Hiring In Today’s New World

Hiring in today’s market is unlike anything we’ve seen before. The COVID-19 pandemic has turned the employment landscape on its head, and businesses are struggling to navigate the new normal. With remote work becoming the norm and the availability of talent fluctuating, it’s more important than ever for companies to approach recruiting and hiring with a strategic mindset.

One of the biggest changes in hiring is the rise of remote work. That may work for those companies providing “office” type work. However, physical labor – out in the field – requires manpower in the trenches.

Obviously, restorers can’t clean up or demo a damaged home without people on the job being productive. It’s true that many companies shifted to remote work to keep employees safe and productive during the pandemic. That ship has now sailed and it’s time to re-engage at the actual job location. As a result, businesses must now consider the logistics of hiring and managing a remote workforce in some cases. This includes implementing a remote work policy, providing the necessary tools and technology, and establishing communication protocols. Remember, this remote work only “works” when the right employees are in place, and you have accountability measures to track their successes (or failures).

Another challenge businesses face when hiring in today’s market is the availability of talent. In my opinion, the governments have made it easy to be a ‘slacker.’ Enjoying government hand-outs enables those that would otherwise be working – to stay at home – in their pj’s – playing videos games while we pay for them to do that!

With high unemployment rates, it may seem like there’s an abundance of candidates to choose from. However, the reality is that many industries are experiencing a shortage of skilled workers. It may be true that the basic labor of responding to a flooded home may not require a brain surgeon, but it’s certainly not an ‘unskilled’ position. This means businesses must be creative in their approach to hiring, such as upskilling current employees or expanding the search to different regions.

Something as seemingly simple as hiring a ‘route marketer’ requires more than a social butterfly or a social media guru. In today’s environment, with totally different attitudes of the buying public, (including business people), these marketers must be taught the right way to approach clients and the most effective way to generate a real relationship to get referrals.

Companies must also consider the candidate experience in today’s market. I talk to owners often who think they want to hire a marketer previously in that position at another restoration company.  It almost always does NOT work out, since they usually come with the wrong baggage. We encourage companies to hire people with the aptitude to build relationships – not a donut dropper or candy jar filler. That’s just too superficial and does little to strengthen a lasting and trust relationship. Businesses must have a strong employer brand, communicate effectively with candidates throughout the hiring process, and offer competitive compensation and benefits. The candidate should be able to develop (or already has) a personal brand that enhances their successes.

Lastly, businesses must be prepared to adapt to the changes in the market. The pandemic has shown us that things can change rapidly, and companies must be agile in their approach to recruiting and hiring. This includes being open to new technologies, embracing remote work where appropriate, and being flexible with job requirements and responsibilities.

Hiring in today’s market is challenging, but with the right approach, businesses can find success. By adapting to the changes in the market, focusing on the candidates traits and skills, and being agile in their approach, companies can find the talent they need to thrive in the new normal.



By Dick Wagner, Co-Founder The CREST Network, LLC

Nationally recognized coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Owner of AskDickWagner.com BLOG

Copyright© 2023        The CREST Network, LLC                       All Rights Reserved

No Part Of This Document May Be Reproduced In Any Form Without Written Permission

To Be Productive Use Quotas

We often hear about setting goals, targets, or quotas. The funny thing is some “experts” tell you to set goals that are realistic or achievable. Reality tells us something completely different. If the goal is realistic or ‘doable’ then we’re not really reaching very much. If it’s so achievable that it can likely be accomplished, then we haven’t made the goal or target something to really strive for.

There’s a book by Grant Cardone titled “The 10X Rule” where he advocates for making your goals 10 times what you think they could be. Sure, many times we don’t get where we are going, but the concept is solid since it forces us to diligently strive for what may be an elusive goal.  If your goal isn’t waaay out there, you’ll never push yourself to do more than what’s average.

The real reason that people succeed greatly in life or business is often because they were stretching a long way past average. Average never yields anything past average – and usually much less.  Anything that you give ‘average’ amounts of attention will subside and eventually cease to exist. Any undertaking (a project or goal) that includes accepting average will fail you sooner or later. It’s quite simple:  Average is a failing Formula.

