Reframe01
“The deductible is set by your policy. I can't waive it, that's fraud in most states.”
Objection Library
Storm · claim approved · scope pays $16,400 · deductible $2,500 · quoted build $18,900
“I don't have $2,500 sitting around for a deductible.”
The deductible squeeze
01What she means
She hears $2,500 as one lump due today, not a number she can plan for over weeks.
She has not compared the deductible to what a new roof costs without insurance at all.
She is waiting for someone to offer to cover it, because she has heard that pitch before.
02Why reps fold
The rep offers to waive or absorb the deductible to close the sale on the spot.
That offer is insurance fraud in most states, and it puts his license and hers at risk.
He solves her cash problem today and hands both of them a legal problem later.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Would a payment plan over the next 60 days make the $2,500 manageable right now?”
Close03
“Let's set up financing for the deductible today, and the rest is already covered by your carrier.”
Say all 3 out loud once, right now, before you read the next part. The one you can say without reading it is the one you own.
04Where this one usually breaks
Break Point
“Don't worry about the deductible, we'll just take care of it for you.”
You offered fraud instead of a payment plan, and put her policy at risk.
When you hold, she says
“Okay, tell me more about that financing.”
That is the whole celebration. She stops arguing and starts asking what you need from her.
You have read the words. She has not heard you say them yet.
In the Drill, the homeowner opens with this exact line, pushes back on whatever you actually said, and you get a Grade with your own losing sentence quoted back.
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