LockDown LIVE: Can't Knock? Get Insurance Agent Referrals With This Step-by-Step System

Foreign well, hello again everybody and welcome to Lockdown Live. Hey listen, today before we jump in, I'm super pumped to go through this with you because this is going to help get deals inked without having to knock door. It's going to piggyback on yesterday's video. Again, my name is Adam the roof strategist and welcome to another Lockdown Live. These are going on daily Monday through Friday as we all have stay at home orders and right now it's looking like at least through April. So you'll see a lot of me. Submit your questions to AdamBrainHickey.com or drop those comments and these videos will be created around what you're looking for. So today, if you can't knock doors, this is my step by step system on how to get insurance agents sending you business. Now there's two things I'm going to lead with. One, everything you're going to learn will help you get this up and going without spending a dime. Okay? You're going to get everything you need right here. Now that being said, if there are any of you that want to use my exact stuff, you're welcome to get access to it. You'll get instant access to it in my marketing battle pack. There's a link in the description below. If not, you'll see it and if you're on my email list, you'll get a link as well. So that is out of the way. Let's jump right in. If you cannot knock doors, which we cannot do right now, it is important that we get creative. More hail fell yesterday. Pretty much every time I'm doing these videos, there's more hail falling. When we can't knock doors, we need to get creative on how to get leads coming. So I'm going to erase some things and start making some notes on a step by step system for these simple tweaks for you to make into your sales process to get in front of agents and how this works to get what I call a forever pipeline of leads. Now, before I get into it, think of it like this. When you're doing out going out one to one, you go knock a door. You're sitting talking in front of one person. When you build these relationships, specifically with an insurance agent who has a book of business in the area you're working, he or she can refer you 2, 3, 4, 5, even 10 deals, you get 10 agents, just 10. Hell, even 5. Sending you business over and over. Those relationships will feed you and you won't have to knock doors. Here's how it goes. All right, so what you need to do to do this, first I'm going to tell you what not to do. Because this is what most people start doing. They think, hey, Adam, I want to start getting deals from insurance agents. So should I drive around and drop my business card off and drop food? No. Guys, these people are bombarded with free crap all the time. Paintless dent removal, windshield repair, flood damage companies. They're stopping by these agents trying to buy their business. You cannot buy business when you do this. You have to understand what the agent wants. So before we go into the step by step system, think of this. What does the agent want? Okay, Now I want to ask you, what do they want? They want to do three things. One, they want to be a hero. Okay? Why do they want to be a hero? Because they want. Man, my handwriting is horrible, isn't it? They want to be a hero because they want their customers, their clients to say, to refer them business. They want to look great, too. Okay? They want to know what's going on. I'm going to say, know what's up. An insurance agent who doesn't have any idea of what's going on in the claims process does not look good. Okay? People are paying their premiums. If they don't know what's going on, they're not going to be able to provide good service and they're going to lose it. Okay? They also want. I'm actually going to add to this. I said three originally. They want retention. Here's the thing. People pay their premiums year after year after year. If you know what the insurance agent wants in, we're listing it. And you can put your pitch around filling these needs. You will get business. Okay? Now they want retention. And the last thing that they'll often want is, is a first opinion. Okay? Meaning homeowner calls. I have hail damage. They don't know if they want to file the claim. They want a contractor to go out and get their eyes on it before a claim's filed. This is what they want. They want to be here. They want to know what's up. They want to retain people by creating a good experience, and they want a first opinion at some point. They will also want referrals. We'll touch on that later. Okay? So now that we know what they want, we can move into the system. What we need to do is approach these agents and I'll share how with you in a minute. We need to approach the agents in a way that gives them what they want and doesn't make it about me. Guys, we all know this. Everyone asks the question, well, what's in it for me? Okay, so when you can make it all about them, you will get callbacks, you will build