The following experience came from the PLRB large loss event that took place in Jacksonville, FL. 

The hotel lobby was perpetually filled with adjusters, contractors and with a sprinkling of lawyers (if that’s even possible). Many of the restaurants that serve the riverfront convention crowd were also perpetually filled. ThinkStock/iStock/Robert Churchill

You can get lost in such a big crowd. But if you can even make one important connection, it pays to be there. The first day I was riding the three story lobby escalator and saw an independent adjuster who owns his own firm in the NE region and who is reported to have received 50,000 Sandy claims. He was at lunch with three others and I couldn’t get back in time to connect. But I sent him a text. "Saw you in lobby, meet me at five; drink & talk? Crosa"

It turns out he was booked but invited me to come along for supper. That turned out to be one of the most productive business dinners I’ve ever had. I met a couple of national heavy-hitters I hadn’t known.

This worked because we already had brief contact in the past. But that brief contact I made in the past was purposeful. 

I try to make every seemingly little thing I do build and set me up for something bigger in the future. Eventually, the bigger opportunity comes. But you have to show up to get it.

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 2014 Restoration & Mitigation Contractors Guide to Insurance Repair Marketing. Visit his website at or e-mail him at to ask a question.