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ah yes excuse me let me cleanse my palate before we continue or start this wonderful journey you guys ever tried putting lemon in your water supposed to be really good detox yeah I never tried to detox I try to detox for the first week of January I did it for two weeks and it's basically dandelion tea lemon in your water warm glass of water in the morning and a lot of vegetables and proteins too it's almost like a keto like a ketosis but with a lot of like detox stuff oh and also olive oil and lemon before you go to sleep so all that's supposed to clean out the gallbladder and the liver and the pancreas and kidneys and they say it worked out good not for that lost like three pounds four pounds which I've knees pretty good so I don't know I strongly recommend it so yeah killer intro [Music] what's up advocates welcome to another episode of the commercial claims show I'm your host Vince Perry do I have it on my focus good god you see I like to do this on all the focus because it's but anyway so today is a special show first of all my name is miss Perry again I'm your commercial claims app again follow me on Facebook follow me on Instagram I won't let you down a lot of good information and obviously this wonderful YouTube channel that we have created here every Wednesday try to put them out on midnight too so we can get some of the Tuesday night crowd along with the Wednesday morning crowd at a Wednesday crowd so today is a good one negotiation that's right it's a huge part of our business I mean it's like a massive part it's it's what we do on a daily basis I'll give you an example just on Friday I was involved in a four-hour negotiation is with the appraiser and was the umpire and everything turned out great and I'm gonna get into some of these negotiating things I have my style that I use but I know I have people who are very close to they have their own styles that they use and and they're and they're vastly different and they both work so it really depends I mean I'm gonna get into all this stuff but in my opinion the most important person or the most important part of a negotiation is making sure that your client is happy that's number one and number two frankly you have to understand your a lot of the people that you're going to negotiate up against you're going to be negotiating with them again so if you establish a good reputation chances are you're gonna walk away from most negotiations happy and relieved and with a satisfied client if you develop a bad reputation well then and being unfair and unjust and that's the reputation you're going to end up with so you know member number one is the client but also number two is just understand the person you're going to go shooting against you're probably gonna be to go shooting with that person again so without further ado I'm gonna talk about a couple of things that I think are very important in the negotiating process and things that you should know when you are negotiating an insurance claim so number one one of the things is know what you're trying to accomplish okay make sure you are completely aware of what you're trying to accomplish and what I mean by that is make sure I like to already have a number in mind I like to already have a number in mind I know a lot of insurance adjusters they have their number in mind they have their max they have their minimum whatever it is but I like to already have a number in mind and there's some line items that I'm not going to concede to and I just am not willing to concede to and there's always going to be some lighter line items in my estimate that I am willing to concede to and those things change from claim to claim so don't think that it's always going to be I don't know the two coats of paint instead of the one coat of pain or if it's going to be to detach and reset something as opposed to replace it it changes from claim to claim because a lot of times it depends on how much it's worth - like if it's if you can't if it's worth - like granite countertops if it's just too much and you cannot take that out of your estimate because it's going to affect your estimate tremendously you know that could be a problem when you're trying to get to a number that your client is happy with so now what you're trying to accomplish I also from time to time I'll I'll talk to my client before the negotiations even start and I said what's the number that you're happy with and if there's a number that they're happy with it I think I can get two and that's gonna make your job much easier especially if you're just starting out it's gonna make your job much easier if like I said you get to a number that your client is happy with because frankly that's just I mean to be honest that's that's the ultimate goal is obviously to get as much money as possible to make sure that you walk out with a happy client I mean your client you get you it's gotta be a happy client if your clients not happy then you're not gonna get any referrals from that client so that's that's very important develop a game plan okay you want to have a game plan in your negotiations you know how are you gonna go about it it all starts with putting together the estimate you all you want to make sure that you put together things in your estimate that you could argue that you're going to have a good argument for and there may be some things in your estimate that are gonna be a long shot but put it in there put it in there and then make sure that you have a game plan going in so the way I like to set up a game plan is I just like to be ready make sure that you're ready for the negotiations because if you're not ready and you're not really sure what's on your estimate or you're not really sure why you put that in your estimate well that's that's not good you know you want to make sure that that you're that you're ready so before I walk into not so much the initial inspection but I would say mostly the I would say mostly the appraisal and the umpire inspection you got to be ready to go you got to be ready to go make sure that you have you have your estimate printed out or at least you know I guess in an iPad ready to go and make sure you have the opposing arguments uh estimate the opposing adjusters estimate and just be ready if you're ready for what you're going to be arguing I mean I like to prepare usually the night before get everything printing out get everything ready look at the numbers maybe look at my bottom line maybe have a number in mind what I'm looking for I'll go through my estimate not so much I'll go through their estimate and I'll take a look at the stuff that knew they missed you know they didn't put this they didn't put this didn't put this that's what I usually do so I want to make sure that hey look this should have been in there that should have been in there and then I may go through mine and maybe I'll take away some stuff that I'm willing to concede to and I'll go through it and I have no problem having that game plan set so that in the course of the appraisal when we're at the