relationships, you'll get people taking you up on it versus stop being like, hey, here's my business card and here's some cookies from the local thing in a. A two liter bottle of coke. Next time you have roofing deals, can you guys give me a call? Like, this doesn't work and this is what everybody does. You need to provide a tremendous amount of value. So here's how to do it. Don't go out cold, okay? Warm. You guys have been watching this channel long enough. I'm going to write down the word warm. What do I mean by warm? Warm means you're not going cold. You're not cold dialing or ripping through phone numbers trying to get in touch with agents. You're going up to warm agents. What is a warm agent? That is the agent of your customer. Freaking easy, guys. Here's what you do. Let me pick up. Oh, I don't need that one. I use this one. So simple steps to work in your workflow. Are we good here? You wrote this down or re watch. I'm gonna erase. Now we're getting into the step by step system again. You're gonna get everything that you need to start using this on your own without paying a dime. I'm not withholding anything. If you want to use my stuff, you can. It's included in the battle pack. You'll get instant access to it. I have 100% no BS money back guarantee. Email me if you have any questions. I'll take care of you step by step. Okay? No B.S. this is it. When you sign a deal on the contingency sign, ask homeowner. I'm just calling it ho for this, for agent info. Okay, easy. You sign the deal and you say, hey, Mr. Homeowner, I'm really excited to help you through this process. I'm going to make this entire thing as easy as humanly possible for you. Now, part of that is getting in touch with your insurance agent because we like to go above and beyond in our service to keep them informed throughout the process. That helps them, that helps you. Everybody wins. So who is your insurance agent? Now again, that's different. Not all will have an agent. Some might have bought directly through GEICO or, you know, American Family Online or something. But. So you're going to get this name, phone, email. Now what happens if they don't have it. The Internet is a powerful tool. Jake Gillen, State Farm Insurance, Akron, Ohio. Boom. There it is. You're going to find it right easy. So you ask the homeowner for the name of the agent, the phone, the email. Then what you're going to do is you're going to email the agent. I do have this exact letter that I use because there's four of them that I use. I'm going to walk into that. You email the agent, the introduction to introduce yourself. I'm going to give you the high level of what should go in that email. Okay. What goes in this email, you want to use a subject line that captures their attention, that's specific to their customer. So example about your. Your a mutual client and then their last name or about a claim at this. So use the. The homeowner's name or last name. Okay. About our mutual customer. Then you introduce yourself. Hey, my name is Adam Bensman, the roof strategist. I wanted to reach out and introduce myself. I'm assisting so and so through the claims process and I'd like to make this process as easy as possible to help you look like a hero. What I can do for you, if you're interested and all you need to do is reply is get back with me and let me know if you want me to keep you up to date on the process when we get the job scheduled. By the way, it's important that you follow through on this. So watch this, make sure you follow through that when the job schedule, when it's complete and all that. Okay, so now, boom. Value, appealing to what they want, retention, look like a hero, everything. Now two other little. I'm going to go on two side tangents. Side tangent. One, it's really great to educate homeowners on insurance. Let them know to maximize their coverage. You can let your, um, you can let the agents know that you'll have this conversation with your homeowner. So they, it's a good time for them to talk to increase coverage. Right. Maybe they're going to add other things. So you're helping them make earn more business also. Okay, so if you make these claims, you got to back them. So if you, if you're not going to do the updates to the client or, excuse me, to the insurance agent about the customer or the homeowner, don't say it. I recommend it because it's super easy. Why wouldn't you pad the relationship? Much easier to maintain a relationship than it is to earn a new one. Okay, so you're going to email the agent, introduce yourself. Then if they want that information, they're going to reply. The other three letters go out after when the job is scheduled, when the job is complete, and then afterwards, okay, a little bit while after. So the other thing that you're going to do for the agent is invite them to send you referrals in a classy way. You cannot and should not ever incentivize them financially with gifts, anything. This is an exchange of professional value that makes you look