On February 24, 2022, Wheeler, DiUlio & Barnabei hosted Part 2 of their new webinar series, The Perfect Claim. This is a 12 part series that covers the entire claims process from start to finish.
In Part 2 of this series, Finding the Claim: How to Make the Most of Referral Networks and Effective Marketing, Partner Anthony DiUlio discusses how to find the right claim. He addresses a few different areas that play a role in getting you better, larger claims:
- Marketing
- Social media
- Your online presence
- SEO (search engine optimization)
- Plus much more
Your Most Valuable Asset for Finding Claims
The most valuable asset you have for finding and obtaining claims is your clients. Your network of past clients can provide you with beneficial, and free, word-of-mouth marketing.
Good relationships and connections with clients will not only get you more claims but they can get you better claims too.
Clients are the most valuable resource for three reasons:
- Referrals
- Reviews
- Results
Past clients serve as a huge referral network. Be sure that the public is exposed to positive reviews of your services and your company, which can only be achieved through strong interactions with your clients. Good client relationships and referrals will lead to better results with happier clients.
How to Use Clients for More Cases
There are a few measures your company can take to utilize clients for more cases.
- First, ask for reviews from happy, satisfied clients who can speak on your strengths and promote your services.
- Second, follow up with past clients to remain at the top of mind. You can accomplish this with email reminders and holiday cards. Plus, remind your clients that you will always be a resource for them.
- Third, have a system in place to collect and create contact lists with client information such as name, address, and email address.
- Fourth, remember that a happy client is a money giant. Many complaints from clients come from miscommunication, lack of information, and not setting expectations. Leave your clients feeling satisfied and loyal by being responsive, setting expectations, warning of carrier delays, and planning contingency options in preparing for the worst possible outcome.
How to Find Larger Claims
Larger claims can come with some disadvantages (such as more work and risk). However, adjusters should still be striving to obtain larger claims. Larger claims lead to greater fees, have higher claim amounts, and generate more focus.
But how do you find larger claims?
Marketing is a good place to start, however, be warned that specific states have regulations for public adjuster marketing. It is best practice to include copy of license number on any marketing material as well as speak with an attorney first before distributing any marketing.
Some key marketing tactics include:
- building an online presence (a website is a crucial element)
- search engine optimization
- and social media
These methods allow you to create your own content and distribute what you want to be shared. Other methods include conferences, business groups, and social clubs. However, the key to finding any claim and promoting yourself is to be the expert.
What Makes a Good Claim
Now that you understand how to obtain claims, there are important factors to consider when deciding if a claim is worth accepting:
- Early Involvement – Getting into a claim early is critical for having the ability to control the narrative to make sure everything is reported accurately and precisely.
- Clear Cause of Loss – Best practice is to submit only one clear cause of loss at a time.
- Property Conditions – Properties in good condition are much easier for public adjusters. The more the home is in disarray, the harder it is for the adjuster and the easier it becomes to blame damage as a “maintenance issue.”
- Length of Ownership – Have a closer eye and examine thoroughly claims that have a shorter length of ownership.
- Residency/Occupancy – Take note of what state the property was in before, the duration of the claim, and the condition the property is in after the claim.
- Expert Involvement – Expert involvement – like contractors, plumbers, roofers, accountants — could be beneficial if the individual is knowledgeable in their field and can explain how and why there is clear, unrepairable damage.
- Clear and Available Communication with Clients – Practice getting the best value for the client as quickly as possible. Be concerned about unresponsive clients.
- Policy Available for Review – At the beginning of the process, know what coverages are available and how to correctly submit the claim. A good practice could be to have the client create an online profile with their carrier to have access to the policy.
- History of Repairs, Damages, and Claims – Ask for a history of past repairs, damages, claims, and invoices from the parties involved in every claim you get.
Have more questions on what to do before filing a claim? Contact our team at Wheeler, DiUlio & Barnabei to learn more.