inspection or at the appraisal inspection and we're going through stuff it's not it's not bad to tell the appraiser look here's what's on my estimate that I'm willing to concede you I'm willing to concede to I don't know let's say permits I'm willing to concede to the countertops I'm willing to concede to whatever it is I'm willing to concede to these things those things total this number and that's the number that I'm looking for and hopefully that's the number that the other person can get to so that's the game plan I'm talking about go through your estimate go through the previous adjusted estimate and have a game plan ready to go of the stuff that you are hard-lined on that you need in there and the stuff that maybe you'd be willing to concede to that's my strategy um so another one that I think is stay understand who you're negotiating with so I told you guys before about the book never split the difference great book so here's what it looks like it's uh it's by Chris Voss and what I mean by understanding your counterpart he breaks it down into three kinds of personalities okay are you ready and these three kinds of personalities is basically who you're going to be negotiating up against and also it's you so understand what kind of personality you are and what kind of personality you're going up against because you'll be able to sort of know first of all being aware is number one but you'll be able to know what your strengths and what your weaknesses are so you could avoid your weaknesses and you can sort of attack their weaknesses you know I'm saying and maybe feed into your strengths too so you could google this so I'm gonna I'm gonna break it down a little bit here you can Google's never split the difference personality types and you'll find there's an article that I actually got this from I read the book but I got this also just to give you a bit of it so there's assertive analysts and accommodator okay the assertive kind of person is a person that doesn't stop talking we're always talking that need to be heard they want to always just get their voice get their opinion across get all their facts across they don't really let you talk much and they know it all and they're gonna say what they say and that's pretty much it they could be kind of a bullying type they could be just very outgoing and eccentric so that's the assertive they're very they're their strength is that they are decisive they're candid and they're straightforward one of the ways that you can deal with them though is with an assertive kind of person if you're not an assertive kind of person well you need to be firm you need to be firm and respectful and but not defensive but you need to be firm okay so if you are not this kind of personality and you go up against somebody who's an assertive kind of personality and they're like time is money and any kind of silence is a chance for them to talk more so you need to be firm and you need to be respectful and if you are able to provide a really good strategic concession like a strategic strategy to come to an agreement and you could really your expectation there might they might be willing to concede to some stuff as well so the main thing when you have an assertive person get that chest up and you have to be somewhat assertive as well but like I said respectful obviously they already have an assertive kind of personality so too much from you could end up being combative so just be firm and be respectful and come up with a clear sort of strategy on how you guys can come to an agreement so that's assertive analyst there's another one analyst is your person who loves the facts they've got all the facts they got all the facts ready to go these can be actually some of the easiest people that you can negotiate against if you provide web if you provide them with facts they're the kind of people that want to learn and they're always taking in new information they're going to come very prepared to the negotiation which I guess could be a negative for you but it can be a positive if you come prepared as well if you could put them if you could provide them with some new facts to make them really think about your stance about your side about your reasons and about your arguments you may be able to sway them a little bit towards what you're trying to get to so that is the analyst and then the last one is the accommodator the accommodators a kind of person is just a nice kind person they're trying to sort of be friendly with you they enjoy a little bit more of the small talk they're trying to build a relationship with you and these are the kind of people where if you're if you're able to sort of also provide them with some good facts and you know be kind be nice be generous these are the kind of people who are probably willing to concede a little bit more so understand that you know don't feel bad about conceding or having them concede to you whatever you think is right so so be friendly but don't get stuck don't get stuck with these people with the small talk that's another problem is you could be friendly you could be nice but don't get stuck talking about your kids talking about the weekend and talking about whatever try to keep the conversation focused on what you're trying to accomplish and that's gonna help you a lot but you should be with an accommodator you could probably get a little bit more from an accommodator than from some of the other people so not only are these people are you going to go against not only are these types of personalities you're going to go against but one of these three describe you so beware because that's just the way it is so which one are you like I said Google if there's more that I have here I just didn't want to be reading off this Google obviously you should buy the book so shout-out to Chris boss you wrote a tremendous book and by the way I heard he's got a he's got a masterclass I'm thinking about maybe doing it it's a masterclass on negotiating by Chris boss who was the writer of this book he's a he's a former hostage negotiator for the FBI pretty cool but if you google search never split the difference personality types you'll see the brief description of all these personality types which could help you but I recommend reading the book because it breaks it out into a lot more detail another thing I'll just stick with the never split the difference another thing that's never split the difference talks about the gist of it I would say it start in the first quarter of the book he talks about two things that really stand out for me it's the DJ voice and it's mirroring so the DJ voice is when you're speaking in facts and you're telling them how it is and you're basically saying well these tiles need to be replaced and since these tiles are going underneath the baseboards you know very well that these baseboards are not going to be able to be detached and reset because once you take off these baseboards they're going to be unusable I don't know it's just one of the things but it's like a lower DJ voice that I've sort of tried stuff doesn't work