The fastest way to create more profit in your pipeline is by LEVERAGING deals you ALREADY HAVE using my unique supplementing method. Consider the chart above: we basically doubled the claim. We got 2 jobs out of 1, minus all the work.

To get TWO jobs, we would have had to go out, knock doors, set an appointment, perform the inspection, hope there's damage, present the sales pitch, hope they sign, file the claim, wait a week for the adjuster meeting, hope it gets approved, wait for the paperwork, send off mortgage checks, schedule the build, build the roof, request depreciation, and FINALLY collect on the job. This process takes several WEEKS.

Instead, following my supplement system, you can create the profit margins of 2+ jobs in 45 minutes at your computer in your sweatpants.

^ Brad was brand new to supplementing and averaged $9,000 APPROVED SUPPLEMENT PER CLAIM on his first 5 submissions following this training.

When I got started in the storm restoration roofing industry, I was extremely excited by the income opportunity and even more intrigued by the supplementing process. 

I quickly realized how much insurance companies tried to get away with by nickel and diming each claim.

I did the math and estimated that ONE carrier in a single market that processes 100,000 claims per year would save $100 MILLION that year if they shaved just $1,000 off each claim with their usual tricks.

I heard the same old pissing contests every day about ridge and starter, overhead and profit, flashings, etc. and adjusters would repeat the same canned, scripted objections every single time, such as:

“That’s included in the waste / that’s included in the price per square / that’s just a cost of doing business / we’ve got a preferred contractor that will do it for our price / it’s ABC Insurance Co’s internal policy not to pay for XYZ” etc.

I knew there had to be a better way to not only get paid what we deserve for the work we do as contractors but also to make sure our customers were getting properly indemnified for their covered property loss.

Think about it: every single roofer on every single claim is asking for the same things every single time:

Ridge, starter, overhead and profit, flashings, drip edge, etc.

These were proven to be a futile uphill battle 99% of the time, and I theorized that Xactimate had WAY more legitimate line item opportunities to supplement for that wouldn’t get the same pushback.

I dug around in Xactimate and began studying line item definitions (what was explicitly included and excluded in each description).

I also came up with a brilliant way to present the supplement request to the adjusters to make it sound like THEY were the ones who actually asked me to send this revised estimate, which resulted in them warming up to me out of the gate.

To say it worked is an understatement. 

PS - this was in 2011, so that’s equivalent to like $11,000 or more by today’s rates.

Of course to solidify proof of concept, this couldn’t be a one-off luck of the draw scenario, so I continued implementing and honing my process, and to my bank account’s delight, it quickly turned into a PROVEN SYSTEM. 

Since then, I’ve turned my proof of concept into a bonafide step-by-step supplement system that literally anybody can follow to get results.

1. WHAT line items you ask for

2. HOW you ask for them

3. OVERCOMING as many adjuster objections as possible

Knowing what line items weren’t worth my sanity to argue over, I leveraged my new treasure trove of Xactimate items.

I would still toss ridge and starter on my supplement requests as a throwaway item just to give the adjusters something to say no to so they feel warm and fuzzy inside, but I started asking for things like 

• Generators
• Cornice returns
• Cornice strips
• General cleanup hours
• Custom bent metal instead of 6-8” fascia metal (jumps from $4/LF to $13/LF! That means your claim that had 160 LF of 6” fascia at $640 instantly just jumped to $2,080 by correcting ONE line item)
• Ladder jacks and planks for things like 2-story gutter installs
• Single-axle dump trucks for virtually ANY trades besides roofing (that awning that got approved? Those gutters? Yeah, disposal isn’t included in those line items like with roofing. They deserve their own disposal).
• Detach and reset for things I didn’t even know existed
• And MUCH much more.

Again, my Master List of Supplemental Items is well over 100+ Xactimate line items like this.

The next thing I realized was that adjuster negotiations was no different than selling to customers. It was a CLOSING process – a sales pitch. 

I had to convince the adjuster to buy my supplemental items, and that involved a combination of being personable, using a teamwork approach to solve a problem for our mutual customer the homeowner, and supporting and validating my requests with documentation, logic, and professional explanations.

HOW you ask for each line item is equally as important as WHAT you ask for. So I started learning exactly what to say for each line item and how to present the supplement request overall to the adjuster when I introduced my Xactimate.

The most important lesson I learned was no matter how proficient you were at Xactimate and suave you were with the adjusters, they were still going to say “NO” to a lot of things, because that’s their JOB! It is literally their job to “mitigate loss for the insurance company.”

So while I avoided a LOT of the usual pushback simply by asking for more creative line items that they weren’t literally trained to say no to, I still had to learn how to handle their rebuttals.

I developed an “IF THIS, THEN THAT” methodology of overcoming their objections.

I realized that there was usually no silver bullet to getting every single line item on every single claim approved by every single adjuster at every single insurance company every single time.

But the key was having MULTIPLE strategies to approach adjuster objections.

In other words, look at it as an arsenal of tools or weapons: 

If the 9mm doesn’t work, try the shotgun. 

If the shotgun doesn’t work, toss a hand grenade. 

