The Sales Presentation Script - Amazon S3Presentation+Script.pdf · 3 The Sales Presentation Script...

The Sales Presentation Script

“Woof” Sales 101

(c) Copyright 2014 - Roof Sales Mastery, LLC - All Rights Reserved

1www.roofsalesmastery.com

The Sales Presentation

Consider the 80/10/10 rule. It theorizes that 10% of customers just say “no” regardless of what they are pitched,

10% of customers are “yes” people and say yes to anything they are pitched, and the remaining 80% depends on

the you, the salesperson. This is great news, because for the most part, you are in control of your results. It is your

job to educate your homeowners to help them make an informed decision by communicating the value of your

role in their insurance claim.

When your inspection is complete, knock on the door. Say,

³+H\��KRPHRZQHU��VR�,¶P�¿QLVKHG�ZLWK�WKH�LQVSHFWLRQ�±�\RX�GR�KDYH�VRPH�GDPDJH�XS�WKHUH�OLNH�D�ORW�RI�WKH�KRXVHV�LQ�WKLV�DUHD��,�WRRN�VRPH�JRRG�SLFWXUHV�VR�\RX�FDQ�VHH�KRZ�LW�ORRNV��'R�\RX�ZDQW�WR�JR�LQ�DQG�VLW�GRZQ�IRU�D�IHZ�PLQXWHV�VR�,�FDQ�VKRZ�\RX�ZKDW¶V�JRLQJ�RQ"´

Sales presentations are best performed at the kitchen table. It is the most natural, comfortable space and environ-

ment to sit down, plus you have the kitchen table to lay your notebook, folder, iPad, etc. Standing at the front door

LV�D�WHUULEO\�DZNZDUG�DQG�LQHI¿FLHQW�SODFH�WR�WU\�WR�FORVH�VRPHRQH��DQG�HYHQ�WKH�OLYLQJ�URRP�GRHVQ¶W�PDNH�IRU�D�great spot. Just say, ³,W¶V�HDVLHVW�IRU�PH�WR�MXVW�VLW�DW�WKH�NLWFKHQ�WDEOH�VR�,�FDQ�VHW�P\�VWXII�GRZQ�DQG�ZULWH�D�IHZ�QRWHV�LI�WKDW¶V�RND\�´

The presentation is the most important part of the inspection. This is where the sale is made or lost. Be calm,

FRQ¿GHQW��DQG�VHOI�DVVXUHG��5HPHPEHU��\RX�DUH�WKH�H[SHUW��7KH�KRPHRZQHU�LV�UHO\LQJ�RQ�\RX�WR�JLYH�WKHP�JRRG�information about the process so that they feel comfortable trusting you with their insurance claim.

Have your camera or phone with you to show them the photos and video of the damage you documented. Bring

a notebook so you can write down the insurance payment schedule process on paper as a visual aid. Keep the

DJUHHPHQW�LQ�D�IROGHU�RU�QRWHERRN�XQWLO�LW�LV�WLPH�WR�JR�RYHU�LW��<RX�GRQ¶W�ZDQW�\RXU�KRPHRZQHU�GLVWUDFWHG�E\�WKH�words on the document instead of listening to you go over the other information. Use the word “agreement,” not

“contract” when referring to that document in conversation with your homeowner.



The key to getting customers to sign agreements with you is not by being pushy, demanding, or threatening.

Homeowners will want your help if you do a good job explaining the process to them. It is your job to educate

your homeowner and inform them of the claims process, and to help them understand why your role is so valu-

able. People are very okay signing things as long as they understand them. When you adequately inform your

homeowners, they will have no reason not to sign up with you. Here is the word-for-word presentation I give to

my homeowners that results in a consistent 90-95% success ratio, because it handles objections before they ever

arise and eliminates bid collecting.

If you’ve ever missed out on getting deals signed because of objections like, “I think I’d like to talk to my insur-

DQFH�DJHQW�¿UVW�´�RU�³,¶G�OLNH�WR�JDWKHU�VRPH�RWKHU�HVWLPDWHV�´�RU�KDYH�HYHU�ORVW�D�GHDO�RQ�WKH�EDFNHQG�EHFDXVH�another contractor came in behind you and underbid you, this presentation script will prevent most of those types

of objections or losses from happening.

