Table of Contents

This is what you will find in the printed manual -
presented here so that you can get an idea of the comprehensive scope of the information.


Be sure to check out the following topics:

How to prosper from being involved.
Winning Almost Every Bid.
Promoting Yourself to the Industry.
The TRAP & How to Avoid it.


ABOUT THIS MANUAL 1

WHAT IS TRUE PROFIT? 4

A VIEW OF THE CONSTRUCTION INDUSTRY 12

A LOOK AT THE PAST 12

AN OPPORTUNITY FOR THE FUTURE 19

DIRTY WORK, HOW I GOT STARTED 22

GETTING DOWN TO BUSINESS 32

OVERVIEW 32

  • How the Insurance Claims System Works; a Typical Scenario 33
  • Insurance Policies 35

HOW INSURANCE COVERAGE WORKS 36

  • The Qualifying Principal: Catastrophic Loss 37
  • Depreciation and Deductibles 41
  • Riders 42
  • Policy Limits 43
  • Pay Out Cap 44
  • Actual Cash Value Vs. Replacement Cost 46
  • Industry Terms and Buzz Words 48
  • Loss: 48
  • Claim: 49
  • Claimant: 50
  • Adjuster: 50
  • Takeoff: 51
  • Scope: 51
  • Sheet: 52
  • Deductible: 53
  • Rider: 55
  • Actual Cash Value: 55
  • Depreciation: 56
  • Replacement Cost: 57
  • Appurtenant Structures: 59

THE IMPORTANT PARTICIPANTS 61

  • The Property Owner/Policy Holder 63
  • The Insurance Agent 64
  • The Insurance Company 65
  • The Insurance Claim Adjuster 67
  • In House Adjusters and Independent Adjusters 69
  • The Adjuster's Role 70
  • The Restoration Contractor 75
  • Other Players 77
  • The Lawyer 79
  • The Public Adjuster 81

HOW YOU CAN PROSPER FROM BEING INVOLVED 84

  • The One Negative Part 85
  • Reasonably Reliable Resource for Additional Work 86
  • Special Advantages 89
  • Exceptional Profit Margin 90
  • Working with Experienced and Knowledgeable Colleagues 93

GETTING STARTED 100

PROMOTING YOURSELF TO THE INDUSTRY 102

  • Locating & Contacting Adjusters in Your Area 104
  • Initial Contact by Phone 107
  • The Follow Up Letter 110
  • References 111
  • Follow up Calls 112
  • Advertising; Could it be a Waste of Money? 114
  • Other Types of Promotion 115
  • Newspaper Articles in the New Businesses Section 115
  • Insurance Agents 116
  • Word of Mouth: the Truest and Best 117
  • Contacting an Unfamiliar Adjuster, Regarding Large Jobs 118
  • Adjuster Attrition, What's New and Who's New 122
  • Training a New Adjuster 124

RESOURCES FOR PRICING THE WORK 126

FORMS 127

UNDERSTANDING DIFFERENT TYPES OF DAMAGE 129

FIRE DAMAGE 131

  • Heat Damage to Concrete and Masonry 132
  • Heat Damage to Wiring Within the Walls 136
  • Smoke Damage or Odor in Inaccessible and Isolated Areas 138
  • Heat and Air Conditioning Ducts 141
  • Attic or Basement Areas 144
  • Heat Damage to Tile 148

FLOOD DAMAGE 150

WATER DAMAGE 153

  • Plaster 156
  • Drywall 158
  • Plywood Laminates 160
  • Flooring 161
  • Wall Paneling 162
  • Electrical 163
  • Doors & Windows 166
  • Carpets & pad 169
  • De-humidifying 171
  • Interior Wall Moisture 172
  • Mildew 173
  • Painting 174
  • Old Paint 177
  • Improper Priming by Previous Painters 177
  • Stains and Finishes 181
  • Floors 183
  • Linoleum 183
  • Wood 184
  • Hardwood 184
  • Parquet 187
  • Leaks Under Slabs 188
  • Expansive Soils 190

EARTHQUAKE DAMAGE 191

VEHICULAR IMPACT DAMAGE 194

WIND DAMAGE 196

MISCELLANEOUS TYPES OF DAMAGE 197

GETTING THE PROCESS UNDERWAY 199

YOUR FIRST JOB-SITE CONTACT WITH THE ADJUSTER 200

  • The Adjuster Benefits from the Service You Provide 202
  • The Adjuster Can Be Your Prime Promoter 202
  • Working Together on the Takeoff 203
  • Measuring 204
  • Concurrence of Scope 205

