Reframe01
“Then have him bid it. Ask him whose insurance pays if he comes off your roof.”
Objection Library
Retail · kitchen table · 2,100 sq ft · quoted $16,800 · son-in-law works for a framing crew, not roofing
“My son-in-law does roofing.”
The family roofer
01What she means
She is not comparing 2 roofing companies. She is comparing a stranger to family trust.
She assumes family work comes with a warranty, because family feels safer than paper.
She has not asked her son-in-law a single hard question, because you do not interrogate family.
02Why reps fold
The rep hears family and backs off, treating it as a closed door instead of an open question.
He never asks whether the son-in-law carries insurance or a manufacturer certification.
If the roof fails later, there is no license behind it and no one she can call.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Does he carry his own liability insurance, or is he doing this as a favor on the side?”
Close03
“Get his number in writing with a warranty attached. If he can match that, take his.”
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
“No worries, family always comes first.”
You left without a single question asked, and the roof went uninsured and unwarrantied.
When you hold, she says
“Honestly, he's never given us anything in writing.”
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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