Roofing Sales Objections: "I just want my insurance company to handle it."

Hey guys, Adam here, the roof strategist. We are talking about objections now. Objection. Handling. It's like the hottest thing in roofing sales because we can go out and touch as many homes, as many homeowners, as many commercial property owners we possibly can. And then boom, we're stopped in our tracks with some deadfall question that just like makes us freeze. We turn white, we choke up. We don't know what's going on, we don't know how to overcome it. We stutter, we fumble and then we try to sell. Then we look like an idiot, we lose a sale. We've been there, I've been there. We don't want you caught on your heels. So you are in the right place. The this channel is all free. Free sales training unlike anyone else in the industry to arm you with the knowledge, training and most importantly, confidence to close those sales and earn those commissions that brought you into this industry in the first place. Now, this is a common objection that I have yet to cover, but just came up in a recent comment on another video and it is, well, I just want to let my insurance company handle it. Have you heard this one, guys? You show up specifically for stage one. Remember, every everything I preach is about the four different stages of the claims process. No claim stage one, partial payment, stage two, denied stage three and check in hand stage four. So whether or not someone has had the insurance company out already hasn't, or they are waiting on a scope from the insurance, they might turn to you and say, hey, thanks for showing up but I just want to let my insurance company handle it. So what do you do? How do you sit there when someone says I don't want you, I just want to hear what my insurance company has to say. Here is how we do it. What do I always preach? Education. When you can educate someone on what happens through a claim, they will feel comfortable, they will feel confident and they will feel informed. Guys, people love to make buying decisions. No one wants to be sold and everybody wants to feel in control and to know what's going on. Now I want to ask you something and I want you to think about this because this is what's going on in the mind of your customer. Have you ever ordered something on Amazon specifically? Maybe Amazon prime something says two day shipping but you track the shipping anyway. I do it. I just did it the other day. I just ordered new socks. Gotta love Amazon. And I clicked to check when it was going to show up even though it said two day shipping. Now the reason I did that is because Our human psychology is wired to draw conclusions. We want to know what's happening next. We want to be informed, want to be educated. We want to be confident. No one wants to feel stupid. A homeowner isn't going to say, well, what are you here for? And how can you help me? Because I then that makes them look weak. So it is up to us not to make ourselves look powerful and smart. No one cares about us. They care about themselves. How do I make the homeowner feel important and smart? Now, guys, this is a big shift in your sales psychology. It's not about you being this like, oh, I'm so busy, I'm a sales boss, I only have two appointments a day. You pick one. None of that bs, that theatrical crap that everyone teaches in sales. I hate it. Alright, this channel is about sales authenticity, about winning business through proper communication, through quality service, and through winning over a competitive edge of being the best damn version of yourself for your customer to fall in love with so they feel comfortable. So if that's your approach, you're in the right place. If you want to learn the crappy tactics, go search elsewhere. I'm not your guy. So to do this, to make that homeowner feel special, to feel important, we want to acknowledge, first and foremost, any objection ever, number one thing you need to do, which is the biggest mistake especially new sales guys make, is we slide right into trying to shove it down, cram it down. No, no, no, you don't need to do that. That's stupid. Your insurance company is evil. You cannot dismiss, you cannot shove it down, you cannot try to tackle it, to punch it, beat it, to wisen them up. You can't do it. You got to do this first. Number one, you're going to laugh at how simple this is. Acknowledge it. Ack. Gosh, where would I be without Microsoft Word to correct me? Is that spelled properly? I hope so. We need acknowledge. Well, if it, if it's not, that's okay. When you acknowledge it, say, Mr. Mrs. Homeowner, I completely understand that you want to have your insurance company go to bat. I'm not here to press anything. I'm here to educate you on the process. Because I hear this quite a bit and I simply want to let you know what to expect. And after you hear what I have to share, the decision is entirely yours. Sound good? Great. Alright, so, Mr. Homeowner, most folks have not had an insurance claim on their home before. Have you? Now this is a great question to ask because many people, most people haven't Or. Or they don't remember it. Okay, so we want to start that dialogue, and then we can move into overcoming the objection. So again, acknowledging it and reassure them. So number two is to reassure that their thought process is normal. Okay, we always want to do this. We want to make people want to be normal. You wouldn't want to go into the doctor and then, like, let's say you got something on your skin, and the doctor goes, whoa, I've never seen that before. Like, you'd freak out, right? You're like, oh, my God, what's wrong with