Homeowner Won't Show You Insurance Paperwork? OBJECTION & How to BEAT it the Right Way!

So you got stonewalled by the homeowner because they won't show you the insurance paperwork, right? And then all of a sudden you're faced with this battle. Do I try to overcome it? Do I hit him head on? Do I walk away? Do I prepare an estimate? All these questions are totally normal. And in this video, I'm going to be teaching you how to overcome the issue when a homeowner won't show you the insurance paperwork. My name is Adam the roof strategist, and I help salespeople and sales teams just like you reach peak performance, have fun doing it, and smash their income goals. Now let's jump right in to how you can overcome the issue of a homeowner not showing you the insurance paperwork. First, let's talk about rule number one and lay some groundwork. This is the number one most common mistake, and it's very easily avoidable that even seasoned salespeople make. And here's how it goes. Homeowner says, like this, right? Because you know that they're just trying to play their cards close to their chest like poker. So, like, I don't want to show you the insurance paperwork. Give me your best number. So then what do you do as a contractor? You throw your punch, right? Because they throw a punch like, I'm not showing it to you. And then you can sit here and be like, here's why you need to listen to me. And that's the dance that sales people make. That's the mistake is punching back. But instead of punching it, I want you to think of it like this kind of like, I don't know if you ever studied martial arts, but aikido, that's using their energy. And instead of you punching back, you're like, right? Like Bruce Lee catching the arm. You're like, hey, hugs, not punches. Alright, so here's how you do it. Imagine this scenario for a minute and I'm going to apply it in real life. If I'm upset about something and I tell a friend, like, man, I'm really upset. And they turn to me like, quit being such a baby. You don't need to be upset. Does that make me feel better? No. But if I said to someone, man, I'm really upset, and they're like, ah, dude, I'm really sorry you're feeling that way, man. What's going on? I'm acknowledged, right? See the difference? Like, I'm being told I'm either stupid, that's how it feels, stupid for feeling, or thinking this way. And if you overcome the Objection. With your homeowners. By throwing that punch, what you're basically saying is you're stupid, Mr. Homeowner. This is the right way to do it, and you can't do that. So instead, you got to sidestep it. And here's how you do it. You acknowledge what they're saying. You validate their. Their feelings. You validate their thoughts. You let them know that they're totally normal. And what does that do? It makes them feel heard. It makes them trust you. It makes you relatable and shows your expertise and your experience. And this is how it plays out. Mr. Homeowner, I completely understand that you don't want to show me the insurance paperwork. You don't know me very well yet, and chances are you saw this complicated paperwork, and what you're trying to do is you just saw this big number at the bottom for $23,000, and you just wonder, what's fair market price? Can this guy sit, save me some money, maybe pocket some cash? Am I right? And then they're going to agree with you. Say, that's exactly what I'm thinking. So I validated them. That's step one. So avoid mistake number one. Don't throw the punch. Acknowledge, validate, restate to them what they're thinking. You know what they're thinking, right? It ain't our first rodeo. After you do that, you say, Mr. Homeowner, may I explain this process to you in a new light for you? They're going to say yes. Say, first, before I get into it, I want to explain two things to you guys. Write this down, by the way, these two things will change the game for you, I promise. Number one, Mr. Homeowner, I know this may sound shocking. I do not care about the price, and I will explain why in just a moment. Okay. Leaves them hanging on the hook there. Number two, you can choose any contractor that you like and that you trust for this project because it's under the insurance. And I'm going to explain all that. So I don't care about price, and you can choose anyone. Now that we have that out of the way, Mr. Homeowner, you have this insurance paperwork. And by the way, explain what it looks like, because then it builds your credibility. So you say, I'm sure you saw this. It's a lot of confusing code items. There's combinations of letters and numbers that mean different things with quantities of square feet and linear feet, and then there's one column with a price and the next column with another price, and then a third column with a price and you can't really make sense of it. And that's prepared on the industry standard estimating software called Xactimate, which is updated by month and by zip code to reflect the variable pricing in material and labor. This is standard. It's the fair market price. That price isn't an estimate. It is. Think of it like step by step instructions to replace your roof. Install X number feet of this, install X square feet of this, remove this first, replace this later, and all of that is spelled out. But just so happens with each one of these codes is an associated value. That's why I do not care about price. My job is to make you, the homeowner, completely whole again. So I want to be held accountable for complete transparency. So, you know, if I'm going to do your roof, I am going to work off of the insurance assessment, not the