Tag Archives: selling to adjusters

Developing an Eye and an Ear…

Over lunch I spoke to a claims examiner who is with a small privately held specialty lines insurer on the east coast.  He told me they’re profitable and they’re expanding into neighboring states.  This would be a great opportunity for a service provider to start building a relationship with this company so that when they expand, you’ll already be a resource.

This is what I call “probing and listening”.  When you meet with insurance company people, part of your probing and listening should be about the future.  What lines of insurance are profitable for that company, where are they likely to expand, etc..?  It’s true you want business NOW, and that is your primary focus, but developing an eye and ear for the future movement strengthens your marketing effectiveness.

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

 

Peter J. Crosa 

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.

 We do the leg work, you get the glory.

email: peter@petercrosa.net or

call me 800.927.7644

Peter Crosa

Continually positioning your firm…

Even if you want to remain in a preferred vendor program, you must continually position your company in the minds of the adjusters who decide which vendor to call.

 

I’m hearing this from preferred vendors who spend a fair amount of time on promo & entertainment for adjuster business even though they are supposed to be on a call rotation.

 

This is because the adjuster who draws your company via the rotation list can always say he tried to reach you but got a busy signal (and he needed someone right away) or he left voice mail and no one called him back in time, etc.

 

I asked a contractor if he minded jumping through hoops to get on a preferred vendor program? I asked him if he had any interest in working the ten story motel flood that he’d likely never get from the preferred vendor program (because they’re predominantly dealing with HO losses).

 

He answered, “frankly, no. Virtually all of my business is from homeowner losses.  I was running into the PVP’s anyway so I figured I might as well join them. That’s my reality and I’m comfortable with that.

 

But for the restorer or mitigator who wants to grow and take on greater challenges in an insurance claims climate that is less restrictive and promises larger losses at greater profit,  there is a way.  It involves a committment to learning more about the insurance claims industry.

 

 

 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 outwww.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

 

 

 

Peter J. Crosa 

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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.

 We do the leg work, you get the glory.

email: peter@petercrosa.net or

call me 800.927.7644

Peter Crosa

 

Does it pay to Partner with similar Service Providers?

Here’s a trend I’ve observed in recent months and I urge you to consider putting this into play with your organization.

It pays to form associations with other similar service providers from outlying, non-competitive areas.  For example, I’ve seen smaller independent adjusters form alliances (not mergers) with other independents around the country to form one “network” to serve clients throughout a territory larger than one small operator could have done without the associaton.

This does several things.  It allows you to share information on clients.  A service provider in Peoria may have a client that can make assignments to a service provider in Miami.  The fact that the two service providers are members of the same “network”, increases the chances that the client will use the Miami firm.  And it works both ways.

Another thing it does is allow a smaller service provider to offer services to a wider territory.  Insurance companies (and the vendor management software they use) are increasingly attuned to using the vendor closest to the loss site.

 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

 

Peter J. Crosa 

When an adjuster is not returning your calls…

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’s probably not going to 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), for example; “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 seminars.

 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.  Peter Crosa

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.

 We do the leg work, you get the glory.

email: peter@petercrosa.net or

call me 800.927.7644

Peter Crosa

 

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

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   

“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?

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