Creating the Super Estimator Aztec NM

Transform a mild-mannered estimator into "The Man Who Sells Steel Repair" by teaching him how to communicate effectively with people.

By Larry Edwards
3/1/1999

The position of collision repair shop estimator is one of the most unique positions in the industry. Why? Because an estimator requires personality traits and skils that are poles apart from each other: Writing an estimate requires a good working knowledge of the way automotive mechanics work, but it also requires the ability to convince (sell) the customer to have the work performed at your shop.

Individual personalities tend to fall into one of two distinct categories:

• People who enjoy dealing with things, and

• People who enjoy dealing with people.

Other terms are also applied to these traits (such as social and anti-social; people-oriented and task-oriented), but the simple fact is this: People who enjoy working with things (cars, computers, tools, numbers, etc.) are much happier when dealing with things than when dealing with people. And people who enjoy working with people are much happier when working with people than when dealing with things.

But, in order to be truly successful, estimators must be able to deal effectively with things and people - first, completing the technical job (writing the estimate) and, then, selling the job to a person. This is further complicated in the collision repair shop since, in almost every case, there are a minimum of two customers (consumers and insurance ...