Canvassing Introduction
After somebody opens the door make sure you speak to the homeowner by asking, “Are you the homeowner?” If not then introduce yourself and ask, “Is the homeowner here? May I talk to the homeowner?” If not, then, “when can I talk to him/her? May I have his/her phone number so I could just set up the appointment? What is his/her name?”
When talking to the homeowner, introduce yourself and give them your business card. “Hello, my name is Oleg. I am from Roofing Giant. Here is my business card. I saw there is damage on your roof. I saw the turbine is not spinning and shingles are missing. (Make sure to spot something before you knock on the door). We do roof inspections in this area. Due to the latest hail storm most of the roofs in this area have hail damage.”
Listen carefully to the body language and words of the homeowner.
Depending on what the homeowner’s answer is you may proceed to,
“Has anybody inspected your roof?”
If not then,
“We do free no-obligations inspections. No cost. It is going to take only like 5 minutes for me to inspect your roof and I will let you know if I identify any damage. If there is any damage, I will take pictures and will show them to you.”
If they say, yes somebody else inspected their roof, then ask,
“Was any damage found?”
If yes then ask them,
“Was it a roofing company or somebody from your insurance company that inspected your roof?”
“Have you submitted the claim to the insurance company?”
If they say that no damage was found then offer them to allow you to do the inspection to confirm that there is no hail damage. Some guys who have done the inspection might have been new and not trained enough to identify light hail damages.
If there is hail damage and they have not submitted a claim yet then offer them to verify the hail damage and go through Insurance Restoration Process with them and file the claim with them.
“Hi, I’m <first name> <last name> with Roofing Giant (show badge or point to logo on shirt or hat). A lot of homes here in the neighborhood really got hit (blasted, bombarded) by that big hailstorm last week, <month>, <year>.
We’re getting some of your neighbor’s insurance companies to actually buy them a new roof, gutters, siding, etc. so you’ll probably be seeing a lot of me (that’s my truck <car> with the Roofing Giant sign) in the neighborhood and I just wanted to stop by and introduce myself. Oh, by the way, here’s some information about Roofing Giant that’s both informative and entertaining. Have a good day/evening.” <Hand folder, pause – wait for a response.>
<After they have taken the folder look up…>
“By the way, have you had an adjuster out to check for damage?”
Homeowner Response 1: “I’m not interested,” or fearful/hesitant/uncomfortable attitude.
Roofing Specialist 1: “Okay, well, thank you for your time. (Or “Thank you anyway.”) As I said, I’ll be around the neighborhood anyway, so if you change your mind and you’d like me to stop by some other time, just give me a holler.”
Homeowner Response 2: “Yes.”
Roofing Specialist 2: “Did they say it needs replacement or repair?”
Homeowner Response 2a: “Replacement.”
Roofing Specialist Response 2a: “Well, great. Just to let you know a little bit about our company, Roofing Giant is (use Why Our Customers Love Us). We are a general contractor that works with roofing, siding and gutters; mainly the exterior of the home. We specialize in helping homeowners and business owners who have sustained storm damage.
“If you’d ever like me to check and make sure everything was covered by the adjuster, so you get all you’re entitled to, just give me a ring. Or, if you see me in the neighborhood, I’ll be happy to get up on your roof and take a look around. It only takes about 10-15 minutes. And, by the way, the inspection is FREE; of course we’re licensed and certified. We’re also members in good standing of the Better Business Bureau; we have many references and all our work is guaranteed and under warranty.”
<Pause – wait for a response.>
<Look at your watch or ask the homeowner(s) for the time.>
“You know, as a matter of fact, I’ve got a couple of extra minutes right now. If you’d like, I’ll grab my ladder and look around. It never hurts to have a second opinion, and the adjuster might have missed something – okay?”
<Pause – wait for a response.> If the answer is “yes,” continue Introduction. If not, leave the information folder.
Homeowner Response 2b: “Repair.”
Roofing Specialist Response 2b: “That’s odd; most of your neighbors are getting their roofs completely replaced. Just to let you know a little bit about our company, Roofing Giant is (use Why Our Customers Love Us). We specialize in helping homeowners and business owners who have sustained storm damage.
