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Adapting to the New Insurance Reality in Roofing

📅 March 3, 2026 ⏱️ 45:10 🎤 Jim Ahlin, Nick Royer

Chapters

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  • 0:00
    Understanding Your Policy
    Nick explains the importance of homeowners understanding their insurance policies and deductibles before storm season.
  • 2:08
    Introduction to Nick Royer
    Host Jim Alen introduces Nick Royer, praising his business acumen and customer experience focus, and Nick shares his company's origin story.
  • 7:33
    Adapting to Industry Shifts
    Nick discusses how the roofing industry has changed over 13 years, including higher deductibles and the rise of appraisals for claims.
  • 11:48
    Navigating Denials and Appraisals
    Nick describes the current reality of claim denials and the necessity of the appraisal process, emphasizing client education and trust.
  • 22:09
    Setting Customer Expectations
    Nick explains his approach to managing homeowner expectations, stressing transparency about policy details and potential out-of-pocket costs.
  • 26:42
    Training Sales Team
    Nick shares how he trains his sales team to have honest, direct conversations with clients, drawing from his own field experiences.
  • 37:25
    Owner Involvement & Industry Changes
    Nick discusses the importance of an owner's involvement in the field for adapting to industry changes and the increasing complexity of roofing knowledge required.
  • 48:42
    Leveraging Friends & Family for Business
    Nick highlights the often-overlooked value of starting with friends, family, and neighbors for new sales reps to build their book of business.
  • 58:15
    Professionalism and Work Ethic
    Nick emphasizes the importance of professionalism, integrity, and dressing well as key differentiators in the roofing industry.
  • 1:04:07
    Continuous Improvement Mindset
    Nick talks about the company's continuous improvement mindset, focusing on getting better rather than dwelling on past successes.

Speakers

J
Jim Ahlin
Host
N
Nick Royer
New View Roofing

Key Takeaways

✦

Educate homeowners thoroughly on their insurance policies, including deductibles and exclusions, before engaging with insurers to manage expectations and build trust.

✦

Be transparent about potential challenges, such as claim denials or the need for appraisals; this honesty builds rapport and credibility, leading to more referrals.

✦

Maintain active owner involvement in sales and operations to stay abreast of industry changes and effectively train and mentor your team.

✦

Cultivate a strong internal culture by sharing real-world experiences and solutions, fostering a collaborative environment where all team members contribute to problem-solving.

✦

Prioritize recruiting and training sales staff who demonstrate strong character, discipline, and the ability to build genuine relationships, rather than just chasing sales numbers.

✦

Leverage existing networks (friends, family, neighbors) as a foundational source for new business, especially for new sales representatives, as these relationships often offer a higher degree of trust and grace.

✦

Emphasize professionalism in appearance and conduct; in a competitive market, a polished presentation can significantly differentiate your company and instill confidence in clients.

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