The presentation covers these main points:

��%XLOG�UDSSRUW��HVWDEOLVK�WUXVW�DQG�FRPIRUW�ZLWK�KRPHRZQHU��(GXFDWH�KRPHRZQHU�RQ�KDLO�GDPDJH��6KRZ�SKRWRV�YLGHR�RI�GDPDJHV�RQ�WKHLU�KRPH��H[SODLQ�FRQVHTXHQFHV��+DYH�\RX�HYHU�KDG�WR�¿OH�D�FODLP�EHIRUH"��%LGV�DUH�QRZ�LUUHOHYDQW�±�DGMXVWHUV�XVH�;DFWLPDWH��7ZR�GLIIHUHQW�W\SHV�RI�DGMXVWHUV��:KDW�\RX�DUH�JRLQJ�WR�GR�IRU�WKHP�±�EXLOG�YDOXH�LQ�\RXU�VHUYLFH��:KDW�\RX�DVN�LQ�UHWXUQ��OHW�\RX�GR�WKH�ZRUN��+RZ�LQVXUDQFH�FRPSDQLHV�XVHG�WR�SD\�YV��KRZ�WKH\�SD\�QRZ��&UHDWH�XUJHQF\�±�¿OH�\RXU�FODLP�WRGD\��*R�RYHU�DJUHHPHQW��FORVH

%XLOG�UDSSRUW�

Do not dive in to a sales pitch immediately upon sitting down

with your homeowner. First and foremost, you need to spend a

few minutes breaking the ice, getting to know your customer,

and building rapport. The goal is to get your customer to feel

comfortable with you as an individual, not just as a salesper-

son.

The more comfortable they feel with you, the more open they

will be to the information and advice you are giving to them.

Ask them how long they have lived in the house, how they

like the neighborhood, if they know any of the neighbors that

you have already met, etc. Then transition into the presenta-

tion.



The Sales Presentation Script

Educate the homeowner on what hail damage is.

“Before we go over what I found on your property, I’ll explain what hail damage is and how it affects your roof.

Most people assume that if they don’t have immediate leaks or easy-to-see missing shingles, they didn’t sustain

DQ\�GDPDJH��7KH�¿UVW�WKLQJ�SHRSOH�QRWLFH�DQG�ZRUU\�DERXW�DIWHU�D�ELJ�KDLO�VWRUP�LV�WKHLU�YHKLFOH��ULJKW"�7KDW�NLQG�RI�GDPDJH�LV�REYLRXV�DQG�DW�H\H�OHYHO��ZKLOH�\RXU�URRI�LV�QRW�QHDUO\�DV�REYLRXV��DQG�HYHQ�VXEVWDQWLDO�GDPDJH�UHTXLUHV�D�WUDLQHG�H\H�WR�LGHQWLI\�LW��%XW�WKLQN�DERXW�LW��LI�KDLO�KLWV�KDUG�HQRXJK�WR�GHQW�VROLG�PHWDO�VXUIDFHV��ZKDW�FDQ�LW�GR�WR�D�VRIW�DVSKDOW�VKLQJOH"�

6KLQJOHV�DUH�PDGH�RI�D�WKLQ�OD\HU�RI�DVSKDOW�WKDW�DUH�FRYHUHG�LQ�JUDQXOHV��7KHVH�JUDQXOHV�VHUYH�WZR�SXUSRVHV��WR�PDNH�WKHP�SUHWW\�DQG�JLYH�WKHP�FRORU��DQG�PRUH�LPSRUWDQWO\��WR�SURWHFW�WKH�DVSKDOW�IURP�WKH�VXQ��:KHQ�KDLO�IDOOV�IURP��IHHW�LQ�WKH�VN\�DQG�KLWV�\RXU�URRI��LW�LPSDFWV�WKH�VKLQJOH�DQG�OHDYHV�EUXLVHV��-XVW�OLNH�LI�\RX�ZHUH�WR�SXQFK�PH�LQ�WKH�DUP�±�SOHDVH�GRQ¶W��KDKD��±�HYHQWXDOO\�D�EUXLVH�ZRXOG�VKRZ�XS��,Q�WKHVH�VRIW�VSRWV��WKH�JUDQXOHV�KDYH�EHFRPH�ORRVHQHG�DQG�GLVWXUEHG��DQG�DIWHU�\RX�JHW�UDLQ��VXQ��VQRZ��ZLQG��DQG�VOHHW�ZHDWKHULQJ�RQ�LW�RYHU�WLPH��those granules just wash away, leaving just the thin layer of asphalt exposed to the sun.

