Not too long ago, I attended a specialized vendor convention. That is, these vendors all specialized in a specific service and sold their services to the claims industry.

I spoke to hundreds of them concerning their dealings with insurance adjusters. One thing that became clear to me was that the “cheap-skate” characterization (Translated: How the adjuster controlled your cost) of the adjuster some vendors dealt with was very different from the adjuster characterization others described.

There was a notable difference between dealing with an adjuster who handled claims in the range of $20,000 or less and dealing with an adjuster who handled losses in excess of $100,000.

The lower level adjusters might bust you over a $10 line item, and the higher level adjuster may compromise thousands with no trepidation at all.

It is important to understand how the adjuster you deal with would fit into the classification above.

No matter what, the adjuster must always feel that they are in control of the claim. You must fit into the role of “resource” — not “vendor.”

When you have successfully established that identity with the adjuster, the funds will flow much easier. Start marketing yourself as a resource ready to help out the claims industry.

Independent Adjuster Peter Crosa conducts workshops and seminars on the topic of marketing restoration services to the insurance claims industry. He is the author of the Restoration & Mitigation Contractor’s Guide to Insurance Repair Marketing. Follow him on Twitter at, visit his website at and email to ask a question.