I asked three of the most effective marketing people I know for some tricks of the trade; their own tips on how to break barriers and build relationships with adjusters. 

One told me she prospected from the bottom up. That is, before cold calling a claims office, she’d talk to a low ranking claim service rep that was likely to give her helpful info on which the right decision makers were.

Another told me she puts a lot of energy into building her invitation list for several major entertainment endeavors (like an annual weekend picnic at a family dude ranch) where several hundred general adjusters from around the country converge as their guests.

The third (a former trucking company executive turned marketer) told me he starts at the very top where he is likely to find someone he best relates to.  They tend to mirror his age, executive mentality, and cornball sense of humor.

There is business out there. It’s not a feeding frenzy like when three hurricanes hit the eastern seaboard within two months’ time. But there is business out there.

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 2012 Restoration Contractors Guide to Insurance Repair. Visit his website at www.SSHCA.net or e-mail him at Peter@SSHCA.net to ask a question or to request his free Claims Marketing Tipz.