Because Experience Matters with Jack Hanks

Jack sits down with litigator Galen Hair. He is a Partner with Insurance Claim HQ as well as Hair Shunnarah Trial Attorneys.Galen was brought up in a relatively poor household and took up vocal performance at Boston University in 2003, graduating in 2006. He then went to law school at Tulane University and, in 2008, he received a summer associate opportunity at Ropes & Gray where he had his first taste of the property casualty space.He followed up what he referred to as a grueling experience at Ropes & Gray with a fellowship attorney position at Tulane's law clinic. In 2010, he went back into defense work for a year “because I still needed to pay some bills”.In 2011, he became a Partner at Scott, Vicknair, Hair & Checki, where he would work for the next nine years before finally partnering with Insurance Claim HQ and Hair Shunnarah Trial Attorneys.Listen in as Galen addresses the common gaps in professionalism and expertise plaguing many PAs today. He also speaks on the importance of branding your name and business with integrity and humility, and the common social media faux pas many roofers, lawyers, and PAs make.Galen shares why it's so important to play the long game when building an online presence in this business, and why he believes the industry as a whole could benefit from a complete overhaul in favor of more mentorship and a greater focus on individual roofers, lawyers, and PAs.A Glimpse of What You'll Learn:[06:55] Maintaining a relationship as a public adjuster[16:12] How Galen got into insurance litigation[23:27] Why many PAs fall short[30:28] How smaller claims can net higher attorney fees[39:34] Why you're not self-made[43:23] Why it pays to build real connections with others[47:07] What Galen would change about the industry[54:25] Why authenticity and the long game is always worth it Memorable Quotes by Galen:“I'm sick and freaking tired of going to conferences and seeing people who made a little bit of money get up on a stage and talk about how they're self-made. You worked hard, and I'm proud of you, but you're not self-made.”“The whole industry is broken because we have no guidance nor help. The insurance companies want us to behave, but they don't want us to be good.”Follow Galen on LinkedIn at https://www.linkedin.com/in/galen-hair-03b27a4/ and learn more about Insurance Claim HQ at www.insuranceclaimhq.com.

Jack sits down with Latinos En Roofing Founder Amparo Sancen.Amparo worked as a medical assistant for years after moving to the U.S. and was quickly inspired to enter construction after getting to know a number of clients in that industry. With her limited knowledge and lack of resources, she eventually quit her job and made the leap.Within six months, she had learned enough to get into the remodeling business. Eight months later, she forayed into roofing. She made every rookie mistake imaginable but stayed undeterred.In 2016, she moved to Texas, determined to rebuild her roofing venture, hungry to learn as much as she could about building a strong, profitable business. Today, beyond her own business, she's taken on the responsibility of inspiring and educating Latinos around the country to find entrepreneurial success in the world of roofing and construction.Listen in as Amparo shares what holds many people in their community back from pursuing their dreams as business owners, from systemic issues to cultural and mindset-related obstacles. She explains how Latinos En Roofing quickly grew from a tiny community to a massive, multifaceted event regularly hosted in various cities around the country. A Glimpse of What You'll Learn:[02:20] Amparo's story[08:24] What it takes to create more Latino entrepreneurs in the trades[14:28] Eye-opening statistics about the Latino workforce in the U.S.[18:53] Mindset matters[25:04] Taking your roofing business to the next level[28:11] How Latinos En Roofing came to be[39:40] Creating a tiered professional ecosystem[44:36] How to get involved in the community Memorable Quotes by Our Guests: “I love what I do. If I can help somebody grow their business and give a better life for their kids, that's amazing.” “We're essentially building an ecosystem that people can feel comfortable around, and that ecosystem needs to have tiers: people with knowledge, people with some knowledge, and people with no knowledge.” Follow Amparo on Instagram at www.instagram.com/amp_sancen and Latinos En Roofing at www.instagram.com/latinosenroofing.

