How to Master Supplementing & Xactimate as a Storm Restoration Contractor: Training Buying Guide
Download my "Dirty Dozen" Supplement Item Short List for Free!
12 of my Favorite "Outside the Box" Xactimate Line Items
to Instantly Boost Your Claims
to Instantly Boost Your Claims
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 also noticed that most of my fellow roofers were basically banging their heads against the wall day in and day out, having the exact same arguments with insurance adjusters over and over and over again with very little results to show for it.
The frustrating thing was that the line items being asked for were totally legitimate, but it was like adjusters were trained on a script to say NO to these commonly asked for line items.
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.
First, it was obvious to me that adjusters literally had a rebuttal script for certain items.
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.
So I got to work at exploring Xactimate, getting creative, and experimenting with my adjuster interactions.
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.
The very first time I tried my new supplementing method as a total n00b, I took a $9,879.21 claim to $17,663.29, and the ONLY objection I got from the adjuster was to change the size of the dumpster from a 20cy to a 10cy lol.
This was a $7,784 increase on the claim – a 78% increase in the claim total – settled with ONE EMAIL that took me probably 10 minutes to write.
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.
It’s essentially 3 steps:
WHAT line items you ask for
HOW you ask for them
OVERCOMING as many adjuster objections as possible
WHAT Line Items to Ask For
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
- 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.
HOW to Ask For Them
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.
OVERCOMING Adjuster Objections
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.
(By the way, if you want a sneak peek of a handful of these favorite out of the box Xactimate items, for a short time I'm giving away my "dirty dozen" SHORT LIST of Supplement Items to give you a taste. Click below)
Since 2014, literally thousands of contractors and salesmen nationwide have been following my supplement system through my online course to create an average residential supplement of around $4,500 across the board.
That means even a small company that does 200 claims a year is adding around $900,000 IN PROFIT to their bottom line (or leaving that behind if they aren’t on the system yet!! Ouch).
I know, I know. There is no shortage of “gurus” out there making wild claims about what they can teach you. I could be full of shit, right?
What if for some reason your results were only a fraction of that?
Or, what if you already consider yourself to be pretty darn good at Xactimate and supplementing, and you’re skeptical about how much more there is to know?
The truth is, most contractors’ biggest handicap is that they don’t know what they don’t know.
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.
$500 x 200 claims = $100,000 being left behind.
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?
$250 x 200 claims = $50,000 being left behind.
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.
There are 2 ways to earn more income in roof sales:
- Trade more time and energy for it: Knock twice as many doors, work twice as many hours, get on twice as many roofs, deal with twice as many customers, twice as many adjusters, and twice as many installs, etc. (Woof), OR
- Make more money on every claim you ALREADY HAVE in your pipeline through supplementing.
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.
If you’re a roofing contractor, salesperson, or in-house supplementer, here’s what you need to know:
When it comes to mastering the supplementing and adjuster negotiations game, there is both an ART and a SCIENCE.
The "Science" is in Using Xactimate Estimating Software Proficiently
The Xactimate Mastery course 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:
- Using sketch tool
- Utilizing macros - you’ll actually receive 90 pre-written macro templates (macros are pre-written templates that allow you to auto-populate an entire estimate with the click of a button instead of building every single estimate out line by line. It will literally cut your estimating time in HALF) and we also teach you how to create your own macros
- Importing Eagleviews & photos directly into your estimates so you don't send adjusters an email with 37 attachments that immediately gets sent to the bottom of the pile
- Leveraging Xactware's "White Pages" for overhead & profit
- Using language and definitions to prove inclusions and exclusions on line items to overcome adjuster objections (example: you may supplement for harnesses/fall protection, and an adjuster up to his usual tricks may respond with, “We already paid for steep and high charge on this, and harnesses are included.” What do YOU say? They’re straight up trying to pull the wool over your eyes with things like these because they know 99% of roofing contractors simply don’t know any better and it will stump them.)
- Inserting F9 notes to include and cite building codes, manufacturer warranty literature, etc. to support your line item request
- And a lot more
The "Art" is in the Adjuster Rebuttal Process
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 Advanced Sales & Supplement Program, which includes:
- My Master List of Supplemental Items (over 100+ commonly overlooked Xactimate line items for roofing, siding, gutters, and even some commercial and interior -- this goes way above and beyond the common supplemental requests such as ridge/starter, O&P, flashings, ice and water shield, etc.)
- My “teamwork approach” in handling adjuster interactions that maintains positive, productive relationships and conversations with adjusters (in fact many of my clients receive positive feedback from adjusters on their supplement approach simply by following my system!)
