Roofing Sales Objection - “I’ll Sign After My Roof Gets Approved”

The homeowner tells you that they'll only sign with you once you get them approved. In this video, I'm going to share with you how to make sure that doesn't happen again so you don't waste your time and get taken advantage of like I did. I'll never forget the first time it happened to me when a homeowner when I was new, by the way, said to me, I won't sign your contingency agreement, but I will sign it after you get my roof approved. So being new and being desperate to start making some income, and I wanted to go above and beyond, I wanted him to know how committed I was and I wanted to shine against the other competitors. Said, well, if I do this, I'll for sure get the job. And this was huge house. It was really unique. It was a big U shape. And I remember sitting in front of his house in about 100 degree heat, sweating in my truck. And like three hours later, the adjuster shows up and this dude was so big he couldn't climb a ladder. So he got out of the truck, he handed me some chalk in his camera. He says, hop up there and go mark it up and then come back down. I'll take a look and we'll see what we can do. So I do it. Guess what? I got it approved. I was dancing inside, I was so excited. It was one of the first few roofs I got under my belt. And then I went over to the homeowner's front door and I knocked on it and I was so excited to tell him the good news. And he opened the door and I shared with him. I said, I just got your roof approved and here's what's next. And I had the contingency agreement. And guess what he did next? He slammed the door in my face and said, great, now let me see your estimate. And that was it. And by the way, of course he said that and then slammed the door in my face. So I know what this is like. And I know what it's like when you're new and you need to make a living and you want to go above and beyond and you feel like if you don't do it, you're going to lose the sale. Well, it's not true. And it just changes. What needs to change is how you present to your homeowners. And this goes into communication and psychology, which is what we're going to cover today. So what I hope happens, that you watch this video all the way to the end and, and you're Armed with the strategies and talk tracks that you need so you can stay in control, be the one in charge and really share your value. Because that way you don't get taken advantage of like I did. My name's Adam Densman. Welcome, or welcome back, by the way. And what I do on this channel is help you and your company adapt in today's unpredictable and fast changing times. And I know that the insurance landscape is changing quickly and is more competitive than ever before. So let's rock and roll into this video, teach you what you need to do. Roofing sales is personal development in disguise, and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. Now, at this point, the conversation is happening at the kitchen table in the home and likely when you brought up the contingency agreement. Now, the chances are that the homeowner said no to the contingency meeting. I'll sign after because you probably didn't explain it properly. Now, I have an entire playlist on how to do that and you can click the link in the description. It's in my free training center. Once you're in the free training center, you can go to the pitch like a pro video training library. I spell it all out, I give you all those resources. But in this video, I'm going to keep it nice and tight and concise to help you communicate the message the right way. This will likely prevent homeowners from giving you that objection. But further in this video, I will address what to do if it does come up. So first, there are three things that you want to address in the contingency agreement. And the reason that we do this is to set the expectations, clearly prize the company, meaning put you in the position of looking like the hero and the expert who's giving them so much value and letting the homeowner see the value that they know that you don't work for for free. Okay? Now, it's very clear that if they say, I'll sign the contingency after you get me approved, one, do they need you? The answer is no. And two, you work for free. So by you doing this, you're pretty much setting yourself up, like, guaranteed to get taken advantage of. Now, let me explain these three points for you to present the contingency agreement the right way and you can follow along just the way I do it. Hey, Mr. Homeowner, before we go through this document, I just want you to know that this document covers three. Three things. Okay? Number one, it states that I'm allowed to communicate with your insurance company regarding the details of the repair process. As you know, your information is protected by law, and the insurance company isn't going to talk to just anybody, okay? Which is true. Now, quick side note, it's important that we communicate it that way. And not saying that we're going to fight for your claim or negotiate the claim, because if we do, we're violating what's called UPA laws. That's the unlicensed practice of public adjusting, and you're not a public adjuster. So we can discuss the repair process, but not the claim in the settlement process and policy coverage. All right, Number two, this states that this agreement is contingent upon the roof getting