Give a Presentation
- Illustrate to the homeowners just how significant the problems to their property are.
- Show how you can solve these problems.
- Explain why you and Roofing Giant are the best solution to their problem.
You will be able to achieve these things by presenting a very educational yet inspiring and dynamic presentation to the homeowners.
Setting the Stage
Before you begin your presentation to the homeowners, ask them where they would be most comfortable, suggesting either the kitchen table or the dining room table. Never try to give your presentation in front of a television set. If circumstances dictate you are in the living room with a distraction, ask the homeowners if they would mind if you turned down the television or better yet, turn it off so you aren’t distracted and can thus do a better job with your presentation to them.
The Sales Presentation
First, begin by thanking the homeowners again for inviting you to come to their home, review the situation, and prepare and present a solution for them. We want to make sure we continue to reduce their anxiety about the whole process and about you, whom they still may view as a salesperson.
At this point, tell them what you will be covering in this presentation:
- Who you and Roofing Giant are
- What you and Roofing Giant do
- The Insurance Restoration Process
Tell them you are explaining things very thoroughly because, when they make a decision that affects such a major investment as their home, it is important to gather as much information as possible so the decision is an educated one.
Explain and discuss all the damages you have found. Show the homeowners pictures of the damages and emphasize the urgency to fix the problems.
“Mr.(s.)_(name)_, I have good news and bad news. Let me give you the bad news first – okay? After thoroughly inspecting your home, it appears you have borderline damage. By that, I mean that an adjuster might say you only need a partial replacement or it can be repaired. Now, here’s the good news: In my opinion, based upon what we’ve been able to get for your neighbors, I think we can get your entire roof (siding, gutters) replaced.”
<Pause – wait for a response.>
“In fact, Mr.(s)._(name),_just call your agent and let (him/her) know <Roofing Specialist’s full name> with Roofing Giant has been out and found significant storm damage to your home and you need to file a claim.”
If the Adjuster Has Been Out
“Well, I have great news. While there are some areas with only borderline damage, based upon what we’ve been able to get for your neighbors, I think we can get your entire roof (siding, gutters) replaced.
But, first things first; please allow me to explain exactly how things would evolve from this point forward, just to make sure you are completely comfortable with allowing us to help you, okay?”
Take the Insurance Restoration Process form from their folder. Tell them, “I’ll be leaving this (the folder) with you.” Set the Insurance Restoration Process form in front of them. Take another copy from your paperwork and say, “This is the entire Insurance Restoration Process from start to finish. In other words, it’s exactly how things will evolve from this point forward. Let’s go through it together and see if everything makes sense, okay?”
<Pause – wait for a response.>
Begin reading aloud each step of the Insurance Restoration Process and the Pledge of Commitment. Rather than saying “Roofing Specialist,” be sure to say “I.” After each step, ask the homeowners, “Are you comfortable with that?” Then pause and wait for their response. If they say “no” or hesitate or are negative, encourage them to ask questions. Do not continue on to the next step until you have completely addressed their concerns and received verbal commitment they are agreeable with continuing. After getting a positive response to some of the steps you will elaborate.
“Oh! Have you noticed any interior damage yet – any water damage?” <Pause – wait for a response. Write down any interior damage.>
“Okay, let me ask – were you comfortable with me inspecting your home?” <Pause – wait for a response.> “Okay, great!”
2. We will ask you to call your insurance company to initiate a claim. (Unfortunately, insurance companies do not allow us to do this for you.)
“Are you comfortable with calling your insurance company and initiating a claim?”
<Pause – wait for a response.>
“Okay, fine. Again, I feel we’ll be able to get your entire roof (siding, gutters, etc.) replaced. Just call your agent and let (him/her) know <Roofing Specialist’s full name> from Roofing Giant has been out and found storm damage to your home and you need to file a claim.”
If They Have Already Filed a Claim
“Let’s see, now you’ve already filed a claim, so I guess it’s safe to say you’re comfortable with this one, right?”
<Pause – wait for a response.>
“Okay, and by the way, that’s the only step you’ll have to do yourself.”
3. Once you have an insurance claim number, our Roofing Specialist will contact the Insurance Adjuster assigned to the claim, and on your behalf, we will begin the restoration process.
“Are you comfortable with that?”
<Pause – wait for a response.>
“Okay.”