<RX�VHH�SHRSOH�ZLWK�EODFN�DVSKDOW�GULYHZD\V�WKDW�KDYH�WR�UHVXUIDFH�DQG�UHSDYH�WKHP�HYHU\�\HDU�RU�WZR�EHFDXVH�WKH�VXQ�FKHZV�WKHP�XS��ULJKW"�:HOO�WKDW¶V�DVSKDOW�WKDW¶V�D�IHZ�LQFKHV�WKLFN��<RXU�VKLQJOH�LV�MXVW�D�WKLQ�OD\HU��DQG�ZKHQ�WKRVH�JUDQXOHV�DUH�GLVWXUEHG�DQG�VWDUW�WR�ZDVK�DZD\��LW�H[SRVHV�WKH�DVSKDOW�WR�WKH�VXQ��DQG�LW�GRHVQ¶W�WDNH�ORQJ�IRU�it to deteriorate after that. This can take months and even a couple years – it’s a slow process. That’s why a lot of

SHRSOH�PDNH�WKH�PLVWDNH�RI�DVVXPLQJ�WKHLU�URRI�GLGQ¶W�JHW�GDPDJHG�EHFDXVH�WKH\�GRQ¶W�JHW�OHDNV�ULJKW�DZD\��:KHQ�WKH�VXQ�FKHZV�KROHV�WKURXJK�WKH�DVSKDOW��WKHQ�WKH�WURXEOH�VWDUWV��DQG�WKDW¶V�ZKHUH�HYHQWXDOO\�ZDWHU�ZRXOG�¿QG�LWV�way in. Your insurance company would much rather pay for just a roof, versus a roof, rotten decking, wet drywall,

PROG�LQ�WKH�DWWLF��HWF��'RHV�WKDW�PDNH�VHQVH"

(They do or don’t have damage. Show photos & explain.)

So here’s what’s going on on your roof (show and explain photos). This isn’t the worst GDPDJH�,¶YH�HYHU�VHHQ��EXW�it’s also not the lightest.

Hail damage is like getting a speeding ticket. If the speed limit out here is 25, and a car zooms through going 50,

DQG�WKHQ�DQRWKHU�FDU�VSHHGV�WKURXJK�JRLQJ��LV�D�ORW�PRUH�REYLRXV�DQG�³ZRUVH´�WKDQ��EXW�ERWK�ZHUH�VSHHG-

LQJ�DQG�ERWK�GHVHUYH�D�WLFNHW��ULJKW"�+DLO�GDPDJH�LV�WKH�VDPH�ZD\��:KHWKHU�LW¶V�KHDY\�RU�OLJKW��GDPDJH�LV�GDPDJH��DQG�LW¶V�D�PDWWHU�RI�ZKHQ��QRW�LI��LW�ZLOO�HYHQWXDOO\�OHDG�WR�ELJJHU�LVVXHV�



+DYH�\RX�HYHU�¿OHG�D�FODLP�EHIRUH"

No��2ND\��ZHOO�LW�PLJKW�VHHP�OLNH�D�UHDOO\�FRPSOLFDWHG�SURFHVV��DQG�LW�LV�LI�\RX�GRQ¶W�NQRZ�ZKDW�\RX¶UH�GRLQJ�RU�\RX�WU\�WR�KDQGOH�LW�DOO�\RXUVHOI��EXW�WKH�JRRG�QHZV�LV�WKDW�,�GHDO�ZLWK�HYHU\WKLQJ�H[FHSW�WKH�DFWXDO�¿OLQJ�RI�WKH�FODLP��VR�\RX�GRQ¶W�KDYH�WR�GHDO�ZLWK�DQ\�RI�WKH�SDSHUZRUN��ID[LQJ��FDOOLQJ��QHJRWLDWLQJ��HWF�

Yes ��*UHDW��VR�\RX¶YH�KDG�VRPH�H[SHULHQFH�ZLWK�WKH�SURFHVV�WKHQ��7KH\¶YH�FKDQJHG�KRZ�WKH\�GR�VRPH�RI�WKH�SURFHGXUHV�QRZ��VR�,¶OO�¿OO�\RX�LQ�RQ�ZKDW�PLJKW�EH�GLIIHUHQW��EXW�WKH�JRRG�QHZV�LV�WKDW�,�WDNH�FDUH�RI�DOPRVW�HYHU\WKLQJ�DV�IDU�DV�EXV\�ZRUN�ZLWK�WKH�FODLP�SURFHVV��$OO�\RX�KDYH�WR�GR�LV�¿OH�WKH�FODLP�

$OO�\RX�KDYH�WR�GR��DQG�,¶P�JRLQJ�WR�ZULWH�WKLV�GRZQ�IRU�\RX��LV�FDOO�WKH��FODLPV�KRWOLQH�RQ�\RXU�KRPHRZQHUV�SROLF\��DQG�WHOO�WKHP�\RX�QHHG�WR�¿OH�D�FODLP�IRU�KDLO�GDPDJH�WR�\RXU�URRI�JXWWHUV�VLGLQJ�

