Tag Archives: book about marketing to adjusters

“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.

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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