Anyone actively involved in the insurance restoration game fully understands the importance of successfully marketing restoration services to claims adjusters and claims managers.
After all, it takes more than just knocking on doors in hopes that you score the coveted referral.
Many restoration entrepreneurs take a generalized approach to marketing and sales, while others focus narrowly on points of high interest to the adjusters and
Whichever route the restorer takes, it is important to understand that getting your message to these groups in a timely manner with a message that is concise, to the point and crystal clear is of paramount importance.
By and large, insurance adjusters and claims mangers seek the same rudimentary attributes from their preferred restoration contractors.
Especially for the beginning restorer, you should ask adjusters that you work with and market to exactly what it is that they would really like to see in a restoration company. Then build your company to fulfill those needs. You’ll never know unless you ask.
Here is a list, in no particular order, of most wants and needs from most adjusters. Consider this a “hot button” list that your company should concentrate on providing.
Well-written, timely estimates.
Honesty and integrity.
Clear, concise communications.
This article is about the first in the list.
For those who don’t have a lot of experience in writing estimates, or if you have slipped into the habit of writing sloppy estimates, and don’t put much more than the basics into your estimates, then you are missing out on an excellent growth building opportunity.
Of all the things a restoration owner can do to get new business and to guarantee that the existing referrals continue to flow in, writing exceptional estimates is within the top three.
Many find the arduous tasks of writing estimates boring, complicated and confusing. Yes, they can be time consuming, and yes, at times they can become complicated; however, like every other aspect of the business, the more you practice the better you get.
A very central factor frequently overlooked by those writing estimates is that it’s not only the claims adjuster who reads the estimate. Most claims goes through an established chain of command. After the field adjuster has reviewed your estimate it will often be forwarded to his claims manager for review.
For the poorly-written estimate, this is where the scrutinizing begins. And once the scrutinizing begins, the price chopping axe is sure to follow. Always compose your repair estimate with the claims manager in mind.
It is important to always maintain leverage in your business when it comes to collecting payment for the work your company performs. For this aspect of the business, we maintain this leverage through our written, legally-binding contracts. When it comes to insurance restoration and repair, your experience, scoping capabilities and generating quality estimates are your leverage.
There are several estimating programs available to the professional restorer. The type that you use isn’t nearly as important as the content that you insert into your estimate. A well thought-out, hand-written estimate on a cocktail napkin is better than a 60-page, poorly-written estimate using one of the more popular estimating programs.
Read Ivan Turner’s full article at CleanFax