Some interesting claims marketing challenges were discussed at a seminar in Atlanta. These discussions were held among restorers from as far away as iStock/Thinkstock/Milla1974Texas, New York and Rhode Island. 

One question was, “Which is more promising?”  When an adjuster tells you:

(a) I will keep your info and call you if we need you, or

(b) I will watch for an opportunity to try you out

One experienced attendee said response (a) was the kiss of death

I say either response from an adjuster is a dud unless you follow with the right counter. 

Response (a) tells me you haven’t made an impact on this adjuster and whatever material you left will be in the trash in 20 minutes. 

Response (b) tells me you made an impact but you still need to motivate this adjuster. 

So think about what motivates adjusters and what you can provide them that is unique to your company, something that sets you apart from the competition. How do you find out what this is? Pay attention to adjusters when they speak. Go to their association meetings. Listen… all the time.

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.