Ep 199 - "Restoration is Changing: Are You Ready to Sell?"

Episode notes

In this episode of Head, Heart, and Boots, Brandon and I tackle a shift that many restoration companies are starting to feel but may not fully understand yet. The traditional flow of insurance work is changing. Claim volumes are tightening, TPAs are producing fewer opportunities, and customers are becoming more cautious about filing claims due to rising deductibles and policy pressure. That shift is forcing restoration companies to confront something the retail contracting world has been dealing with for decades: selling. We unpack what it means to operate more like a retail contractor and why learning to earn the customer’s trust, present real numbers, and guide clients through decisions is becoming a core skill set for the industry. We talk through practical examples like offering financing, training teams to present rough order of magnitude estimates, using tools like Loom for better communication, and building a process that gives customers confidence before asking for their commitment. This conversation is less about tactics and more about mindset.

• Ep 211 - "You Can't Coach What You Can't See"63 / 100
• Ep 210 - "The Gas Pedal, the Brakes, & the Transmission"67 / 100
• Ep 209 - "The Intelligence We Miss"58 / 100
• Ep 208 - "Sales Is a Contact Sport"
• Ep 207 - "Your Company Feels Like Nothing - That's the Problem"