“If you’d ever like me to check and see just how severely your home is damaged so you might be able to qualify to get a new roof and new gutters (siding, etc.) too, just give me a ring. Or, if you see me in the neighborhood and I’m not in the middle of something with one of your neighbors, I’ll be happy to get up on your roof and take a look around. It only takes about 10-15 minutes. And, by the way, the inspection is FREE; of course we’re licensed and certified. We’re also members in good standing of the Better Business Bureau; we have many references and all our work is guaranteed and under warranty.”
<Pause – wait for a response.>
<Look at your watch or ask the homeowner for the time.>
“You know, as a matter of fact, I’ve got a couple of extra minutes right now. If you’d like, I’ll grab my ladder, look around your roof. Check your gutters and siding and see if the adjuster might have missed something. It never hurts to have a second opinion on something this important, don’t you agree?”
<Pause – wait for a response.> If the answer is “yes”, continue Introduction. If not, leave the information folder.
Homeowner Response 3: “No, I haven’t had them out,” or, ”I didn’t have any damage.”
Roofing Specialist Response 3: “Well, nearly every home here in your neighborhood has a damaged roof.
You see, when hail damages a roof, eventually that roof begins to leak. Just to let you know a little bit about our company, Roofing Giant is (use Why Our Customers Love Us). We specialize in helping homeowners and business owners who have sustained storm damage.
“If you’d ever like me to check and see if your home is damaged and you might qualify to get a new roof and new gutters (siding, etc) too, just give me a ring. Or, if you see me in the neighborhood and I’m not in the middle of something with one of your neighbors, I’ll be happy to get up on your roof and take a look around. It only takes about 10-15 minutes. And, by the way, the inspection is FREE: of course we’re licensed and certified. We’re also members in good standing of the Better Business Bureau; we have many references and all our work is guaranteed and under warranty.”
<Pause – wait for a response.>
<Look at your watch or ask the homeowner for the time.>
“You know, as a matter of fact, I’ve got a couple of extra minutes right now. If you’d like, I’ll grab my ladder, look around your roof. Check your gutters and siding and see if your home was damaged. Okay?”
<Pause – wait for a response.> If the answer is “yes,” continue Introduction. If not, leave the information folder.
Tell the homeowner how you will be doing the inspection.
“Oh, by the way! May I take a moment and explain what I’ll be doing? First, I’ll grab my ladder, get up on your roof and inspect it for damage. Then, I’ll walk around your home and inspect your windows, screens, siding, gutters and anything else that might have been damaged. Then, I’ll compile all of the information and sit down with you (and your spouse) and explain what I’ve found. If there has been enough damage to pursue this further, then we’ll go over the Insurance Restoration Process together.
“And, you know, because we are a licensed and insured general contractor, this saves you the inconvenience of meeting with many different tradesmen and gathering several different estimates to present to your insurance company. I’m sure you’re not looking forward to interviewing roofers, siding contractors and others to pull this project together, right? We will do all of that for you. We have relationships with many qualified professionals to finish this project for you. What’s more important, we warranty all of our work. This means, if a warranty issue arises, you’re not left calling several different companies to figure out who will help you. You simply call us. You won’t get caught in the middle of finger-pointing between a roofing company and siding company each claiming the other is responsible for warranty repairs.
“Remember I mentioned the word ‘estimate’? As a matter of fact, we don’t even give estimates. We work out all the numbers directly with your insurance company. You, of course, will be kept informed of what those numbers are. However, our main focus is quality workmanship and quality materials. Our goal is to bring your home back to the same, or better condition than before it was damaged.
“I’ll also answer any questions you might have. And, by the way, if you happen to ask me something and I’m not sure of the answer, I’ll get my manager on the phone. Then, if you’re comfortable with everything, there’s a form that allows me to work with your insurance company. It’s called a ‘Contingency Agreement,’ because it is literally contingent upon the approval by your insurance company. In other works, it states you are not under any obligation unless your insurance company approves the work and agrees to pay for everything. Basically, it gives me the authorization to work with the insurance adjuster on your behalf and make sure you are treated fairly and get everything you are entitled to receive.
“Oh, and one more thing – you’ll end up hearing everything twice, and you’ll get a copy of every document twice – once from me, and once from the insurance adjuster. So, you’ll have peace of mind knowing everything is accurate and everyone is in agreement.
“But, first things first, let me get to work and inspect your home and I’ll see you when I’m done, okay?”
Use this New Prospects Form to write the information for every prospect.
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