…she said to me.
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.
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? Who is the “just one” adjuster that can make that kind of difference in my success?
The industry standard, everything you’ve ever wanted to know about marketing to adjusters!
You should be aware of the various adjuster conferences happening around the country; the Windstorm Network, PLRB, CLM, LEA to name a few. Smart vendors know these are immeasurable opportunities to meet adjusters from around the country. If your company doesn’t fund trips to these conferences there’s no telling how much business you are failing to develop.
Finally, I’m at a point with this new website where I can start giving you productive tips on marketing to insurance adjusters and agents. My blog will be coordinated with Twitter & Facebook and that should allow us to stay in touch, communicating on the challenges you encounter in dealing with insurance adjusters on claims where you just want to do a good job and get paid for what you did.
But since it’s Saturday and raining dogs & cats in Clearwater Beach, we all should do something fun.
Here are 10 reasons why you or someone from your firm should attend our workshop; “Restoration Marketing Strategies” in Chicago June 4th & 5th.
1. You want more business from insurance adjusters.
2. You want to improve the level of adjusters you get business from.
3. You want to understand how adjusters make decisions to retain vendors like you.
4. You want to understand how the insurance industry operates.
5. You want to know if you should stay one or try to become a “Preferred Vendor?”
6. You want to know about more opportunities to exhibit your services at conferences or conventions attended by insurance claims adjusters.
7. You want to know how to build your list of insurance claims contacts.
8. You want to know how and where to advertise to get more attention from claims adjusters.
9. You want to know if you’re wasting your time and money on the “Free Lunch Groupies.”
10. You want to know what is the single most effective way to endear your company to claims adjusters.
Invest in your future. Send your marketing people or come yourself to be energized and transformed. Register now! Class sizes are limited.
Discounts are available for two or more.
It’s at that moment that he or she opens the new file and reviews the details of that claim. As the adjuster reviews she is deciding that she’ll need a resource (such as a contractor or forensic engineer or accountant or nurse case manager, etc)
It’s at that very instant that you wish you could be standing right in front of her telling her about what your firm could do for her in this case and that you are ready and able to roll with it. But that moment doesn’t happen very often.
There is a way to be in the adjuster’s psyche at that moment that they decide they need you. We talk about this at our workshops that are designed to help service providers build stronger relationships with adjusters. Don’t miss an opportunity to attend the next one.
Sometimes when an adjuster is not returning your calls, it may be they’ve been transferred to another territory or department. In a perfect world you would expect the courtesy of a return call to let you know. But in reality, that frequently doesn’t happen.
So periodically, here’s what you do to make sure you’re not spinning your wheels. Call a clerical or claim service rep. Don’t tell them who you are. Just inquire as to who is responsible for your territory (or line of claim); i.e. “Can you tell me who the property claims supervisor for Georgia is?” Or “Who the worker’s comp adjuster for South Metro is now?”
The clerk will either affirm what you already knew or you’ll find out that your former contact has been replaced or reshuffled.
Reshuffling occurs often in the insurance claims business. The bad news is that you have to re-build a relationship with someone new. The good news is that your old contact may re-surface at a new company that may be a source of additional business. Or if the old contact is still at the same company, ask them for an introduction to the new adjuster.
Sharing claims market secrets and sharpening your skills to influence adjusters and insurance companies is what happens at our workshops. Don’t miss an opportunity to attend our next workship.