Tag Archives: claim marketing tips

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.

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.

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.

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“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!