The rep had already earned the homeowner’s trust. The last thing American Home Contractors wanted was to send someone else to finish the sale.
01 / THE STORYThe specialist bottleneck
A roofing rep heard the homeowner wanted windows. That meant another appointment, a specialist and a commission split. Each handoff added a chance to lose the job. Insurance work created a similar problem: when storm activity dried up, the storm team moved on, leaving retail reps who weren’t comfortable handling claims.
American Home Contractors needed its existing people to do more of the work, without making every rep an expert in every product or every insurance process.
02 / THE STORYInsurance work, without a separate storm team
AHC started with XBuild’s insurance workflow. A retail rep documents the damage; XBuild produces the Xactimate-priced scope and the package needed for the homeowner and adjuster.
The share of retail reps able to handle insurance work grew from about 20% to the full team of roughly ten. Insurance jobs no longer depended on a handful of specialists.
“Jumping into what they’ve already done inside of XBuild and just collaborating with them is like a superpower.”
03 / THE STORYThe right proposal, from the rep already in the room
For homeowner proposals, AHC loaded its company pricing, proposal layouts and component packages into XBuild. A rep could ask for a window estimate, a Powerwall or a Span panel and start with the company’s pricing instead of an unfamiliar template.
Managers still review work outside a rep’s experience. But the rep who built the relationship keeps the sale. New hires learn the products and how they fit together, rather than juggling proposal templates and pricing spreadsheets.
04 / THE STORYA manager in the draft. A rep still at the house.
When a rep needs help, David Silverstein opens the job, reviews the prompts and revisions, and works on the proposal while the rep is still with the homeowner. What used to become ‘I’ll send it tonight’ can now be finished together.
AHC’s sales manager found on-the-spot closes moving from roughly 15% to 25% with XBuild use. For David, the bigger change is repeatability: ordinary reps have a process and the support to execute it.
Reschedule for a specialist. Rebuild the proposal. Follow up later.
Keep the rep, bring in the manager and finish the proposal together.
