> 00:01:57.000 So that way you have access to binge at your heart's content 00:01:57.000 --> 00:01:58.919 at the category that you want. 00:01:58.919 --> 00:02:01.860 And it becomes a really great and free tool for you to use. 00:02:01.949 --> 00:02:03.600 So if you like these videos, you're going to love this. 00:02:03.990 --> 00:02:05.970 It's available for free through shadows.com and you can 00:02:05.970 --> 00:02:07.360 download a free copy of the. 00:02:08.055 --> 00:02:11.625 Uh, using, excuse me, link inside the video description below. 00:02:12.195 --> 00:02:12.645 All right. 00:02:12.645 --> 00:02:16.125 Let's talk supplements first things first. 00:02:16.245 --> 00:02:18.105 When do we explain supplements? 00:02:18.975 --> 00:02:19.995 In my opinion. 00:02:20.145 --> 00:02:24.195 We want to explain this when we're picking colors at the latest, so picking 00:02:24.195 --> 00:02:28.845 colors, or when we get our deposit check for us, we did the deposit check 00:02:28.845 --> 00:02:32.595 when picking colors, some companies might go over this when signing the 00:02:32.595 --> 00:02:37.035 contingency agreement, which you can do, but at the absolute latest, you 00:02:37.035 --> 00:02:41.505 want to address this when picking colors now, why do we want to do this? 00:02:41.655 --> 00:02:43.845 So the homeowner will actually pay us. 00:02:44.325 --> 00:02:45.335 And so there. 00:02:46.390 --> 00:02:51.430 Alright, and now is getting into the nitty gritty, which is what we do first things. 00:02:51.430 --> 00:02:55.660 First, what we need to do when educating the homeowner is break 00:02:55.660 --> 00:02:58.540 the emotional attachment of money. 00:02:58.720 --> 00:03:00.820 So homeowners view money. 00:03:00.850 --> 00:03:01.300 Very. 00:03:01.970 --> 00:03:07.430 It's personal and they don't understand how this whole thing works, how 00:03:07.430 --> 00:03:09.530 supplements work, how Xactimate works. 00:03:09.800 --> 00:03:12.740 So they just see, oh, you were negotiating with the insurance company. 00:03:12.740 --> 00:03:15.980 They feel like we basically just called the insurance that I think I can rake 00:03:15.980 --> 00:03:17.720 you over for a few more thousand dollars. 00:03:18.050 --> 00:03:19.460 They don't understand it. 00:03:19.670 --> 00:03:26.150 So we need to do is completely break down this emotional attachment and instead 00:03:26.300 --> 00:03:28.910 focus on this, which is my favorite. 00:03:29.700 --> 00:03:35.310 Uh, assessment, which is more emotional to you, money or an assessment money. 00:03:35.370 --> 00:03:35.700 Duh. 00:03:35.880 --> 00:03:42.480 So what is an assessment in assessment is a wholly objective analysis and 00:03:42.480 --> 00:03:44.700 objective analysis of what's damaged. 00:03:45.060 --> 00:03:47.340 So this is how we can explain to a homeowner. 00:03:47.760 --> 00:03:52.170 Peggy, my job here is to not be concerned about the price of your roof. 00:03:52.200 --> 00:03:53.280 And I'll be honest with you, frankly. 00:03:53.280 --> 00:03:54.450 I don't care about the price. 00:03:54.960 --> 00:03:56.100 Now, the reason I can say that. 00:03:57.179 --> 00:04:02.369 Is that we use a third party estimating platform and it's the same one that the 00:04:02.369 --> 00:04:06.540 insurance companies, in fact, that's why we use it and it's called Xactimate. 00:04:06.959 --> 00:04:11.399 And when we use Xactimate, all that they're concerned about is 00:04:11.489 --> 00:04:14.130 the material type in the quantity. 00:04:14.370 --> 00:04:17.899 So what we can do is say, Hey, Your roof shingles are damaged and 00:04:17.899 --> 00:04:19.790 there's X amount, the quantity. 00:04:20.029 --> 00:04:21.200 And then we type in a code. 00:04:21.200 --> 00:04:25.909 So it's going to say RFG 300, for example, which means nothing to the 00:04:25.909 --> 00:04:29.780 average person and then the quantity, how many, and that measurement will be 00:04:29.780 --> 00:04:31.640 in squares or per hundred square feet. 00:04:31.940 --> 00:04:34.310 And as we assess the damage. 00:04:34.799 --> 00:04:39.419 It's not only what building products are there, but how we need to get that roof 00:04:39.419 --> 00:04:42.030 installed very similar to your vehicle. 00:04:42.090 --> 00:04:45.900 If you needed to do some work on your transmission, there might be other things 00:04:45.900 --> 00:04:50.460 they need to disconnect or, you know, uh, remove the transmission or sometimes 00:04:50.460 --> 00:04:54.960 even take the entire engine out to access the transmission before they can drop it. 00:04:55.109 --> 00:04:55.799 So anything. 