OBJECTION: "I want to see what my insurance says first..." | How to Overcome & Close on the Spot

Objection. This thing comes up and seems to be a bit of a deal killer. The I want to see what my insurance says first. Now, at this point, you've likely convinced the homeowner by showing them photos and videos and educating them that the roof is indeed damaged. You did your due diligence in the first part of the sale. Mission accomplished. Second part, closing it. This is really the main objection that will keep you from closing. You overcome this and the next, if there's even anything, will be easy to knock down. But when you learn how to overcome this objection, you will start closing more deals on the spot. The one call close. Now, this one used to catch me on my heels. I used to do all this work and I felt like I was handing off my jobs to a competitor because I'd see, you know, I want to see what my insurance company says first. And I realized that at that point, the, that homeowner owed me nothing. I had done all the work to convince them to get the claim filed for their own best interest. They would get the job approved and then they'd start the shopping around because you and I both know doesn't necessarily mean they're going to call me up and say, I am so glad you stopped by. I'm ready to move forward. Yeah. Will it happen once in a while. But it is definitely nothing you can count on and it is most certainly nothing you can bank on. So if you want to stop handing your competitors your basically ready to close deals and start closing them on your own, then pay close attention. Because if you haven't already faced this objection, you will. And my guess, if you've ever sold a hail, wind or hurricane damage roof, you have seen this one. So in this video, I'm going to be teaching you what this objection actually means. And then a bunch of different angles of attack to help you overcome on the spot and start closing those deals. So welcome back and if you're new here, my name is Adam Bensman, the roof strategist. And everything I do here on the channel and the podcast are designed to help you smash your income goal in roofing sales. Yeah, I'm talking personal sales strategies and small breakthroughs that result in huge wins. Kind of like this one that I got from a gentleman named Cody today. Cody, shout out because you just texted me another, another one. And he said, check this out. He says, bro, I told you I'd get back to you once I have proof of using your system. Since Saturday, I've signed three 80 square homes, fought the deductible Objection. Then using your referral advice, snagged two more and inked one yesterday and one today, all due to your system. And by the way, Cody's team is on the roofing sales success formula and using it as their basic training. And that's what it's all about, helping you make big wins. So if you haven't already done it, I have a free gift for you. It's my pitch like a pro roofing sales training video library. There's a link in the description. Or you can head over right now to theroofstrategist.com and I will send you a free copy. Now let's get back to today's video, which is how to overcome this objection of I want to see what my insurance company says first. I told you, small adjustments mean big breakthroughs. I want you to imagine this for a second before we get into it. Imagine what it would be like if you had the skill sets to overcome this objection on the spot each and every time without being caught on your heels. Imagine what it would be like if it didn't feel like a cat got your tongue. And imagine what would be like if you didn't have to chase these follow ups, how many more deals you'd close. That, my friend, is why these small little victories compound to such massive results. So let's get to it. First, by the way, by the end of this video, you're going to have everything you need to overcome this on the spot. First, first, first, what does this objection mean? If a homeowner says, I don't want my insurance or I want to see what my insurance company says first, there's more than meets the ear. It's more than just the words we're listening to. What it means is they don't trust you. It's a strong claim, but this is exactly what it means. It means that they do not trust you. Now, I cover this in great detail in my program that is part of the roofing seal success formula called the complete objection strategy. And in the objection strategy, I teach that all objections fall into one of three categories. Trust is one of them, and how to overcome it. So when we realize that trust is the core issue, our job is to build trust. After we build trust, we must establish the need for us to be there because they clearly don't see it. So there's really two things going on at the same time on this One, they don't trust you enough to be there and they don't think they need you enough to be there. So first things First, I want you to think about this. Will they feel the need to have you there if they don't trust you? No. So what do we do first? First, number one is to build trust. How do we do this? Patience and education, explaining to them how it works. Then what do we do? Objective number two is to create the need for us to be there. Alright, Two simple things and then I'm going to teach you the how. So first, understanding they don't trust you. Number one objective is to build trust. And number two is after you've earned that trust is to create the need for you to be there. And I said us. I'm changing that to