7KH\�DVVLJQ�DQ�DGMXVWHU�WR�\RXU�FODLP��DQG�WKDW�SHUVRQ�UHSUHVHQWV�WKH�LQVXUDQFH�FRPSDQ\��WKH\�FRPH�RXW�DQG�GR�DQ�LQVSHFWLRQ�OLNH�,�GLG�WRGD\��DQG�WKH\�KDYH�WZR�MREV��GHFLGH�\HV�RU�QR��LW¶V�VWRUP�GDPDJH�DQG�LW¶V�DSSURYHG��RU�QR��WKH\�GLVDJUHH�WKDW�WKHUH¶V�GDPDJH�DQG�WKH\�GHQ\�LW��WKH\�ZULWH�WKH�HVWLPDWH�DQG�GHFLGH�KRZ�PXFK�WKH\¶UH�JRLQJ�WR�SD\�IRU�WKH�GDPDJHV�

,W�XVHG�WR�EH�WKDW�\RX�FRXOG�MXVW�JR�RXW�DQG�FROOHFW��ELGV�IURP�YDULRXV�FRQWUDFWRUV�DQG�WXUQ�WKHP�LQ�WR�\RXU�LQVXU-DQFH�FRPSDQ\��7KH\¶G�SLFN�WKH�ORZHVW�ELG�DQG�MXVW�ZULWH�D�FKHFN��7KH\�GRQ¶W�GR�WKLV�DQ\PRUH�EHFDXVH�WKHUH�DUH�FRQWUDFWRUV�WKDW�FKDUJH�DQ�DUP�DQG�D�OHJ��WKHQ�WKHUH¶V��&KXFNV�DQG�D�7UXFN�W\SH�URRIHUV�ZKR�OLYH�DQG�ZRUN�RXW�RI�D�YDQ��DUHQ¶W�LQVXUHG��XVH�VXESDU�PDWHULDOV�DQG�FKDUJH�KDOI�RI�ZKDW�HYHU\RQH�HOVH�GRHV��DQG�WKHQ�WKHUH¶V�DOO�WKH�FRQWUDFWRUV�LQ�EHWZHHQ��

6R�WKH\�QR�ORQJHU�WDNH�³ELGV�´�7KH�LQVXUDQFH�DGMXVWHUV�ZULWH�WKH�HVWLPDWHV��:KDW�WKH\�XVH�QRZ�LV�VRIWZDUH�FDOOHG�;DFWLPDWH��ZKLFK�LV�D�GDWDEDVH�IRU�WKH�IDLU�PDUNHW�YDOXH�RI�ODERU�DQG�PDWHULDOV�IRU�HDFK�FLW\�DUHD��(VWLPDWHV�DUH�ZULWWHQ�RXW�OLQH�E\�OLQH�IRU�HDFK�PDWHULDO�WKDW�JRHV�RQ�WKH�URRI��:H�XVH�WKH�VDPH�VRIWZDUH�VR�WKDW�ZH�FDQ�ZRUN�ÀX-HQWO\�ZLWK�WKH�DGMXVWHUV��0RVW�RI�WKH�SULFHV�DUH�DFFXUDWH��VRPH�DUHQ¶W��EXW�LW¶V�PLGGOH�RI�WKH�URDG�DQG�JHQHUDOO\�IDLU�DV�ORQJ�DV�WKH\�KDYH�WKH�FRUUHFW�PHDVXUHPHQWV�DQG�GRQ¶W�IRUJHW�DQ\�PDWHULDOV�

Two different types of adjusters:

7KHUH�DUH�WZR�GLIIHUHQW�W\SHV�RI�DGMXVWHUV��JRRG�RQHV�DQG�EDG�RQHV��DQG�\RX�GRQ¶W�NQRZ�ZKR�\RX¶UH�JRLQJ�WR�JHW��,W¶V�MXVW�OLNH�JHWWLQJ�D�ZDLWUHVV�DW�D�UHVWDXUDQW��6RPHWLPHV�\RX�JHW�D�UHDOO\�IULHQGO\��UHDOO\�JRRG�ZDLWUHVV�ZKR�LV�RQ�WRS�RI�HYHU\WKLQJ��JHWV�\RXU�RUGHU�ULJKW��HWF��2WKHU�WLPHV�\RX�JHW�WKH�JUXPSLHVW�ZDLWUHVV�LQ�WKH�ZRUOG�ZKR�QHYHU�UH¿OOV�\RXU�ZDWHU�DQG�MXVW�FOHDUO\�KDWHV�KHU�MRE��

