Class Overview

Getting a few of the right agents to direct claims to your business can add a million or MORE to your bottom line over the next couple of years.

When was the last time you heard a property owner state that they called the insurer directly to file a claim? Almost never? Rarely does a property damage claim go directly through a TPA or Direct Repair Program.

How about the last time you had property damage. Did you call CodeBlue, Crawford Contractor Connections, or others? If the answer is NO, then what makes you think the typical property owner would be different?

It is believed that roughly 85% of all claims go through the Insurance Agent first. The Agent is the bridge to getting you referrals.

During this one-day course, Ivan Turner will help you learn how to identify Agents who will gladly direct work to your company, how to build their trust, and how to get them to direct claims to your company—even if you aren’t one of their preferred vendors or TPA’s partners!

Be prepared to participate in fun role playing exercises and learn how to make successful sales calls and overcome surprise objections.

Breaking the Code hand and graph

What you’ll learn…

  • How to identify the Agents who will gladly direct work to your company
  • Simple ways to get adjusters to direct claims to your company even if you aren’t one of their preferred Vendors or TPA’s partners
  • Why understanding the insurance industry is key to winning them over
  • Why building trust is where it starts
  • Understanding the insurance claims protocol
  • How to learn and speak the Adjuster’s language
  • How to overcome objections
  • How to grow your presence with agents and adjusters by insurance by offering a CE Center.

BONUS! All students will receive a guide to building a CE Center for Agents and Adjusters, along with an extensive list of key insurance terms that will get you a meeting with top agents and adjusters. You'll also receive a copy of the Power Point presentation so you can refer back to notes and helpful information later on.

Class Schedule - All Times Central (Chicago)


7:45 am - Check-In

8:00am - Class begins

4:30pm - Class Ends

Meet Your Instructor

Ivan Turner

Ivan Turner is the CEO of ShowMe Marketing Solutions and past President of AERODRY Disaster Restoration. He boasts a 23-year record of leading a highly respected full service restoration company in mid-Missouri. After leaving his previous business, Ivan had served as founder and CEO of Disaster Brigade, USA a full-service disaster restoration contractor serving 14 mid-Missouri counties in addition to mobilizing on multiple occasions to catastrophic events.

Ivan has written comprehensive how-to books Marketing to Agents & Adjusters and Marketing to Plumbers. Ivan has been featured and published in Millionaire Blueprints and ICS Magazine, CleanFax and R&R, co-authored 101 Ways to Successfully Market You Restoration Business During the COVID-19 Pandemic and is the published author of I Broke the Code, So Can You! “The story of one man’s rise from obscurity to a place of prominence in the Cleaning & Restoration Industry”.

Ivan Turner
IICRC continuing education provider logo

What Students say...

Bill Yeadon

"Ivan Turner scores on both counts"

by Bill Yeadon

Having been an instructor for many years, I enjoy listening to other presenters. Two things I look for: 1) the instructor has done what they are talking about and 2) they present with enthusiasm. Ivan Turner scores on both counts.

Gianni Cortes

"Engaging, insightful, and making the most important topics memorable"

by Gianni Cortes

Mr. Turner is excellent at making a class engaging, insightful, and making the most important topics memorable. He gives us real world experience on top of the knowledge shared rather than solely repeating a PowerPoint. I would recommend this class to anyone wanting to take their restoration business to the next level. Excited to implement my learning from this class into my business.

Thank you for taking the time in teaching the Art of Marketing to Adjustors and Top Producers, it was very informative and educational especially being new to the industry. It was also beneficial learning from other business owners' perspectives and personal experience. There were many takeaways from this training to name a few: building strong relationships with the 20% producers can send high-value referrals, asking the right questions to identify who are the 20% key producers within the agency and connecting on a personal level versus just a transactional level. We also learned that we need to be the purple cow in this industry to differentiate ourselves from other restoration businesses is the key. I highly recommend this class to those who are new to the industry. 

Edgar Molina

Just a quick email to thank you for the past two day class on Marketing and onboarding. The information you provided was very helpful and to the point. I definitely learned a great deal and would recommend the class to anyone in the restoration business. Thank you again!

Thank you once again for your class. It was very informative, insightful, and even motivational. The format was very easy to follow. I appreciate your way of presenting so much useful information in a very relatable and practical way. Thank you for making it easy to ask questions and encourage participation. It was good to hear, not only your experiences, but also those of the other students. I will definitely be recommending your classes. Thanks again Ivan!

I wanted to let you know how much I appreciate you taking the time to share your knowledge and experience with us. The insight and value you provide in your class is tremendous! After attending your class I'm shocked that you offer it at such a great price!

I just wanted to thank you for the class a couple of weeks ago-Breaking the Code. It was very enjoyable and informative. We have begun to include much of the information into our marketing program as we prepare to hire a full time marketing person. It’s just not real easy to find just the right person. But we will succeed.


Come with an open mind and be ready to participate! Many of the strategies and sales approaches shared during the course may be new to you. The most important thing for you to remember is that I am here to support you and champion your success.

All students will receive a guide to building a CE Center for Agents and Adjusters, along with an extensive list of key insurance terms that will get you a meeting with top agents and adjusters. You'll also receive a copy of the Power Point presentation so you can refer back to notes and helpful information later on.

Absolutely! Please have your questions ready.

If you have questions regarding sales, marketing, and scaling, how to hire, train and retain employee please send them to me ahead of time, and if possible, we will discuss them during the class. Remember that this is not a technical-related class. This is a course designed to help you learn how to engage and build relationships with Insurance Adjusters and Agents.

Zoom is the videoconferencing program that we'll be using and therefore it is required to have Zoom installed ahead of the class along with a solid internet connection. You will need to have functioning audio & video (microphone and webcam) to participate. Here are the Zoom requirements. And the Zoom FAQ page.

No. However, because the course is packed with so much information, I do ask that you observe the basic housekeeping guidelines: Please tuck yourself away in a quiet area without distraction and place your mobile device on silent during the course. There will be plenty of breaks to take care of business.

Is the future of the independent disaster restoration owners doomed? Absolutely not and don’t ever let anyone tell you otherwise! The independent simply must be more creative in Lead Generation, better at Lead Conversion and most importantly offer an unparalleled Customer fulfillment process.

Click the link below to access the Class Resources. You will be prompted to enter the password that was created at the time of registration. If you do not know your password, use the "Forgot Password" link to reset it.

If you continue to have trouble, email

No! Many restorers have scaled their business with never having done Program work.