price, following each one of these line items so you know exactly what's being done. And a common mistake that many homeowners make is they'll get an estimate. And it just says remove and replace 30 squares of shingles, $10,000 for example. But let me ask you this, Mr. Homeowner. Do you happen to know any friends or family members who might have had a construction project, maybe a kitchen remodel, bath remodel or an outdoor deck? And then what happened? It went over budget because there were financial surprises. There's no accountability on this. It just says remove, replace roof. Well, what type of pipe jacks are they? Are they reusing step flashing? Are they reusing the roof to wall flashing? Are they doing ice and water shield in the valleys or w metal? And you start asking the homeowner these questions and they go, I don't know. And say, I know you don't know because there's no accountability on one of these estimates. So my job, Mr. Homeowner, is to make sure that the insurance company, which doesn't mean it's in like ill will, doesn't mean like it's evil, but they're out here once I'm out here now, be out here for the installation and I'll be out here when it's done. I'm going to do a thorough assessment of this property and document everything. I have the ability with our office to submit documentation in the industry standard and industry acceptable platform to say this was missed. So it's black and white. I just submit it with the photos, here's the code items and the amount of linear feet or square feet, and then I make sure that it is Documented. So you're no longer shopping on price. You're just saying who's going to do the best job for me to make sure that my home is put back together, period. It's that simple. And to add to this, Mr. Homeowner, can I ask you a question? What's your insurance deductible? And for this dialogue, I'm just going to use a flat number. I know there's percentages out there, but let's say they say $2,000. I say excellent. So I want you to think about this for a minute. Your deductible is $2,000, right? Which means whether the claim is $2,001 or $100,000, your only contribution, which is the contractual agreement between you and the insurance company, is two grand, period. That's it. Working with me, I will protect you from any financial surprises by documenting anything that might be covered. And again, explain the, you know, unless there's rotted decking or upgrades, anything that's outside, that could happen, let them know what might be there. So it's in your best interest, Mr. Homeowner. And I hate to see you doing yourself a disservice by trying to shop on price because the fact of the matter is, if you shop on price and you go with a cut rate quote, the result is getting cut rate work, period. That is why these low ball estimates that you have received or may receive are simply a dollar item on a pretty blank piece of paper. To leave it up to the contractor to cut the install and cut corners where they need to while still getting the job done. That's the only way it happens. And here's the game changer, guys, is what you say. And Mr. Homeowner, if you're looking for a cut rate project at cut rate prices, I simply am not willing to cut corners and sacrifice the quality of our work. And I'm not your contractor. However, if you'd like someone who's an expert in this field and has the team and resources available to get your home put back together wholly fully, the right way, with full accountability and full transparency, I think I deserve a good close look and I'd love the opportunity to serve you. Now, how would you feel about walking around your home together and reviewing this insurance paperwork to see if there might be anything missing. Boom, mic drop. And then all of a sudden the homeowner says, well, hell, I got nothing to lose, let's go take a walk. And there you've gained permission. You can walk through everything. You can highlight anything that may be missing. And then you transition to the contingency. Agree. And by following these steps, next time that you face that with a homeowner, remember this in sequence. Let's do a quick summary to tie it all together. First, don't jab back with your amazing objection handling skills. Acknowledge and validate where they're coming from, Mr. Homeowner. Totally understand. Here's what you're probably thinking right this is going to happen. This is going to happen totally normal. May I explain the process? Okay, then. Second, you're going to tell them the two things. One, you don't care about price and they can choose anyone for the project. And then you go into explaining xactimate and how the process works on assessment and not price. No contractor, no insurance restoration contractor should be talking about price. Okay. Unless you're handling like a retail deal, which is not something that I advise, then you close by asking, would you like to walk around and review the paperwork together and I'll show you if there's anything else that might be missing. It doesn't mean you're going to be supplementing, just means you're going to show them. I hope this video helps you turn those deals where a homeowner won't show you that insurance paperwork into a signed deal. But guess what? There's one more step, and I'm not going to cover it in this video, but I will in this playlist where I teach you how to use the contingency agreement as a sales tool. Continue your learning. Watch this playlist right now and if you're new here, click here to download a free copy of my pitch Like a Pro Roofing sales training video library. We'll see you in the next one.