Insurance Adjuster Advice For Roofers

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Don’t Be Stupid!

Don’t Be Stupid: 3 Money-Making Tips Straight From The Adjuster’s Mouth

Some of you like to sell your homeowner’s by promising to meet with their insurance adjuster BEFORE you seal the deal.

While I personally believe this strategy is a bad terrible horrible idea, I understand why you do it… but, there’s a better way.

I’ve met with hundreds, maybe thousands, of insurance adjusters since 1995.

I can tell you, based on my experience, that there’s definitely a right way and a wrong way to conduct yourself in that meeting.

If you blow your adjuster’s meeting, you can kiss your commission goodbye.

Just the other day, I was on the roof with a long-time insurance adjuster. Since he was so kind, I asked him what advice he would give a young roofing salesman. His first reply was, “Don’t Be Stupid!”.

When we both finished laughing, I asked him to be more specific. He was MORE THAN HAPPY to share these 3 money-making tips…

#1 SHUT UP

Adjusters are regular people under a lot of pressure with an important job to do. When you start talking the second they get out of their truck, that’s not a good sign for an experienced adjuster.

Like they tell football players about celebrating in the end-zone… act like you’ve been there before. Show your confidence by keeping your mouth shut.

There may be a time later in the adjuster’s meeting when your opinion is needed… if they want it, they’ll ask. Until then, shut up!

#2 HIDE YOUR CHALK

If you want to start a fight (that you can’t win), show up early and start chalking up all your “hits” on the roof. Go ahead! Circle every last single little scuff mark. Even if the adjuster agrees with 100% of your hits (unlikely), you’ll still irritate the crap out of them.

Do you really want to annoy them when they’re deciding how many squares, how much waste, how much they’ll pay for odds/ends and whether you qualify for overhead & profit?

Sure, there’s a few adjusters out there (1 in 1,000) who don’t mind you getting happy with your chalk marks.

Isn’t it better to play the odds and put your chalk away?

#3 HELP ONLY WHEN ASKED

It is much better for the adjuster to ask you for help. Why?

Experienced adjusters will only see you as being obnoxious if you jump in before being asked. It’s like telling a cop how to walk their beat… don’t do it.

BONUS: There’s an even better reason to wait. It is called the “Law of Reciprocation”. You won’t hear this from any adjuster, but I want to share it with you so you can make more money.

Car Salespeople are taught the “Law of Reciprocation”.

Here’s how that law works… They’ll invite you into their little office and immediately ask you if you would like something to drink before you get down to business.

Before you know it, they’re back with your favorite cold beverage in hand… Impressive!

You slowly sip your drink while the “Law of Reciprocation” takes hold.

You can’t help but feel at least a little obligated to your salesperson because of that kindness, but they knew exactly what they were doing… and it wasn’t about being nice.

That single act sets an anchor for a future obligation… they’ll soon trade in that obligation for a slightly higher car payment or interest rate because you subconsciously feel obligated to return the favor.

They’re counting on you giving up earlier than you wanted because you feel a little guilty.

The Law of Reciprocation

The “Law of Reciprocation” works the same way in all walks of life… you are more likely to be favorable to those who have first extended a favor to you.

Wouldn’t you like to have that little edge on your next adjuster’s meeting?

You can if you’ll do them a favor… shut up, hide your chalk, and help only when asked.

There’s only 1 time when it is always okay for you to help without getting asked 1st.

Do you know the 1 time it is always okay to help without getting asked 1st?

Put your answer in the comments section below. I would like to hear about your experiences in meeting with your adjusters.

Peace,
Mike

About The Author

Mike Coday

Mike Coday is a retired youth pastor turned serial entrepreneur, roofing marketing consultant, author, speaker, sales trainer, and sentimental family man. He specializes in helping serious roofers launch their roofing business to the next level.

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9 Comments

  • Joe

    Reply Reply July 27, 2017

    Great advice! Thanks!

  • Keeg

    Reply Reply May 31, 2012

    What are some of the better insurances that have no problem buying a t lock? I have had several adjusters come out and say that there is not significant damage to the roof. Even though there is obvious hail damage. Having trouble with certain insurances.

  • Mike

    Reply Reply June 16, 2011

    Mike,

    If you don’t meet with the adjuster, do you just wait for the homeowner to call you after the meeting?

    I have just received sales training from a roofing company and meeting with the adjuster is supposed to be part of our main sales pitch.

    IE: “Your roof won’t get bought unless I am there with the adjuster”

    Could you explain a little more of your process?

    Thanks!

    • mike

      Reply Reply June 18, 2011

      Telling people that their roof “won’t get bought” unless you’re there is disingenuous at best. In a storm environment, many of the adjusters want to buy the roof and pay the claim because they’ll make more money.

      I understand why so many roofing companies use this as part of their sales pitch… because it creates a sense of obligation for the homeowner.

      I’ll address this further in a new upcoming post.

  • John

    Reply Reply May 8, 2011

    I’m an adjuster and I the last thing I want is to get into an argument with a contractor. I surely don’t want to do it several times a day! I don’t mind contractors using their chalk to mark real storm damage but if they circle everything from blisters, mildew spots, and even bird drippings it just makes my job that much harder. If I take pictures of these things along with the real covered damage and then send them in with my notes it makes me look like a fool to the people that I work for. When I go to scope a loss I am there for the benefit of the policy holder and the insurance company, NOT the contractor.

    • mike

      Reply Reply May 8, 2011

      Thank you John. I sincerely appreciate your input. Please feel free to drop by and share your insights anytime. They are extremely valuable… especially so for all the new roofing salesmen out in the field this year.

  • Robb Macdonald

    Reply Reply April 27, 2011

    Help by setting up the ladder for him. I only met with adjusters twice, neither had a ladder that would reach.

    • mike

      Reply Reply April 27, 2011

      Robb, you are a Genius!

      The only time an adjuster doesn’t mind your help is when you help with the ladder. Always help steady the ladder for your adjuster… nobody likes to climb a ladder without extra support.

      The steeper the roof, the more they’ll appreciate your help.

      Thanks for joining the conversation.

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