You’re Not Just in Sales You’re in the Trust Business

The best restoration reps don’t just sell. They listen, solve problems, and make their clients' lives easier. Here’s how you can too.

If you’ve been following me for a while, you know I work with restoration sales reps every week through our Restoration Sales Academy. We do accountability, role-playing, win-of-the-week sharing, and I give timely updates on the industries you're selling to.

Why? Because this isn’t just about helping owners grow revenue . . . it’s about helping you build real, lasting trust. It’s about standing out from the others in your market.

Here’s something I say all the time in RSA, and I want to share it with you too:

You’re not just a rep. You’re a problem-solver. A connector. A trusted advisor.

You Serve Two Groups

First, you serve people with property damage: homeowners and business owners who are stressed, overwhelmed, and looking for someone they can trust.

Your job? Help them get their lives back.

Second, you serve referral sources: agents, property managers, plumbers, realtors, facility managers . . . people who stake their reputation on referring you.

Your job? Make them look like heroes.

This role isn’t about pitching. It’s about showing up, listening, and helping.

Adopt the “Hammer Looking for Nails” Mindset

One of my favorite reminders to reps is: You're a solution looking for a problem.

Start seeing the world that way. You're not just waiting for a claim to drop in your lap. You're out there looking for ways to help.

When you focus on serving first, the referrals always follow.

Service Creates Opportunity

Here are a couple real-world examples:

• A referral partner told me they couldn’t find a good customer service hire. I tapped my network, sent them three people. They hired one. That one gesture strengthened our relationship tenfold.
• A property manager needed a new auto glass company. I made the intro (it just happened to be a business I owned, True Blue Auto Glass). It turned into a long-term connection.
• One of my clients solved a graffiti problem no one wanted to deal with at a large commercial building who was using another restoration company (who wouldn’t help them with this “little project”. Guess what happened when they had a $700k water loss a few weeks later! Yep - my client got the job.

Over the years, I’ve helped people find graphic designers, email marketing teams, even holiday card printers.

Not because I had to.
Because I care. And because I want to be someone they can count on.

That’s the business we’re really in.

Quick Tips for Building Trust (That Actually Works)

• Follow Up:  Stick to your 3-week visit rhythm. Be consistent.
• Remember Details:  Names, kids, favorite lunch spot. It matters.
• Be Proactive:  Don’t wait to be asked. Spot needs and jump in.
• Share Success Stories:  Show how you made life easier for a referral partner.

Final Thought

If you want to become someone people trust, someone they lean on, someone they refer again and again . . . 

Stop seeing yourself as just a rep.

Start seeing yourself as a partner. Someone who makes their lives easier, lighter, and more successful.

Focus on service. Be the person who solves problems. Do it consistently.

And the opportunities, the trust, and the referrals?
They’ll start showing up right on time.

If you’re looking for a place where your salesperson or sales team can grow, take a look at The Restoration Sales Academy.