sometimes it does it but I found it interesting it took me toward it to the end of the book to really understand it so I use it a little bit more and more comment below if you've really tried and if it's really been successful the other thing is mirroring is if you take the last three words of somebody's sentence so let's say I don't think these baseboards need to be replaced you don't think these baseboards need to be replaced then like you repeat what they say in a question force the person to speak a little bit more where you may get them out of their position by speaking too much and you may also find a little bit more of their strategy and what they're trying to get to to help you sort of better frame your strategy in your argument so you mirror them it keeps people talking and it what it's worked that works it gets people to sort of I don't know I guess talked to themselves into a hole a little bit so I would recommend the Mary but again read the book because it talks about a lot in that book so the other thing is work towards a win-win work towards a win-win another thing I learned from a book a long time ago back in the day my dream was to become a sports agent and I read a book by Leigh Steinberg book who everybody says they made the least I'm Berg they did Jerry Maguire off Leigh Steinberg and he wrote a book let's see winning with integrity okay winning with integrity he wrote a book called winning with integrity I read this book while I was in college because I wanted to be a sports agent and it's all about negotiation well he is more of an accommodator if you want to look at personality types and he basically talks about every negotiation should be a win-win it should not be a winner and a loser because what you do is you as you create animosity from one side of the other and in his line of work which is somewhat like our line of work is he was when ago shooting with NFL teams he was a NFL sports agent and he knew that these guys that he was negotiating up against from the Cardinals the 49ers whatever franchise he was gonna have to negotiate with those exact same people the following year or with another one of his clients so he wanted to be the agent where he was obviously all about his clients like Jerry Maguire was but who negotiated on on their behalf but also to try to come to a resolution where both sides were sort of happy with the agreement they're happy with their player he's a player's happy with the amount of money they got and the agent is just happy making the deal that's I think that's a great strategy for for insurance claims because like I said we're going to see a lot of these people I mean the appraisal and the umpire world is a small world at least here in Florida and I'm sure it's like that even smaller in in some of your states so you know winning with integrity just try to come up with a win win and don't have any animosity come up with your arguments and you'll be surprised you know you'll get you're going to get to where you want to so that's another great book it's an older book but it worked out it's it's worked out for me I really enjoyed it and that's gonna get me to another book called getting to yes so winning with integrity leads me to getting to yes because in the book getting to yes which is by I don't know I'll put it out here he talks about finding a common finding a common interest okay and I like to use this with the adjusters especially the desk adjusters on you desk adjusters your desk adjuster listening to this you guys are very difficult but anyway that's another that's another video for another day you try to remind them that your best interest whether you're representing the insurance company or whether you know you're not representing the insurance company it should be in your best interest for the insured no matter what no matter who your whose side you're on because your goal is to try to get them the money that they need to put their house back together again and if you're an honest and truthful public adjuster who's just trying to do the same well the two of you we could find a common interest okay and it's it's in resolving this insurance issues with the damage that they have in their home so if you could remind them of that I've have felt that sometimes that goes a long way describe your arguments in detail make sure you break it down especially if it's by email and and you'll be surprised you're going to get to you're going to get to resolutions that that that you're going to be happy with let's see that's pretty much it remember that it takes two parties to negotiate and renegotiate a deal yeah so I mean that's what I would say are very important in the negotiating process I've run on for quite a long time here now just trying to see if there's anything else I mean preparation and planning is also very important but I've already sort of gone through that that's pretty much it I'm gonna say that's that's good when you're just starting out don't worry guys obviously I feel negotiating is is a win win but there you're gonna lose okay it's gonna happen alright I think one of the most important things is to give your client realistic expectations so even if you have an estimate for a hundred thousand dollars but you know deep inside that it's not going to get to a hundred thousand dollars you need to give your clients and realistic expectations when you've been doing this for a while and you've been putting together estimates you I have an idea of how much you're going to negotiate for on your estimates it could be a percentage it could be whatever it is but you need to stay true if you have an estimate for a hundred thousand dollars there should not be any fluff in there but there should be some room for you to negotiate but I think the most important thing is to keep your clients realistic have their expectations sort of where they're supposed to be and not above and beyond and you're gonna be fine you're going to be okay because you tell them right off the bat sort of how it is and sort of what you expect so if you have any questions about that feel free to leave me a message I'll be glad to help you but I think that's it I don't want to keep you guys here for too long so as I end every video please subscribe right here alright here let me do this one subscribe okay if you can please subscribe we're doing pretty good we're getting a lot of subscribers so I might start trying to come out with an extra video every once in a while I really want to do that it's just it's hard to find the time sometimes but thank you all for I just want to thank you all for subscribing to the channel for watching it for all the positive comments I mean it's like awesome it inspires me your positive comments inspire me to continue making these videos so I hope you got something out of the negotiating we'll get into a little bit more detail in later videos I mean whatever we'll see but in the meantime subscribe get on my Facebook page Instagram page share the stuff if you can and that's it I guess we'll see you on the next video so goodbye now [Music]