you. Alright, following along. Now let's jump in to the tactical side of how to create how to build trust and create that need. Alright. First I teach this again in the objection strategy, part of the roofing sales success formula available for individual reps and owners with teams. By the way, side note, I have companies like Cody's company anywhere from starting to hit their first couple million to companies doing 25 to 35 million, to companies doing up to 75 million across the US, Canada and now even Australia using and proving these strategies in the field. And the objection strategy has received really great feedback from folks. I'm going to be giving you a little bit of an excerpt here. So we're going to use this ARO formula to overcome the objection. Acknowledge, reassure. Overcome. Acknowledge, reassure. Overcome. Acknowledge, reassure, overcome. Why? Because it puts someone at ease and our goal is to build trust. You trust people that you like and you trust people who listen to you. You don't trust someone who talks at you or fights with you or combats you in trying to earn your business. So acknowledge them by restating what it is they told you. Hey, I want to wait and see what my insurance company says first. Hey, I totally understand. You want to see what your insurance company says first. Reassure them that they're normal. You know, I hear this a lot. Folks say, hey, I just want to see what the insurance company says first. Because after all, you know, if you've been with your insurance company, why wouldn't you trust and just want to see what they say? Now we want to overcome this by giving them a fresh perspective. Now the reality is Mr. Homeowner. And then now we're going to slide into those five key points. Point number one, multiple eyes on the property. So I set you up on the ar. Now we're going to focus on the O is overcoming. I'm going to give you multiple angles of attack. Now, as always, whenever I do these videos, I give you what I call the long winded version. And think of it like having different tools in your tool belt. You may only need one of these tools to overcome this objection. You may need this one and that one, or you might need all five. So take all of these and put them in that tool belt so you have them ready on the next time it comes up. So multiple sets of eyes. All right, first things first, Mr. Homeowner. You know this adjuster, he's out here, or she. One time I've been out here. Now I have my photos and videos. I'm going to be out here in advance should you choose to work with me. And I will meet with your adjuster. My job is to act as another set of eyes. Wouldn't you agree that multiple eyes on a property are going to be better than one? I mean, even the insurance company does this when they deal with large losses, meaning like expensive losses on commercial properties. They don't ever just send one adjuster. There's always a couple sets of eyes on everything, both in the field and back at the office. And if it's good enough for commercial property, why wouldn't it be good enough for your home? My job is to help document and support you and to make sure that that adjust has me to lean on. And oftentimes they'll ask, hey, is there anything else you see? And I have had experiences where I've helped identify some damage and discussed what needs to happen on the roof in a way that creates a favorable outcome and makes the whole process simpler for the homeowners that we serve. So the first thing, Mr. Homeowners, having multiple sets of eyes on your property make sense. Here's another one. Okay. The same software. Mr. Homeowner, listen, these adjusters, these guys and gals, they're working really hard. They might be doing four or five, even sometimes six of these things or more in a day. That's a lot of roofs to get on. Document, store, get back to their office or their motel room and put all this together. And things don't always come out as planned. And what ends up happening at times is things may get left out or missed or overlooked. And again, it's not an evil intention. It just happens. And my job is to help make sure that since I was there and I've been here now and I'll be here through the process that I can document anything and through the same software that the insurance company uses, submit anything that may have been missed or overlooked using Their exact language, the software, the photos. I just know everything that they need, and I can make it easier for you. Does that make sense, Mr. Homeowner? All right, now, our third angle of attack is the supplement. Now, excuse me, I just hit the supplement. Education. My apologies. What I mean by education is this. And I'm just going to clarify, same software, and then we're going to just write in supplement. Now, I don't like to say the word supplement with homeowners. And the reason is they think that I'm just trying to take their insurance company for money. So I really position it as we use the same software. If anything is missed, we can document it on their behalf. All right, all right. Now that we cleared that up, let's move on to education. Mr. Homeowner, a lot of the folks that we work with, they'll wait and see what the insurance company says first, right? And then what happens is they receive this paperwork from the insurance company, and it's really confusing. There's a series of codes, there's a series of numbers, and then somehow it calculates a dollar amount. And then you are left to one, decipher what it actually means, which is darn near impossible. And