4. Our Roofing Specialist will meet with the adjuster and point out all of the damage. If the Adjuster agrees with our assessment, we will notify you immediately.
If they disagree or refuse to pay for everything we feel you are entitled to, we will still notify you immediately. We will then request that a different Adjuster re-inspect your house. If they still refuse to pay you what we honestly feel you are entitled to, we can have an arbitrator inspect your house. Once again, you are kept apprised on a daily basis.
“Are you comfortable with that?”
<Pause – wait for a response.>
“Okay.”
5. Once we receive approval from your insurance company, two things happen simultaneously. The Insurance Adjuster will tell your insurance company to write you a check for at least half the total cost of the project. While you are waiting for your money, you and our Roofing Specialist will pick out building materials and color. Also, our Roofing Specialist will collect the insurance deductible, which is typically 1% of the home value. This is your only out-of-pocket expense.
“So, in other words, your only cost is your insurance deductible, which is usually 1% of your home value, and you only pay that after your insurance company has agreed to pay for everything else. And, by the way, because this was a natural disaster, your insurance company cannot raise your rates or drop you because you filed a claim.”
“But, once again, are you comfortable with all of that?” (Point to step 5.)
<Pause – wait for a response.>
“Okay, fine.”
6. Next, we will order roofing material to replace your roof.
“Are you comfortable with that?”
7. When the materials are delivered, which is usually in the morning on the day of installation Roofing Specialist will do a thorough inspection and make sure all of the materials delivered are the right colors, and everything is correct. Also, at that time, our Roofing Specialist will collect the first check you will have received from the insurance. In the construction industry, it’s called a “Material Drop Check” because the materials have been dropped off at the work site.
“By the way, our Project Manager is terrific. As a matter of fact, part of his compensation is based upon you being completely satisfied with the project. So, it really matters to him that you are happy.
“Are you comfortable with all of that?”
<Pause – wait for a response.>
“Great!”
8. Once the Material Drop Check has been picked up, we will replace your roof and do other repairs required for your property. It usually takes one day to replace the roof and all other parts of the project such as gutter, window screens, etc., are done right after roof installation.
“Are you comfortable with that?”
<Pause – wait for a response.>
“Okay.”
9. On the day of construction Roofing Specialist will be here to meet with the crew and help make sure any special instructions you might have are followed.
By the way, Mr.(s.)_(name)_, I’m sure you noticed the actual construction process is way down here – number 9. So, in other words most of the work and time-consuming effort is done before we actually come out to replace your roof (siding, gutters, etc.) That’s why many of your neighbors selected Roofing Giant to help them. That’s a lot more to this than simply replacing your roof.”
“Are you comfortable with that?”
<Pause – wait for a response.>
“Very good.”
10. Once everything is completed, you and Roofing Specialist will go over the Inspection Checklist together, point-by-point, to confirm everything has been completed to your satisfaction.
Get the Inspection Checklist from folder, show it to the homeowners and say, “This is what we’ll go over together. As you can see, it’s pretty comprehensive.”
“Are you comfortable with that?”
<Pause – wait for a response.>
“Great!”
11. After completion of the work on your house, our Accounting Staff will invoice your insurance company for the remainder of the money they owe us for the project. When you receive final payment from your insurance company, Roofing Specialist will come to your house to pick up the check and do a final inspection, to make sure you are completely satisfied.
“Are you comfortable with that?”
<Pause – wait for a response.>
“Very good.”
Close the Deal
Finally read our Pledge of Commitment to the customer.
Roofing Giant is the leading Dallas roofing company that specializes in insurance restoration work on roofs and gutters. Similar to an attorney fighting for the right of their client, we will function as your advocate with the insurance company. Once they agree to replace all you are entitled to receive, we will complete the work quickly and with a high degree of professionalism. Furthermore, and perhaps most importantly, our Roofing Specialist will continually keep you informed of exactly how things are evolving, beginning the first day we are in contact with the Insurance Adjuster through the final inspection. In other words, we’ll call you, rather than you having to call us.
We will work hard for you; get you everything you are entitled to receive and enhance the beauty and value of your home.
“And, finally, are you comfortable with our Pledge of Commitment? Well, good. Then the only other consideration is me. Are you comfortable working with me?”
<Pause – wait for a response.>
“Well, thank you, I promise you I’ll work hard for you.”
<Extend hand to shake hands with homeowners.>
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