I’ve observed many shops jump through the hoops: getting applications, taking photos and submitting the applications, making follow-up calls, sending follow-up letters and newsletters. I’ve noticed this is generally a waste of time. Most insurance companies selected their local DRP shops long ago and will only add a new one if the old one is grossly fraudulent, goes out of business, or changes hands.
    But there have been exceptions. Recently I noticed a small shop that had been open for less than a year, had a very limited facility with an old spray booth and frame machine, and yet obtained a highly desired DRP contract. By any stretch of the imagination, this shop should not have expected a moment’s consideration based on its facility and capabilities, but somehow it got the coveted contract. How could that happen?

Secret to getting special treatment
In 2005, Doubleday published a book by Keith Ferrazzi, entitled “Never Eat Alone.” I’ve read about Ferrazzi before in the January, 1991, issue of Inc. Magazine. He is considered the most effective networker in the country, if not in the world. He has on his Rolodex the names and phone numbers of some of the world’s most powerful movers and shakers, most of whom will return his calls and know him by name.
    The story of how he got to this special position is worth reading about, but for now the important thing is to see how he would get a shop owner in touch with whoever could hand him or her the desired DRP or other powerful referral status.
    The Inc. Magazine article was entitled “The Ten Secrets of a Master Networker.” These ten “secrets” (actually “rules”) with a little customization for the collision industry may provide exactly what a shop owner needs—if he or she is willing to pay the price! In this article we only have time for a few of his “secrets,” but his book is widely available if you want the full story.

Have a clear idea of wants and needs
Ferrazzi says, “Don’t network just to network.” A number of shop owners belong to networking groups like LeTip, or the local Chamber of Commerce where they have “mixers”—opportunities to mix and exchange business cards. Ferrazzi suggests this is usually superficial and generally a waste of time.
    One must first decide exactly who needs to be contacted to reach a very specific goal. Would knowing the president or CEO of an insurance company increase   chances to get a DRP? Where would you be likely to meet this person? And if a lesser executive would do to get your result, where would you meet him or her? And if it’s unlikely that you could meet this person on your first try, who could provide you with his or her e-mail address or cell phone number?
    If you have the answers to a few of these questions, you may be ready to plan a strategy to eventually meet the mover and shaker who can grant your wish.