If you have a goal of bringing in $500,000 in revenue for your company because that’s average or realistic, you likely won’t bring in a Million dollars, even though many of my marketers routinely achieve the million-dollar target – year after year.  You might set that goal thinking that’s a reasonable average, but that means you probably cheated your boss out of another ½ million dollars and cheated yourself out of $25-30,000 in commissions that year!  Why would you want to do that to yourself – or your boss?

Incredibly, the addiction to “average” in our society makes it seem acceptable or normal. The true ultra-high performers (in any field) will never be an ultra-high performer if they only strive for average performance.  To become truly great at something, you have to dedicate time and energy to it. And because we all have limited time and energy, few of us ever become truly exceptional at more than one thing if anything at all.

Which leads to an important point: that mediocrity, as a goal, sucks. But mediocrity, as a result, is OK as a last resort.  Because you are going to have some failures. Remember, average will ultimately draw you into mediocrity. And most of us don’t want to be there! Mediocre means “average.” In any population, by definition, exactly half of that population is above average, and the other half is below average. When you look at it that way, there’s nothing wrong with being mediocre at many or most things in your life. The trick is to find the one or two things that you excel at.

Every single person on this Earth has a special talent — yes, that includes you.

So:  be curious in many things, lean into your work or projects, line up people to cheer you and for you.   Bill Gates said, “What you believe is what you achieve.”  Be extraordinary … average is not good, great is not good enough … standing out, helping people to stand out, and being an ultra-high achiever is what you should be doing. Your life and your paycheck will be rewarded.

Consider the case of the statistician who drowns while fording a river that he calculates is, on average, three feet deep. If he were alive to tell the tale, he would expound on the “flaw of averages,” which states, simply, that plans based on assumptions about average conditions usually go wrong. This basic but almost always unseen flaw shows up everywhere in business, distorting accounts, undermining forecasts, and dooming apparently well-considered projects to disappointing results.

Author:  Dick Wagner, Co-founder of The CREST Network and CRESTLibrary.com

By Dick Wagner, Co-Founder The CREST Network, LLC

Nationally recognized coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Owner of AskDickWagner.com BLOG

Copyright© 2023        The CREST Network, LLC                       All Rights Reserved

No Part Of This Document May Be Reproduced In Any Form Without Written Permission

Should You Pay Referral Fees?

A couple of times a month I get a call from a fairly new contractor wanting to generate more leads and job opportunities. Usually, the questions include the topic of Plumbers and if they are a good lead source.


I’m all in favor of a contractor developing great lead sources. Even more so, I want contractors to build a steady stream of job opportunities. My frustration has always been with the issue of paying a referral fee. And, more specifically, exorbitant fees. Sure it’s done all over the US. But just because it’s done doesn’t make it right.

Most businesspeople have to ask themselves at some point; “how much of a referral fee should I pay to plumbers?” In many of the major cities (think Miami, LA, NY) some plumbers are demanding – and many contractors are paying one thousand dollars per lead! Yikes


Because the dollar amount is so high, you can’t help but wonder if this is right, ethical, fair, or even legit! With the average water-damage mitigation project averaging around $4,900 nationally, a $1,000 “finders fee” does one of two things – neither are good. First, it potentially increases the invoice on the project by $1,000, or about 20%. Second, if you truly do not raise your price, you really end up with very little or no profit when the job is done. The amount paid has to be reasonable, fair, and appropriate.

You can’t have it both ways. Either you raise your prices, or you make no money on your work. (Or do other things for the plumber that are big for them, and less for you).


Since I am not a fan of “finders fees,” referral fees, bird-dog fees, or “spiffs” being paid out, I won’t tell you how much is “fair.” I am willing to recognize that for a long time, referral or finders fees have been, and are currently being paid in many industries. We don’t tolerate this as a society when politicians accept money for “bribes.”

If we really analyze the concept from a different angle, we could justify that we are paying a “commission” to an independent plumber. Just remember, you wouldn’t pay a commission to an employee where the commission represented 20 – 30% of the actual job! Furthermore, they would at the minimum receive a 1099 tax statement from you at the end of the year, or else you’re going to pay tax on the money you give the plumber.


