Public insurance adjuster
Sales Assessment Results
69
Developing Closer
10 questions
Maximum score: 100
Completed in
You've got some solid strengths in your sales game, especially with how you address concerns and demonstrate curiosity. Your ability to highlight the contingency fee structure and the importance of having someone advocate for the client shows you understand the value of trust in this industry. However, your average score of 6.9 tells a story of inconsistency. You're doing well, but there are areas where you're falling short, particularly in closing techniques and engagement.
A consistent pattern is your struggle with tone; sometimes it comes off too assertive, pushing prospects away instead of pulling them in. You also tend to miss the mark on closing—while you open doors for further conversation, you often forget to walk through them. This is where you can turn things around. Focus on integrating stronger closing techniques like asking for follow-up meetings or creating urgency in your conversations.
I suggest you study consultative selling and the AIDA model. Both will help you refine your approach to engagement and closing, ensuring you're not just talking but also connecting and moving prospects toward a decision.
Remember this: Selling isn't just about what you say; it's about creating a dialogue that makes prospects feel heard and valued. Be the guide they need, not just the salesperson they encounter. You have the potential to elevate your game and those closing rates. Let's sharpen those edges and watch your performance soar!
Question Breakdown
1.
4
/ 10Question:
"I don't see the value in hiring a public insurance adjuster when I can handle the claim myself."
Answer:
That would be like having the IRS do your taxes for you and besides you have better things to do with your time.
Feedback:
The response uses an analogy to address the prospect's objection, but it lacks depth and doesn't effectively communicate the specific value of hiring a public insurance adjuster. It downplays the prospect's ability to handle their claim, which could come across as dismissive rather than collaborative. Additionally, it misses an opportunity to ask questions that would reveal the prospect's concerns or understanding of the process, thus limiting engagement. The tone is somewhat humorous, which could work depending on the prospect's personality, but it needs to be more focused on the benefits and reassurance of using your services. Overall, the response could benefit from a clearer articulation of value and a more respectful acknowledgment of the prospect's capabilities.
Score: 4
2.
7
/ 10Question:
"Your fees seem too high compared to other adjusters I've spoken with."
Answer:
I charge the industry standard flat rate of 10 percent and assume all the risk. I don’t get paid until you get paid and I will show you why I am worth my fee. Lawyers charge 40 percent and typically take a lot longer to get you paid. I have been in the industry for 14 years and my results are proven.
Feedback:
The response effectively addresses the concern by clarifying the fee structure and comparing it to that of lawyers, which helps justify the costs. It communicates clearly and maintains a professional tone appropriate for the insurance industry. However, it could improve by asking questions to explore the prospect's specific concerns about fees, thereby demonstrating curiosity and active listening. Although it includes a value proposition with experience and risk assumption, it lacks a direct closing technique, such as asking for a follow-up meeting or encouraging the prospect to discuss further. Overall, solid but could use more engagement and a stronger closing.
Suggestions for improvement: 1) Ask the prospect what specific concerns they have about fees to show you understand their perspective. 2) Include a closing statement to encourage next steps, such as scheduling a follow-up conversation.
3.
7
/ 10Question:
"We're not ready to start the claims process yet; can you follow up in a few months?"
Answer:
Have you read your policy? You are required to give prompt notice to your insurance company after you have a loss. Failure to comply with the policy conditions can get your claim denied. What concerns do you have about getting started now? What if you didn’t have to do any work and left it all to me as your advocate?
Feedback:
Your response does a good job of addressing the urgency of the situation by referencing policy requirements, which is important in the insurance industry. However, it could come off as a little too assertive, potentially putting the prospect on the defensive. You did well to pivot to a question about their concerns and offered a solution by positioning yourself as their advocate, which is great for building rapport. To improve, consider softening your tone a bit and empathizing with their hesitation before diving into the policy details. Additionally, asking more open-ended questions could foster further discovery about their needs and concerns. Overall, a solid attempt but could use some refinement in tone and engagement.
Score: 7
4.
8
/ 10Question:
"How do I know that you will get me a better settlement than what the insurance company offers?"
Answer:
I won’t get paid unless I get you the settlement you are owed per your policy. My fee is based off of contingency so you have nothing to lose. Did your insurance company already make you a settlement offer? What are your plans once you receive your settlement money? Why is maximizing your claim important to you?
Feedback:
The salesperson's response effectively addresses the concern by emphasizing the contingency fee structure, which aligns their success with the client's outcome. This creates a trust factor, as it reassures the prospect that they will not be charged unless there is a favorable settlement. The questions posed are thoughtful and aimed at uncovering the prospect's motivations, which demonstrates curiosity and an understanding of their perspective. However, the communication could be a bit clearer by explicitly stating how they leverage their expertise to obtain better settlements compared to the insurance company. This would help in demonstrating value more effectively. Overall, the tone is appropriate for the industry, fostering a collaborative approach. A closing technique could have been included to steer the conversation towards next steps or scheduling a follow-up discussion.
Score: 8
5.
8
/ 10Question:
"I’ve heard negative things about public adjusters; how can I trust you?"
Answer:
I am sorry to hear that you have heard bad things about public adjusters. There are definitely bad apples in every industry including mine. What have you heard and where did you hear it from? What concerns do you have? I am 5 star rated on Google and can provide references of past customers who had situations similar to yours that I was able to help.
