Hey Adjusters Looking for Claims, Adjusting Firms Don’t Care About You

If you give your adjuster firms a reason to love you, you give them the ability to ‘sell themselves’ on you. This is powerful if you have limited-to-no experience in claims.

I love telling this to people. It’s so aggressive, people just scoff at it. I’m not talking about mommy, daddy, or your spouse—those are people who hopefully care about you more than anyone else. I’m talking about everyone else.

When prospecting to adjusting companies, you need your interactions, especially the very first one, to be interesting and engaging. When I say “engaging”, that means getting them to pay attention to you, whether that’s by speaking to you on the phone, exchanging emails, or simply reading your resume. You need them to be interested in you in order to engage with you. If they are not interested in you, they will choose not to engage.

The best way to make your interactions interesting for the other person is to make it about them, not you; the engagement part comes naturally, just like responding to a question.

Whether it’s a potential client, friend, or even spouse, you won’t get to know them by telling them about yourself.

Learn to listen more, talk less!

Of course, this is way easier said than done. Talking about ourselves makes us feel good, just like eating chocolate cake. And just like eating chocolate cake, it can become addictive if you don’t pay close attention to its detrimental effects. It’s probably safe to assume you talk about yourself more than you should, at least when you’re attempting to sell yourself.

After you overcome the addiction of talking about yourself, you’ll be able to learn how to actively and effectively listen. This shouldn’t be hard for a claims adjuster since listening is an imperative aspect of our job.

Unfortunately, many of us listen until we become distracted by what we plan to say next—and we’re always searching for what to say next. This happens in a place of simply expressing appreciation or sympathy to the person at the other end.

Most of the time, all we (humans) want is simply someone to listen to us.

If you can master the ability to listen while keeping your prospect (the independent adjusting company) engaged by tailoring the conversation to meet their general interest and struggles, you’ll be loved. And if you give your prospect a reason to love you, you give them the ability to ‘sell themselves’ on you.

This is powerful if you have limited-to-no experience in claims or even insurance.

Remember this: Adjusting companies don’t care about you or what you say you can do. They care about what problems you can solve for them.