Too often, business owners are so desperate for a job that they willingly concede their integrity and find unique ways to justify these payments. It’s called “situational ethics.” When you engage in situational ethics – you will always be compromised!

I urge you to talk about the entire referral fee – commission payment idea with a trusted financial consultant. When you do this, you at least understand the true position and what the potential ramifications are.

Author:  Dick Wagner, Co-founder of the CREST Network

Dick Wagner is a Nationally recognized marketing coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Copyright© 2023     AskDickWagner, LLC   All Rights Reserved

No Part Of This Document May Be Reproduced In Any Form Without Written Permission

Marketing To Plumbers

Many restoration marketers call on and solicit plumbing companies and plumbers. The hope is to be able to convince them to send your company leads and jobs when they arrive at a plumbing job and see a flooded home or a mold-contaminated property.


However, it’s not as simple as just telling the plumber you’ll give him a couple of hundred bucks for his referrals. A marketing approach to this kind of prospect requires more than a one-size-fits-all program.

As a marketing rep calling on this vertical (plumbers), it’s important that you recognize the different “types” of plumbers so you can increase your success. Not all plumbers are the same. Some only do repair work, some only do sewer and drain clean-outs, and some do only “new construction” work.


In addition to the basic differences listed above, there are three additional factors you must consider. Identifying what their corporate (or business) structure is. Here is a simplified list of the 3 most common plumber types:

  1. The one-man-band. (Chuck in a truck) or a man with a van. They may sometimes have a helper but usually work out of the home or garage. Rarely do they have a warehouse or any office space (other than their kitchen table). Their “business phone” is their personal cell phone – so they will almost always answer it. And it’s often listed on the side of their truck or van.
  2. The small shop. Often 3-10 people are on the payroll. They have several trucks and crews and are much more visible in the community. They often try, with limited success, to emulate the “big boys” so they may have lettered, and wrapped vans, and their crews may wear a uniform or company shirt. Almost always, they will have a small shop or warehouse, and possibly even a small office with an office support person. They will have a designated company business phone and likely a gate keeper.
  3. The Big Boys. These are plumbing companies with significant brick-and-mortar shops, warehouses, offices, and probably several business phone lines. You might see their billboards around town. They tend to operate much more like a corporation with multiple office staff, back-office help, and many crews. Their wrapped vans dominate the community. You may try to get in front of their entire plumbing staff, but remember: when they are this big, their plumbers often each have different specialties. That means some will never see a flooded home.


As a marketer, getting in front of the Chuck-in-a-truck plumber is a major challenge because you cannot (SHOULD NOT) go to their home! Also, you can’t wait down the block and then follow them around town until they stop for gas or coffee. Approaching them at a plumbing supply house, or at the big-box stores (Lowes or Home Depot) is doable, but you can’t sit in those parking lots all day.


The small shop with a handful of employees usually has a small building or shop location. Your challenge here is that they may not staff it during the day, so it’s really lucky to find someone there to talk with. Once you are able to talk to the owner/manager or an office person, you should be trying to get the contact info for all their techs and also try to schedule an early morning breakfast for the group. This is your perfect opportunity to talk with all of them and promote your company and referral program. You will also see some of them at the big box stores and the plumbing supply houses often, so once you know them, stay in touch!


The big plumbing companies that operate more like small corporations may be a little more challenging to convert. They will usually be very protective of their “big” name and more hesitant to give out tech contact info. They also may NOT like a referral program because they can feel that associating with your restoration company could potentially hurt their reputation. (A plumber tech refers one of their customers to your company and the job goes south!) Ideally, you want to get them to allow you to bring in breakfast for their team. This is the best way to present your referral program and touch a lot of techs at the same time.  The big boy companies will be very receptive to your Summary Move (elevator pitch) about making the plumbing company the hero.

We Have A Complete Certification Course That teaches These Important Distinctions And More.

It would be great to expand more on the many nuances and strategies you should employ to develop great relationships with plumbers. Since most people won’t read more than a few minutes, we developed a certification course Restoration Marketing Specialist® (RMS™) 3-day course to teach you all the many ways to solidify your plumber opportunities. (It also includes Insurance Agent strategies as well).