6RPH�DGMXVWHUV�DUH�UHDOO\�QLFH��UHDOO\�H[SHULHQFHG��DUH�IDPLOLDU�ZLWK�KDLO��DUH�IDLU��DQG�GR�D�UHDOO\�JRRG�MRE�ZLWK�ERWK�WKH�LQVSHFWLRQ�DQG�WKH�HVWLPDWH�



7KHQ�WKHUH�DUH�VRPH�DGMXVWHUV�ZKR�ZRQ¶W�HYHQ�JHW�RQ�WKH�URRI��DQG�RU�KDYH�QR�LGHD�KRZ�WR�HVWLPDWH�IRU�D�URR¿QJ�job (we’ve had adjusters leave off felt paper before! Have also had adjusters try to pay for ½ a roof, or try to just take pictures from the ground, etc.). Some of these adjusters usually sit at a desk, and suddenly with the tidal wave of claims, are now asked to go out and write up roof estimates for hail damage and have hardly any idea what they’re doing or looking for.

What you will do to ensure a fair assessment: (be present, prepared with detailed estimate, scope, measure-ments, photos, codes, etc)

Since we don’t know who we’re going to get, here’s what I’m going to do to make sure you get the best possible assessment of your property:

I’m going to do everything the adjuster is supposed to do before they even get there, this way they can’t overlook, mismeasure, or miss anything.

I’m going to measure everything out, diagram it neatly and clearly (or order an Eagleview diagram which is a pro-fessional satellite picture of the roof dimensions), and photograph all of the damages. I’m going to put together an Xactimate estimate line-by-line just like what the insurance company would do, and I’ll be here before the adjuster shows up to do their inspection to mark out and circle the damage on your roof and other structures.

When the adjuster arrives, we will go over everything together and compare apples to apples, and I’ll show them everything I found so we can discuss the claim and make sure we are on the same page as far as the scope of dam-ages go. This way if we get an inexperienced, mean, grumpy, or lazy adjuster, I will have everything done and ready to hand to them in a comprehensive packet to make their job really easy.

This also ensures you get a fair assessment, because if the insurance company is there who would rather pay zero dollars, and the contractor is there who would love for the claim to be a million dollars, we meet in the middle to make sure everything is covered correctly so your home is restored properly and you’re taken care of, does that make sense?

Worst case scenario, if after ALL that, they still don’t approve it: nothing happens. You don’t owe me anything, except maybe a beer for my time (haha). We can get a re-inspection and get one more opinion from your insurance company if you want, but you’re not on the hook for anything. Okay? (nod)

Each claim I work on takes me anywhere from 15-20 hours of legwork between the initial inspection, estimating everything line-by-line, measuring, drawing, diagramming, photographing, preparing the property for the adjuster meeting and then meeting and negotiating with the adjuster. This is a big investment of my time, and obviously I can’t work for free. But, there is no service fee for any of that legwork. All I ask is that if I DO all that legwork and am able to get your roof approved for you, just let me do the work. Does that sound fair?



That’s how we do insurance claims. We don’t use normal “contracts” like most roofers, because in an insurance claim, it’s an unknown until we know whether it’s going to be approved or not. This way you can’t be on the hook for anything. If your insurance company says no-go, (shrug), nothing happens. No work is done.

If they do approve the roof, here’s how they pay out insurance claims now:

How insurance used to pay vs. how it pays now (do this on paper):

What they used to do is say, ‘Okay, you’ve got $10,000 worth of damage, so the total amount of the claim is $10,000 to get the work done. With a $10,000 claim and a $1000 deductible, the only portion the homeowner is UHVSRQVLEOH�WR�SD\�LV�WKH��GHGXFWLEOH��MXVW�OLNH�D�FR�SD\�DW�D�GRFWRU¶V�RI¿FH��7KH�LQVXUDQFH�FRPSDQ\�FRYHUV�the rest, meaning they would cover $9,000.

7KH\�XVHG�WR�ZULWH�RQH�ELJ�FKHFN�IRU��DQG�VD\��³2ND\�0U��0UV��+RPHRZQHU��JR�¿[�\RXU�URRI�´�8QIRUWX-nately, what do you think some people did with a big fat check for $9,000? (Bought a car, went to Disney World, SXW�LQ�D�VZLPPLQJ�SRRO��HWF��25��WKH\�ZRXOG�¿QG�VRPH�-RH�6FKPR�URRIHU�ZKR�VDLG�WKH\�FRXOG�VRPHKRZ�GR�WKH�work for $7,000, and would not pay their deductible and pocket the rest.

