Sales Presentation Flashcards
Main Topics
- Inspection Complete
- Build Rapport
- Educate on hail damage
- Show Damage / Explain
- Have you Ever filed a claim before?
- Bids are irrelevant - xactimate
- Two different types of adjusters
- Whats my role - build value
- What you ask in return (let you do the work)
- How Insurance companies pay
- Create Urgency File claim today
- Go over agreement / close
- A Have you ever filed a claim before? No
No - Okay, well it might seem like a really complicated process, and it is if you don’t know what you’re doing or you try to handle it all yourself, but the good news is that I deal with everything except the actual filing of the claim, so you don’t have to deal with any of the paperwork, faxing calling, negotiating, etc.
- B Have you ever filed a claim before? Yes
Yes - Great, so you’ve had some experience with the process then. They’ve changed how they do some of the procedures now, so I’ll fill you in on what might be different, but the good news is that I take care of almost everything as far as busy work with the claim process. All you have to do is file the claim
- C How to File
- Call the claims hotline on your homeowners policy
- tell them you need to file a claim for hail damage to roof / gutters / siding.
- They’ll assign an adjuster to your claim and that person represent the insurance company
- D What the adjuster does
They come out and do an inspection like I did today. They have two jobs. 1. decide yes or no its storm damage and its approved or disagree. 2. They write the estimate and decide how much they’re going to pay for the damages.
- A - No longer take bids
It used to be you could collect 3 bids from various contractors and turn them in to your insurance company and theyd pick the lowest and write a check. They no longer do this because some contractors charge and an arm and leg and then theres 2 Chucks and a truck type roofers who live and work out their van, arent insured, and use subpar materials, then all the contractors inbetween.
- B - Xactimate eliminates bids.
They no longer take “bids” They now use a software called Xactimate, which is a database for the fair market value of labor and materials for each city/area. Estimates are writing out line by line for each material that goes on the roof. We use the same software so that we can work fluently with the adjusters. Most of the prices are accurate, some aren’t but its middle of the road and generally fair as long as they have the correct measurements and don’t forget any materials.
- Two Types of Adjusters
Good ones and bad ones, and you don’t know who you’re going to get. Some adjusters are really nice, really experienced and familiar with hail, are fair, and do a really good job with both the inspection and the estimate.
Then some who wont even go on the roof, or have no idea how to estimate for a roofing job. Some adjusters usually sit a desk and suddenly a tidal wave of claims comes in and their asked to go out and write up roof estimates for hail damage and they hardly have any idea of what their looking for.
- A Whats my role What we will do to ensure a fair assessment. (Build Value)
Be Present, prepared with detailed estimate, scope, measurements, photos, codes, etc.
Since we don’t know who your going to get . We are there to make sure you get the best possible assessment of your property.
Ill do everything the adjuster is suppose to do before they even get there, this way they can’t overlook, mis-measure, or miss anything.
Measure everything out Order an Eagleview
put together and xactimate estimate line by line just like they would do.
- B Whats my role What we will do to ensure a fair assessment. Compare
When they arrive will go over everything and compare notes. This is also ensures you get a fair assessment because the insurance company is there who would rather pay zero and us the contractor who would love the it be a million dollar claim, we meet in the middle to make sure everything is covered correctly so your home is restored properly and your taken care of, does that make sense?
- C Whats my role What we will do to ensure a fair assessment. Denied
Worst case scenario if it doesnt get approved nothing happens. You don’t owe us anything. We can get a re-inspection and get one more opinion if you want but your not on the hook!
- What you ask in return (let you do the work)
Each claim takes anywhere from 15-20 hours of legwork between the initial inspection, estimating everything line by line, measuring, drawing, diagraming, photographing, preparing the property for the adjuster, 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 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?
- How Insurance companies pay
They divide the payment into two checks. They pay enough up front to get the job started. Then release the second one when the job is completed.
ACV. This is what your roof is estimated to be worth right now.
Depreciation - Is the difference, what your roofs value lost over time.
Example if the RCV is $10,000
The ACV - $6,000
Depreciation - $3,000
Deductible - $1,000
- Create Urgency
The last thing is, I would recommend that you call and file your claim sooner versus later, because as time goes on, they tighten up the reins and become stricter and stricter about what they approve, and the earlier you get your claim filed, the more likely our chances of getting a more fair assessment are.
- A. Agreement
Contingent upon insurance company price and approval. If you the insurance company doesn’t approve the roof, then no roof goes on and your not on the hook for anything. Sound good?