If the hand grenade doesn’t work, bust out the bazooka, etc. until you either get to a yes, OR you get enough of your overall supplement approved that you feel good about moving on to the next one. 

We don’t want you dragging a claim out 2 weeks over a pipe jack.

So let’s imagine that I’m either grossly exaggerating the results you can expect to get following my supplement training, OR you already know 95% of what there is to know, and you only find that you can add an additional $500 per claim above and beyond what you’re already doing.

That’s 2 trucks, or 1-2 salaries!

Let’s say you’re a MAJOR skeptic.

Could you agree that there’s still possibly even just 1 or 2  line item blind spots or adjuster objections you still get stumped on that could be keeping you from just $250 per claim across the board?

There are so many opportunities in Xactimate to add LEGITIMATE line items to your insurance claims that the average roofer has never even seen before or hasn’t cracked the code on the adjuster objection to, and my system makes it really simple to just compare the list of line items to each of your claims, see which ones are valid, and then supplement for them accordingly.

I realized that as a salesperson making a 50/50 split off 30% profit meant a $15,000 job would normally pay me $2,250 in commissions, but if I added a simple, average $4,000 supplement to that same claim, it turned into a $19,000 claim with 45% profit, meaning I took home $4,275 on the SAME JOB…

…and it only took me an extra 45 minutes or so typing on the computer in the office filled with crisp A/C.

This was a game changer!

I couldn’t wait to start sharing my process with other contractors and salesmen, so I started writing out everything I knew about supplementing into a repeatable system and training for other roofers to copy in their own businesses.

The Xactimate training is your software tutorial for this technical aspect of the process and will bring anyone from “zero to hero” regardless of your experience level (or lack thereof). 

This includes the very basics ("Xactimate for Dummies") for newbies, and the expert level skills such as:

It doesn't matter how pretty and professional your Xactimate estimate is written -- the rubber hits the road when you present it to the adjuster whose job is to say NO, and begin the back and forth objection-handling process to get your line items approved. 

It’s like getting the ball to the 1 yard line – you still need to move the ball down the field and punch it into the endzone!

This is the primary focus of the adjuster rebuttal part of the training, which includes:

This comprehensive self-study ONLINE TRAINING will teach you both the “art” and the “science” of supplementing to ensure you know every single angle there is when it comes to effectively maximizing your claims and negotiating with adjusters.

You'll learn everything from the most basic Xactimate survival skills (for those of you intimidated by technology or brand new to the software) to the most expert level functions so you are just as effective as the adjusters you are engaging with.

(*Note* - this is training for Xactimate software. This does not include Xactimate software itself. Visit xactware.com if you do not yet have the software. We recommend the "standard desktop version").

By the way, I have TONS of clients who blow that $4,500 average supplement out of the water.

Check out these badasses who have created average supplements across the board in their companies of $6200 to $8600 following the SAME system I teach:

A $6200 average increase on the same 200 jobs = an EXTRA $1.24M 

How much do you fear you're leaving behind now?

Here are some more testimonials from my clients who took my online course and follow my supplementing system:

Both of these courses are hosted entirely online, so you have a massive arsenal of videos, PDFs, downloads, and lessons at your fingertips for a full year to go back to repeatedly as well as have access to continual updates made to the materials so you stay up to speed on any changes in the industry or software.

You will also receive 8 WEEKS of FREE Live Group Coaching with for Q&A, advice, discussion, and support with Xactimate wizard Alena Wilson and the hundreds of other contractors nationwide enrolled in these programs, so you have help on any topic at any time.

These platforms are far more effective than attending any live trainings or courses where you travel for 2 days, spend 2 days sitting in a hotel scrambling to take notes, and then relying on the limited information you actually wrote down or remembered to carry you through the year or to bring back to your team.

It is well-organized, comprehensive, and easy to digest.

I am confident these courses will deliver everything you are looking for and then some, and our clients' average supplement size across the board following these systems is around $4,500.

You’ve got nothing to lose and literally THOUSANDS to gain.

Don’t let another claim go through your hands without applying my supplement training. 

Join the program today.

I love teaching my supplement method because even the self-proclaimed "king kongs" of supplementing in this industry have to admit that EVEN if, by some miracle, there was only ONE tiny new thing they could learn from my program that they didn't know before that adds just $250 to each claim this year, if you're a company that does 200 jobs this year, that's $50,000!

That's someone's salary.

If you're a small company or a salesman who does just 100 jobs this year, that's an additional $25,000! That's a new truck or an extremely irresponsible trip to Las Vegas. 🙂

The fastest way to create more profit in your pipeline is by LEVERAGING deals you ALREADY HAVE using my unique supplementing method. Consider the chart above: we basically doubled the claim. We got 2 jobs out of 1, minus all the work.

To get TWO jobs, we would have had to go out, knock doors, set an appointment, perform the inspection, hope there's damage, present the sales pitch, hope they sign, file the claim, wait a week for the adjuster meeting, hope it gets approved, wait for the paperwork, send off mortgage checks, schedule the build, build the roof, request depreciation, and FINALLY collect on the job. This process takes several WEEKS.

Instead, following my supplement system, you can create the profit margins of 2+ jobs in 45 minutes at your computer in your sweatpants.