After every meeting with an adjuster, you should “self-critique.” 

Be objective. Try to step outside your skin and look at what just happened from the adjuster’s point of view. Thinkstock

If the adjuster asked himself, “Did I gain anything of value from having just spent time with that service provider?”  “Am I in a good mood and, if so, why?”  “Am I in a bad mood and, if so, why?  “Do I know something I didn’t before this meeting?” What would your adjuster conclude? 

No matter what you may think, each adjuster you call on is affected in some way by your contact. It might have been intellectual (you’ve enlightened him or you’ve alienated him). It might have been psycho-physiological (you brought about a positive or negative mood). It might have been material (you fed him or gave him a desk tool or some other token of appreciation). 

There is a time and place to get your message across when it will be accepted smoothly and with ease. You may not be able to give them something of value at every meeting. But always leave them glad and “un-taxed” to have met with you. You must never do anything to alienate, stress or depress. At every meeting, remain upbeat and positive in matters of life and the matters of business will follow.     

What did you learn that you didn’t already know? Did you gain anything whether it was new business or just new information? Or perhaps you left them feeling inspired and motivated.

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.