me? But if you go in and say, oh, perfectly normal. I've seen this a thousand times. Now you're confident in the doctor, right? Even though it's about you. So the same thing goes on with the homeowner. You acknowledge say, hey, I completely understand that you want to let your insurance company handle this and then reassure. It's a very normal response when dealing with a claim, because after all, you have people like me showing up at your door. You don't know what to expect. You don't know what the outcome might be. Now, all I'm here to do is help educate you on the process, what to expect from them. Again, whether you'll hear me say this again, whether or not we work together, you know what to expect. So you can select the right contractor that you feel comfortable with. By the way, I like to lead with this before I go into overcoming the objection, because after all, Mr. And Mrs. Homeowner, you're in a really privileged place right now because despite the discomfort and frustration of this claim, you have the opportunity to work with any contractor that you choose because the price doesn't change, whatever the insurance company comes back with, and your contractor works with them on how it works. Now, again, it is very normal for you to want to see what they have to say, but I want to educate you on how this process works. So naturally, you had a claim, this hailstorm fell, right? Your roof is damaged. We're waiting to find out from the insurance potentially how bad it is and what might be covered. Now, what can happen is one of three things. Three things. One, they come back and they say, your roof's totaled. Here's a check. Go get it done. And in your mind, you're thinking, great, we're in a great place. And all I got to do is find a roofer. Because chances are you're probably thinking, well, I saw this estimate. I'm going to go hide it real close, and I'm going to ask other roofers what they can do and try to compare them, but that's not really how it works. It's not like a car claim, because the insurance company, whatever sum they come up with, if any, will pay you in two parts. They'll pay the first part meaning what the roof is worth today. So if it's a 30 year roof and there's a 10 years on the shingles, they're going to give you 2/3 of the price of a full replacement to get the job started. Then when it's done, they'll pay the difference. But the only way that difference comes is when we invoice the proper amount for them to say that all the work was done and then it's handled. And that's one outcome. The other outcome might be that they say, hey, we're only covering some of the damage. Or the worst outcome is they say we're covering nothing. So what happens next? Your options, Mr. And Mrs. Homeowner, you have two chances. Oops, I keep dropping these things. You have two options. Excuse me, two chances. The initial time that the insurance adjuster comes out to get this thing approved the right way. Now, think of it like if you were to show up in court now, you're not saying that the adjuster, your insurance company, is evil. By all means they're not. Now, they are for profit organizations and obviously they make more money by paying out less. But that shouldn't influence the outcome. All that should influence the outcome is the time and attention of the insurance adjuster. So if you had a guy like me again, whether or not we work together alongside that adjuster, and I'm there again, if this isn't legal in your state, I know the laws are changing. Sometimes you can't be out there on site. So you can alter this pitch and talk about showing up after or discussing the details with them. But if you have a guy like me or another contractor who specializes in this field sitting there and helping him go through your home, would you agree that 4 eyeballs is better than 2? I think he would. The chances of things being noticed and identified are greatly increased. Now, what happens? Hypothetically, if we don't like the outcome, this happens, right? It's life if that happens. The next recourse is what we call a reinspection. That reinspection means the adjuster is going to come out one more time. This is our final chance to make it right. So if he comes out and he writes the estimate not the right way, he misses things, maybe he only covers some things and puts you in the corner, in a bind, like, oh, no, they've already made a claim on the roof and I'm not sure if I can get it done enough. And they only are doing some of it now. You're in a bind. We have to get the whole thing approved, otherwise you come out of pocket. Or worse yet, if you don't do the work now that your roof has been paid for, it's literally no longer insured. Because if they paid the claim and they say, hey, your roof's been totaled and we're paying you for it, and you don't show evidence that it was fixed, they've already paid the claim. If it hails again, tornado comes through, rips your roof off, they're not going to pay for it because it's already been paid for and you never did anything. So you would essentially be collecting on damage twice. Okay? So it's in your best interest to get this handled the right way on the second go around by having an insurance restoration contractor on your side. Now, let's say those two scenarios don't pan out. Now we're down the legal recourse side. It's not fun for anybody. There are options. I don't want to go into them, but there's appraisals, there's bad faith claims with an attorney, but none of those really work out in your favor. They're costly for everybody and it doesn't work. So you got two shots at this point. And no matter what, what