How to Make End of Season Roofing Sales or Work "OId" Storms

Hey, guys, Adam here, the roof strategist. Today we are talking about how to work end of season storm damage. It depends if you're in the southern market or the northern market. Your storm season starts at a different time. Typically, the southern market is going to start early spring where the northern market might get hail all the way into the fall. And we have 12 months from data loss, meaning when that storm hit for the homeowner to file a claim and get the work done. Now, every insurance carrier has a different policy on how they handle this. Some will give you only six months to file a claim. Others will give you 12 months. Some want the work done within 12 months. Others want it at least the claim filed in 12 months and we'll give you an extension. But either way, general rule of thumb is they have 12 months. So one year from data loss from the storm. Okay. And data loss is the insurance jargon for when the home got damaged. So a lot of guys say, hey, you know, I really don't go out knocking doors in November, December, January. The storm happened here. Now, I want to challenge you. Yeah, guys, it sucks to be out in the cold. But no matter where you are, there's always good weather days where it's sunny out, maybe the roof isn't frozen, maybe it's cold, but there's no snow on the roof because the sun is really blasting down and melting everything. And if you're in the south and it's really not cold, I know you guys always complain about the cold. Oh, it's 40 degrees, guys. I live in the mountains. 40 degrees. Come on, it's like 10 degrees with 100 mile an hour winds. We're still outside, so get out there and get after it. Now I'm going to give you some tips because truthfully, end of season is a powerful time to make sales when you do it right. And this video is going to teach you how. So let's first talk about psychological motivators. What makes someone make a decision on something? There's a few powerful decision makers. Now, let me give you an example. If I said this to you, if I said, hey, I can do your roof, here's my estimate. Call me anytime you want. When is someone going to make that decision? Now. Nah. Later. Nope. They're going to make the decision because people procrastinate at the last possible opportunity. So here's what happens. We need to remind people of the urgency to get this done because if they don't, there's a couple bad things that happen and I'm going to share them with you right now. So first and foremost, we have urgency, because urgency is a powerful motivator. This, my friend, is why you get coupons in the mail that say, come in now for our Memorial Day sale or whatever. Day sale, one day only. This is urgency with another accompanying psychological principle, which is called time pressure. Time pressure means crap or get off the pot. Right now is your time to do something. So time pressure, meaning Mr. And Mrs. Homeowner, the storm happened back in April. We have until the following April to file the claim and get the work done. It's important that we get this process underway right now, because being January, it's cold out, the adjuster has to come out, and that gives us a short window to work within the weather to get the installation done. Otherwise, we aren't able to do this. And I want to explain those consequences to you in a moment. Let's talk about that as well. We have urgency, we have time pressure, and then we have consequences. So I'll give you another example of consequences. I used teeth brushing the other day. We're talking about how to get a child to brush its teeth, but to just say, hey, you should brush your teeth. It's good for you. That's only a motivator enough for so much information, right? They're like, okay, well, I know it's good for me, but I could skip a day or two. But if we share the consequences, like, hey, if you don't brush your teeth, you're going to get cavities, you're going to rot all your teeth out. And by the time you're 20, you're not going to have a smile. You're going to be doing a gummy smile, like, right? So now all of a sudden, we have urgency, we have time pressure, we have consequences. So what are the consequences in this? In a situation, the consequences to the homeowner is the inability to do the roof. But most importantly, it is not having their roof insured any longer. Guys, when I finally learned that this is actually how it works, this transformed my ability to make sales. I'm going to guess this has happened to you. And this comes into another objection. The damage wasn't that bad, so I just want to pocket the money because I don't think my roof needs to get done now. I'll save it for a few years. Guess what? You, Mr. And Mrs. Homeowner, have been paid out on a claim. And this helps for two different scenarios with the time pressure, the urgency and the consequences. So they have 12 months from the Date of loss to file the claim, get it approved, get the work done, file for depreciation, urgency, time pressure. Okay, makes sense. Now let's say they don't file the claim within there. We have consequence number one. Your roof is damaged and it will be. Guess what, Mr. And Mrs. Homeowner, you had a 30 year shingle up there. It has been obliterated by hail. It doesn't look like much. Now it's going to freeze and thaw, there's going to be rain, those granules are going to loosen up. The mat of the shingle will be exposed to the UV rays of the sun, that shingle will rot out and your roof will last a lot less. So even though it's not important now, your roof is going to last a lot less. Less than it ought to use the analogy of a car too. It's almost like saying, hey, you bought 40,000 mile tires, your car got stolen, a neighborhood kid was doing donuts, smoked the tires, and now you're gonna have to replace your tires in 5,000 miles instead of 40,000. Do you want to spend $1,000 on new tires three years earlier? Heck no. Right, so lower life expectancy, lower life of the roof. Alright, that's consequence one. Consequence two, sales. They want to go sell their home later. This has happened to me, by the way. These are all true stories. None of this is fabricated. I experienced this stuff firsthand. Number two that happens is the homeowner goes to sell their home. Two years down the road, the home inspector shows up, says there's hail damage. Now that homeowner's got to come out of pocket to get the roof replaced so they can sell their house. So anytime they're going to potentially sell their home, there will be consequences because the inspector will find the hail damage and they will note it on the report and it will need to get done oftentimes before the bank will even write the loan. It's not about negotiating. The bank will say, I'm not writing a loan on a house with a total roof. That needs to get done. Guess what, Mr. Homeowner, it's coming out of your pocket. And you can share these stories as fact consequence number three, uninsured. Now I'm not talking completely uninsured. I'm not talking the entire home isn't insured. I worked a claim that the homeowner didn't tell me that they collected from a hail damage claim three years ago. They also didn't tell me that they never did the work. So I signed the contingency lay down deal. No wonder there was hail damage. It was old damage plus new damage. Adjuster comes out, totals it, does his paperwork, goes back to the office, verbally shook my hand and told the homeowner that it was totaled. Goes back to the pump up his, excuse me, print out his claim. Sees there's an old claim that was open and never fixed. Looks side by side at the pictures, emails them to me. Same roof vent, same shingles, same step flashing. Homeowner tried to collect twice. It doesn't work like that. If they filed the claim and they had either a stage two meaning partial payment or a full payment on the roof and they don't do it, their roof is no longer insured. Tornado comes, rips the roof off, guess what? Insurance company doesn't have to pay for it because they paid on it once already. So when you have urgency, time, pressure and consequences, your pitch at the door when you are working, this actually works in your favor because people will be in a situation that need to make a decision again. Guys, the last like five videos talked about educating homeowners. People will make a different decision when they're educated, right? It's why certain habitual trends have changed with diet and exercise and all because people know better. So when you're at the house, reference it. Mr. And Mrs. Homeowner, you have 12 months. We got to do this now or else these three things happen. Lower life expectancy of the roof. If you're going to ever sell your house, most importantly, your roof will no longer be insured. So I hope this helps you make some sales at the end of the season. Guys, click like subscribe and drop those comments. And if you want to get in on my world of helping you make more money, download or Excuse me, join the 30 day sales challenge and check out my roofing sales accelerator marketing pack. There's a link in the description. Thanks for joining me. We'll see in the next one.