00:04:56.265 --> 00:05:00.045 To get from point a to point Z, all those steps along the way must be documented. 00:05:00.315 --> 00:05:05.745 So our job is to properly assess not only the building products, but factoring 00:05:05.745 --> 00:05:10.635 in what items are code, meaning what building code requires, what the 00:05:10.665 --> 00:05:15.345 manufacturer requires and including anything that we may discover along 00:05:15.345 --> 00:05:19.515 the way that wasn't documented by the insurance adjuster at the very beginning. 00:05:19.845 --> 00:05:20.655 And the reality is. 00:05:21.260 --> 00:05:25.430 Many of the customers we serve probably most, there are items that are left 00:05:25.430 --> 00:05:28.460 off and it may not be ill will or neglect from the insurance company. 00:05:28.700 --> 00:05:30.860 It just so happens that they're here only one time. 00:05:31.070 --> 00:05:34.940 So our job is to document all this in Xactimate. 00:05:34.940 --> 00:05:37.100 And here's why I say the price means nothing. 00:05:37.400 --> 00:05:40.280 This quantity, excuse me, the building material type and the 00:05:40.280 --> 00:05:45.110 quantity is all that matters because every month exact make controls. 00:05:45.140 --> 00:05:45.710 It's fixed prices. 00:05:46.680 --> 00:05:51.060 It's a third party pricing model where that number gets spit out 00:05:51.060 --> 00:05:54.810 based on material costs and labor costs that fluctuate monthly. 00:05:54.810 --> 00:05:57.690 And especially right now, in today's times, we're seeing material 00:05:57.690 --> 00:05:59.640 increases of seven to 12% per quarter. 00:05:59.790 --> 00:06:02.670 So they're in charge of making sure that everything is handled. 00:06:03.780 --> 00:06:04.080 All right. 00:06:04.230 --> 00:06:08.340 So that's kind of the, again, the first part is breaking the assessment versus 00:06:08.340 --> 00:06:10.500 price explaining how exactly it works. 00:06:10.680 --> 00:06:12.270 Now we're going to do, and I'm pausing. 00:06:12.270 --> 00:06:14.820 My role player is we're going to move into telling a story. 00:06:15.090 --> 00:06:17.880 So Peggy, let me tell you a story about this last roof that I installed. 00:06:18.390 --> 00:06:21.390 We got into the roof and the insurance company. 00:06:21.390 --> 00:06:21.690 Wasn't. 00:06:22.725 --> 00:06:25.485 Originally planning on replacing their ventilation. 00:06:25.515 --> 00:06:26.835 They said, Hey, you can reuse it. 00:06:27.045 --> 00:06:29.235 The vents were not paying to remove and replace those. 00:06:29.235 --> 00:06:32.565 They can be reused while the reality is you can't, they're soft metal. 00:06:32.565 --> 00:06:34.695 They get damaged when you pull things off. 00:06:34.905 --> 00:06:38.325 And the other thing is they did not compensate appropriately for 00:06:38.325 --> 00:06:42.105 the amount of ice and water shield, which is code to install on the 00:06:42.105 --> 00:06:43.725 roof and the ice and water shield. 00:06:44.530 --> 00:06:46.390 Criteria to keep your home protected. 00:06:46.570 --> 00:06:50.170 How many inches inside the heated wall, where it should be applied. 00:06:50.350 --> 00:06:54.160 And we'd simply documented that on behalf of the homeowner, what this 00:06:54.160 --> 00:07:00.010 does, is it protects you protects you from financial surprises. 00:07:00.010 --> 00:07:00.310 Okay. 00:07:00.310 --> 00:07:03.910 Cause no one likes financial surprises and the truth is one of the biggest 00:07:03.910 --> 00:07:05.320 complaints about contractors besides. 00:07:05.844 --> 00:07:10.495 Poor communication and taking too long, is it costs more than I expected and what 00:07:10.495 --> 00:07:13.555 we don't want to happen is that exactly. 00:07:13.585 --> 00:07:16.675 We don't want surprise bills falling on your shoulders. 00:07:16.915 --> 00:07:22.465 So what we do on your behalf is prepare what is called a supplement, meaning 00:07:22.885 --> 00:07:28.284 it is a proper documentation with all the photographic evidence in the exact 00:07:28.284 --> 00:07:30.175 software that the insurance company needs. 00:07:30.355 --> 00:07:34.425 We submit that to them on your behalf to say, Guess what guys you missed? 00:07:34.425 --> 00:07:35.085 X, Y, and Z. 00:07:35.115 --> 00:07:38.685 Here's all the supporting literature, whether that's code items or photographs 00:07:38.685 --> 00:07:43.635 or manufacturer installation, um, paperwork in that entire packet 00:07:43.635 --> 00:07:44.625 of evidence gets submitted. 