Technically, that’s insurance fraud, and insurance companies are not in business to buy people new TVs or hot tubs. Not that you or I would ever do this, but this is the reason they changed their procedures.

Now what they do is this: same $10,000 claim, same $1000. The insurance company still says they are willing to pay out the $9,000.

However, they do two things:

1) They hold back depreciation. Instead of one check, they divide it into two. One check is issued up front that is purposely not enough to get the work done, but enough to get started (get materials, put down a deposit, etc.) They hold onto the rest as depreciation, which is based on the age/condition of the roof at this point in its life. This amount is released only when the work has been completed. I have to send in a


¿QDO�LQYRLFH�DORQJ�ZLWK�D�FRPSOHWLRQ�IRUP�SURYLQJ�WKDW�WKH�ZRUN�KDV�EHHQ�GRQH�IRU�WKH�DJUHHG�XSRQ�HVWL-PDWH�WRWDO�EHIRUH�WKH\�LVVXH�WKH�VHFRQG�FKHFN�WR�FRYHU�WKH�UHVW��-XVW�OLNH��LI�\RX�ZHUH�WR�KLUH�D�FRQWUDFWRU�WR�SXW�LQ�D�VZLPPLQJ�SRRO��\RX¶G�JLYH�WKHP�D�GHSRVLW�XS�IURQW��DQG�WKHQ�ZKHQ�ZRXOG�\RX�SD\�WKHP�WKH�UHVW"��:KHQ�LW¶V�¿QLVKHG��7KLV�LV�WKH�VDPH�WKLQJ�WKH�LQVXUDQFH�FRPSDQLHV�GR�QRZ�WR�PDNH�VXUH�WKH�PRQH\�LV�VSHQW�RQ�ZKDW�LW�LV�LQWHQGHG�IRU�

��They list the mortgage company on the check.�6LQFH�WKH�EDQN�VWLOO�KDV�D�YHVWHG�LQWHUHVW�LQ�WKH�SURS-HUW\��WKH\�ZDQW�WKH�ZRUN�WR�EH�GRQH�PRUH�WKDQ�DQ\RQH��EHFDXVH�LQ�WKH�XQOLNHO\�HYHQW�WKDW�\RX�JX\V�GLVDS-SHDUHG�RII�WR�&RVWD�5LFD�WR�OLYH�RQ�WKH�EHDFK��QHYHU�WR�EH�KHDUG�IURP�DJDLQ��DQG�WKH�EDQN�KDG�WR�UHSRVVHVV�WKH�KRPH��WKH\�ZDQW�WR�PDNH�VXUH�WKHUH�DUH�QR�RXWVWDQGLQJ�GDPDJHV�WKDW�ZHUH�SDLG�IRU�DQG�VKRXOG�KDYH�EHHQ�¿[HG�VR�WKDW�WKH\¶UH�QRW�OHIW�KROGLQJ�WKH�EDJ�

%HFDXVH�RI�WKH�ZD\�WKH\�GR�WKHVH�SD\PHQWV�QRZ��bids are completely irrelevant.�,�FDQ�JLYH�WKH�LQVXUDQFH�FRP-SDQ\�HVWLPDWHV�DOO�GD\�ORQJ��EXW�WKH\�ZRQ¶W�HYHQ�ORRN�DW�LW��EHFDXVH�WKH\�MXVW�XVH�;DFWLPDWH��

,�VWLOO�ZULWH�DQ�HVWLPDWH�VR�ZH�KDYH�D�VFRSH�WR�JR�RII�RI�ZKHQ�,�PHHW�ZLWK�WKH�DGMXVWHU��EXW�RXU�HVWLPDWH�LV�$/:$<6�KLJKHU�WKDQ�WKH�LQVXUDQFH�FRPSDQ\¶V��EHFDXVH�WKH\¶UH�D�EXVLQHVV�WRR��DQG�WKH\¶UH�JRLQJ�WR�SD\�RXW�DV�OLWWOH�DV�WKH\�FDQ�JHW�DZD\�ZLWK�EHFDXVH�LW�LV�LQ�WKHLU�EHVW�LQWHUHVW�WR�GR�VR��7KH�OHVV�WKH\�SD\��WKH�PRUH�PRQH\�WKH\�PDNH��ULJKW"�7KH\�DUHQ¶W�JRLQJ�WR�SD\�RXW�PRUH�WKDQ�WKH\�KDYH�WR��6R�LI�D�FRQWUDFWRU�FODLPV�WKH\�FDQ�somehow�GR�WKH�MRE�IRU�OHVV�WKDQ�ZKDW�WKH�LQVXUDQFH�FRPSDQ\�LV�SD\LQJ��WKHQ�\RX�KDYH�WR�ZRQGHU�how��7KH\�KDYH�WR�PDNH�PRQH\�VRPH-ZKHUH�±�WKH\¶UH�FXWWLQJ�FRUQHUV�RQH�ZD\�RU�DQRWKHU��XVLQJ�FKHDS�PDWHULDOV��UHXVLQJ�ÀDVKLQJV�WKDW�DUH�DOUHDG\�RQ�WKH�URRI��GXPSLQJ�GHEULV�LQ�D�FUHHN��WKH\�GRQ¶W�KDYH�LQVXUDQFH��RU�WKH\¶UH�VXEPLWWLQJ�IUDXGXOHQW�LQYRLFHV�WR�\RXU�LQVXUDQFH�FRPSDQ\�±�somewhere�WKH\�KDYH�WR�EH�PDNLQJ�WKHLU�PRQH\��

2XU�GHDO�RQ�LQVXUDQFH�FODLPV�LV��DV�ORQJ�DV�ZH�GRQ¶W lose�PRQH\�RQ�WKH�MRE��ZH¶OO�GR�LW�IRU�ZKDWHYHU�WKH�LQVXUDQFH�FRPSDQ\�LV�DOORZLQJ��HYHQ�LI�RXU�LQLWLDO�ELG�LV�KLJKHU�

&UHDWH�XUJHQF\�WR�¿OH�ULJKW�DZD\�

7KH�ODVW�WKLQJ�LV��,�ZRXOG�UHFRPPHQG�WKDW�\RX�FDOO�DQG�¿OH�\RXU�FODLP�VRRQHU�YHUVXV�ODWHU��EHFDXVH�DV�WLPH�JRHV�RQ��WKH\�WLJKWHQ�XS�WKH�UHLQV�DQG�EHFRPH�VWULFWHU�DQG�VWULFWHU�DERXW�ZKDW�WKH\�DSSURYH��DQG�WKH�HDUOLHU�\RX�JHW�\RXU�FODLP�¿OHG��WKH�PRUH�OLNHO\�RXU�FKDQFHV�RI�JHWWLQJ�D�PRUH�IDLU�DVVHVVPHQW�DUH�

Contingency Agreement.

6LQFH�LQVXUDQFH�FODLPV�DUH�FRPSOHWHO\�GLIIHUHQW�IURP�D�QRUPDO�³ELG�´�ZH�GRQ¶W�XVH�VWDQGDUG�FRQWUDFWV�RU�DQ\WKLQJ�OLNH�WKDW��EHFDXVH�ZH�MXVW�GRQ¶W�NQRZ�ZKDW�WKH�RXWFRPH�LV�JRLQJ�WR�EH��DQG�DV�D�KRPHRZQHU�\RX�GRQ¶W�ZDQW�WR�EH�RQ�WKH�KRRN�IRU�DQ\WKLQJ��6R�WKLV�LV�WKH�IRUP�,�XVH�ZLWK�DOO�P\�KRPHRZQHUV�LQVWHDG�(take out agreement)��%HIRUH�,�JR�RYHU�DQ\�RI�LW��,¶P�JRLQJ�WR�JR�RYHU�WKLV�¿QH�SULQW�LQ�DQ�annoyingly thorough manner.�7KLV�LV�WKH�PRVW�LP-SRUWDQW�VHFWLRQ�IRU�\RX��,W�OHWV�\RX�NQRZ�WKDW�\RX�can’t be on the hook for anything�LI�WKH�LQVXUDQFH�FRPSDQ\�GRHVQ¶W�DSSURYH�LW�IRU�VRPH�UHDVRQ�

&RQWLQJHQW�XSRQ�LQVXUDQFH�FRPSDQ\�SULFH�DQG�DSSURYDO��,¶P�JRLQJ�WR�VWRS�ULJKW�WKHUH��7KLV�VHQWHQFH�DORQH�OHWV�\RX�NQRZ�WKDW�LI�,�FRPH�RXW�DQG�PHDVXUH��HVWLPDWH��GLDJUDP��SKRWRJUDSK��PHHW�ZLWK�\RXU�DGMXVWHU�DQG�QHJRWLDWH��DQG�DIWHU�$//�WKDW��WKH\�VWLOO�VD\�QR��WKH\�DUHQ¶W�DSSURYLQJ�DQ\WKLQJ��WKDW�\RX�DUH�QRW�RQ�WKH�KRRN�IRU�DQ\WKLQJ��1RWKLQJ�KDSSHQV��<RX�GRQ¶W�RZH�PH�DQ\WKLQJ��,I�WKH�LQVXUDQFH�FRPSDQ\�GRHVQ¶W�DSSURYH�WKH�URRI��WKHQ�QR�URRI�JRHV�RQ��<RX�FDQ�ULS�WKLV�XS�DQG�WKURZ�LW�DZD\��6RXQG�JRRG"

