Tag Archives: claims marketing tips

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

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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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