To succeed in disaster restoration route marketing, you need to build strong relationships.
Strong relationships using targeted strategies tailored are needed for each type of referral partner. That means understanding the specific challenges faced by plumbers, insurance agents, property managers, and carpet cleaners—and positioning your restoration company as the go-to solution for their daily needs.
Tactics for Plumbers
Plumbers are often first responders to water damage situations, making them critical referral partners. Create a “Plumber’s Emergency Kit” containing waterproof business cards, emergency contact magnets, and quick-reference guides for identifying when restoration services are needed versus when cleanup alone is sufficient. Visit plumbing shops during their morning coffee breaks when crews gather before heading to jobs. Bring fresh donuts or coffee occasionally—not as a bribe, but as a gesture of appreciation for their time.
Offer exclusive benefits like priority scheduling for their referred customers or a direct emergency line that bypasses your main office. Create laminated cards with your photo and cell phone number that plumbers can leave with customers, making you the face they associate with quality restoration. Host monthly “Lunch and Learn” sessions at popular plumber gathering spots, covering topics like “Hidden Water Damage Signs Every Plumber Should Know” or “Documentation That Helps Insurance Claims.”
Tactics for Insurance Agents
Insurance agents face constant pressure to control claim costs while maintaining customer satisfaction. Create a “fast track” claims process for their clients that includes same-day initial assessments and 24-hour preliminary reports.
Establish monthly one-on-one meetings with key agents during their slower afternoon hours. Bring detailed case studies showing how proper restoration saved money compared to full replacement, complete with before/after photos and cost comparisons. Offer to attend their client meetings for complex claims, positioning yourself as their expert resource rather than an outside vendor. Create agent-specific business cards with their name included: “Preferred restoration partner of [Agent Name]” to strengthen the partnership perception.
Tactics for Property Managers
Property managers juggle multiple properties and need restoration partners who minimize their workload. Develop property-specific emergency action plans that can be implemented immediately when disaster strikes. Create detailed contact sheets for each property showing key holders, emergency shutoffs, and tenant notification protocols. Offer quarterly property assessments identifying potential
problem areas before they become disasters.
Implement a “Property Manager Portal” system using simple cloud-based tools where they can track job progress, view photos, and access reports 24/7. Send weekly updates even when no active projects exist, sharing industry tips like “Maintenance Checklist for Water Damage Prevention.” Attend property management association meetings as a guest speaker, offering expertise on disaster preparedness and response.
Tactics for Carpet Cleaners
Carpet cleaners encounter water damage situations but often lack restoration capabilities. Create a referral partnership where you handle the restoration while they maintain the ongoing carpet maintenance relationship. Provide specialized training on identifying water damage that requires professional restoration versus situations they can handle independently. Create referral cards they can leave with customers explaining when restoration services are necessary. Offer to cross-train their technicians on moisture detection equipment, making them more valuable to their own customers while creating more referral opportunities.
Universal Tactics Across All Partners
Implement a systematic follow-up process for every interaction. Within 24 hours of each visit, send a brief email summarizing what was discussed and any promised actions. This demonstrates professionalism and keeps you top-of-mind. Create a monthly newsletter featuring partner spotlights, industry news, and helpful tips relevant to each audience.
Establish a “Partner Appreciation Program” with quarterly events like sporting events, restaurant dinners, or educational seminars. These shouldn’t feel like sales presentations but rather opportunities for partners to network with each other while strengthening relationships with you.
Measuring and Maintaining Relationships
Track relationship depth through specific metrics: response time to partner requests, frequency of non-business interactions, and partner retention rates. Develop partner profiles that capture personal details, business challenges, and relationship history to ensure consistent service—no matter which team member manages the interaction.
The key to successful relationship building lies in the consistent execution of these tactics over time. Partners notice when you remember details about their business and personal lives, when you follow through on commitments, and when you genuinely invest in their success rather than just seeking referrals.
Nationally recognized coach, consultant, trainer, and speaker
Creator of the renowned PREP™ pre-disaster program
Co-owner of The CREST Network, LLC
Copyright© 2025 AskDickWagner, LLC All Rights Reserved
No Part Of This Document May Be Reproduced In Any Form Without Written Permission
