Insurance restoration jobs are among the most lucrative jobs a contractor can land. Not only are these usually larger jobs, but you’re guaranteed to get paid, too. After all, the insurance company is covering 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. So, while customers can use any contractor they want, choosing off of the list is often easier.
If you want to work these kinds of jobs, you need to do more than just be available. You’ll need to network, understand the insurance system, and create a seamless process so that insurance professionals and homeowners alike want to work with you.
In this article, we’ll explore all the ins and outs of getting restoration work from insurance companies. We’ll lay out what you need to do to get your foot in the door, from 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’re making either of the following mistakes, we recommend that you address these first.
Mistake #1: Turning Away Customers That Haven’t Filed a Claim Yet
The EverConnect team processes thousands of leads each week. This is one of the biggest and most common mistakes we come across. Some contractors turn away customers because they haven’t filed an insurance claim yet.
We get it. Providing an estimate for a customer who hasn’t secured payment yet feels like a gamble. But you could be cheating yourself out of profits.
We recommend that you offer an estimate and even help potential customers file their claim rather than turning them away. Not only does this increase the odds that you’ll land that job, but it increases the chances of getting more insurance jobs from that company or agent in the future.
Mistake #2: Overpromising and Under-Delivering
If you’re serious about getting more insurance restoration jobs, it makes sense to try to impress agents and adjusters. But never overpromising. That sets you up to under-deliver.
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. Not only will you likely lose that job, but also future jobs from that insurance company.
Agents and adjusters want accurate estimates. An accurate estimate paired with excellent customer service will leave a far better impression. That’s just as true for customers as it is for insurance agents and adjusters.
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3 Steps to Getting Insurance Restoration Jobs
Getting leads from insurance companies takes some focused effort. What’s more, you may also need to carve out some of your marketing budget just for these leads.
1. Provide Exceptional Customer Service
It likely goes without saying, but top-performing contractors consistently strive to provide a top-notch customer experience. That’s just a good business practice. And if you’re looking to land leads from insurance companies, stellar customer service is essential.
Insurance agents, adjusters, and potential customers need to know you’re professional, reliable, and invested in treating every customer well.
Here’s what that looks like through every stage of the customer journey.
Initial Contact
Amazing customer service starts with how you answer the phone. Always be professional, polite, and cheerful. Ask qualifying questions to verify the opportunity but ask in a way that makes the customer or insurance rep focus.
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.
First Meeting
When you meet a potential customer face-to-face, make sure you’re prompt and on time. 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 equipment with you.
Providing the Estimate
Even if the homeowner has already done so, you should still document their damage. While they might be focused on big-ticket items or damaged possessions, you’re likely to spot things they may have overlooked.
Take photos or video for your records, as well as for their insurance claim.
Once you’ve written up an estimate, ask them if they have any questions or concerns. If they’re only looking for an estimate for their insurance company, 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 filed a claim or called their agent yet, offer to do that with them.
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2. Understand the Insurance System
The claims process can be confusing. Insurance companies have a lot to attend to throughout the claims process. If you’re not used to it, it can feel a bit overwhelming.
But if you want to get more insurance restoration jobs, you’ll need to familiarize yourself with how they work.
Insurance agents and adjusters want the same thing you want—a smooth process. The last thing they want is someone who wastes their time or makes their jobs harder. It may help to see agents and adjusters as partners. After all, you’re both on the same side, working to help the homeowner.
Make sure you’re always polite, respectful, and collaborative when talking to insurance reps. They’ll 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 insurance reps. It will also ensure against misunderstandings.
Finally, it also helps to learn the positions within the adjuster’s office. While each individual company may have its own organizational structure, most will have the following:
- A manager who oversees the entire claims process.
- An adjuster who appraises damages.
- A clerk who handles all the associated paperwork and 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. This is how you get the ball rolling.
If you want insurance restoration jobs, your best bet is to network directly with agents and adjusters. Getting in good with agents and adjusters will put you on the shortlist of available contractors.
Start by joining local insurance associations. Most areas have at least one organization for adjusters or insurance agents. While they likely have association fees, these will pay for themselves with just a few insurance restoration jobs.
When joining these groups, take time to get to know the members before you start pitching your services. Networking is all about mutually beneficial relationships. If you focus exclusively on how they can benefit you, they won’t be all that interested in partnering with you.
When attending meetings, make sure you have some business cards with you.
In addition to networking, you may also choose to market your business directly to insurance companies. If the associate you join has a newsletter or publication, see if they sell advertising. Alternatively, you might be able to write an article or even do a presentation about restoration.
Your goal should be to make connections, offer insight or advice when you can, and be available if they have questions. Do that, and you’ll be likely to set yourself apart.
Adding Renovations to Insurance Jobs
Insurance companies will only authorize work that returns the affected area to its original state. Since the customer is likely only paying the deductible, they may be willing to spend out of pocket on additional renovations.
While this presents you with a wonderful opportunity to upsell, you should proceed carefully. Here are a couple of tips for selling additional renovations to insurance customers.
Make Sure the Original Job Is Covered First
Don’t even think about pitching 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 core work is covered. It’s another thing to pile on to the cost of the renovation if the insurance company denies their claim.
Go Over the Area Thoroughly
Before beginning reconstruction, walk through the area with the property owner. Tell them exactly what you’re authorized to do. As you call out the limitations of your work, you can make mention of additional opportunities to improve their property value.
Use Gentle Upsell Tactics
Avoid hard sales pitches or anything that could come across like a high-pressure push. Instead, position the upsell as an optional opportunity. Nothing more.
Then leave the decision with the homeowner. If you’ve made a compelling case for the upsell, you won’t have to push hard.
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Document the Upsell
Once they agree to renovations, document the changes to the work order. Be clear about what the insurance company is covering and what the homeowner has agreed to beyond that.
Another Way to Get Insurance Restoration Jobs
In addition to getting leads from insurance companies, you might also consider working with a lead generation company to get more leads.
Qualified exclusive leads are a cost-effective way to ensure a regular flow of new jobs. But just like working with insurance companies, there are pitfalls you should 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’re transparent about our fees, and we work hard to ensure each and every lead is what you’re expecting.
