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I am a “student of marketing” to insurance adjusters. 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.
I recall one restoration business owner tell me: “That adjuster gave us over a million dollars in business last year.” The person who told me that is a fellow “student of marketing” and a graduate of my seminar “Soft Selling Hardened Claims Adjusters.” I respect her opinion and admire her skill in finding and building relationships.
One of the greatest challenges to every sales and marketing person is “which” adjuster will give you that quantity of work? Who is the “one” adjuster that can make that kind of difference in your success?
Here’s what you need to do: Find that type of adjuster and market your services to him, or even better, to them.
One thing you can do is to position your company to render services when devastating storms strike. You have to be ready at all times, because devastating storms don’t usually send advance notice.
I know of vendors who sent out emergency faxes and e-mails to let their client base know they were in position and ready to render emergency board up service or water mitigation. This makes it easy for an adjuster who is about to get five hundred claims to find resources for the priority responses when he needs them.
In the meantime, choose a few in your area each week, or each month, to network with and get a few restoration jobs to prove how valuable you can be to them. It takes work, a lot of time, some frustration but most important some patience on your part to make this work.
The payoff will be worth it.
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 2012 Restoration Contractors Guide to Insurance Repair. Visit his website at www.sshca.net or e-mail him your question at peter@sshca.net.
