There are different types of “making contact” when it comes to building your network and getting work from insurance adjusters.

First, let’s establish the definition of “contact.”

If you meet with an adjuster in his/her office, that’s contact. But so is speaking with them at a claims association function, an education event, a holiday party, a breakfast, a luncheon, a dinner, a happy hour or at a loss scene.

Never let your “marketing guard” down. That is, realize that you must constantly be working to make a favorable impression.

That favorable impression must leave the adjuster feeling like you are a trusted ally against fraud, a resource for learning, and a facilitator to resolve meritorious claims. And on top of all that, it would be ideal if you were a likable, personable type.

The insurance adjuster who is regularly giving you work should be contacted weekly in one or more of the forms of contact discussed above.

The insurance adjuster who is still a prospect (but giving you no work as of yet), should be contacted in some form at least twice monthly.

Be sure to review my previous article (click here) on making contact and the value of being at events and meetings where you can find great contacts, those looking for a company like yours.

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.