They Said What?

This one word will help you defeat the objection, "they'll eat my deductible," when you got another contractor who's claiming to the homeowner that they're going to eat the deductible. You tell 'em it's illegal, but you still lose deals. Let's learn how to defeat it with this magic one word. What we want to do is kind of allow the homeowner to talk him or herself into a corner for them to then realize, oh wait, this isn't right. I should go about this the legal and proper way. And we need to do that by getting the homeowner talking, which is why we want to ask a question.

So the big question is... How? Did the other contractor explain how they were gonna do that for you? When the answer is no. We sketch this out, educate them, explain the fraud. We say, now how does that make you feel about a company who's willing to do that behind your back?

And chances are, they're not gonna feel very good about it, and they're gonna kick down your door to do business with you.

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