The 4 Stages of the Claims Process Explained - Hail Damage Claims

My name is Adam Bensman, the roof strategist, and we're here today to talk about the four stages of the claims process. Now, most training companies go out there and they say, hey, we're going to train you to do this and this pitch at the door and this is how you're going to close them. But it's all generic pitch on what they think the homeowner needs. And believe it or not, there's four stages of the claims process. Alright, so first stage is there's no claim filed. Second stage is a partial payment, right? They did a slope or a wall of siding. The third is a denial. Insurance comes out, says no damage. And the fourth is check in hand, adjuster's been out, compensation has been paid. Now, depending on what stage of the claims process that our prospect is in, greatly determines their needs and their desires and what we're going to do to speak to them, it'll make them want to make a buying decision. So if I go to them and say, hey, my name is Adam, I'm the roof strategist and we work directly with your insurance company on your behalf, make sure we get all the funds settled and we're going to do your roof and the guy's got his check, does he care? He doesn't. So I have to put together the right value proposition for him. So I put together a document. You're going to find it there in your folder. It's the four stages of the claims process. Breaks down the immediate needs, the compelling desires and our unique solutions. A call to action of why you want to work with us. And remember, when you go up there, if they don't have a claim filed in stage one, our greatest value is working with the insurance company from start to finish, securing all the proper funds and making sure their cost doesn't exceed their deductible. We're going to save them time and money. Now, let's say they got a partial payment, we're doing a slope. They need an insurance restoration contractor such as the roof strategist to represent them to the insurance company, make sure the assessment is complete. Now, with our knowledge of not only the claims process and insurance language, but we also pair our knowledge of roofing, and if they're going to commit to point C, which might be the partial payment, we got to hit A and B first. And I've seen full roofs replaced simply by an adjuster committing to paying for a gutter helmet. And I call that a working commitment. If they're going to commit to identifying, hey there, Is damage. We got to fix something. Now I've got a platform to get the whole thing covered. So I want to use that working commitment, my insurance expertise, my policy language, my knowledge of xactimate, the estimating platform, as well as my roofing knowledge to get that roof covered in full. Okay, that's stage two. Stage three, denial. It's going to be very similar value proposition. Homeowners got one last chance on that reinspect to get a professional restoration contractor such as myself to represent them to the insurance company. Make sure the assessment is done in full. We're going to be there beforehand, during and after to make sure we catch anything and everything possible. Okay, now we got stage four check in hand. This is where most guys start to struggle. They get worried, they say, hey, well they got their check. Show me an estimate. We got to flip the script price lock guarantee. I'm doing your project with the insurance company. Assessment states all you owe is your deductible. No more, no less. But here's the good news. Before I do the project, I'm going to walk through and make sure that they got everything covered. Because believe it or not, about 90 to 95% of the jobs across our table end up getting supplemented. And it's not out of neglect or ill will from the insurance company. It's something that they're there once and I'm there before the project, during the project and after the project and I'll make sure everything's documented. Now the other reason that you need myself to do the work and to not get three estimates is to make sure that if there is an in progress supplement or any issues that arise, you don't get any surprise bills and no one likes surprises. So by working with me, I'm going to do the project for your deductible, no more, no less. And in case that there's any supplements that arise during the project or we're going to get them documented, submitted to the insurance company on your behalf. And I use an anecdote I like to integrate a lot of stories of things that have actually happened, such as the house that we replaced the gutter helmet and it turned into a full roof replacement because the shingles did not pass a repairability test. Now let's bring this into why do they need me? Instead of getting three estimates, they got a check in hand. I had a retail job that I sold and the best I've ever seen hiding multiple layers turn into a three layer redeck, wood shake, tear up. It literally doubled the price of that roof. I later found out this was an insurance claim that the guy was sneaking through for wind or hail or something or other and he didn't tell me. You know, the roof shouldn't have probably been paid for by the hail, but he didn't tell me. So I ended up working with an insurance company. I saved him $7,000 out of pocket. So we want to flip the script, right? They're price conscious. Bam. You work with me, I make sure that price stays locked in where it is. No surprises. We make sure that assessment is accurate and full from the get go all the way through to completion. So remember those four stages of the claims process. Reference that document each time you show up at that house. You want to ask questions to find out what stage they're in so you can give the right value proposition. That's all we got for this video. We'll see you guys around.