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“That adjuster gave us over a million dollars in business last year,” she said to me.
I am a “professor of marketing” to insurance adjusters and agents. I observe vendor’s sales and marketing methods to determine what works and why; and what doesn’t work and why not.
One thing I’ve come to learn is that just one adjuster can be responsible for a bump in annual revenue of several hundred thousand or even a million dollars.
One of the greatest challenges to every sales and marketing person is: Which adjuster?
Where is that one adjuster that can make that kind of difference in my success?
One of the problems I see with restoration contractors is they try to perform “shotgun marketing.” They try to mass market their services to the insurance industry.
Instead of trying to reach every adjuster in your marketplace, do your research and concentrate on adjusters you may be able to do business with. One way to do this is by attending insurance association meetings and getting to know the movers and shakers that can send business your way.
Peter Crosa has been a licensed independent adjuster for more than 35 years, handling insurance claims throughout the United States and Latin America. Since 2000, he has traveled across the country conducting seminars and speeches on the topic of marketing restoration services to the insurance claims industry. He is author of the 2013 Restoration Contractors Guide to Insurance Repair. Visit his website at www.SSHCA.net or e-mail him at Peter@SSHCA.net to ask a question.