A claims adjuster is out at a party when they are asked: "So, what do you do for a living?" Our adjuster responds with just: "I'm in insurance claims." That's an "Oh no" moment. Turns out their cousin had a terrible experience on a claim and our adjuster is going to hear all about it, ending in: "You claims people are all cheaters!"
Notable Timestamps
[ 00:36 ] - Today's scenario begins as an interpersonal encounter about explaining your career in insurance, but the elevator pitch is applicable even on claims.
[ 02:05 ] - What our claims professional needed was an elevator pitch: a succinct, prepared, organized response. Whether at a party or at a claims site, our adjuster wants to know how to summarize their thoughts in a persuasive way. Ding Ding! Your elevator's here! Are you ready?
[ 02:30 ] - Mike was asked: "what's your elevator pitch?" That was an "oh no" moment...
[ 03:35 ] - An elevator pitch is a simple presentation that you give in the time it would take to ride an elevator: around 30 seconds.
[ 04:18 ] - 1. Grab 'em at the beginning. Get their attention with a great opening.
[ 04:25 ] - 2. Tell 'em what you're gonna tell 'em. Be organized in your thought process.
[ 04:32 ] - 3. Hit 'em with your bid conclusion/sell/ask. Be brief and practiced.
[ 05:11 ] - Alissha: "So, what do you do for a living?" Mike: 1. "I allow you to take the risks to make life worth living." 2. "Without insurance, you wouldn't be able to insure your home or car." 3. "We step in when bad things happen and we hope to get people back on their feet."
[ 09:15 ] - Be prepared, be organized, be succinct.
[ 10:00 ] - Let's say an insured has suffered a casualty loss. How can an elevator pitch help? 1. "I'm so sorry that this happened." Take a moment to express sincere empathy. 2. Review the medical records / facts. 3. "I know that this has impacted your life, so how about we take care of your damages?"
[ 11:50 ] - What's the pitch for a hurricane loss? Again, start off with an emotional connection. Second, spell out the steps to get them back into the place they were before the accident. Third, conclude with the ask and what you need for the next steps.
[ 13:35 ] - Mike applies the elevator pitch to auto claims handling.
[ 15:42 ] - Mike provides a recap of the scenario and the points above.
Your PLRB Resources
Mike's PLRB Presents presentation on this topic: https://www.plrb.org/courses/pitching-in-an-elevator-2/lessons/pitching-in-an-elevator/
Webinar: Designing & Delivering Effective Business Presentations - https://www.plrb.org/courses/designing-delivering-effective-business-presentations/lessons/designing-delivering-effective-business-presentations/
Claims Chat: Why Should You Consider Claims as a Career? - https://www.plrb.org/courses/why-should-you-consider-claims-as-a-career/lessons/why-should-you-consider-claims-as-a-career/
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