Adam Bensman (the "roof strategist") explains a practical method salespeople can use when homeowners say "I already paid my deductible." He recommends anchoring the deductible to a medical copay analogy, showing carrier paperwork (example: State Farm cover page) that states the insured hires the contractor and that the insurer pays losses in excess of the deductible, and telling homeowners their contribution (the deductible) is paid directly to the contractor they choose. The video also promotes free training resources and paid team training, and provides a demo SMS number and description link.
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That feeling when the homeowner says, I already paid my deductible and you and I just want to bash our head on the wall, be like, no, you didn't. But we obviously need to approach this the right way. We need to communicate to homeowners, educate them, and if we don't do this, we end up losing the deal. So in this video, I'm going to share with you a bulletproof method to remove the confusion from homeowners and explain the fact that they did not in fact, already pay their deductible. We're even going to be using the paperwork provided from the insurance carriers and I'll be referencing a State Farm cover page. However, this stuff is on many other carriers cover pages as well. So let's get to it. Before we do just a quick welcome or welcome back. Adam Bensman here, the roof strategist. And everything that I do here on my channel is designed to help you and your team smash your income goal and give every customer an amazing experience. So if you like this video and you want more, maybe you need help tackling the deductible objections like, I don't want to pay my deductible. My insurance company told me to get three estimates. All of that and more is waiting for you inside my free training center. There's no catch. You can click the link in the description below and it's going to bring you right inside my free training center. And in here you're going to find a whole bunch of stuff like the pre launch for my new book, my video training library, the roof claims crash course, my recommended reading list, 10 clothing techniques for every situation, the wildly profitable sales system, a remote selling system, recommended resources, and more. And again, there's no catch. So click the link in the description right now and you can get in there for free. All right, now let's get to today's topic of homeowners that think that they've paid their deductible. First, what we want to do is lay the groundwork. And what I like to do in this respect is to anchor the idea of their deductible to a medical copay. That would go like this, Mr. Homeowner, your deductible is like a medical copay. So for example, it would go like this. Let's say you had a knee surgery that was $15,000. You go get the procedure. When you're there, your contribution, you pay the doctor directly, right? You're not paying the insurance company and they're paying you directly. Your contribution at the medical facility is to hand over your credit card or your HSA or whatever it is you're using, and your contribution will be your medical copay, which is just like your deductible, which would be 2,000. Now, for example, if the knee surgery wasn't 15,000, but it was 20,000, what's your contribution? It's still 2,000. That would be paid directly to the doctor or surgeon of your choice. And then in the event that the surgery is less money, what's your contribution? It's still your copay, which is the same 2000. It works the same way with a roofing claim, which means that you get to choose whichever roofing company you wish to work with, and the deductible will be paid to the contractor of choice. And you can see right here from the State Farm language, we're going to scroll up and I'm going to zoom in here and just share this with you. It says, it is understood that the contractor is hired by you, are insured, and they work for you, not State Farm. Okay? So again, right here, this means that we are not employed by State Farm. You hire us and we work for you, not State Farm. All right? And then we can scroll down to the COVID page that will give you this kind of sample overview, the brief, excuse me, of the scope. And then there's this section right there on deductible. It says the insurer will pay for losses up to the policy limits in excess of your applicable deductible. In other words, Mr. Homeowner, you will be contributing your deductible, no more, no less. And that will come directly to us. And then State Farm covers everything else. And then we can explain further when we look into the summary over here, there are line items. So if we scroll down, it says summary, and then we've got less deductible right here, okay? Which means, Mr. Homeowner, that as the paperwork says, you get to hire the contractor of choice, your contribution will be your deductible. And then State Farm will cover anything beyond that. And again, that deductible is paid directly to a contractor that you choose. In this case, it would be us. And there you have it, a really simple way to communicate the deductible using the anchoring of a medical copay and the language itself from the carriers. Now, use this technique. And you, my friend, will get past that objection like that. Now, I know that there's other ways to get past this objection, so if I missed any, please do share it in the comment section below. That's one thing I love about what I do is I get to learn from you guys. And every time comments get dropped in the chat it creates a really rich discussion and we can all learn together because a rising tide does indeed lift all boats. Now a few resources to help you implement this. I have some free and one paid in free will. Start with the free Training center. When you're in there and you pop into the pitch like a pro roofing sales training video library. I have an entire section in there on you're going to find tons of videos by the way in the objections category on the deductible piece and I go into great detail. Next is maybe you're interested in taking the next step and want your team trained up with a bulletproof method of closing sales in the home. Learning how to overcome this stuff using my car park formula in the in depth strategy teaching sales reps what to say and do every step of the way when they're in the house so they can leave with a signed deal including how to present the contingency the right way so the homeowners want to sign it. So whether that's for you or your team, there's a link in the description below for you to learn more. Or you can text the word demo to 303-222-7133. That's demo D E M O to 303-222-7133. Now I hope this helps you get past the I already paid my deductible objection and start closing more deals. So just because our time here is about to wrap up doesn't mean your and my time has to. So if you haven't yet done it, click right here and get into my free Training center. There's no catch or Hang with me right here on YouTube. Jump into this video and I want to teach you how to overcome that issue of I need three estimates because my insurance company told me we'll help you tackle that one too. That's all for now. We'll see you guys on the next one. Ciao.
