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Cleanfax Restoration Insider / Referrals/Networking / Marketing & Advertising

The ‘Big Three’

March 17, 2014
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When it comes to the ‘Big Three’ of getting work from adjusters, could it be this simple? 

  1. Learn to understand the operational method of adjusters. <photocredit>iStock/BsWei</photocredit>
  2. Learn how to motivate adjusters. 
  3. Learn how to keep adjusters happy.

Could it be that simple? Yes and no.

You could describe the game of golf as “tapping the little white ball into a 4 inch hole in the ground.” You could describe the game of basketball as “lobbing the big orange ball into a hoop that is a few feet above your head.” 

Those statements are profoundly correct but we all know how difficult it is to really play and compete in golf and basketball. 

If you compete for the business of claims adjusters, (and why wouldn’t you since they spend about $500 billion each year), you know the why of the answer, yes and no.    

Here is a challenge I see with many restoration contractors, and it ignores the “Big Three” listed in this article. They are so focused on “closing sales” that they miss some formidable milestones that happen on the way to building lasting relationships with adjusters. Relationships with adjusters are the key. Relationships make rain. 

“I’ve joined a committee at my local claims association that will allow me to bond with several adjusters in my market.”  “I’ve scheduled an in-service training event.” 

These are solid acknowledgements that you are moving in the right direction towards your goal of becoming a resource for claims adjusters rather than just another sales rep. 

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 2014 Restoration & Mitigation Contractors Guide to Insurance Repair Marketing. Visit his website at or e-mail him at to ask a question.

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