Author:  Dick Wagner, Co-founder of the CREST Network

Dick Wagner is a Nationally recognized marketing coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Copyright© 2023     AskDickWagner, LLC   All Rights Reserved


No Part Of This Document May Be Reproduced In Any Form Without Written Permission

Your Marketing Program Needs Work

Yes, it’s very likely!  It may sound overconfident on this blogger’s part to make this assumption, but let’s consider the facts: here you are, looking up blog posts on how to freshen up your marketing. Very possibly your gut tells you that what you’ve been doing for the past several years might not be working anymore!

The truth is that the vast majority of people who know that their marketing isn’t working, who buy books and read blogs on how to fix it, don’t bother to take the necessary steps to make their marketing work for them in the 2020 decade and beyond. The end result is that their marketing remains an expense instead of an investment.

Here are 4 simple reasons to refocus and adjust your marketing right now:

  1. You Need an Objective

Some of us just keep making changes, seemingly, for the fun of making changes. Sometimes it’s not a total relaunch of our marketing campaigns that are needed, but simply a little stability and tracking. Your marketing team won’t stay focused if you keep giving them a different objective every morning. Hopefully, you put your needed changes in writing – spelling out the details of your new plan. Each and every key manager and marketer should have a copy.

  1. You Need an SMP

A Strategic Marketing Plan (SMP) is about using today’s tools and putting your marketing plan in writing. It should include calendar items as well as those marketing efforts that produce the highest ROI in 2023 and beyond. A whiteboard works well for identifying on a calendar when these things are scheduled.  You even need a “drop dead date” listed so you get everything in place before it is to happen.

  1. You Need A Coach

A Business Coach (or qualified Marketing Coach) can make the difference between getting where you need to go in your marketing efforts, and not. In a blog post like this can only offer so much guidance. A coach can give you advice based on your specific situation and what’s happening in 2023. There are dozens of “coaches” available, but you need to be sure they aren’t just giving you some one-size-fits-all strategy – especially since your business and region are unique to you and your company!

  1. You Need a Client Management System

It’s been said that nearly 100% of all major business owners spend money to collect data on their customers, but only around half use that data to improve their relationships with those customers. Please use a robust CRM and then spend time reviewing the trends and data! Be careful that you don’t fall for the CRM that has so many bells and whistles that you and your staff cannot understand it. There is a lot of fairly simple (and inexpensive) software available to you.  We use Monday.com

And find it easy to use, giving us what we need for about $15/month per user.

Author:  Dick Wagner, Co-founder of the CREST Network

Dick Wagner is a Nationally recognized marketing coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Copyright© 2023     AskDickWagner, LLC   All Rights Reserved

No Part Of This Document May Be Reproduced In Any Form Without Written Permission

Collaborate When You Market To Clients

There have been many approaches to marketing restoration services and as many different ideas as there are coaches out there to promote them. My ideas are a strategy that is used by hundreds of marketers all over the country with great success.

Long gone are the days of basic route marketing where your best strategy is “Stop, Drop, and Roll” – visiting someone on the route, dropping off donuts, and rolling on to the next prospect. It is certainly good for the donut shop but doesn’t get you more business. That’s simply a form of bribery.

The topic of collaborate is all about working with a prospect or client to help them help their own customers! It’s so much more than ”what you can do for them” and is really what you can do for your prospects’ customers!


Every elevator speech that I hear when a marketer is in one of my classes ismy name is Susie with XYZ Restoration and we do Fire, Water, Smoke, and Mold.”  Sadly, they think they are bringing value by saying this, but NO ONE cares! Nobody is interested in ‘what you do.’  They want to know what you are going to do to help them “get more business” and that’s all they care about.

We call the ‘elevator pitch’ the Summary Move because it is all about the client and their client! It focuses on how you help them and their prospect or client. The summary move strategy is to be thinking several ‘moves’ ahead and anticipating what they’ll say and be prepared to make the next ‘move.’  That’s what good chess players do – think several steps ahead.


By making it about their client, you are effectively taking the “salesyness” out of the conversation and are acting more like a ‘trusted advisor.’  Neither you, nor I like to be sold and we are not fond of salespeople! Don’t be one of the obnoxious salespeople that you dislike.

