OBJECTION: "I just want my insurance co. to handle it."

I just want my insurance company to handle it. Don't you hate that objection? And we hear it in one of two places. One is right at the door. I just want my insurance company to handle it. And it's an. It's an end all objection. Get out of here. Or we hear it at the kitchen table after we've begun presenting the contingency agreement, and the homeowner gets a little cold feet. They don't really trust you. They're like, you know, I just want my insurance company to handle it. And then maybe they'll proceed with saying, we'll call you after. Maybe we'll get an estimate or they're going to start there. However you hear it, this objection kills the deal. And it is very hard to get through. Right. Well, that is until now, because in this video, I'm going to teach you a really simple process to get past this objection. Instead of pushing, which there's this misconception in roofing sales that we educate people, which we do, by the way. There's merit to that. However, if we educate without permission, we sound like we're preaching and pushing. And no one likes to feel like they're being preached at or told what to do. So we're going to break all that down and more. And I'm going to leave you with a really simple strategy that you're going to be able to use the very next time that you're out knocking doors or going through a contingency to get past the objection. I just want my insurance company to handle it. First, a quick welcome or welcome back. Adam Bensman here, the roof strategist. And thank you so much for spending your very valuable time with me. My mission is 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, I invite you to join me inside my free training center. There's no catch. There's a link in the description. And I provide training for both individual sales reps, new sales reps, seasoned sales reps, owners, managers, you name it. So hop in there right now. The link is in the description. And I'll see you inside. All right, let's get to it. I want my insurance company to handle it. Now, first, we must understand why the homeowner is saying this. There's two reasons. Number one is they're trying to end the appointment or it's the end all objection. Just get off my property. I don't want to talk anymore. And the second reason is in their mind. They have the whole narrative, they know how it works. They say, well, my insurance company, it's my private home, my private insurance, and my insurance company has my best interest at heart and if they're going to cover it, they will. And if they cover it, they're going to do it the right way and I'm going to have my insurance out. They're going to say yes or no. And then once they pay me, I going to start shopping for contractors and collecting bids. I'm going to review those bids and I'll choose the one that's cheapest so I can pocket some money. Would you agree? That's what most of them are thinking? Yeah. Well, if someone thinks they know everything already, what we can't do is say we know it better. This is like the Internet debates that you see from keyboard commandos on Facebook or in the comment section on YouTube where someone's like, this is the way. And then they're like, this is the way. And then people don't go anywhere. So if you want to learn how to actually facilitate a conversation, we have to. We can't butt heads saying, I'm right. No, I'm right. No, I'm right. So since everyone in their mind thinks they know what's right, speaking at them or preaching at them goes nowhere. So we need to do first is create what I call a knowledge gap. Now, a knowledge gap is helping someone realize that there is something they don't know, even when they think they know everything. So if they think that they understand this process, I need to help them recognize that there's something that they don't see that they don't know that doesn't make sense. And then they're like, oh, maybe I do need help. And this is what we're going to do in this crazy simple process. First, what we need to do, by the way, is educate the homeowner. Excuse me, Acknowledge. My apologies. Acknowledge the homeowner. And speak to what they're thinking, which we both agreed, I think was that they've created their story and they know how it works. Then we're going to ask a question, alright? And it's going to go like this. Hey, Mr. Homeowner, listen, I completely understand wanting to keep me at arm's length. You don't know me that well. You don't need me or another contractor like me to be there. It's your home, your insurance company. You want to keep folks at arm's length. You want to get your insurance company out, you're going to see what, what they say, and then you're going to grab that check and say, I'm going to shop around and see if I can get some bids from contractors and maybe keep a little bit of money. Is that fair? And they'll either validate it, as in yes, or they're going to correct you. And the good news is, is if they correct you now, you can address their concerns. If they say yes now, we're going to say, okay, great, I completely understand that. It's normal thinking. The reality is, is that our company, and by the way, use the facts and information that are relevant to you. Okay. With our company, we've replaced thousands of roofs, or say hundreds, tens, whatever it is, thousands of roofs. And about 98% of the projects that we've worked on have required what's called a supplement to the insurance company, which means items were missed, which means that those would have other been otherwise been on the financial responsibility of the homeowner. Now, this isn't necessarily ill will. This is the fact that insurance adjusters are not contractors. So the top three items that are missed are, number one, code items. So building codes change and evolve. And there are things, because these adjusters can come in from other states, they're not familiar with local building codes, and those items can be missed. So building codes is number one. Number two is manufacturer requirements. So if we're installing, let's say, Owens Corning shingles or whatever shingles you're using, their manufacturer installation requirements state that we must follow certain steps and use certain products, and oftentimes those are missed. And if we can identify your roof with an Owens Corning shingle, for example, is coming off, we're going to be putting on Owens Corning and must follow the manufacturer's guidelines. All right. And the third item is things that are missed due to just simply lack of knowledge of how a roofing system works. Now, if I was to use a car analogy, for example, and I needed to replace a transmission, you couldn't just say, like new transmissions, $3,000. Like, to get to the transmission, we have a transmission fluid flush. We have to detach the transmission from the motor. We often will have to pull the motor out to access the transmission. Depending on the vehicle, there's all these different touch points. So if a roofing company, or excuse me, an adjuster says that we need to replace X, Y and Z in order to get to that point, we have to do other steps, and those can be missed. So knowing from our experience that again, about 90 and 98% of those projects had items missed. How will you know that your insurance company took care of you the right way? And at this moment, when you ask that question, it creates the knowledge gap and that homeowner will likely stutter. And right then they say, wait a minute, they start to second guess how they're thinking about this process. And the beautiful part is, however they respond, now you have the green light to do what you do best, which is to educate them on the process. Because first the knowledge gap gap is exposed. I don't know. That's not what I thought. I didn't understand that. That's different than I was expecting. And now that opportunity is there for you to speak to so you can create the need for you to be there. That extra set of eyes, that thorough approach, positioning yourself as a storm damage expert to repair homes after hail, wind or hurricane events. And you, my friend, are one step closer to getting that deal signed. Now, there's a few resources here that are going to help take this concept to life and I'm going to link to some of those at the end of the video. But first, if you want to learn more about this, I have playlists inside my free training center. And if you want to go even one step further in my sales system called the roofing sales success formula, which is currently being used by many thousands of people, it's being used in every state in the U.S. canada, even Australia and even Sweden. And the system for storm damage teaches you how to go through the contingency agreement and how to create that need for the homeowner to want you to be there and then of course get that contingency agreement signed. It's being used by companies that are just getting going as well as quite a few of the largest residential roofing companies in America. And it'd be honored to give you a tour so you can see and decide for yourself. And I back it with a 30 day money back guarantee. So if you guys aren't satisfied for any reason, I buy it back. There's information in the description below. So out check, go check it out. It could be a great thing to arm you or your entire team. We got packages for both reps and teams now. Thank you again for joining me in today's video. And just because our time here is about to wrap up, doesn't mean you're in. My time has to. So if you haven't done it, hop into my free training center right here and you can jump into the objections playlist. You're going to learn a ton. I have another playlist on contingency agreements in there as well. Or you can stick with me here on YouTube. And I recommend jumping into this video on the deductible piece. It's going to really help you figure out how to navigate that and next level of conversation. Hey, thanks so much for joining me in today's video and I will see you on the next one.