Jack sits down with Heather Hitchcock, Chief Executive Officer at Royal Roofing & Construction of Texas, a woman-owned residential and commercial roofing contractor that services the Greater Houston area.Listen in as Heather reflects on her journey of overcoming personal demons that, until she regained her faith in God, forced her into drink and other self-destructive habits well into her adult life.She talks about how she contemplated thoughts of suicide while sitting in a mental institution for her fifth case of DUI. This experience finally inspired her to embrace vulnerability, freeing her from the emotional and spiritual bondage of shame.Heather then shares how she chose her current career path. She one day realized that “there was zero integrity and excellence in the roofing industry” when she struggled to file a claim for her own roofing. Once she was finally able to make a profit, she reinvested everything into a roofing training program.Within six months of starting her business, she was getting two to four jobs per week. She regularly posted online about her day-to-day to get the word out, and the rest was history.Heather goes on to explain how she has been using her online platform to educate homeowners on the importance of their roofing and how to tell a good roofer apart from the rest. She talks about how consistently putting educational, entertaining, and authentic content has resulted in a profitable business built entirely on referrals.A Glimpse of What You'll Learn:●       [04:14] The first time Heather embraced raw vulnerability on social media●       [10:52] The shame of going to prison for DUI●       [15:45] How Heather overcame thoughts of suicide in a mental ward●       [20:19] Why Heather decided to get into roofing●       [25:04] Creating educational content about roofing for homeowners●       [33:26] Heather's content strategy●       [37:26] Navigating the roofing industry as a woman●       [40:12] What's next for Heather? Memorable Quotes by Heather:●       “Alcohol wasn't the issue. The issue was brokenness inside. It was my brain. It was my heart. It was wounds in me that caused me to act out when I drank.”●       “Shame keeps people in bondage.”●       “You do the right thing and you'll be surprised at what comes back to you.”Follow Heather at:linkedin.com/in/heather-hitchcock-217397255

Jack sits down with longtime friends Todd Stern and Chris Courville to discuss their greatest lessons learned on the journey to establishing their own forensic engineering firms.Todd Stern spent his entire career in the construction industry. In May 2022, he co-founded Orlo Forensics alongside Patrick Snowden, where they specialize in collapse, fire, flood, hail, wind, and disaster investigation and design. They're brought onsite to complete investigations and compile reports to be submitted to insurance companies, contractors, or attorneys.Chris Courville is the owner and CEO of United Environmental LLC, a mold remediation, air quality testing, water mitigation, and emergency response company established in October 2018. The team at the interior damage consulting firm brings 40+ of combined experience to the table.Listen in as Todd and Chris give their thoughts on the lack of professionalism and accountability that was unfortunately quite prevalent in the mitigation industry when they got their start at the turn of the century.Too many professionals focus overwhelmingly on getting the sale over hitting key metrics with a view to keeping the company healthy. In other words, they take on claims with the intention to “win the battle, lose the war”, which may lead to short-term financial gain but a bankrupt business in the long term.Todd and Chris also share how they've been navigating the challenges of running their companies with those of keeping their personal relationships healthy. Asked about the keys to creating a legacy business, the pair talk about the importance of staying high-touch every step of the way and passing on client-focused values to the next generation. A Glimpse of What You'll Learn:[04:01] An introduction to Todd and Chris[12:45] Building a legacy business[18:08] Todd and Chris on the lack of professionalism in the industry when they got their start[23:46] The value of focusing on the little things over the outcome[27:05] Implementing The Art of War into business[34:02] The importance of time management and establishing a routine[41:53] Managing healthy personal relationships in the mitigation industry[48:40] The most satisfying thing about the business[54:29] Passing on a legacy company[58:10] Advice that Todd and Chris would give their younger selvesMemorable Quotes by Our Guests:“If you surround yourself with good people and good mentors, you're going to be successful. It's bound to happen. You're bound to get your break.” ~Chris“More money has not made me any happier.” ~Todd “If we don't go into work every day and work on these claims as if we're going to war, then we've lost. It's a mindset thing.” ~Todd “If you're only as good as your next check, that's a shitty way to run a business.” ~Chris“Our profession demands our attention. If you don't give it the attention it deserves, it can crush your life.” ~ChrisFollow Todd at:https://www.linkedin.com/in/todd-stern-569930114https://orloforensics.com/Follow Chris at:https://www.linkedin.com/in/chris-courville-428287187/