7www.roofsalesmastery.com(c) Copyright 2014 - Roof Sales Mastery, LLC - All Rights Reserved

Contingent upon insurance company “price” means that if we DO get it approved, then we will be doing the work for whatever the insurance company allows as a price. Let’s play the what-if game, just in case. Let’s say your insurance company approves the roof, but they pay really low on the job, and it’s just not enough. This means you still would not be on the hook for anything. I would be honest and up front and tell you, “___, I would love to GR�\RXU�URRI��EXW�,�MXVW�FDQ¶W�GR�LW�IRU�WKDW�SULFH�ZLWKRXW�ORVLQJ�PRQH\�RQ�LW��<RX¶OO�KDYH�WR�¿QG�VRPHRQH�ZKR�FDQ�maybe do it cheaper, okay? But no harm, no foul, you don’t owe me anything for my time.” This rarely happens. As long as we can do a quality job without losing money on it, we’ll do it for their price.

Therefore, your out of pocket expense is not to exceed deductible, period, unless you want some sort of non-in-surance related upgrades. Like if you wanted gutter screens to keep leaves out of your gutters, well your insurance company isn’t just going to volunteer to buy those for you, so that would be a voluntary out of pocket expense. If you want something like that, just let me know, and I can give you an estimate on those items.

Payment is upon completion of each trade. We don’t collect any money until the job has actually been done. Our homeowners love this, because they know they do not have the risk of paying a deposit, and then having me dis-appear to Vegas, never to be heard from again. That means that you, as a homeowner, have zero risk in the entire process. We do everything up front from the initial inspection, to drafting and providing the Xactimate, meeting with the adjuster and negotiating the claim, to ordering the materials, and actually completing the construction before we collect any of the money. Does that sound fair?

Anywhere there’s a dollar sign for now I just put “insurance allowance.” This lets you know again that if your insurance company comes out and says, “Nope, sorry, we’re giving you zero dollars and zero cents,” then it’s zero dollars and zero cents. Nothing happens.

Go over details of construction process.

I’m going to go over this part one more time. Alright, quiz time: “contingent upon insurance price and approval.” So if the insurance company comes out and doesn’t approve anything, what happens? (Nothing). Right. What do you owe me? (Nothing). Right. Maybe a beer for my time (smile).

Insurance price means, whatever price the insurance company and I come up with and agree on, that’s what we’ll do the job for, okay?

We don’t collect anything until the job is done, and when it’s done, please pay us (smile).

Anywhere there’s a dollar sign I just put “insurance allowance.”

A signature here means (point to line), Yes, ____, come out, meet with my insurance company, do what’s necessary to get my roof approved, and if you get it approved, you can do the work. If you don’t get it approved, I’m not on the hook for anything. Sound good? (Hand over pen and be quiet.)


6R�KHUH¶V�ZKDW�WR�GR��7RQLJKW�RU�WRPRUURZ��FDOO�WKH��FODLPV�KRWOLQH�RQ�\RXU�KRPHRZQHUV�SROLF\�WR�¿OH�\RXU�claim. They will need to know the date of the storm, what’s damaged (roof, gutters, siding, etc.), and if you have a contractor yet. After you give them the information they need, they will call you back in a couple of days to assign an adjuster to the claim. You will want to get the adjuster’s name and cell phone number. The reason we need their cell number is because if it’s raining at the time they are supposed to come out, we need to be able to communicate with them and see what the plan for rescheduling is.

The next thing you need to get is the date and time of the inspection. As soon as you know who is coming and when, call me right away so I can put it in my schedule. I’m dealing with multiple claims every single day this time of year, so I need to know as soon as possible so I make sure I don’t double-book myself and that I have all the paperwork done and ready for the adjuster.

(Give them a carbon copy of the agreement with the instructions written clearly on top).

If you have any questions in the meantime, don’t hesitate to call me!


The Sales Presentation Script - Amazon S3Presentation+Script.pdf · 3 The Sales Presentation Script...

Documents

Transcript of The Sales Presentation Script - Amazon S3Presentation+Script.pdf · 3 The Sales Presentation Script...