List Of Current Available Seminars
“Stop Playing By The Appraiser’s Rules”
What is the Appraiser’s Primary Job?
- Steal Your Money! – Appraisers are the front line in the insurer’s effort to suppress prices
- Appraisers feed information into the insurer’s data system – Act as front-‐line enforcers – “Canary in a coal mine”
What a Shop Owner Must Know
- Have the ability to legally charge free-‐market prices – Insurers fear that you will know this
- Substantiated free-‐market prices are nearly impossible for insurers to fight in court
- All repairs begin at low price level forced by estimate – Final price could end up at 50% off
How Do Appraisers Steal Your Money?
- Instill permanent sense of fear in owner’s mind – Helps establish control over your shop
- Process begins with a “takeaway” – Shop sees consequences of appraiser/insurer control
What Happens When a Shop Doesn’t Comply With Insurer Price Demands?
- Fears are enhanced by threats – Appraiser hints at possible outcomes – Choices are all bad
- Threats perpetuate myths of past actions – Owners typically comply – Money is gone!
Why Do Fear Tactics and Threats Work?
- Owners take them personally – Meant to create anger – Angry people don’t think logically
- Owner becomes vengeful – “Loses” argument – Complies – Creates sense of hopelessness
- THIS IS WHY SHOP OWNERS BELIEVE INSURERS SET THE SHOP’S PRICES
Why Are Appraisers So Arrogant?
- Trained to stay two steps ahead of shop – “Estimate/Supplement” process hands them control
- Appraisers know that typical shop documents give insurers complete control of the transaction
- Fighting with appraisers never works – Out-‐thinking them should be your goal – “Victory Without Battle”
Resisting Insurer Intrusions
- Stop perpetuating the “Permission/Denial” system– Just say “NO” – Develop the mindset – You are in control
- Define the roles – Limit insurer/appraiser involvement – Establish YOUR authority, then take control
Establishing Authority
- Form a complete strategy – Learn the “What-‐Ifs” – Develop documentation that gives you total control
- Preparation is paramount – Self-‐interested customer is your best ally – Take the lead – Don’t give away power
Maintaining Authority
- Legal documents – Supremacy of customer – Standards – Isolate involvement – Offer what is needed, not wanted
- Position of command – They comply with YOU – No direct communication – Always on behalf of customer
How to React to Appraiser/Insurer Threats
- Respond immediately – Use documents for major issues – work through customers – Don’t want court cases
Call all “bluffs” – Show your dominant position – When intimidation doesn’t work, they usually just stop
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“Running A More Profitable Shop”
Learn information EVERY body shop owner must know:
⦁ Discover the “buried treasure” in your body shop ⦁ Learn how to avoid negative insurer influence on your processes and pricing policy ⦁ Avoid the 3 BIG MYTHS insurers want you to believe ⦁ Learn to set your shop’s prices based on “true costs” and solid profit margins ⦁ OVERHEAD is part of your labor cost – Learn to calculate your correct labor rate ⦁ Learn the “true cost” of a labor hour in your shop – It’s higher than your rate ⦁ See why you struggle to make an “honest living” in the body shop business ⦁ Learn why you must set solid profit margins to fund your company’s future Presenter: Tony Lombardozzi Industry Advocate For Independent Shops Full Day Seminar
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Collect Your Short-Pays Successfully
Learn How To:
<> Overcome the Challenges in the Insurer Control & Payment System (ICPS)
<> Create Proper Documentation <>Apply Short-Pay Billing and Collections Best Practices
<>Properly Use Assignments of Proceeds/Money Due
<>Claim Your Money-Stop Walking Away From Thousands of Dollars – <> Increase Profits and Give Your Shop the Best Advantages to Collect Your Short Pays <>Create a Winning Strategy <>Implement Your Action Plan You Can Do This ~ We Can Help You!
Presenter: Tony Lombardozzi
Industry Advocate For Independent Shops
Full Day Seminar
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More are in development
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