In this episode, CEO of Hail 911, Jack Pinsel, talks with Jack about working with family and navigating friendships and business relationships. Jack has served as Hail 911 CEO for over 23 years, and CEO of Elite Call for 24 years.The Jack's share how the industry looks on the inside vs. from the outside, experiencing storm chasing, handing off the business, making an impact on the industry, and goals for 2023, all on this episode of Because Experience Matters.Key Takeaways“Normal people have no idea what really goes on in the industry.”“You can't be the superhero for everybody.”“Create your own name. Create your own piece in this lane that we're in.”“Dream big. Positively impact the lives around you.”Follow Jack Pinsel at:Website:        hail911.com and  www.elitecall.netLinkedIn:       https://www.linkedin.com/in/jack-pinsel-8b18967

In this episode, Partner at Green Klein & Wood, John Wood, joins Jack to talk about AI, the idea of humachines, using AI in the claims adjusting process, sustainability, practicing law, and getting John's advice to his younger self.John is an author, attorney, and educator, and his work has been featured in journals, including the NYE Journal of Law and Liberty and NYU Environmental Law Journal.Key Takeaways“Where machines are highly capable, humans tend to do poorly, and where machines are limited, humans tend to excel.”“We don't need the machines to be more human-like, and we don't need humans to be more machine-like.”“A meaningful life has a purpose beyond profit.”“If you really have faith, you will find the time.”“You will never regret being as strong as physically possible.”Follow John at:Email:              wood@greentriallaw.comWebsite:          greentriallaw.comLinkedIn:         John WoodTwitter:            JohnWoodTorch

In this episode, the Owner of Tree Guardian, Jacob Guidry, talks with Jack about the tree services industry and working with Public Adjusters. Jacob understands trees inside and out. When other local tree services can't handle a job, they call Jacob.Jacob talks about his military history, financing his tree operation, dealing with insurance companies, branding consistency, the storm game, and Jacob's advice to his younger self, all on today's episode of Because Experience Matters.

Host: Jack HanksSpecial Guest:  Chad RobinsonEpisode SummaryIn this episode, Your Damage Lawyer, Chad Robinson, PLLC, talks about the other side of the insurance industry. Chad graduated with cum laude from Nova Southeastern University Shepard Broad Law Center, and holds a BSc in Telecommunication from the University of Florida.Chad and Jack talk about the moment that Chad went over to the other side, Florida's rocket dockets, the changing legal landscape, the shady side of the industry, reinsurance, and Chad gives his younger self some advice, all on today's episode of Because Experience Matters.Key Takeaways“Insurance is a business. They're not paying out on fire and hurricane claims because they want to. They're doing it because they have to.”“The humanistic side of our industry has to get better.”“Time is an ally. For those times that are hard for you, those will pass. For those times that are good for you, those will pass too.” Follow Chad at:Email:              chad@chadrobinson.com.Call:                 561-800-2903.Website:          www.chadrobinson.com.Instagram:       @chad_j_robinson_pllc.

Host: Jack HanksSpecial Guest:  Zach MoseleyEpisode SummaryIn this episode, Founding Partner of MMA, PLLC, Zach Moseley, talks about his experiences throughout his career. Zach has a vested interest in protecting policyholders' rights, settling hundreds of property cases throughout his career. He holds a BA in Finance from the University of Texas and a JD from Louisiana State University, and a diploma in comparative law from the Universite Jean Moulin Lyon 3.Today, Zach and Jack talk about parenting, scaling an organization, Zach's process for handling claims, the truth about bad faith, doing appraisals correctly, the problem with social media, and get Zach's advice to his younger self, all on today's episode of Because Experience Matters. Key Takeaways“The real value is finding a solution and executing that solution.”“Try everything.”“There's no perfect avenue to look at how every claim should be handled.”“Appraisal is one of the most overused and underused tools that we have access to.”“Just because you get your law licence, you haven't reached the pinnacle.”“Learn a skill that is highly valuable but not something the majority of people can do.”Follow Zach at:Cell:                 817-676-2012Website:          https://www.mma-pllc.comLinkedIn:         Zach MoseleyInstagram:      @storm_lawyer_zach