like a professional. Two, I do not believe it is legal, ethical or anyhow appropriate for an agent to get paid to send you business on a claim that they wrote. It just doesn't add up. So what you can say is, hey, what I'd love to do for you is provide you priority status. Anyone, whether it's friends, by the way, this is a psychology tool. You list out the people they could refer. Whether it's friends, family members, co workers or clients, Anyone you refer my way, I promise priority service. I will get out there and I'll personally get my eyes on that property. To what. Let you know what I find before filing a claim. Okay, I'm going to talk about relationship management in a second. So you're going to email them. Then you're going to call and follow up from the email. Easy, guys. You see this every deal you do. If you work 100 jobs in a year, that's 100 contacts for insurance agents. I know there's going to be some overlap. How many? I want you to think about this right now. Imagine if you, even if you signed just 50 jobs and you called 50 insurance agents and you gave them this pitch about helping them look like a hero. Introducing yourself to make it easier for them for the homeowner. Letting the agent know that you're going to advise the homeowner to sit down with you to look at coverage, see if there's anything else to add. Maybe it's matching endorsements. Maybe it's going to full RCV as opposed to ACV after a certain time period. Whatever it is, the insurance agent is going to make more money, help them with retention. Do you think, do you think that you could get build a relationship that they're going to send you business? Yes, of course you can. It is a simple system. Sign, get the homeowner's info, contact them. If you don't have it, look it up. Okay. Email the agent, call and follow up once you make the initial contact, then you send the future emails. Okay, so you're going to send that email with excuse me, when the job is scheduled, when you file for depreciation and then after. Right. Follow up. I'm just going to write F U. That's not fu, that's follow up. Okay. Oh, looks like. And it didn't even make the screen anyway. So depreciation and then follow up. Okay, easy. All right, now you have all the tools you need. I'm going to quick run through this. Every customer you sign, get the homeowner's insurance agent info. Look it up. If they don't have it on hand, you need their name, phone, email, email the agent the letter introducing yourself. Call and follow up. Once you make contact, send the preview the next emails. That's four touch points per insurance agent. You look like a stud or stood at whatever it is, however you identify, you will look great. Okay, now here's the system. If you want this, write your own. Get a system in place. That's why by the way, my stuff, everything is just copy paste. I make it dummy proof. I did that for myself too by the way. I encourage you to do the same thing whether you use my stuff or use your own stuff. Put it together so you can copy paste so it' the same every time. It's going to save you time so you can be efficient, earn more money, build better relationships. Done. Cool. Got it. All right, now we need to focus on one last thing. By the way guys, if you have any questions that I did not hit, drop them in the chat. I will get to them when we are done with this. All right. Relationship management, managing expectations. This is a big one. If by the way, I did another video on this not super long ago and I didn't go into the detail, I did today watch that video. If you just search the channel, by the way, there's like a little search sign hourglass. If you just click videos on the channel, you can search keywords, everything. I try to make my stuff really easy to find. So if you want to find something on acing your pitch or canvassing call scripts, just use a search. So I have one in there on insurance agents I go into this in a little different angle but today is in more detail, more of a step by step process. An important thing is managing these expectations. Because if you imagine this, you go out, you say hey. The agent does call you, says hey Adam, I want you to go to Peggy's house. She's been with me for 20 years and I want to see if it's worth following a claim for the damage. By the way, this is a true Story this happened to me, and my personal agent ended up referring me a ton of work, which is how I kind of came up with this idea and started to integrate it into workflows. And the damage was very minor. So I said, listen, the damage is really minor. Now, here's the scoop. I have seen some adjusters from the same insurance company completely deny and then completely approve. So it's subjective. Hail damage is not consistent. The requirements change by insurance company and interpreted differently by an insurance adjuster. So whenever I share things with you, there may be a time where I'm going to tell you it should be replaced, and then they deny it. This happens, we