"We have no damage" // OBJECTION

We already had a roofer look at it and they said that we're fine, there's no damage. Have you dealt with this objection before? It comes up at the door, doesn't it? And it's often because that homeowner called the general contractor that may have built the house and, or they called it Chuck in a truck. And you and I both know that those people likely have no clue what they're looking for. And you get incredibly frustrated because you want to serve this homeowner. You know that they likely have damage and will get a new roof. And. And you want to earn the sale because if you don't overcome this objection, you're walking out of there empty handed. And it's especially frustrating when you've already done roofs in the neighborhood, you've done roofs nearby, and you see a whole bunch of roofs getting put up as we speak because the neighbors have experienced storm damage. So how do you handle it? Well, that's exactly what I'll be teaching you in today's video. First, I want to say thank you to Johnny. Johnny suggested this video and if you have a video to suggest, drop a comment in this video or any others I do, keep an eye on them and you might be able to suggest the next YouTube video. So, Johnny, thanks a bunch, man. All right, before we get into the deets, a quick welcome or welcome back. Adam Bensman here, the roof strategist. And everything that I do is designed to help you and your team smash your income goal and give every customer an amazing experience. So if you're someone who struggles with objections, or maybe your team struggles with objections, if you're an owner or a manager or a team leader, then you need to jump into my free training center right now. There's a link in the description. There's no catch. And once you're inside, you can going to see a playlist dedicated to overcoming the top objections that you will face in roofing sales. So get in there right now in the free training center, there's a link in the description. Now let's get to this objection. Hey, we already had a roofer look at it. They said that we're fine. There's no damage. Now, before I teach you how to overcome this, we need to understand some background knowledge and information. And if we don't have this background knowledge and information, then we will not be confident at the door. Because one thing I'm not a big fan of is like, when they say this, you say this. Well, that's all great. It's a great Start, but it doesn't really make you confident. And what happens when a homeowner challenges you or asks a follow up question like, oh, my script didn't tell me that one. You just don't know. And that's why I find it so important to have a true mastery of this information, to feel confident. So if you go off script, so to speak, or if you're challenged, you know what to say. So let's address this from two sides. Side number one is, is that hail, wind or hurricane damage is often undetectable from an untrained eye. Would you agree hail damage is undetectable by an untrained eye? I want you to think back to the very first adjuster appointment you ran. Do you remember how it was? Hands on your knees, you're looking down at the ground. Excuse me, at the shingles on the roof. And you're like looking at your buddies. You're getting trained, you're like, what are we looking for? And then you're like, oh, is that one? No, that's footfall. Oh, okay, how about that? No, that's bird poop. Oh, okay, how about that one? That's lichen. What's lichen? Oh, that's not one. Oh, how about that? Oh yeah, there's one. And then you look, you're like that little, that little thing, that little tiny little dot, that's hail damage. And you're confused a little bit like, we just need nine more. That's what the experience is if you don't know what you're looking for. So for most folks, like a general contractor who built the roof or the chuck in a truck roofer who's just doing roofs on the cheap and he's got this retail model and it's just like, here's your bid. It's as cheap as I can make it. It's me and my buddy who are going to do your roof. They have no clue what they're looking for. And they'll get up on the roof and look around, be like, looks fine to me. And then tell a homeowner that and it's doing them a disservice. And remember to go back into your experience because even though that hill damage is small looking, there's a very strong reason of why insurance companies cover it. And if you're not confident speaking to that topic, then watch this video up here to learn the real reason that insurance covers storm damaged roofs. Again, watch that video up at the top. All right, so that's number one. Number two, with time, as time Passes. So hail happens here and then time passes to here. There's a lot of things that occur on that roof. We've got the roof that gets really hot in the summer and really cold in the winter. No matter where you are, there's big temperature swings which causes expansion and contraction of the shingle. Next we have moisture in the form of rain or snow. So you have this expansion and contraction. You have a compromised shingle again from a hail impact, for example, and then, or a crease from wind damage and then all this moisture and then those granules begin to loosen up over time and they shed off the roof. So hail damage or wind damage often becomes more obvious in time, even in a few weeks, months, even a year becomes far more evident. So now that we know this information, our mission in order to overcome this objection is to first ask questions. We need to identify the with the homeowner. When did the inspection occur? Because if it occurred last week or yesterday, my follow up question is going to be like, hey, listen, the person that inspected your roof, were they a storm damage expert or just a traditional roofer? And if they say, oh well, they were just a roofer, now I can speak to that by addressing the idea that that person likely didn't know what they were looking for. Share your own experience. Listen, I remember the first time I was on a roof with an insurance adjuster. I didn't know what I was looking for. Everything looked fine and the roof got approved. And I think we'd agree that insurance companies aren't like willingly paying more than they need to to replace roofs. There's a, there's a reason that this minor looking damage is actually quite significant and it requires a trained eye to identify that damage. So do you have any objection if I just grab my ladder real quick? I'm going to take photos and video during my inspection and I'll show you what I find. And then now we're back up on the roof for the second opinion. And if you want to supercharge it even more, you can even say, hey, and there's going to be two outcomes. Outcome number one, I don't charge you a thing. You get a second inspection, I'm going to show you everything and you know, we are good to go. Option number two is maybe we find something and I will show you the photos and videos so you can see and decide for yourself and I'll walk you through your options. Whether you decide to work with me or someone else. That sounds fair. And then again, we're on that roof to Provide the second inspection option number two. We say, hey, when was that last inspection? Oh, it was three months ago. Now I have a different story. Hey, you know what, I've had this happen to us actually. In fact, embarrassingly, this is a true story, by the way. Embarrassingly, I had a homeowner that contacted us because they thought the roof was damaged and we had done the inspection. It's our general manager. In fact, we did the inspection and said, hey, your roof's fine, there's no damage. Well, I got a phone call three months ago. That was a powerful learning lesson for me because three months later this homeowner calls, she goes, you guys don't know what you're doing because I just had a different roofer out that said we had damage and it's getting approved by the insurance. And what ended up happening is that roof sustained incredible temperature swings over those three months and record rain. And when there was nothing on that roof within a few days of that hailstorm happening in time, those granules were loosened up in shed and this homeowner ended up getting a new roof. What we should have done and we do now, is set a follow up inspection in time to make sure that the homeowner is taken care of. And what I'd like to do for you is provide that second opinion. Since it's been so long, how would you feel if I grab my ladder right now? I'll grab photos and videos and you'll either find out that you are in fact totally fine, or if there is anything that we find, you're going to see it for yourself. So you can be your own judge and I'll walk you through your options. Whether you choose me or someone else, give me objection if I grab my ladder real quick and then we're back up on the roof for the second opinion. So there you have it. First, our background information. Not everyone knows what hail damage looks like. It's undetectable by the untrained eye. And as time lapses from a date of loss, whether it's hail claim or a wind claim, the damage becomes more evident. When we meet with our homeowners and speak with our homeowners, we need to identify when that inspection occurred and then who conducted the inspection. Were they a roofer or storm damage expert? And then if it was time had passed, we're going to focus in on that time angle so we can get up on the roof. So for the second opinion and if the house is in fact damaged, you, my friend, became a hero to get that homeowner what they deserve and what they need. And you won the sale and were able to provide that customer an amazing experience. So thanks for joining me in today's video. And just because our time here is about to wrap up does not mean you're in. My time has to. So if you haven't done it already, jump inside my free training center right here. Or hang with me here on YouTube and jump into this video. And if you're someone who might be interested in and my programs to teach you my entire sales system from not to close, click the link in the below. Happy to chat. We'll see you guys soon.