MEETING THE PROPERTY OWNER 208

  • You Are There to Help Him, but Only If He Needs You 212
  • Clarify Who You Work For as a Contractor 212
  • Does the Property Owner Really Need You for the Restoration Work? 220
  • What to Say to Dissuade an Owner from Self Contracting 221
  • The Trap 224
  • Determining the Owner's Intentions 225
  • How to Avoid the Trap 227
  • Last Minute Revelation 227
  • Adjuster Participation 230
  • Preliminary Contract 231
  • "Estimating Services" as a Line Item 232

PREPARING THE PAPERWORK 234

THE SCOPE OF WORK 235

  • Preparation 236
  • Working with the Adjuster 237
  • Working with the Owner 239
  • Format of the Scope 239
  • General Categories of Work 240
  • Room by Room Descriptions 242
  • Contingency Clauses 243
  • Confirmation with the Property Owner 245

THE COST ESTIMATE 246

  • Pricing Out the Work 246
  • Line Items 247
  • Unit Costs 247
  • Minimum Costs for Certain Trade Items 249
  • Budget Items 251
  • Profit and Overhead 253
  • Disclaimers 254
  • CAUTION - Hazardous wastes 254
  • General 254
  • Asbestos 256
  • Sewage 257
  • Chemical and/or radioactive wastes. 259
  • Bidding to Maximize Your Profit 259
  • Economy of Scale 261
  • Break it Down to the Smallest Increment 264
  • What Can't Be Confirmed Is Hard To Deny. 268
  • Submitting The Report (Different Folks - Different Strokes) 272
  • The Adjuster's Copy 272
  • The Property Owner's Copy 273
  • The Fieldwork Copy 274
  • Getting The Pricing Approved 275

THE CONTRACT 276

  • Initial Proposal / Main Contract 276
  • Making Changes 277
  • Discovered or Uncovered Damages 277
  • Customer Desired Changes or Improvements 278
  • Building Code Changes, Upgrades 282

YOUR RELATIONSHIP TO THE VIP'S 284

YOUR ROLL AS AN INTERMEDIARY 287

YOU AND THE ADJUSTER 290

  • The Best Position 290
  • What Not To Say 295
  • What To Ask For 300

YOU AND THE PROPERTY OWNER 302

  • The Best Position 302
  • You Are The Guy In The White Hat 303
  • Your "Arms Length" Relationship With the Insurance Company 304
  • Your Relationship With the Owners 305
  • Skirting the Discount Ploy 308
  • What Not To Do 310

FORMULA FOR SUCCESS 318

SPEED OF RESPONSE, THE TOP QUALIFIER PRINCIPLE 318

THE IMPORTANCE OF MAKING YOUR CLIENTS LOOK GOOD 324

HOW TO BE THE FIRST CONTRACTOR CALLED 333

WINING ALMOST EVERY BID 336

  • Low Ball Not Necessary 336
  • Dealing With the Competition 337
  • The Property Owner as Your Ally 344

HANDLING THE FLOW OF MONEY 346

  • The EZ Escrow Account 348
  • Progress Payments 349
  • Getting Your Name On the Check 350

COMPLETING THE PROJECT 351

  • Quality of Work 351
  • Timely Completion 352
  • Handling Disputes 352
  • Oversights and Misunderstandings 353
  • Come-backs 358

THE RESTORATION PROCESS 360

CLEANING UP AFTER DISASTER 361

  • Hazardous Wastes 361
  • Fire Cleanup 361
  • Water Damage 363
  • Structural Fracture 363
  • Pricing the Cleanup 364

REBUILDING 366

  • Bracing and Shoring 367
  • Concrete 371
  • Framing 371
  • Electrical 373
  • Plumbing 375
  • Heating, Cooling & Ductwork 377
  • Insulation 378
  • Exterior Surfaces 378
  • Roofing 379
  • Interior Surfaces 380
  • Plaster 380
  • Drywall 382
  • Wood Paneling 384
  • Painting 386
  • Cabinets & Counter-tops 387
  • Doors & Windows 387
  • Floor Coverings 388
  • Carpets 388
  • Linoleum 389

DOMINATE THE MARKET 392

  • Expediency 393
  • Honesty 393
  • Quality of Workmanship 394

APPENDICES 397

  • Example Bid 398
  • Canvassing forms 415
  • Job assignment information sheet. 421
  • Owner and contractor preliminary agreement 425
  • Initial Agreement 427
  • Job-site work description takeoff sheets 431
  • Construction check list and schedule format. 437
  • Contract Conditions 451
  • Pricing References 455

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