the insurance comes away with, excuse me, provides, is what me or any other contractor is going to work from. So my job, Mr. Or Mrs. Homeowner, why I'm here today, is not to sell you anything. Of course I want to earn your business, but that's. We're not talking about me doing the roof right now. We're talking about me standing here helping you identify and assess the damage. And I want to explain how this process works. So most people think, like with a car claim, that if I dinged my bumper, for example, someone backs into it and make a claim, I might go to an auto body shop and I'm going to hold my estimate close to the chest. And they gave me 2000 bucks and this guy can do it for 1500. I made 500 bucks. I'm rich, right? Great. Doesn't work like that. So the way that it goes is there's a software called Xactimate. It is designed as a third party estimating software that essentially price locks the whole industry. All the insurance adjuster, the guy that's going to come out or galaxy going to go up. They're going to identify the building materials that are damaged and the quantities or measurements of those materials. And with a thorough understanding of how the claims process works, we'll understand the specific nuances of the installation. So then they go back to their office, they sit at their keyboard and they say, okay, there's this much shingles, there's this much drip edge, there's this much edge flashing and counter flashing, and here's the quantities. And all they do is enter the numbers in. Now, this software called Xactimate, which we are experts in using, will produce an estimate, or what they call a scope of loss, by the way, it's really good to use the industry jargon, shows that you know what you're doing. It will produce a scope of loss with an estimate that's based on your zip code and standard rates that are updated every single month by this monstrous database. So I'm not here to try to get you to buy anything. You have a roof that's damaged, it needs to be replaced, and you have the opportunity to choose any contractor you want. My job is to help educate you on the process, make you feel comfortable, help you feel confident, but most importantly for me to hop up on your roof, assess the damage wholly, and then help the insurance company acknowledge it. And boom. The number they spit out is what we work on. And I offer you my price lock guarantee. So with all of that being said, Mr. And Mrs. Homeowner, and by the way, this is my favorite line you heard me mention before. Do you have any objection if I hop up on your roof? I'll conduct a complimentary inspection, I'll take some photos, I'll hop down and we can discuss any potential next steps. Great. So you'll notice I've said this like in three or four different videos. Do you have any objection if I hop up on your roof? So when we ask that question that way, do you have any objection? What's your knee jerk response? No. But if I said, hey, can I hop up on your roof? What's your knee jerk response? No. But when I position it, as in, do you have any objection? When you say no, you're agreeing with me, right? So when we educate properly, we can overcome. I want to let my insurance company handle it by letting them know how the process works, positioning yourself as a storm restoration expert who understands the proper assessments, who understands Xactimate, who knows the industry language, and who can describe the fact that you have two chances to win the. Excuse me, the homeowner has two chances to get their roof paid for appropriately. Now they feel comfortable and confident and they have nothing to lose by having you hop up there too. So you are now armed with a very powerful suite of information to overcome this objection. I gave you a lot. You can pick and choose different pieces. Don't forget I have to do this in the video because there's a one sided conversation, unfortunately. But when you're sitting with a homeowner, don't be afraid to pause. Ask questions periodically. Does that make sense? You follow me so far? Couple more points and then I want to answer anything, any questions you have. Alright then we go back, we explain it, we come back again. Now do you have any objection if I hop up and take a look? I'll do my own assessment and I'll share some pictures with you and walk you through the process. When we get back, tell you a little bit about how we work. Sound good? Great. Then when you're up there again, you take your pictures. By the way, download my e book three Tricks to get you to the Table. Three Tricks to get to the Kitchen Table and you can learn some tricks that I use to get in the get invited to the kitchen table by taking pictures on your phone. So this right here is going to help you overcome those objections, earn more sales and instead of getting denied right away, turn that denial into a really, really, really ripe opportunity. So this brings us to the end. Drop those comments in the comment section, click Thumbs Up. Subscribe to the channel for notifications and I'd love for you to come into my world. My world is an email where I'll email you updates, announcements, lives, upcoming videos so you're alert of every new video that comes up. And to do that you can join the 30 day sales challenge or download my ebook or you can shoot me an email. Adamaroofstrategist.com I'd love to hear from you, my community of you, you rich sales men and women who are trying to transform your lives what make this channel go round. So drop those comments, send me your feedback. You inspire the videos that are produced here. 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