Selling Hail-Damaged Roofs: The Hail Sales Process From Start to Finish

Hey, guys, Adam here, the roof strategist. Today we're going to talk about the hail process. Now, this is specifically for new salesmen and roofing companies who are now trying to get into the hail process. I get this question a lot. How does it work? How do I go from selling retail to selling hail sales? And more importantly, if you're a new salesman, maybe you didn't get all the training you need. You don't really understand the process, start to finish. So this video is for you. So when it hails now, all of a sudden we've got homeowners in an entire neighborhood or who all of a sudden need a roof or likely need a roof, versus me driving through and saying, hey, that roof's old. That's a three tab. It's crumbling shingles. Maybe that's an old organic. We just know out of the gate, boom, it hailed. We have all these people who need a roof and all that they need to pay, which, by the way, hopefully it doesn't hail now because it sounds like the skies are turning. All that they're going to pay is their deductible. No more, no less. Right? I did another video on this, which I just want to plant the seed right now for you to watch later. I on breaking the emotional attachment to money when you're making the sale and the different phases of the hail claim process on how you approach a sale. But I want to walk through this start to finish. Let's say it hails today. What happens? So you go out to the homeowner's house, right? And the first thing that you need to do is conduct a free inspection, help them identify whether or not there's damage. So my pitch is I knock on the door, I introduce myself. Hey, I'm here. I'm sure you noticed the storm the other day. My job is to help you identify whether or not your house was even damaged in the storm. So what I'm going to do, and we talk assumptively, meaning I am going to not I can. Right. I'm going to hop up on your roof, I'm going to do a quick inspection and take some photos. When I get down, we'll hop inside, I'll show you everything and then walk you through the next steps. The good news is if there's no damage or I don't see any damage, I'll let you know and you know that you're good to go. Sound good? Great. Cool. All right. Now another little trick is to get that inspection. We say, hey, do you have any Objection. If I hop up on your roof, take a look, do that inspection, take some photos for you. Now, you'll notice I phrased it. Do you have any objection if. Because if I asked you a yes or no question, your inclination, if you don't know me, is to say no. But when I say, do you have any objection? And you say no, you're agreeing to me getting on the roof. It's a great way to soften a dialogue with homeowners and to help them get off their guard. So. So when they're more inclined to say no, they're actually agreeing with you. And this is a great way to get in the door without being pushy. So try that out. So you go up there. Step one is to identify whether or not there's damage. If there is, we move on to the contingency agreement. And I did another video. There'll be a link to the card here in this video to show you how to use the contingency agreement to make the sale. By the way, I cannot believe how loud that chipmunk is. I hope you guys can't hear that like I can. All right, so we signed the contingency. The contingency, as a reminder, will do three things. One, make sure that the insurance company sets the price for the claim. Okay, if it's $15,000 roof, it's a $15,000 roof. That's it. Two, allows you to go to bat with the insurance company. Number three, allows what I call the price lock guarantee. Make sure that you become the contractor of choice. You're actually going to do the work if it's approved and all the homeowner pays is their deductible. So you sign the contingency. Next thing that happens is the insurance adjuster comes out and the adjuster, that's the name of the guy from the insurance company. They're either paid by the insurance company themselves or a third party claims company. And these guys come out, they do their inspection and they write an estimate. Okay, so we have the insurance adjuster. Now, sometimes they'll do all their paperwork right on site and let the homeowner know. More often than not, it's a week or two. But you need to be there for this appointment. So I tell the homeowner, hey, hey, let me know when they're going to be out so I can show up. Some states this is not allowed. Check your local laws for that one. But you'll want to show up for the appointment. The next thing that happens is a meeting with the homeowner to review the scope. Now, the insurance adjuster on site will prepare this paperwork. That's called a scope of loss. So we want to sit down with the homeowner and review the scope of loss. Our job is to do a quick calculation of figuring out, is this a profitable job? Can we build it or can we not? If it's 30 square per se and they're only paying $190 a square, somehow we know it's not within the numbers we need to hit, which, depending on your market, might be between $250 and $450, depending on where you are in the U.S. so we want to review this, and that's with the homeowner. If the job meets your minimum profitability requirements, you can