Hi Steve,

Thanks for the reply on my last question a couple weeks ago, on a water damage after-care gift ideas.  I ended up doing a thank you card and a coffee gift certificate, thanks!

After a few profitable jobs I’m focusing more of my business on water damage.  Winters here in northern California can be cold and rainy of course!  There’s a few ideas on getting more restoration jobs in the Strategies for Success Operations Manual.

However, I was wondering if you have heard back if anyone is having good luck with the Plumber Referral Reward strategy?  I think this might be a good thing to implement.  I’m trying to get the ball rolling with getting more water restoration jobs.  I’ve been following the “Value Added Service” systems we learned in Strategies for Success for water damage to get more jobs through referrals from delighted customers. They are working well but are there any other resources to get more losses?  (I’m focused mostly on the residential market now.)  Thanks !

Doing Great in California

PS  I’ve printed up some water damage restoration brochures that look really professional.

Dear Doing Great,

Good to hear from you and I’m happy that my little “Bleeding Heart’s Club” was able to help you.

There is no question the water damage market and especially the residential sector has gotten more competitive in recent years.  Why?  Very simple. In most areas of the country the entry level is low and the potential profits are big!  And certainly you can get your share of water losses IF you have “the fire in the belly”.

Many of our members do give “referral rewards” to plumbers.  However, if you go this route remember that no matter how much you “give back” to the plumber, he or she is most concerned that their referral not come back to haunt them with a ticked-off customer.  So I would recommend you go back and review the section in your Strategies for Success workbook on the Emotional Dynamics of dealing with a traumatized restoration customer.  You can also download my Special Report “12 Secrets to a Smoother Restoration Business”.

What else can you do?  One thing would be to widen your referral network to other sources- property managers, real estate agents, contractors in general, janitorial services, etc.  Of course, the very best “referral network” is still the local insurance agent!  How to “get in with them”?  Shoe leather!  Follow these (very simplified) steps:

1. Dress up, put your shoulders back and your chin up and walk through their door!
2. Hand the receptionist your card and ask to see the agent.  If he/she isn’t in ask about their schedule and leave them a copy of that fancy brochure.
3. Go back.
4. When you do finally get to see the agent keep it short and give them three reasons why they should refer you on their next emergency loss.
5. After you leave write them a brief note thanking them for the conversation and include four or five business cards.  Mention that you’ll stop by next month.
6. Do so and never stop.  Move on to the next agent on your route.
7. Make at least 20 new contacts a week.  The work will come IF (here comes my favorite phrase) you “have the fire in your belly”!

Let us know how things are going.

Steve

P.S.  Don’t underestimate the potential technical and legal liabilities of water damage restoration.  While I don’t recommend it you CAN learn by the seat of your pants in residential carpet cleaning.  Following this sloppy course with water losses is a guaranteed route to disaster.  Better idea, check out our schedule of water damage schools.

Related posts:

1. Show me the big, easy money …
2. Thanking the home owner after a water loss?
3. 12 Secrets for a Smoother Running Restoration Business
4. An apology … and a clarification.
5. Search out your Restoration Customer’s concerns