Reframe01
“That is not what a roof costs. That is what the adjuster wrote down before he saw the decking.”
Objection Library
Storm · hail claim · scope pays $11,300 · your build is $17,800 · deductible $2,500
“My insurance only approved this much.”
The insurance shortfall
01What she means
She believes the carrier's number is the price of a roof. It is the price of the scope somebody wrote.
She has already decided she is not adding her own money to a roof insurance is paying for.
Nobody has explained to her what a supplement is, or that her policy already covers one.
02Why reps fold
The rep tries to build to the carrier's number and eats the difference in materials or labor.
Or he argues with her about the adjuster, which makes him the problem in the room.
Either way he never separates 2 different numbers: what she pays, and what the scope pays.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Out of pocket, your policy says you owe the deductible. Has anyone shown you the supplement line?”
Close03
“You pay $2,500, the same as any carrier. I handle the shortfall with them in writing. Sign the scope.”
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
“I can probably make it work for what they approved.”
You agreed to build a $17,800 roof for $11,300, and now the decking is your money.
When you hold, she says
“Wait. So I only ever pay the $2,500?”
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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