call for reinspection. There's other times, which, by the way, this also happened to one of our salesmen, okay? He gets up on the roof, tells a homeowner, this was in our own backyard. Massive hailstorm in our own backyard. Says, homeowner, you have nothing to worry about. Your roof's fine. Next guy comes in, sees minor damage, goes, you know what? There's minor stuff. Call it in, calls it in. Get whole roofs totaled, okay? Gets a whole new roof. That homeowner calls us up and says, you guys don't know what the hell you're doing. The reason. And this was not me. This was one of our salesmen. And it was all in good faith, right? Like, it was very minor. My point with this is that the interpretation of hail damage is very different. The last thing you want to do is screw reputation with an agent by saying, the roof's totaled. Call it in. And the guy's like, I have no idea what that contractor was saying. Because you're always going to get two drums playing against each other, One drum playing against the next beating, and the other one. I don't know what the saying is. You get the idea. So the idea is this. You need to manage those expectations out of the gate. When you get that first referral, say, opinions are going to vary. I'm going to give you my honest opinion because that's what you're essentially paying me for. Funny, they're not actually paying you, but that's what the service that you're offering is. So when you manage those expectations upfront, you will kind of pre squash, so to speak, any of the. Hey, you told me this. And they said that out of the gate. All right, cool. That's it. That is the system. Easy enough, right? And you guys can see that if you do this, simple adaptations to your workflow. Just start with the easy one. Get the name and phone Number from an insurance agent. From, excuse me, of the insurance agent of your homeowners. Piece of cake. Then email them, call the follow up. Once they agree you want them to ask for something back, then you start dripping those other emails to stay in touch. Hey, just to let you know, the house at so and so is scheduled. Okay, then done. Hey, a job's been done. I filed for depreciation. Everything should be good to go from here. Okay, then up at the way, way, way after this is the bonus one by the way. You can say, hey, you know, it's been a little while since we finished the project. I just shot. So and so a message. Your homeowner. Encourage the homeowner to sit down with their insurance agent and review their coverage. Then you look like a superhero. The homeowner gets all the coverage they need and the insurance agent is super happy. It is a win, win, win for literally everybody wins. Homeowners protected. You're in a good spot and the insurance agent is in a good spot. All right, that is it for now. Again, you've got everything you need. Put it together into a copy paste template like I have in the battle pack. If you want the battle pack, you can get instant access to it. Everything's in there. You'll get the insurance agent thing plus everything else. Whatever you do does not matter. You have everything you need to do this without spending a penny. Get everything pre written so when you get the agent, you know what to say. When you call. When you have the email sent out, you can just literally copy paste and fill in the information you need and you'll be off to the races. All right, that is all I have for today. Sorry again for the email. Going out late. My email system is failing me. I had everything set and then it didn't work. So Troubleshooting, right? Technology is always doing something funny. But thank you guys for showing up again. Adam here, the roof strategist with Lock live live every single Monday through Friday, various times. If you want to get on the email list to get notifications and a whole bunch of other goodies and a copy of my eBook 3 Tricks to get to the Kitchen table. There's a link in the top of the description called Joining the Insiders. So it's free. Hop on in. I'd love to have you in my world. And you'll get these notifications plus some other really rad stuff. Click the thumbs up button. By the way, if you dig this video, this stuff really helps me. Like this is what people want to hear. This is what they want to. You know, I should do more of this, less of that. Hey, awesome. I just saw one come through. Thank you for that. So. And subscribe if you haven't already. You'll get notified when I'm live, so if for any reason an email goes out late, you'll get notified. Thank you all for being here. Again, remember, drop any comments. Most people are taking up on the email thing, which is awesome, but you're welcome to email me adamoofstrategist.com so the name of the channel is the Roof Strategist. There's no the. Just AdamStrategist.com drop me an email. I will see you tomorrow before the weekend for another lockdown. Live. Stay safe out there. Stay on the gas. You got this. And we will get through this together. We'll see you guys tomorrow.