00:07:44.805 --> 00:07:46.125 And the insurance company says, okay. 00:07:46.125 --> 00:07:48.885 And by the way, it might require some back and forth from us, but then 00:07:48.885 --> 00:07:52.604 may end up compensating that, and it doesn't change a darn thing for you. 00:07:52.905 --> 00:07:56.325 This ensures that we can give you the best possible roof, everything you 00:07:56.325 --> 00:07:59.055 deserve without any financial surprises. 00:07:59.975 --> 00:08:00.275 All right. 00:08:00.275 --> 00:08:02.135 So you see just a quick summarize what we did there. 00:08:02.435 --> 00:08:04.475 We ex we broke the emotional attachment to money. 00:08:04.475 --> 00:08:07.625 We focused on assessment, not price, totally objective, 00:08:07.625 --> 00:08:08.765 using Xactimate third-party. 00:08:08.765 --> 00:08:11.645 Then we told a story about how this has happened in the past, 00:08:11.675 --> 00:08:12.965 and that it's incredibly common. 00:08:13.355 --> 00:08:17.855 And then we talked about protecting that homeowner from financial surprises. 00:08:18.455 --> 00:08:24.215 And when you explain the supplement this way, homeowners know it's coming, 00:08:24.365 --> 00:08:26.615 everybody wants to know what to expect. 00:08:26.915 --> 00:08:28.235 So let's play lawn play along with me. 00:08:28.265 --> 00:08:28.985 Are you an Amazon prime? 00:08:29.895 --> 00:08:33.135 Most folks say yes, if you're not think of the last thing that you ordered. 00:08:34.034 --> 00:08:34.875 Did he check shipping? 00:08:35.444 --> 00:08:35.745 Yeah. 00:08:35.775 --> 00:08:36.405 See what I mean? 00:08:36.735 --> 00:08:40.064 Especially my Amazon prime people, you know, it's coming in one to two days yet. 00:08:40.064 --> 00:08:40.905 We check, check shipping. 00:08:40.905 --> 00:08:42.284 I just did the same thing the other day. 00:08:42.615 --> 00:08:45.105 And the only reason I share that story, and if it's not Amazon prime, 00:08:45.314 --> 00:08:48.314 you, we know it's on the way, but we want to know what happens next. 00:08:48.314 --> 00:08:49.064 When am I going to get it? 00:08:49.395 --> 00:08:52.694 Humans need to know what happens next. 00:08:52.935 --> 00:08:54.225 So your homeowners are the same. 00:08:54.225 --> 00:08:56.805 And when we lay that groundwork out of the gate, they know it's coming. 00:08:57.045 --> 00:08:58.485 Otherwise it's a surprise. 00:08:58.485 --> 00:08:59.564 They didn't know about the supplement. 00:08:59.715 --> 00:09:00.915 They create all these stories. 00:09:01.655 --> 00:09:03.245 Humans are funny creatures. 00:09:03.515 --> 00:09:06.695 If we don't have a narrative in place to make sense of something, 00:09:06.725 --> 00:09:08.195 we go ahead and we make it up. 00:09:08.405 --> 00:09:11.705 And if you don't start that narrative or that story first, your homeowner 00:09:11.705 --> 00:09:14.795 thinks you're a slime ball, a sleazeball greedy negotiating with the insurance, 00:09:14.795 --> 00:09:18.005 trying to take them money that they deserve, whatever the case may be. 00:09:18.005 --> 00:09:18.965 You've probably experienced it. 00:09:18.965 --> 00:09:21.485 Haven't you, if you have a funny story, I might drop a comment below. 00:09:21.935 --> 00:09:25.235 So now you know how to explain supplements to homeowners. 00:09:25.385 --> 00:09:25.685 And when. 00:09:26.640 --> 00:09:27.090 Right. 00:09:27.120 --> 00:09:30.030 When you pick up your check and you select colors. 00:09:30.330 --> 00:09:32.310 Hey, thanks for joining me in today's video. 00:09:32.550 --> 00:09:35.730 If you liked this video and you want more, I highly recommend 00:09:35.730 --> 00:09:37.050 you hop into this playlist. 00:09:37.080 --> 00:09:40.439 I've done some more and interviewed some really great people who are really 00:09:40.439 --> 00:09:43.470 good at supplementing and code items and making sure that your insurance 00:09:43.470 --> 00:09:45.600 claims are covered appropriately. 00:09:46.314 --> 00:09:47.005 For everybody. 00:09:47.275 --> 00:09:49.915 And if you haven't yet done it, I'd love to have you as a member of the community. 00:09:50.125 --> 00:09:52.375 Click that subscribe button you're in good company. 00:09:52.645 --> 00:09:54.175 If you liked the video, give it a thumbs up. 00:09:54.355 --> 00:09:55.464 Hey, that's all for this one. 00:09:55.525 --> 00:09:56.814 And I'll see you on the next video.