Business development in the field of restoration can be challenging for a variety of reasons. In general, it is not a widely known and understood profession. The training, expertise, equipment, standards of care, etc. is not common knowledge to most. It can make it tricky to message and communicate your capabilities clearly and concisely or differentiate yourself. Another challenge is that the actual potential customer, the property owner, may not have an immediate need.
Statistically, frequency of property losses has averaged about 5.7 (per every 100 policies) over the last five years on the residential side. Although some calls may come from an Internet search or advertising, many calls originate from a referral, whether it be from an insurance agency, carrier (see “Restoring Success: Adjusters are People, Too”), a program, a plumber, a neighbor or family member, referred to as the sphere of influence. These are to name just a few challenges to consider in making decisions about your business development activities and investments.