Find ways to make the conversation about them and their customers. When the client (or prospect) feels that you are mostly interested in them and their business, they’ll be far more likely to seriously consider working with you. Since you have their interest at heart, they will want to refer business (jobs) to you.


Yes, it’s quite a challenge to think only about “what you can do for your clients client, but until you get into that mindset – you’ll come across as salesy or worse. For most of us, that mindset is a big struggle to achieve because we are in the mode of “getting jobs.”  Our boss or owner wants you to get more referrals so he or she is constantly pushing you to do this – even reminding you of how many referral you got last month!


You want to be considered a ‘trusted advisor’ but you often don’t take the time to know something about them or their business or even about their industry!  You can’t be considered a Trusted Advisor to them if you don’t have any advice.  Donut dropping candy jar refilling services don’t make you a trusted advisor!

If you want to become an expert and a million-dollar producer then be sure to attend an RMS™ class, held throughout the country two or three times a year. The Restoration Marketing Specialist course will teach you how to be a marketer that knows how to collaborate and get more business.  See you soon! We strive to get you producing $1 million in annual revenue for your company. (And yes, many of our clients are at that level)!

Author:  Dick Wagner, Co-founder of the CREST Network

Dick Wagner is a Nationally recognized marketing coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Copyright© 2023     AskDickWagner, LLC   All Rights Reserved

No Part Of This Document May Be Reproduced In Any Form Without Written Permission

Why Your Marketer Must Ask Questions

Every marketer certainly should strive to develop a strong relationship with their prospects, clients, and customers.  There are very few ‘natural’ marketers (very few)  that just know how to properly engage the client.  The good news is that almost everyone can learn the best ways to create that ‘go-to” and trusted advisor relationship.

Even the challenge of trying to get past the gatekeeper and get in front of the all-important decision-maker is a specialty all its own! When you show credibility, you’re removing a big reason why the client may not want to do business with you.

One of the easiest ways to create a strong Maven (trusted advisor) relationship is to constantly ask all-important power questions. Asking powerful questions – questions that make your prospect think and think and think before answering, makes prospects believe you are brilliant.  They feel you are in tune with their business, and in turn come to rely on you and trust you more. Power questions prove to your clients that you know their business and you actually care about their business.

Even more so, by asking powerful questions, you stay in full control of the conversation and interaction without the client feeling intimidated or threatened. Plus, people like to talk about themselves, so when questions are asked, it gives them the opportunity to feel like they are important. If they feel they are important to you, they will like you more and want to do business with you.

The simplest way to know what questions you should ask come to you from doing your research on that client and their industry. You can’t really ask intelligent questions unless you actually know something about them and their business! Even as you ask a very good question – ask even more follow-up questions.

Your power questions can demonstrate to the prospect or client that:

  • You are paying attention
  • They know you “feel their pain”
  • You can be taken seriously
  • You have credibility and knowledge
  • You ask really good questions
  • You ask follow-up questions to the good questions
  • You are in tune to their world–business – issues
  • You are a great “conversationalist” (making you likable)
  • Tell them something about their industry they may not know

Open-ended questions enable the prospect to respond with a much more elaborate answer, and that engages them even more. A closed-ended question simply allows them to say yes or no, thereby awkwardly ending the dialogue.  An added benefit to asking open-ended questions is that you remain in control of the conversation so you can continue to demonstrate your expertise and value!

Too many marketers go about their day dropping off candy or donuts and never get to the true business at hand.  Their bosses think the marketer is productive because she called on 15 clients and prospects that day!

It’s also a failure if marketers work on the premise that “if they are friendly and likable,” that’s good enough. It takes so much more that just talking about cookie recipes. The fact is – marketers won’t succeed well unless they do their ‘homework’ and know details about the prospect or client. Be a Maven by interacting with them in a credible manner – asking power questions.

Author:  Dick Wagner, Co-founder of the CREST Network

Dick Wagner is a Nationally recognized marketing coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Copyright© 2023     AskDickWagner, LLC   All Rights Reserved

No Part Of This Document May Be Reproduced In Any Form Without Written Permission

What Makes A Marketer Really Productive?