Because Experience Matters PodcastSpecial Guest: Joseph HughesEpisode SummaryIn this episode, Owner of Contractor Dynamics, Joseph Hughes, talks about construction, business, branding, and parenting. Joseph and his team share a passion for helping businesses leverage digital media to grow their brands.Joseph and Jack talk about creating content while running a business, being real with our kids, the power of branding, being transparent, the power of digital media, and passing on the business torch, all on today's episode of Because Experience Matters.Key Takeaways“We all know these things that we think are so basic because we do them every day, but people in your market don't.”“The essence of a brand is how you're viewed by people before they come into contact with you.”“The hard part is getting the work done.”“Slow is smooth and smooth is fast.”“Be open and get around people that can help you on your journey.”Follow Joseph at:Website:  https://www.contractordynamics.com            https://www.contractordynamics.com/nailedit-podcastFacebook: https://www.facebook.com/ContractorDynamicsInstagram: https://www.instagram.com/contractordynamicsYouTube: https://www.youtube.com/channel/UC_vekK71eCEFTioVcQ1y4XgLinkedIn: https://www.linkedin.com/company/3137702

Host: Jack HanksSpecial Guest:  Chip MerlinEpisode SummaryIn this episode, the Founder and President of Merlin Law Group, Chip Merlin, talks about his prolific career. Chip as the “Babe Ruth of Hurricane Lawyers,” following Superstorm Sandy, and as the “Master of Disaster” for his nationwide work following Hurricane Katrina.Today, Chip and Jack talk about the major changes in the industry, sending claims before fax machines, the concept of bad faith, the responsibility of being a public adjuster, and get Chip's advice, all on today's episode of Because Experience Matters.Key Takeaways“When you hit send, it's out there.”“If you want to show a lot of ignorance, you start using the words ‘bad faith.”“You're not an expert in insurance law just because you wrote a lot of cases and a lot of statutes.”Follow Chip at:Cell:                 813-695-8733Website:         https://www.merlinlawgroup.com 

Host: Jack HanksSpecial Guest: Steve BadgerEpisode SummaryIn this episode, Partner at Zelle LLP, Steve Badger, talks about disasters, disputes, and Darth Vader. Steve holds a BS in Economics from the University of Utah and a JD from South Texas College of Law.Steve and Jack talk about the lack of training in the field, the lump sum, what appraisals are supposed to look like, proving bad faith, the problem of licensing, making parking lot deals, and Steve being Darth Vader, all on today's episode of Because Experience Matters.Key Takeaways"We should put qualified people out in the field on both sides.""We've got to think about appraisal as a way to ensure that we can resolve a dispute amicably and avoid litigation.""If there's a reasonable dispute, there is not bad faith.""Just because we are on the other side of each other professionally doesn't mean we can't be friends personally.""Play the long game. You don't have to win the storm on every claim.""Develop relationships on the other side, be reasonable, and you're going to do okay in the long run. This business isn't going away."Follow Steve at:Website: https://www.zelle.comPhone: 214 557 8426Email: sbadger@zelle.comLinkedIn: https://www.linkedin.com/in/steven-badger-467b0322

Host: Jack HanksSpecial Guest:  Logan GraffEpisode SummaryIn this episode, Partner and VP of Sales and Operations at Crest Exteriors, Logan Graff, talks about partnerships, parenting, and positivity. After spending time in prison, Logan got into sales and turned his life around. Today, he lives his passion by helping others overcome their challenges to take control of their lives.Logan and Jack talk about his career path leading into roofing, partnerships, parenting, the roofing versus collections industry, partnering with Apple Roofing, hiring team members with different levels of experience, Logan's Slogans, and get Logan's advice to his younger self, all on today's episode of Because Experience Matters.Key Takeaways“If you can't ask for money in sales, you should get out of sales.”“If somebody's been successful in an industry for a long period of time, they may have some bad habits, but they also have some good ones.”“If you can't have empathy, you don't deserve to be in this business.”“There's always going to be something in our way to slow us down. The quicker you get over that, the better off you're going to be.”“Save more money and don't waste time.”Follow Logan at:Website:    https://www.crestroof.com/                        https://appleroofingllc.com                        https://logansslogans.comEmail:          loganegraff@gmail.com