proceed to building the job. You and worry about any supplementing later. Now, if it's not profitable, we need to go back to the drawing board and go to plan four, which is preparing a supplement. There are third party resources that help with this, which I can recommend if you shoot me an email. And these folks, whether it's you or someone else, just submits paperwork saying, hey, you missed this piece of gutter or you didn't provide enough shingle allowance, or there's no ice and water shield. Whatever it is, you prepare that supplement to make sure that the proper assessment is complete for the job. Next thing. So we put together our build order. The build order is the homeowner picking out the shingles. This is the fun appointment you go through. You put everything you're going to do on there and you collect your deposit. So build, order and deposit. Everyone has a different way of handling this. I personally like to collect 50% or the actual cash value settlement, whichever is greater than okay. Excuse me. Whichever one doesn't leave the homeowner coming out of pocket. So build, order and deposit. Then we have production. So you show up, you make sure. Now, whether or not your company has a team that's handling production, it's really important for you to show up on production day because it is the best time to make more sales. And that's really where my marketing material in the roofing sales accelerator marketing pack really shines. Because you show up, you go to all the homes with an earshot. You hang those letters on the door, you, you knock doors. It's not cold. You're like, hey, I'm doing Peggy's house across the street. If any shingles blow this way or any debris comes in, you call me personally. I'll take care of it. And then by the way. Have you had your roof looked at? I'd be happy to do it while I'm here. So that is the most valuable opportunity to generate more sales. And if you want the fast track to it, check out my roofing sales accelerator marketing pack. There's a link in the description. So then we have build day, which I didn't write down because I got over excited. Okay, now what happens after bill day? We go on to number seven, which I hope you can see down here. Most people don't touch on this. This is cleanup. Okay? Cleanup and walk through. And this is what will make or break your ability to get referrals. Because if you leave a job and assume your crew picked up properly, you're missing out. I don't care. When I was the COO of a company and and I was running around to 25 job sites, I was the guy on the ground because I knew that my crew was up there sweating their fricking asses off in 102 degree heat. And shingle bags fly. When they do their best, I start cleaning up. And that goes a long way with building rapport with your crew. Because when they see me picking up and me not nagging on them, they just assume to get cleaner on the job site. But most importantly, the neighbors see it, you have more eyes on you than you could ever imagine. When that build's going on, it's. It is a giant production. 10 guys on a roof, stuff blowing around. So you do the cleanup, make sure the homeowner comes out. Some companies, which we did, do a checklist and a walkthrough to make sure everything punch list items were done. You don't have callbacks later on that hold up. Final payment, job's done. Walk around. Everything look good. Sign here. That means when everything is good and done. Oops. You know what? This deserves its own page and a different color. This is payday. This is what? Number eight. Number eight get paid. All right, so that's where you pick up final payment from the homeowner last. Hand it into your company. Or if you're an owner, that's when you collect final payment and the commission structure is done and paid out. So hail process. I'm gonna do a wicked fast recap. Sign the contingency agreement. Even if the roof is already approved, by the way, you wanna sign that contingency. Cause you may go to bat with the insurance company and supplement. Next thing, meet with the adjuster. If this was already done, you get to skip this phase. Review the scope. You're going to do this no matter what because we're not doing bids, remember. Then we prepare a supplement if needed, either in house or with another party. We complete the build order and collect our deposit. We do the build referrals. Alright? Remember to ask for those referrals on build day. I have another video that is all about my referral process which works wicked well. Definitely check that video out. Then we have our cleanup walkthrough and getting paid. So this is the process start to finish on how selling in the hail game works. Hope this helps you make some sales again. If you want my marketing material to help you out, check out the link in the video description. It's the Roofing Sales Accelerator Marketing Pack. It'll get delivered to you instantly. I also have an e book. The three Tricks to Get to the Kitchen Table shows you three really cool ways to help on those inspection days to get off the roof and actually get invited inside. Because when you are at the kitchen table, your chance of closing that sale goes up tenfold. So that's all I got for you. Click Like Drop those comments. Subscribe. We'll see you on the next one.