Q. A. Q. What's in the manual that I can use in a practical way? A. The manual Tells how to locate and contact the insiders. Reveals how to position yourself among the movers and shakers within the enterprise and how to provide them with indispensable services. Guides you around the three fatal mistakes made by most contractors who try to break into this line of work. Covers each type of loss: fire water, wind, impact, etc. It details methods for testing all parts of the structure and all content items for hidden damages. Discloses how to format your bids to conform with the established bid structure of the industry. Divulges a method of how to lock in jobs, even before you start bidding. Shows how to price your bid, and it reveals how to eliminate competition. Explains special techniques for repairing and restoring salvageable items. Provides abundant examples and numerous forms to help you through the entire process. Contains sample contracts with all the special wording you need to secure a strong and rewarding position in this unique industry. Comes with a pricing guide that will put you on track from the start. Q. If this work is so profitable, why haven't I heard about it and why aren't all the other contractors rushing in to take these jobs? A. Contractors who are privileged to be involved in this work are usually reluctant to let the word out because they don't really want competition. As a result, the exceptional profit margins in this industry are not well known among most outside contractors. Q. If the money is so good in the field, why aren't you out there making some of it instead of writing and selling books? A. I worked for years in this trade to amass enough capital to accomplish my goal of starting a publishing firm and writing and publishing informational material that would help ambitious and enterprising people launch their own successful businesses. This large investment would never have been possible if it were not for the fact that I found a way to make much more money than is standard for the construction industry. I have merely made the next step, and I'm hoping you will be one of the beneficiaries of that transition. Q. How long will it take me from when I receive the course of instruction until the time when I can start pricing out the first work? A. The study materials can be read in a few evenings. The process of implementing the program will take a week or two. This would include running your initial promotions and setting up your initial contacts with the insiders. The next step will be up to the insiders, but generally, you are likely to be working at some of these high profit jobs within a few more weeks. Q. Is there any additional support, if I'm studying the information and I don't understand how it's supposed to work? A. You will have a telephone number to call for support Q. Is there a computer program available that is tailored to help bid out these kinds of jobs? A. Yes. Once you have studied the manual, we can talk about several other services that you can employ to expedite the entire process, one of which is a computerized bidding program. Q. You have alluded to three fatal mistakes that contractors generally make when they try to break into this specialized field. What are they? A. One of the statements I often hear from contractors is that they have been aware of the high value of insurance restoration work for some time. Many lament that their efforts to acquire this kind of work have been thwarted at every turn. Several contractors have told me that they gave up attempting to get this type of work after bidding on a job, then experiencing an 'insider' contractor take the job away with an even higher bid. Most of these contractors have come to the conclusion that the 'insider' contractors have a distinct advantage and basically have a lock on all the insurance work. While it is not true that the insider contractors have a full lock on the jobs, it is a fact that insurance personnel will choose to work with a contractor who has already shown that he or she is familiar with the standard insurance industry methods of doing business. A contractor who knows these standards, has a clear advantage over one who does not. The secret is to introduce yourself to the proper persons inside the industry and display to them your knowledge of the procedures and methodologies that make for a quick, clean and professional restoration project. This introduction basically pre-qualifies you to participate in the restoration process. Many contractors make the mistake of turning up at the scene of a disaster and trying to introduce themselves to the property owner. This is a fatal mistake because the owner, who has just experienced an event that has left him or her feeling vulnerable, is wary of anyone who shows up without invitation. You appear as an unwelcome opportunist. Another fatal mistake is to try to introduce yourself to insurance personnel while they are in the process of helping a property owner recover from a loss. This is a critical time and the insurance company will most likely look to a pre-qualified contractor as a means of expediting the process. There is no time for interviewing. A third common mistake is to approach insurance personnel prior to having some kind of experience with insurance restoration work. It does not take much conversation for an insurance insider to determine that you are unfamiliar with the protocol. Fortunately, this obstacle may be overcome by studying the instructional materials available to you today. 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