As a restoration contractor, you are constantly looking for opportunities to connect with those who can refer jobs to you, especially adjusters. One such opportunity is at educational meetings you attend.

Here are some ways to make this happen.

1.  Be a “co-student” with the attendee/prospect, and ask the prospect “subject related” questions you may have in common.

2.  Introduce yourself on a first-name basis only, no company affiliation (unless asked).

3.  During the meeting, take “mental notes” or make discreet entries of names, companies and any other pertinent info on prospects.

4.  In the course of the conversation, name drop if possible. Name dropping requires that you be very familiar with the claims market and knowledge of people at particular companies. For example: “I do work for…” The advantage of name dropping can help if you and the prospect have worked with or for the same people or at the same companies in the past.

5.  When the meeting is over, make your move. That is, if you can engage the prospective adjuster in conversation while you’re both leaving, express an interest in matching up your service with a need the prospect may have. If the adjuster got to know you during the educational conference, and if he accepted you as a genuinely interested “fellow” student, he’ll be receptive to your professional offerings.

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.