- My “Letter for Overhead & Profit” that eliminates the “number of games vs. complexity” catch 22 and is guaranteed to dramatically increase your success getting O&P as a general contractor
- Half a dozen "Letters From The Homeowner" which are editable templates that your homeowner will send in to their insurance company directly for situations like partial approvals, matching issues, discontinued materials, and more – this leverages the policyholder WITHOUT you “acting as a PA without a license.” I’ve found that when the policyholder asks for certain things, the adjusters sing a totally different tune than when the roofer asks. Remember - the insurance company doesn’t owe YOU ANYthing! They owe the POLICYHOLDER with whom they have a contractual agreement.
- How to leverage manufacturer warranty literature to get accessories approved and overcome adjuster objections
- How to deal with STONEWALLING: Homeowner letters for intent to drop carrier, playing the insurance commissioner card, etc. – see how quickly carriers stop ghosting and start paying!
- How to prepare homeowners for large supplements so they don’t get weird when “extra” checks show up in the mail
- Basic tips for supplementing Symbility claims vs. Xactimate
- And lots more.
The Advanced Sales & Supplement Training Program + Xactimate Mastery 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.
Xactimate Mastery will teach you everything from the most basic of 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).
These 2 trainings combined arm you with literally EVERYTHING you need to TRULY maximize every single claim, ensure you aren’t leaving easy money behind, and see to it that your customer is indemnified for everything their restoration project entails so they get the quality, up-to-code job they expect and deserve.
Do the math:
What would an additional $4,500 in profit per claim on average do to your bottom line?
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:
$8600 x 200 claims is $1,720,000 in PROFIT!
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:
I get the same feedback every time from contractors who say,
“I’m sick to my stomach realizing how much money I’ve been leaving behind without even realizing it,” after going through the course.
A "small" $250 blindspot is costing you $50,000 in PROFIT on just 200 claims each year!
The fact of the matter is, your entire investment into the training will be paid for in the first 2-4 supplements.
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.
The average supplement contractors get following my step by step system is around $4500 across the board.
Bottom line: You will pay yourself back for the training in the first 2-4 supplements!
You've got nothing to lose and THOUSANDS to gain. Enroll today!
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.
Online Advanced Sales & Supplement Training Program
Our most EFFECTIVE storm restoration sales strategies to boost your closing ratio, double your claim sizes, & increase your leads by working smarter, not harder.
It's all online.
No matter where you are in the US of A, you’ve got access to our training 24/7 through your personal online account. Jam-packed with videos, step-by-step tutorials, written lessons, tools, and more.
Dozens of word-for-word, low key door knocking approaches, exactly what to say to handle specific objections at the door so you can spend less time beating the streets to line up more appointments, faster and easier, how to get referrals & online testimonials, and more.
Presenting + Closing
The sales presentation script we use that handles virtually every possible objection before it ever comes up so you don’t waste precious leads, and close 75-90% on the spot, plus how to eliminate bid-collecting and deductible-eating requests.
Boost your average job size by $2,500 TODAY. I share my Master List of 100+ Supplemental Items, the email supplement approach we use to increase claim sizes by up to 99% in minutes, my most effective adjuster negotiation techniques, and letters for getting O&P.
Learn how to overcome objections on line items such as, “That’s included in the waste, That’s a cost of doing business, That’s included in the price per square,” and more with better methods, documentation, and “comebacks,” all while maintaining a cordial team approach.
Private Membership Q&A Forum
You will have access to the hundreds of other contractors nationwide enrolled in RSM programs as well as Becca herself in the private Facebook forum where you can post questions at any time about ANY topic, and get exclusive invites to webinars on special topics.
Content in the online program is updated frequently so you stay on the cutting edge of your sales and supplement game. Coaching call video segments and other material is added regularly and as a member you will have access to any and all new information.
Immediate, Massive Return on Investment
Contractors nationwide have proven over and over again that the investment into Roof Sales Mastery programs literally pays for itself within days or weeks in supplements alone. Join us! You have nothing to lose and literally THOUSANDS to gain.
Don't take our word for it. Here's what members are saying:
Our Brass Balls Guarantee
Here’s what we can absolutely guarantee you about the methods and systems in this program: they work. They yield consistent results. We use them ourselves and that’s how we know they will work for you. Here’s what we cannot guarantee: we cannot guarantee that you will go out and use them to get you said results. Just like, hiring a personal trainer to improve your fitness is a great investment, but he can’t lift the weights for you! If you don’t put in the work and implement, you won’t get results.
We are so confident that you’ll get massive value out of the material in the Advanced Sales & Supplement Program that in the highly unlikely event you honestly apply the strategies we share in the program and don’t make your investment back in 30 days, we stand behind our brass balls guarantee.