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A Paralegal’s Guide to Working More Effectively with Insurance Adjusters

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published February 13, 2013

By CEO and Founder - BCG Attorney Search left

If you look at the broad legal picture, nearly everything regulated by civil law is also covered by some form of insurance. Whether it's a maritime shipping loss, a worker's compensation case, a car accident, a slip and fall in a shopping center, a homeowner's suit against a builder, a wrongful death case, a product liability case, or a medical or professional malpractice case, nearly everything involves a responsible insurance company as the party that finally pays any settlement bills.

In each of these events where an attorney represents an injured or aggrieved party, it's the insurance company-through its insurance defense lawyers or through an adjuster who works for it-that does the negotiating. Who negotiates on the client's behalf depends on the complexity and dollar amounts involved in the case. As the paralegal profession grows in stature and skill, more attorneys are turning over their high-volume, low-dollar-amount cases to their paralegals to negotiate and settle. This allows the attorneys more time to concentrate on the high-dollar, more specialized cases that need their full attention.

Here's a message from an independent insurance adjuster, William Bernstein, an adjuster and investigator from the southern California firm Schifrin, Gagnon & Dickey. Bernstein is a veteran adjuster, with over 30 years in the business. Over his long career, he has worked as an investigator and adjuster for individual attorneys, large law firms, insurance companies, and even self-insured companies. He has settled cases ranging from fatal car accidents to slip and falls in restaurants and from wrongful deaths to product liability.

"Knowing how adjusters think and what is important to them is the key to any negotiating session. As much as the adjuster wants to believe your client, remember that he or she is looking to save the insurance company money. Adjusters' decisions are almost always based upon how much things will cost them."

Bernstein suggests you try to take a friendly, professional approach in any negotiation. Active listening skills apply to your conversations with adjusters. Listen to their side, take notes during the conversation, and wait until they've finished before you present your case.

"Trying to come on too strong or trying to steamroll' the adjuster will just defeat your purpose," Bernstein says. "He or she knows you're trying to get the most you can for your client. Stick to the issues, like the dollar figures for the injuries, property damage, lost work time, etc. Keep personality issues out of it and try not to antagonize the adjuster with lawsuit threats, loud arguments, or accusations of bad faith."

Bernstein says most paralegals run into trouble when they get in over their heads. "Keep your dollar figure limits in mind as you discuss a case with the adjuster. If your numbers are vastly different from the adjuster's, and the negotiation is getting out of hand, step back and tell the other side you need to talk with the attorney and the client before you can proceed.
United States

"Keep your eye on the ball," he adds. "Never forget that you represent the client first, and your objective is to get the most money for his or her claim. Some paralegals let their emotions get away from them so that personality conflicts with the adjuster spoil the negotiation. Remember, it's not your case, it's the client's case. Make a fair and reasonable offer and be willing to negotiate with the adjuster about it. Arguments only waste everyone's time and prevent the case from settling in a reasonable fashion."

He adds that few things irritate an adjuster more than receipt of a client's medical bills that obviously have been "padded" by the attorney and the doctor working on the case. "Don't expect much sympathy from an adjuster if the client has a minor accident that caused $200 worth of property damage and then submits medical bills worth $5,000 from the treating doctor. The adjuster will agree to settle the case only if his or her side was at fault and if the dollar figures make reasonable sense."

In those rare cases where personalities do collide or the adjuster is being completely unreasonable during the negotiating process, Bernstein suggests you go over the adjuster's head to his or her super visor. "Sometimes the supervisor can intervene in the case and break the deadlocks between you. Other times, the supervisor will agree to some concessions just to get the case settled. Because he or she may have more leeway than the adjuster, you may be able to come to a more reasonable agreement than you thought was possible.

"In all cases," says Bernstein, "be fair and professional. Be polite, stay flexible, and keep your client's best interests in mind at all times. If you find yourself stuck on certain key issues, you may want to bring in the attorney to close the negotiation. Sometimes a new voice will help put things in a new light. Adjusters usually want to settle a bona fide case at some reasonable amount because they know going to court is an expensive and time-consuming process. But in those cases where you know the courtroom is the only place to settle the matter, stick to your guns if you know your side is right."

Negotiating your own cases can represent the pinnacle of your achievement as a paralegal. Only top-flight professionals are afforded this opportunity and this comes only after they've proven their competence and worth to their attorneys.

About Harrison Barnes

No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.

A Reach Unlike Any Other Legal Recruiter

Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations—from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:

  • Immigration law
  • Workers’ compensation
  • Insurance defense
  • Family law
  • Trusts & estates
  • Municipal law
  • And many more...

This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.

Proven Success at All Levels

With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:

  • Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
  • Elite boutique firms with specialized practices
  • Mid-sized firms looking to expand their practice areas
  • Growing firms in small and rural markets

He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.

Unmatched Commitment to Attorney Success – The Story of BCG Attorney Search

Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm’s unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.

The Most Trusted Career Advisor for Attorneys

Harrison’s legal career insights are the most widely followed in the profession.

Submit Your Resume to Work with Harrison Barnes

If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.

Submit your resume today to start working with him: Submit Resume Here.

With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.

A Relentless Commitment to Attorney Success

Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials—he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.

Harrison’s work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:

  • Finds and creates job openings that aren’t publicly listed, giving attorneys access to exclusive opportunities.
  • Works closely with candidates to ensure their resumes and applications stand out.
  • Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.

This level of dedicated support is unmatched in the legal recruiting industry.

A Legal Recruiter Who Changes Lives

Harrison believes that every attorney—no matter their background, law school, or previous experience—has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.

He has worked with:

  • Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
  • Senior attorneys who believed they were “too experienced” to make a move and found better roles with firms eager for their expertise.
  • Attorneys in small or remote markets who assumed they had no options—only to be placed at strong firms they never knew existed.
  • Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.

For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist—often in places they never expected.

Submit Your Resume Today – Start Your Career Transformation

If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison’s expertise will help you take control of your future.

? Submit Your Resume Here to get started with Harrison Barnes today.

Alternative Summary

Harrison is the founder of BCG Attorney Search and several companies in the legal employment space that collectively gets thousands of attorneys jobs each year. Harrison’s writings about attorney careers and placement attract millions of reads each year. Harrison is widely considered the most successful recruiter in the United States and personally places multiple attorneys most weeks. His articles on legal search and placement are read by attorneys, law students and others millions of times per year.

More about Harrison

About LawCrossing

LawCrossing has received tens of thousands of attorneys jobs and has been the leading legal job board in the United States for almost two decades. LawCrossing helps attorneys dramatically improve their careers by locating every legal job opening in the market. Unlike other job sites, LawCrossing consolidates every job in the legal market and posts jobs regardless of whether or not an employer is paying. LawCrossing takes your legal career seriously and understands the legal profession. For more information, please visit www.LawCrossing.com.
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