This book now includes "How to Find Awesome Soft Sellers . . ." book.
If you sell services to claims adjusters (or you'd like to) you'll want to read this book and improve your chances of getting more business from adjusters than you thought possible. Any provider of services to the insurance claims industry: General Contractors, Sub-contractors, Restoration Contractors, Medical Case Mgrs., Private Investigators, Independent Adjusters, Equipment Suppliers, Temporary Housing, and Replacement Services, and others will benefit from over 30 years of experience in how adjusters think, how they make purchasing decisions, how they evaluate service providers, and more.
It will show you which adjusters make the best clients and which are just "free lunch" groupies. This book now includes "How to Find Awesome Soft Sellers . . ." book.
Here's a Chapter Outline:
Introduction
Why was this book written? What this book will do for you. How the seminar relates to the book
I. How to Know Your Market
A. History of the modern claims office
B. How to Clarify Your Objectives
C. How to Separate a real prospect from “Free Lunch Groupies”
II. How to Make Them Know What’s in it for Them
A. What do to When You’re One on One
B. How to Get the Most Visibility & Exposure
C. How to Increase Referrals D. How to Pick Your Advertising Media
III. How to Get Their Business and Keep It
A. How to Be Recognized for the service you deliver
B. How to make doing business with you a pleasure
C. How to make them feel Important
IV. The Fourth Hour
A. How to Create your Collective Mind Group
B. Using Your CM Group to build Success
V. The Power of "U"
Appendix A. "How to Find Awesome Soft Sellers . . . to sell your services to hardened claims adjusters"
Appendix B. Sources for Finding People in the Claims Industry
Appendix C. National Associations
Appendix D. Structures of the Companies adjusters work for
Appendix E. Goal Setting Work Sheet
Appendix F. Qualifying an Insurance Claims Prospect
Appendix G. What is the Environment?
Appendix H. Top 200 Property & Casualty Co’s by Net Premiums
Appendix I. Four Extreme Personality Types for Adjusters
1. Curmudgeon
2. Master Adjuster
3. Pre-Occupied Perennial Probationer
4. Rookie
About the Author