then two, shop around and try to choose someone. And what we do is we take all of that process and we simplify it, educate you, and we help you understand what exactly all that means. We make sure nothing is missed, and we guide you through the entire process. Because at the end of the day, if you wish to go about this on your own and figure it out ultimately. Which brings us to point four. You are doing yourself a disservice. Now, what do I mean by a disservice? This again is our fourth point. What happens, Mr. Homeowners, when you are left to figure it out on your own? Now, you have no idea whether there was ill will or not. You have no idea if it was assessed properly or not. And you're left with this confusing piece of paper and a dollar amount and simply shopping around for a company when you don't know if they're going to be able to work off the right information. And then you're trying to get maybe a $20,000 job done for 15,000, but you don't actually know if they're going to do the same work or not. By the way, I go over this in great detail in my video, Beating deductible eaters. So, Mr. Homerunner, you're really doing yourself a disservice by going at this on your own. All Right. And then the fifth angle of attack is this. It is to create urgency. I know there's a lot of people out there who don't believe in the urgency thing and I'm going to push back because this urgency is 100% legit. I do not like false urgency. Legitimate urgency is real, alright? Hence the name legitimate. What I mean by urgency is explaining the fact of how it works, Mr. Homeowner. And by the way, I'm going to, I'm going to tell you where I'm going. So this all makes sense. You can see it. I'm going to be explaining that they get one inspection, then they can get a reinspect and then after that it has to go down the unpleasant legal avenues, which aren't fun and can be costly and can drag things on. So here's how we use the urgency. Mr. Homeowner, the last thing I want to share with you is this. Have you been through a property claim before? Because the way it works is the insurance adjuster is going to come out and he or she will be here. And let's say after you saw my photos and videos, that you didn't agree with what the insurance company says. And they're like, wait a minute, you know, I had a roofer look at it and he showed me the photos, he explained everything. Why wouldn't this be covered? Or why is it not covered to the extent that I expected? And what happens is homeowners often feel like their hands are tied and that they're stuck moving forward. But the truth is there's one more shot, one more shot for what we call a re inspection. And this is where we meet with the insurance company again. And more often than not, it's a fresh set of eyes. Which is why it's so important to acknowledge that a multiple set of eyes is important. That fresh set of eyes comes out and it is in again your best interest to have our set of eyes alongside with that fresh set of eyes to reevaluate the extent of the damage and the scope of repairs. Because we want the most favorable outcome. Because after this, then your only avenues are the legal route and those can be unpleasant and drag things on. So why not get set up with the best scenario straight out of the gate? And that is why we want to meet with your insurance company to support you straight out of the gate. So there it is. You now have five different angles of attack to overcome the objection of I just want to wait and see what my insurance company says. First, explaining that multiple sets of eyes are going to help if they do it for a large loss or a commercial property. Shouldn't you have the same treatment on your home? It's equally as important to you. Next, same software as the insurance company that we can supplement and document anything using their own language and knowing their process and the photos they need to address any little gaps that might be present. Number three, to educate the homeowner and take away the confusion and make it simple to understand the language and the scope. And number four, they are doing themselves a disservice by trying to get involved, excuse me, trying to keep a contractor from getting involved. And then number five is using that urgency and explaining that process of the initial inspection and then the reinspection and how oftentimes homeowners that go about this by keeping a contractor at arm's length and end up at a severe disadvantage. And then we're really trying to cover some ground in that reinspection. So it is in their best interest to get moving with us straight out of the gate and then reminding that homeowner that it is dust in the wind. That contingency agreement doesn't mean a thing if we go through this and we do not get this roof approved, we do not collect a dime and you don't owe us a penny because we do not bill for our time and our expertise. And we wouldn't be here going to bat for you if we didn't believe that we could help. I hope this video helps you overcome this objection on the very next time that you face it, because I'm guessing it's only a matter of time till you see it and then you can close this deal on the spot. Now, just because our time here is about to wrap up doesn't mean your mind need to. So click here to hop into my Objection playlist to learn how to overcome all the common objections that you'll face. And hop in here to get a free copy of my pitch like a pro roofing sales training video library sent to your inbox and I'll see you soon.