Host: Jack HanksSpecial Guest: Doug QuinnEpisode SummaryIn this episode, Executive Director of The American Policyholder Association, Doug Quinn, talks about the fight against insurance fraud. Doug holds a degree in Political Science from SUNY Geneseo.Today, Doug and Jack talk about the experiences that made him who he is today, generational differences, his experience with Superstorm Sandy, and the enormous extent of insurance fraud, all on today's episode of Because Experience Matters.Key Takeaways“Americans are Americans, and when they're tested, they will stand up.”“I shouldn't have a job, but we do.”“You can only rub up against evil so long before it really gets to you.”“Every person who's watching this funds the insurance fraud prosecution system in America, but none of us are being represented.”“It is in our DNA as Americans to not just stand by and watch people who can't defend themselves get taken advantage of.”Follow Doug at:Website: https://apassociation.orgEmail: dquinn@apassociation.org or info@apassociation.orgFacebook: https://www.facebook.com/theapassociationLinkedIn:  https://www.linkedin.com/in/douglas-quinn-62732a1a3

Host: Jack HanksSpecial Guest:  Eric SpenceEpisode SummaryIn this episode, CEO and President of RAM Windows, Eric Spence, talks about running a successful business through the pandemic. Eric served as the SVP of Sales at Jeld-Wen for 27 years before founding Empirical Sales Solutions and RAM Windows. Eric holds a BA in Economics from Ohio Northern University.Eric and Jack talk about maintaining a work-life balance, the importance of adapting to your team, creating a company culture, running a business during Covid, the automobile industry, and get Eric's advice to his younger self, all on today's episode of Because Experience Matters. Key Takeaways“Energy attracts energy.”“You need hungry sales people, but you also need very analytic people to keep those sales people in check.”“You never want to look back. You always want to focus on tomorrow.”“You improve as an individual through hard times and through good times.”“The hard times are lessons better learned because you remember them longer. Your roots grow deeper through stress.”“You have two ears and one mouth. Use them proportionately.”“Spend time with your family.”Follow Eric at:Website: https://www.ramwindows.com and https://ramind.comLinkedIn:  https://www.linkedin.com/in/eric-spence-b7927655

Host: Jack HanksSpecial Guest: Derik KlineEpisode SummaryIn this episode, the Owner of Hail Trace, Derik Kline, talks about building a business out of storm chasing. Derik's career in storm chasing began as a side hustle when he was 16. In 2012, he quit his job to run Hail Trace.Today, Derik and Jack talk about getting into storm chasing, his scariest moments in business and storm chasing, creating a work-life balance, having a good team, the importance of accurate meteorology reports, scary storm chasing moments, and get Derik's advice to his younger self, all on today's episode of Because Experience Matters.Key Takeaways“I have to learn to not think about work.”“If there's not a claim, there's not a claim.”“The average claim costs $750 just to work it.”“It's all going to work out.”“Most things are smaller than what you think they are when you're in the moment.” Follow Derik at:Website:            https://www.hailtrace.comEmail:              info@hailtrace.comCall:                 855 334 4245LinkedIn:       https://www.linkedin.com/in/derik-kline-086aa912

