An AOB is a good way for scammers to take advantage and rip-off unsuspecting homeowners after a CAT type loss like Hurricane Mathew.
AOB stands for Assignment Of Benefits. And in some states can essentially mean that by signing one, an insured is giving away their rights to any monies that are released by their insurance company in accordance with their insurance policy to another person. In this case to a contractor who is supposed to fix their home after damages have occurred.
This can be a really good thing and make paying for services rendered an easier process for not only the contractor but the insured as well.
Unfortunately it can also make it very difficult for a good, reputable, qualified restoration contractor to get clients to hire them to do the restoration work that they so desperately need help with.
Several insurance companies are putting articles on their websites warning their insureds to not sign these forms and cautioning people to be wary of anyone coming to their door offering to do storm work for them. This is understandable under the circumstances but this will also make it increasingly more difficult to get your foot in the door as a contractor.
But if you make sure that you have a few things in place and step up your game just a bit you could be signing all the jobs you can handle.
Here are three things you need to make sure that you do to put your potential clients at ease and have them asking “where do I sign”:
1. Offer a guarantee on your workmanship. If you won’t stand by your work why should a homeowner hire you? Do not be afraid to stand behind your work. If you and your team are properly trained and have the right equipment to do the work and do it right, then you have no reason not to offer an awesome guarantee to put your potential clients concerns at ease. Take away the fear of doing business with you and your company.
2. Show them social proof. Bring a tablet with you that you can use to show a potential client what others have to say about you. Pull up your website, Facebook Page and your Youtube Channel. This will show them that you have credibility and that you have lots of happy clients that are recommending you to others. And what others have to say about you is infinitely more believable than anything you could say about yourself.
3. Ask them to tell you their story. People need to feel understood and cared about or they won’t feel like they can trust you. And if you are an out of state company that is coming in after a large catastrophe like a hurricane you will need to work harder than a local company to gain their trust and their signature. In the first few minutes of a conversation you need to ask them “can you tell me what happened”? Now that might seem silly when we know a hurricane just hit the area but its not. Everyones circumstance and story are different in some way. Letting them share their individual experience will give you a good foundation to start building trust and creating a connection.
Remember you are going to be dealing with people that are in shock and traumatized.
What they need most from you is understanding and hope.
And for the restoration contractor that provides both for their clients there will be huge success!