Reframe01
“Waiving a deductible is insurance fraud in most states. That's a promise they can't legally keep.”
Objection Library
Storm · competitor already quoted · offered to absorb the $2,300 deductible · you are the second sit
“The other company said they'd cover my deductible.”
The waived-deductible pitch
01What she means
She heard a deal, not a red flag, because free money always sounds like a deal.
She does not know waiving a deductible is illegal in most states and voids most policies' terms.
She thinks you're competing on price when you're actually competing on who breaks the law.
02Why reps fold
The rep is afraid to call it what it is, so he mumbles about ethics instead of facts.
He loses the sit to a lower net price instead of naming the legal exposure plainly.
She signs with a contractor who just told her he'll falsify paperwork on her behalf.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Did they say how they'd cover it, an inflated invoice, or a discount that never shows on paper?”
Close03
“Ask them to put the waived deductible in writing on the contract. See if they still say yes.”
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 mean, if they can cover it, that's a better deal for you.”
You validated a fraud offer instead of naming it, and lost the sit anyway.
When you hold, she says
“Wait, that's actually illegal?”
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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