approved. Meaning, worst case scenario, let's say we meet with the adjuster, we go through the necessary repairs, and they say, we're not covering it. You don't owe me a penny. You're not required to buy a roof from me. Make sense? Great. Number three, this states that we do not bill you for the time, energy, and expertise that myself and my team is going to invest helping you get the outcome of this repair or replacement process. And the only way that we end up getting compensated is by becoming the roofer of choice to actually do the work. So what ends up happening, Mr. Homeowner, is while we do our preparation, I'll be taking photos and videos and documenting and providing a library of information to present to the insurance adjuster regarding the necessary repairs and replacements that will be done by me and our support team in the office. And again, it's a considerable amount of work, but we do not bill you for it. So once we go through this process serving you, it just states that, hey, we get this approved, we end up becoming the roofer that actually does all the work. This is how we add value to the people that we serve now, by presenting the contingency agreement that way, by using what's called framing. So we tell them what's going to happen first, then we show them the agreement, they now know what they're looking for. All right? So by doing that, we will likely prevent this from happening in general. But in the event that the objection comes up and they say, hey, I'll sign this thing. After you get it approved, you can remind them of how it works first, say, hey, Mr. Homeowner, I completely understand your concern about moving forward with someone that you maybe don't question might know well enough yet to make a decision. But as I shared before, there's a considerable amount of time, energy, and expertise, and it is Something that we do for our customers. It's not something that we offer to everybody. So what I want to understand is knowing that this is contingent upon insurance coming your approval. Meaning if we don't get this approved, you don't us a thing anyway. Can you share with me what your concern is about moving forward? So what I'm trying to do by doing this little sample role play is to isolate what the real issue is. And chances are, nine out of 10 times they didn't explain the contingency agreement and they have a fear of signing it. And that's when we can just go through and hit those three points over again and explain how the process works. Now, there is a phenomenon that people want what they can't have. So if there is continued resistance, I would recommend using the takeaway method. Meaning, hey, I'll make this quick. My goal is to help you win big. So now you can get free one on one coaching advice. Free from my brand new AI clone. That's right. You can call, text and even video chat with me. So click the link in the description and check it out right now. Hey, I completely understand, Mr. Homeowner, if you're unsure about working with us. I'm not going to fault you for that. I know that a lot of people have been burned by roofers or contractors, and I share with you how we serve our homeowners, how there's no risk involved and how we don't bill for our time, energy and expertise. So you have everything to gain and virtually nothing to lose. That being said, if you're not ready to move forward, I'm not able to represent you with your insurance adjuster yet. Okay. Now the other thing that I just want to give you some advice before I leave, and again, I'm starting to take away, is that I recommend that you have someone, if it's not me, someone else there. Just like if you went to court to fight a speeding ticket, for example, would you have a better outcome with a lawyer or without one? Now naturally you'd have a better outcome with a lawyer because the lawyer knows the ins and outs and can represent you. And when it comes to going through this process, it's important that you have someone on your side who understands all the ins and outs of the technical requirements of getting your roof replaced and identifying the damage. So I do hope that you're able to find someone to be here and support you through this process. So thank you again. I would love the opportunity to earn your business. And it sounds like I'm just not the right fit for you right now and then just pack up your stuff and leave. So again, you'll notice that I didn't go right for that. I tried to isolate the objection, overcome it, and if that doesn't work, then I'll use the takeaway. It is amazing how many people will then shift their tune and say wait, wait, wait, I need you. I repeat, I need you. I want you here. Because if they don't want or need you or see the value, then you're working for free and they will take advantage of you. So I hope this video helps you overcome this very common problem when homeowners don't want to sign the contingency until after you get it approved and I ask for your help here. Be a hero and copy paste this link to this video or podcast episode and put it in your group chat right now to share it with your team. And let's end on a bang. Jump in my free training center if you haven't been in there yet. And jump into the playlist on using the contingency agreement as a sales tool and you will start closing deals like clockwork. Thank you for joining me in this video and I'll be seeing you on the next one.