Aside from management wanting their marketer to be really productive, the challenge is always for the marketer to generate referrals to the tune of about $1mil each year. We work with many marketers that do this and what it takes is determination, passion to succeed, and working with a quality coach each week.

When you think about it, a marketer that generates even a half million dollars a year, is bringing in profit of around $250k or more.  A good, qualified marketing coach or advisor will cost you about $20k each year. Not a bad trade off of cost vs profit! In reality, your marketer should be coachable to generate closer to a million dollars – going into year two.

So, What Makes A Marketer Productive?

There are numerous things that help make a marketer productive and generate good revenue for your firm.

First and foremost, simply put good marketers are strategic with their time and resources. Good marketers are important because they help businesses create long-lasting and profitable relationships with their clients. Good marketers know how to navigate the nuances of a changing field, (and the restoration field IS changing). They have to manage different aspects of marketing and understand how those aspects interact. We can develop these characteristics and the many other skills that make a good marketer with practice and work experience.

Here’s a short list of things to look for, when hiring a marketer:

  • They need to be focused,
  • Be good at active listening,
  • Be good at storytelling,
  • Know their customers and markets,
  • Show good time management skills,
  • Manage large workloads,
  • Create memorable client experiences,
  • Understand their competitors,
  • Set clear and actionable goals,
  • Be able to adapt to changing client needs,
  • Have good observational skills,
  • Be accountable to themselves and the company,
  • Readily complete daily and weekly reports,
  • Track activity in a CRM,
  • Willing to accept a lot of rejection,
  • Understand and use social media,
  • Have good communication and computer skills,
  • Work with management to set goals and targets,
  • Know how to nurture relationships,
  • Develop a “trusted advisor” or Maven strategy.
  • Have a desire to keep learning new marketing strategies,


I’ve listed a lot of items that marketers must be good at – or at least be willing to perform! All too often, several of these on the list don’t exist with the marketer, and we have to teach them each of those things. Take the item “willing to accept rejection,” if they can’t hear a “NO” graciously, and realize it’s probably not directed at them personally then they aren’t the right candidate for the position.

Most marketers don’t know exactly what their role and responsibilities are, and certainly don’t know how to interact and engage their “internal” staff. I’m specifically talking about ALL the employees in the firm.  If you don’t have believability and credibility, you aren’t going to build vital relationships – which are based on trust.

Humans can’t actually multitask. We think we can, but we can’t. We can only focus on one thing at a time. What we mean by multitasking is focusing on one thing for a period of time (as needed), then on another and another, etc. When you hear someone saying they are multi-tasking, they’re hurting themselves and you. Marketers should schedule time for performing certain tasks. If marketers get “caught up” in doing considerable admin type projects then either you’re dumping the wrong things on them, or they prefer to be behind the safety of a desk.

Great marketers construct their marketing strategy around client needs, and one way you can recognize these needs is by producing a customer persona. This persona tells you how, when, and where to impart your target audience.

As marketers, we all work hard to relationships for our owner or client, but it can be tough to stay on top of everything we are accountable for. Luckily, there are a few modest tools you can use to be an extra productive marketer and use your schedule much more effectively. Regardless of which of these methods work for you, by applying these approaches and suggestions to your workload, you will see more productivity and improved task completion on many levels.

By Dick Wagner, Co-Founder The CREST Network, LLC

Nationally recognized coach, consultant, trainer, and speaker

Creator of the renowned PREP™ pre-disaster program

Owner of AskDickWagner.com BLOG


Copyright© 2023        The CREST Network, LLC

      All Rights Reserved

Who Is The Real Client?

So, who is the real client – the homeowner or business that had the loss, or the insurance company?  I think we will ALL need to be planning on how our services can be afforded by the end-user because one day there will be premiums but there will be few payments just like in the medical world.

The insurance company has the upper hand and will continue to depress prices to restoration companies, and restoration companies are swallowing the bait. They are not stupid, and they have lots and lots of POWER by spreading lots of money into the coffers of politicians.

The best thing for all of us in the restoration field to do is to observe and recognize what insurance did to the medical field.  Layer upon layer of paperwork, (think, Xactimate, PAs, consultants, etc.) lower and lower prices back to the people who ACTUALLY DO THE WORK and spend the money on equipment and training.  And then we’re all supposed to be happy because the profits get shared by the insurance company’s “stockholders” in their retirement investment funds.