Host: Jack HanksSpecial Guests: John Woods, Partner of Green Klein & Wood -  representing insured property owners recovering insurance proceeds after casualty events.Nick Forsell, CEO of Atlas Restoration - a full-service general contracting company.Bradley Gardner, Founder of Hometown Restoration  -  a roofing and insurance restoration company.Episode SummaryThere is a hot debate in the contracting and public adjusting space that could very well impact your business and revenue stream today. If you're not up to speed on Lump Sum bidding and processing, you're already behind the curve.In this episode of Because Experience Matters, you'll hear both sides of the argument for and against Lump Sums from four industry experts with opposing views. We cover potential price-fixing by using Xactimate, implications for and against using Lump Sums, the legal environment surrounding the debate, and so much more. Timestamps(01:20) Episode overview: Lump sum bidding and estimating system (02:58) Why do contractors get wrapped up in the insurance claims process? OR Should contractors be involved in the insurance claims process?(10:13) Writing profitable invoices without Xactimate.(15:32) Should you finance all your claims? (18:20) Navigating proprietary information: when insurance companies ask for too much information. OR Getting denied and underpaid by insurance companies for not providing proprietary information(32:39) Finance and then walk away: why you shouldn't do that.(38:39) Why attorneys, appraisers, and PAs are a necessary evil. OR What most people misunderstand about insurance. (40:37) Using Xactimate: when is Xactimate's pricing wrong? OR Why you SHOULDN'T follow Xactimate's pricing estimates.(46:27) Are insurance companies price-fixing by relying on Xactimate? (49:54) Do contractors know their business financials?(55:28) Threatening insurance companies with lawsuits: why it works and what works differently across States. Some Perspectives That Were Shared on Today's Show: While getting wrapped up in the claims process is not technically your job as a contractor, it may end up being what gets you to win a job over the other guy. We need to teach homeowners how to advocate for themselves. We rely on Xactimate because it is convenient to use. However, as a contractor, you still need to know how to write profitable invoices. Contractors can give their clients the ammunition they need to file a strong claim with their insurance companies.If you finance a project and then walk away, you're putting your client in a situation where they are fighting their insurance company to approve the scope of work. This drives business back to third parties like attorneys and appraisers. Insurance is not meant to be a 100% risk transfer (unless you're paying for that). Insurance is a financial instrument that is meant to share risk. If you set that expectation in advance, you will be less disappointed.Xactimate pricing is not always accurate. Pricing is based on what the market dictates, Xactimate does not reflect the state of the market. Labor and material shortages globally drive prices up, and Xactimate doesn't keep up with these realities. Contractors should know their costs and overhead thoroughly.  LinksWatch Because Experience Matters on YoutubeConnect With Jack Hanks: Website | Get Private Mentorship 

Host: Jack HanksSpecial Guest: Steven BushEpisode SummaryIn this episode, Managing Member of The Bush Law Group, Steven Bush, talks about running a successful business and the legal side of contracting. Steven holds a Juris Doctor from Florida Coastal School of Law and is a Certified Indoor Environmentalist.Today, Steven and Jack talk about working in the industry, the importance of having a team, having a plan, the problems with insurance carriers, the truth about fraudulent roof claims, and get Steven's advice to his younger self, all on today's episode of Because Experience Matters.Key Takeaways“Being an entrepreneur, owning a business is not for the weak.”“You get in business to be successful, and once you are successful, you've got to stay successful. Staying successful is what puts you on that hamster wheel.”“A great litigator has to also be a great negotiator.”“You can win by being honest.”“Public adjusters, you are a voice for the policyholder.”“You don't have to be perfect.” Follow Steven at:Website: bushlawgroup.netFacebook: https://www.facebook.com/BushLawGroup1/LinkedIn:    https://www.linkedin.com/in/steven-bush-780713103

Host: Jack HanksSpecial Guest: Jack PinselEpisode SummaryIn this episode, the CEO of Hail 911, Jack Pinsel, talks about growth, parenting, and the future. Jack has served as Hail 911 CEO for over 23 years and CEO of Elite Call for 24 years.Today, Jack and I talk about struggling with addiction, discipline, and accountability, being a positive influence, and getting Jack's advice to his younger self, all on today's episode of Because Experience Matters.Key Takeaways“You just don't know what tomorrow brings.”“No one's going to work like we do, as owners. Nor should they.”“You are where you're supposed to be right now.”“Don't close your eyes.”“Impact the lives around you. Make a difference, and the rest falls into place.”Follow Jack Pinsel at:Website: https://hail911.com or  https://www.elitecall.netLinkedIn: https://www.linkedin.com/in/jack-pinsel-8b18967

Host: Jack HanksSpecial Guest: Nick ForsellEpisode SummaryIn this episode, CEO and Founder of Atlas Restoration, Nick Forsell, talks about his career and experiences working in the restoration business. Nick has been active in the construction industry for almost 20 years, with a keen focus on providing work that is quality over quantity.Today, Nick and I talk about the day we met on the wrong foot, Nick's New Jersey story, the importance of work ethic, the difficulties of working in the industry, and get Nick's advice to business owners, all on today's episode of Because Experience Matters. Key Takeaways“There's not a contractor out there that didn't fake it till they make it.”“Whatever's best for our clients is what we're going to do.”“If we put our clients first, we will be successful.”“If everybody worked as hard as you, everybody would be a business owner.”“When you f*ck up, own it.” Follow Nick at:Email: nick@restorewithatlas.comWebsite: https://www.restorewithatlas.comLinkedIn: https://www.linkedin.com/in/nick-forsell-0965886b