Feedback:
The response effectively acknowledges the prospect's concern about negative perceptions of public adjusters, which is an important first step in addressing objections. By recognizing that there are 'bad apples' in the industry, the salesperson demonstrates active listening and an understanding of the prospect’s perspective. Asking for specific concerns shows curiosity and a solution-focused approach, allowing for a deeper conversation about their specific fears or misconceptions. Additionally, offering to provide references and mentioning a 5-star rating adds credibility and demonstrates value. However, the closing technique could be stronger; it would be beneficial to explicitly ask for a meeting or a call to discuss their concerns further, creating a collaborative approach. Overall, this response is solid but could be enhanced by a more proactive closing strategy.
6.
7
/ 10Question:
"What guarantees do I have that I won't end up paying more with you than I would without your services?"
Answer:
My fee is a contingency fee so I don’t get paid until you do. We could let you deal with your insurance company on your own and see what they offer you without me and then I can come on later and maximize your claim through the supplement process. Let’s get on a call to discuss this further and whether or not this approach is still worth it for you once you understand how much time it typically takes to settle a claim even with a professional in your corner.
Feedback:
The response effectively addresses the concern by explaining the contingency fee structure, which aligns the adjuster's payment with the client's success. The mention of maximizing the claim through the supplement process adds value and demonstrates knowledge of the industry. However, the communication could be clearer by directly addressing the client's concern about potential costs. While suggesting a call is a good closing technique, it might feel a bit abrupt without further exploration of the client's specific situation. Asking more open-ended questions about their past experiences with insurance claims could enhance curiosity and discovery. Overall, the tone is appropriate for the industry, but some additional reassurance and engagement could improve the response.
7.
8
/ 10Question:
"I'm concerned about the reputation of public adjusters in my area; how do you stand out?"
Answer:
I am 5 star rated and have extensive training that most public adjusters do not have. I also used to work for the insurance company for 4 years so I understand exactly how they work. I am also a licensed contractor so the scopes of work I present on your behalf are far more detailed than other public adjusters. What results are you looking for with your claim? When would be a good time to get on a call to discuss your claim further?
Feedback:
The response effectively addresses the concern about reputation by highlighting qualifications and experience, which is crucial in building trust in the public insurance adjuster industry. The mention of a 5-star rating and extensive training adds credibility. However, the tone could be slightly more empathetic to better resonate with the prospect's concerns. The closing technique is appropriate as it invites further conversation, but it could benefit from a stronger emphasis on the value the adjuster can bring specifically to the prospect's situation. Asking about the results they are looking for is a good discovery question, but adding a follow-up question to delve deeper into their concerns about reputations could enhance the curiosity and engagement. Overall, it's a solid response with room for improvement in emotional connection and value demonstration.
8.
7
/ 10Question:
"Isn’t it better to go with the insurance company's adjuster since they are already familiar with my policy?"
Answer:
It is better to go with someone that is actually working for you and not your insurance company because that is a conflict of interest. Your insurance agent is also familiar with your policy and can help you understand whether or not the information being presented to you is correct since they were the one who sold it to you. The insurance company adjuster also settles claims based off of their internal guidelines and procedures which is not supposed to happen. This is also not your policy they are basing all of their decisions on which is not what you signed up for. When can we get on a call to discuss this further?
Feedback:
The salesperson effectively addresses the objection by highlighting the conflict of interest with the insurance company's adjuster. They provide a clear rationale for why an independent adjuster is preferable, emphasizing the importance of having someone who works solely for the client. However, the response could be improved by incorporating a more consultative tone, perhaps by asking the prospect about their specific concerns regarding the insurance company adjuster. This would demonstrate active listening and curiosity. Additionally, while they do suggest a call to discuss further, the closing technique could be stronger by creating urgency or summarizing the benefits of their service more clearly. Overall, this response is solid but needs slight refinement for a more collaborative approach.
9.
7
/ 10Question:
"We’ve already started the process with another adjuster; why should I switch to you?"
Answer:
If you are using another public adjuster then what made you decide to reach out to me? How are things going with your claim? Do you have any concerns or questions I can help you with? I can’t represent someone who is already under contract with someone else unless they release you from your contract. When are you available to discuss your situation further?
Feedback:
The salesperson effectively acknowledged the objection by asking a clarifying question about why the prospect reached out initially, which demonstrates curiosity and discovery. They also addressed the limitation of representing clients under contract, which shows an understanding of industry regulations. However, while the response is polite and invites further discussion, it lacks a stronger value exploration or solution-focused approach. They could have highlighted their unique offerings or advantages over the current adjuster to create a compelling reason for the prospect to consider switching. Overall, the tone is appropriate for the industry, and the closing question encourages further engagement, but there is room for improvement in emphasizing the value proposition more clearly.
Score: 7
10.
6
/ 10Question:
"I don't think I have enough damage to warrant your services; how can you help me?"
Answer:
You should have a licensed contractor give you a bid first to see if you even have enough damage for a claim in the first place. We could also give you a free inspection to determine the amount of your damages and then give you a detailed report of our findings which will allow you to make your decision based off of the facts. We can help you by maximizing the ROI paid by you through your premiums and make sure you get the full amount of money you are owed per your policy.
Feedback:
The response does a decent job of addressing the objection by offering a free inspection, which provides value and initiates a solution-focused approach. However, it could have benefited from a more collaborative tone; suggesting a contractor first might come off as dismissive rather than supportive. The mention of maximizing ROI is relevant, but it could have been articulated more clearly by connecting it directly to the customer's specific situation. Additionally, the response lacks curiosity-driven questions to further explore the prospect's concerns. Overall, it communicates the value of your service but could improve on empathy and engagement.