Getting Adjuster Firms to Love You with Jeremy Rettig’s “The Art of Being Questionably Positive”
Getting Adjuster Firms to Love You with Jeremy Rettig’s “The Art of Being Questionably Positive”
If your goal is to be remembered after the call is ended or the email is read, give them something to remember and admire by sprinkling lots of positive energy in your conversations.
Do you want to keep your prospects and clients thinking about you, even after your call? Employ a strategy I dubbed “Questionable Positivity.”
My goal in every sales letter or call is to be ten times more positive than the other person on the call. I want to be so ridiculously positive over the phone that when the call is over, the other person questions themselves about how I could possitively be so positive.
That’s right — I actually want them to get off the phone and ask themselves questions like, “What the hell was that about?” or “Why was that guy so excited to talk to a stranger at 9:30 am?”
Why is positivity so important?
Imagine being on the phone with an independent adjusting company. You may have already worked with them in the past or are still trying to get them to send you work. At the end of that person’s day, when they’re reflecting on their day, what will they remember? The dozens of bland, mechanical phone calls from no-name adjusters asking about claims or deployments? Or your ridiculous, over-the-top, questionably positive call?
You know what the answer is.
We naturally relate positivity with happiness. They may even think, “If this person is really that happy, they must be doing something right.”
Which, if all goes according to plan, will lead to “Maybe this person will be a good fit for us.” Plus, who wants to give bad news to someone in such a good mood? I know I don’t!
The opposite of positivity and happiness is negativity and sadness. No one wants to work with someone sad and negative. Consider those two traits as kryptonite to your sales process and stay away from them at all costs.
Be Questionably Positive.
Give the companies you work with something to remember and admire. If your goal is to form a long-lasting and mutually beneficial relationship, give them a person they will enjoy working with.
