Insurance restoration jobs are among the most lucrative jobs a contractor can land. Not only are these generally bigger jobs, but you are also guaranteed to get paid. after all, the insurance company covers the cost of restoration.
However, getting jobs from insurance companies isn’t always easy. Most claims adjusters and insurance agents have a list of preferred contractors. therefore, while clients can use any contractor they wish, choosing outside of the list is often easier.
If you want to work in these types of jobs, you have to do more than just be available. You’ll need to network, understand the insurance system, and create an ongoing process so both insurance professionals and homeowners want to work with you.
In this article, we will explore all the ins and outs of getting restoration jobs from insurance companies. We’ll cover what you need to do to get your foot in the door, from the common mistakes some restoration professionals make to our three-step strategy for closing insurance restoration jobs.
let’s get to it.
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The 2 most common mistakes that will cost you insurance restoration jobs
Before we get to our three-step strategy, let’s make sure you’re not making costly mistakes.
Getting insurance restoration jobs isn’t just about what you do. it’s also about what you don’t do. If you are making any of the following mistakes, we recommend that you fix them first.
Mistake #1: Rejecting customers who haven’t filed a claim yet
the everconnect team processes thousands of leads every week. this is one of the biggest and most common mistakes we come across. Some contractors turn clients away because they have not yet filed an insurance claim.
we got it. Providing an estimate for a client who hasn’t yet secured payment feels like a gamble. but you could be cheating yourself with the profits.
We recommend that you offer a quote and even help potential customers file their claim instead of rejecting them. Not only does this increase the odds of you getting that job, but it also increases the chances of getting more insurance jobs from that company or agent in the future.
mistake #2: over-promising and under-delivering
If you really want to get more insurance restoration jobs, it makes sense to try to impress agents and adjusters. but never too promising. that sets you up for underdelivery.
This is especially true when it comes to writing estimates.
If you provide a low estimate just to secure the job, that’s a huge red flag. You will not only lose that job, but also future jobs from that insurance company.
Agents and adjusters want accurate estimates. an accurate estimate combined with excellent customer service will leave a much better impression. that’s as true for clients as it is for insurance agents and adjusters.
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3 steps to get insurance restoration jobs
Getting leads from insurance companies requires focused effort. Additionally, you may also need to allocate some of your marketing budget to just these leads.
1. provide exceptional customer service
It probably goes without saying, but high-performing contractors are constantly striving to deliver a top-notch customer experience. that’s just good business practice. And if you’re looking for leads from insurance companies, stellar customer service is essential.
Insurance agents, adjusters, and potential clients need to know that you are professional, trustworthy, and interested in treating each client well.
Here’s what it looks like at every stage of the customer journey.
Great customer service starts with the way you answer the phone. always be professional, polite and cheerful. ask qualifying questions to verify the opportunity, but ask in a way that gets the customer or insurance representative focused.
You want them to feel like you’re primarily interested in helping them. if they feel like you only care about helping yourself, you won’t close that deal.
When meeting face-to-face with a potential client, make sure you’re punctual and punctual. if you can’t make it on time, be sure to call and let them know you’re running late.
It’s also best if you wear a clean uniform (or business casual attire, if you don’t wear uniforms) and make sure you have the necessary gear with you.
Even if the landlord has already done so, you must document the damage. While they may be focused on expensive items or damaged possessions, you’ll likely spot things they may have missed.
take photos or videos for your records as well as for your insurance claim.
Once you’ve written an estimate, ask them if they have any questions or concerns. If you are just looking for an estimate for your insurance company, please include photos and detailed notes with your estimate. This can set your company apart from other contractors bidding on the job.
If they haven’t already filed a claim or called their agent, offer to do so with them.
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2. understand the insurance system
The claims process can be confusing. Insurance companies have a lot to deal with throughout the claims process. if you’re not used to it, it can be a bit overwhelming.
but if you want to get more insurance restoration jobs, you will need to familiarize yourself with how it works.
Insurance agents and adjusters want what you want: a seamless process. the last thing they want is someone to waste their time or make their job difficult. It can help to see agents and adjusters as partners. after all, they are both on the same side, working to help the owner.
Be sure to always be courteous, respectful, and cooperative when speaking with insurance representatives. They will appreciate the extra effort.
In addition to understanding the claims process, you should also learn common insurance terms. that will pave the way for smooth communication between you and the insurance representatives. It will also avoid misunderstandings.
Finally, it also helps to know the positions within the adjuster’s office. While each individual business may have its own organizational structure, most will have the following:
- a manager who oversees the entire claims process.
- an adjuster who assesses damage.
- an clerk who handles all the paperwork and associated arrangements.
Depending on the company, the insurance agent may also be involved in the process. this is more common in smaller offices.
3. network with agents and claims adjusters
The first two parts of our three-part strategy are all about setting the stage. the last step is more action oriented. that’s how you get the ball rolling.
If you want insurance restoration work, your best option is to connect directly with agents and adjusters. Getting along with agents and adjusters will put you on the list of available contractors.
Start by joining your local insurance associations. Most areas have at least one organization for insurance adjusters or agents. While they will likely have association fees, these will pay for themselves with just a few insurance restoration jobs.
When joining these groups, take the time to get to know the members before you start offering your services. Networking is about mutually beneficial relationships. if you focus exclusively on how they can benefit you, they won’t be as interested in partnering with you.
When you attend meetings, be sure to bring some business cards with you.
In addition to networking, you can also choose to market your business directly with insurance companies. If the associate you join has a newsletter or publication, see if they sell advertising. Alternatively, you can write an article or even give a presentation on restoration.
Your goal should be to make connections, offer information or advice when you can, and be available if they have questions. do that, and you are likely to set yourself apart.
add renewals to insurance jobs
Insurance companies will only authorize work that returns the affected area to its original state. Since the customer is likely to only pay the deductible, he may be willing to spend out of pocket on additional renewals.
While this presents you with a wonderful opportunity to increase sales, you should proceed with caution. Here are a couple of tips for selling additional renewals to insurance customers.
make sure the original work is covered first
don’t even think about offering additional services until you know the base job has been approved by the insurance company.
It’s one thing to offer additional services when the main job is covered. It’s another thing to rack up the cost of renewal if the insurance company denies your claim.
go over the area well
Before you start rebuilding, walk the area with the property owner. tell them exactly what you are authorized to do. As you mention the limitations of your job, you can mention additional opportunities to improve the value of your property.
use soft upsell tactics
Avoid hard sales pitches or anything that might seem like a high-pressure push. instead, position the upsell as an optional opportunity. nothing else.
then leave the decision up to the owner. If you’ve made a compelling case for upselling, you won’t have to work very hard.
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document the additional sale
Once they agree to the renewals, document the changes on the work order. be clear about what the insurance company covers and what the owner has agreed to beyond that.
another way to get insurance restoration jobs
In addition to getting leads from insurance companies, you may also consider working with a lead generation company to get more leads.
Qualified unique leads are a cost-effective way to ensure a regular flow of new jobs. But just like working with insurance companies, there are pitfalls to avoid if you choose to buy leads. Not all lead generation companies are created equal.
Here at everconnect, we pride ourselves on providing solid leads you can count on. our prices are reasonable, we are transparent about our fees, and we work hard to ensure that each and every potential client is what they expect.
If we can help you with your lead generation needs, simply click the button below. one of our experts will be happy to guide you through our services.