Tag Archives: Book about marketing to adjusteres

Ask for the Business!

I recently had an opportunity to sit in on a vendor Q & A session with several insurance company Claim Vice Presidents from around the country.  It was an annual conference in a resort setting and it goes without saying that this makes a difference in a claim rep’s disposition and congeniality.  First point of value here is; try to meet adjusters at conferences held at resort settings.  They’re much more laid-back and friendly.

But that’s not my main point.  I thought it was interesting that one of the CVP’s stated that ” a vendor has to ask for my business.”  To me this means that you can make a great presentation, you can provide CEU’s, and you can wine and dine but if you don’t specifically ask for business, it won’t necessarily be given.

Another point that became evident is that when you’re going to be interfacing with adjusters over a two day or more period, you can’t pounce on them the first day.  Refrain from the Feeding Frenzy that inexperienced vendors engage in when first meeting hundreds of adjusters.  Let them get to know you as fellow attendees or students.  Win them over with your demeanor.  Then near the end of the conference make the “pitch that sticks.”

 There’s more to share in my series of webinars and books.  Whether you market restoration, forensic accounting, medical services, or any service to insurance adjusters, you can benefit from my information.  Check out www.petercrosa.net.

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 and ask for Peter Crosa.

Becoming a Resource for Claims Adjusters

What is the most encouraging incident that’s come about as a result of your marketing the claims industry so far this year?  If you sell services to claims adjusters, you need to think about this.  When I ask that question of marketing professionals who attend my seminars, many struggle to find a clear defining incident.

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.

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.

Gatekeepers…

Do they want to do business or not? This was a question posed by an attendee at a past workshop. 

 

He said “I have a prospect who serves as a gatekeeper to vendors who want to provide services to his company.  In true power-trip fashion he personally meets with every anxious vendor to review qualifications.  At times this review takes on an abusive tone.  His points of interest seem arbitrary and he nit-picks over minor matters.  I get the sense that he’s teasing, probing or stalling but I can’t figure out for what purpose.  Does this guy want to do business or not?” 

 

My first thought was that this gatekeeper was “fishing.”  He’s after something and maybe his behavior is designed to get you to say “What will it take to get business from you?”   

 

The key here is to clearly determine what his needs are.  What does he want?  Does he want the most competent vendor?  Or will he accept an adequate vendor who will appreciate a gatekeeper who gives him business.  Maybe the gatekeeper really is just looking for the most cost efficient way to get it done.  Your mission is to determine the needs of the gatekeeper.  This gatekeeper may not be concerned about his employer’s loss ratio or profitability.  Maybe his interests are a bit more selfish than that.   

 

I’m not saying work something out under the table.  This is a tightrope that easily becomes a snare if you make the wrong move.  But zero in on what he’s fishing for.

 

That’s why people buy my books and attend my workshops; to get help in figuring it all out. Check out WWW.petercrosa.netand jack up your advantage.

PJC

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

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@petercrosa.net or

call me 800.927.7644

Peter Crosa

When your client is acquired by a new company…

Mergers and acquisitions are an increasingly prevalent hazard in our industry.  If you sell services to the insurance claims industry you know the “agony and defeat” of developing a client over time who, upon being merged into another company, becomes a “stranger” overnight.  Frequently, the acquiring company has different standards, pre-existing relationships, and an aversion to using the acquired company’s vendor.

The “awesome soft seller” has only one way to look at this; in a positive light.  In one sense, you may have lost a client.  But another way to see it is that you’ve gained an “insider” at a new prospective company that may be able to help you “get in the door.” Here are seven words to help you make it to the next level. “NEVER, NEVER, NEVER EVER WRITE ANYONE OFF!”

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.

 

“If you fail to plan, you plan to fail.”

Is Monday a good day for you?  Did you hit the ground running because you took a few minutes on Sunday evening to plan the coming week?  Did you start making appointments for this week, last week?

Alfred White, an associate commissioner in Conference-USA tells athletes, “If you fail to plan, you plan to fail.”  It’s fairly simple but oh so true and definitely applies to sales and marketing reps.

Monday is usually a bad day to call on adjusters (in large offices), unless perhaps for lunch or an after hours refreshment break.

That makes it a great day for hard core strategizing, calling on smaller one or two man offices, insurance sales agencies, or sparsely populated regions.

It’s also a great day to meet with your “Collective” or “Master Mind” Group.  This is a group from which you can draw strength and energy in taking on the task of Soft Selling Hardened Claims Adjusters.

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 2013/2014 Restoration Contractors Guide to Insurance Repair. Visit his website at www.petercrosa.net or e-mail him at Peter@petercrosa.net to ask a question.

Draw Close to your Support!

I spoke to two different company adjusters last week.  One in New York and one in Atlanta.  Each one told me that their respective companies had been acquired by two different international firms.  In one case, the new owners were moving the claims operation to Wisconsin and in the other case, no one knew for sure but the general feeling was that they might be out of a job in six to twelve months.

This scenario has increased exponentially under the current economic climate.  The first result is that the relationships with adjusters that you’ve worked to maintain may now be strained (due to economic fears) or completely disintegrated.  This emphasizes the importance of an affiliation be it a national or regional franchise, licensing, or even a loose business association of similar but non-competing vendors.  This is a climate where, not only do you continue to maintain relationships as possible, but you also reinforce your brand to the general market.  The greater the brand recognition is the better off you’ll be.

Not knowing where your clients will end up means that you have to continue positioning your services to the entire market (however nebulous and ever changing it might be).  Draw close to your “Collective Mind” support group ( See Soft-selling Hardened Claims Adjusters at www.petercrosa.net for more info on building a Collective Mind Support Group).SSHCA logo 2

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   

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