Physicians several years ago were well-paid professionals that were paid by their clients.  Medical insurance changed that and made the insurance company the check writer and the doctors had to team up and get in line to withstand the relentless pressure for lower prices while still delivering quality care.  As you all know medical care has as many clerks and recordkeepers as practitioners.  Soon, if the insurance firms get their way, you will have more recordkeepers on the payroll than WRT”s

I don’t pretend to have an answer, but just how often has ANY insurance adjuster actually asked you anything about your technical ability?  Questioned on thermal imaging, the standard for drying?  I would guess 99% of the contact you have with any adjuster is only about how quickly I can close this file and how much will it cost.

All the bottom-feeding insurance bootlickers that are finding new ways to get a piece of our profits will only grow and succeed if we let them.  These companies are wooing the insurance companies and telling you that you can’t survive without THEM.  Actually, they cannot survive without the US. The insurance firms are not paying for XYZ’s services out of their profits they are paying for XYZ’s to increase THEIR (the insurance company) profits by cutting YOURS (you, your wife and children, your kid’s college, your fishing vacation trip)

So, when I hear people say, “It’s business” and realize at the same time that “business” impacts my loved ones; No friend, it’s personal!  And if XYZ is successful it will spawn some new alien creature to fleece YOUR company.  The company is part of your and your family’s future.

By the way, I don’t have problems with adjusters, I have only been questioned twice in ten years on any invoices, have no beef with adjusters that will communicate with me.  Adjusters are actually going to be on the chopping block too if the insurance firms can figure out a way to eliminate them.

Guest Author: Mike Conroy, CIEC – Master Restorer

Owner Expert Dry  850-777-6655


Doing It Right On Social Media

I have 1700+ ‘friends’ on Facebook and 3300+ connections on LinkedIn (and 600+ on my Twitter account), and the worst thing I can do is promote myself or my company! My posts and content on my Blog or other social media accounts must never be salesy and talk about ‘what I do.’ Nobody wants a commercial or promo about “what you do.”


Often, well-intentioned marketers start using social platforms with the goal of reaching a certain number of Likes, Retweets, or Shares, but just as often, they begin the trip of social media strategies by experiencing a disconnect between the Content they post on their Blog or in Tweets. Even more frustrating is the methodology they use to measure their success. It isn’t about how many Likes on the Facebook business page!


People love stories and especially stories that make the client or customer the hero! Find ways to tell stories about how an agent or a plumber got more recognition and credibility by succeeding with you.

We have said this over a thousand times – RELATIONSHIPS matter even when the contact is engaging with you on some form of social media. When you finally get to the point – or decision that Social Media is not working for you, look back at the posts that you made and see if they are relevant, or are they salesy and pushy – and too concerned with promoting your own company.


Just as it is appropriate to build rapport with clients and prospects about their business and their needs and wants – it is correct to learn about them and their business and then talk about their business. NOBODY cares about ‘what you do or anything about your company. One restoration company is the same as another one – in their eyes. The companies that get the work are those that make the relationship:

  • Fun
  • Exciting
  • Unusual
  • Make the prospect the hero.


Being successful in the world of social media means you have to create a detailed roadmap, listing out on paper exactly what you are trying to achieve and then break it down into small steps – then implement that plan. A well-planned, well-thought-out, well-implemented Content strategy is not only a vital component of any social media strategy; it’s the key to driving the results your business wants.

It’s OK to stir things up a bit and post something slightly controversial – just not about religion or politics. Your audience members enjoy your valuable or interesting social content when you deliver social content that rewards them for sharing your content, engaging with your business, and, ideally, helping to promote your reputation as a thought leader in your business or industry. Providing informative, helpful, educational, creative, and even humorous content makes it far more likely that you will have meaningful interactions.

The right strategy identified on paper allows you to track your success (or failure).


Author: Dick Wagner – nationally renowned expert on Social Media for Service Businesses   419-202-6745 cell

https://thecrestnetwork.com/   or  https://crestlibrary.com/


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