You can make this happen!

I know what it feels like to call on claims managers and be told they can only use an approved vendor and the approved list won’t be added to for another year by some obscure guy in Walla Walla, Wisconsin!

I know what it feels like to work for years servicing an account only to see it disappear overnight when the account is acquired by another company who now locks you out in favor of their own service providers.

I know what it feels like to hit your head against a defensive line of adjusters who don’t want to be sold; don’t want to meet anyone new; and were already blitzed by several vendors before you got there.

Don’t despair.  Someone understands.  You can make this happen.

  • Review your methods continually to find the methodology that fits for you.
  • Stick with our proven game plan to build quality business relationships with adjusters over time.
  • Participate in their claims associations and find ways to educate adjusters without selling them a service by positioning your company as a resource.
  • Multiply your efforts and put the “law of large numbers” to work for you by a steady pace of contacts.
    With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

    With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

    Quotes-About-Not-Giving-Up-And-Staying-Positive-5

Marketing Challenges

Reasonably good field adjusters receive about 50 new claims monthly. They close about 50 claims monthly. And they retain a pending inventory of about 100 – 150 claims.

Each new claim generates about 50 phone calls monthly that when multiplied by 50 claims  extends to 2,500 calls per month. Each pending claim generates about 4 calls per month multiplied by 100 claims equals 400 calls per month.

2,900 phone calls divided by 22 days equates to 16 phone calls per hour. I’ve known some insurers that keep their adjusters overloaded with up to 600 pending claims. They’d say; that was an exception.  I’d say; for some companies that is the rule.

This is why you rarely get them on the phone. This is why they rarely return your voicemail.

This is why I mostly email adjusters and sometimes (on a pending case) get their cell phone to send a text message for important matters. Way more often than not, they respond.

 

Email me (peter@petercrosa.net) with your marketing challenges and we’ll discuss them here (anonymously of course).

Best Regards,

P.S. You can have me come speak to your conference or corporate meetings.  Tell your organizers to call (800) 927-7644

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

For free daily tipz, follow me on www.twitter.com/adjustermarket   

Preparedness meets Opportunity

If you promote services to agents & adjusters, it  may be natural to wish for a phone call requesting an emergency response to a fire or flood.  Some may wish for a damage causing storm.  Some may wish for a few more vehicular accidents (no one gets seriously hurt of course).  Some may wish, not for more calamity, but for a greater share of the calamities that inevitably occur.

 

Then there is the idea that you can’t sit and wait for business, you’ve got to go get your share.  You’ve got to make your opportunities happen.  And when they do, you’ve got to be prepared.

 

I once interviewed Andie MacDowell, the actress, for an article in the Asheville Citizen-Times.  I was extremely impressed when she recounted how hard she’d worked over a considerable number of years to bring about her “so-called” overnight success in modeling and films.

 

If she could tell you how to be a successful vendor to agents & adjusters it would sound like this.  “If you have to learn more about insurance terms & policies, do it!  If you have to meet adjusters or property owners after hours, do it!  If you have to learn new software programs, do it!  If you can become certified in your profession, do it!  Do whatever it takes to be a step ahead of your competition.  Go where the adjusters are.  Be there earlier, leave last.”

 

If she could pick a phrase that would work for anyone it would be :

preparedness meets opportunity.”  That was her key to success and it can be yours too.

Best Success,

Peter Crosa

ith over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

 


P.S. You can have me come speak to your conference or corporate meetings.  Tell your organizers to call (800) 927-7644

WANT AN EXCLUSIVE AUDIENCE WITH ADJUSTERS & AGENTS?

 

Invest in Continuing Education

for Agents & Adjusters.  There is no better ROI.

 

Vendors hire us to present an interesting & interactive “live & engaging” CEU workshop in

Ethics for their Agent/Adjuster contacts.

 

“We enjoyed the class location and the instructor, it was all very excellent and

we can’t wait for the next one!”

 

“That was one of the best ethics classes

I have attended, it was interesting,

not boring like the others”

 

“I have been to many seminars,

this speaker was the best yet!”

 

 

We’ve conducted workshops across the country

and we can schedule a CE event for you.

NOT BORING LIKE OTHER ETHICS PROGRAMS.We do the leg work, you get the glory.

email: peter@peterjcrosa.com

ith over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

With over 400 pages, there is nothing like this comprehensive insurance claims marketing manual. It Includes actual Marketing Game Plans created for contractors by Peter Crosa.

 

call me 800.927.7644

Peter Crosa

“That adjuster gave us over a million dollars in business last year…”

…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?

Complete Marketing Manual Cover

The industry standard, everything you’ve ever wanted to know about marketing to adjusters!

Claims Conferences: Adjuster Goldmines

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.

Slowly But Surely

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.

Restoration Marketing Strategies in Chicago June 4th & 5th

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.

When Does An Adjuster Make The Decision To Call A Resource (Like You) To Service A Claim?

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.

When They Don’t Return Your Call . .

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.