Yossi Friedman’s Post

Who wins more deals? salesperson #1: Is a generalist. No expertise in any one industry Wins business because he is the cheapest option Quotes the coverage based solely on your current coverage.  Contacts you 30 days before the renewal and you don’t hear from them the rest of the year In my experience in the insurance industry, this is the most common salesperson's practices. This type of salesperson can end up making a career and even a nice lifestyle by doing the least amount for their customers. Salesperson #2: Is an industry specialist. Focuses on ensuring 1 specific industry Will not “Shop” business looking for cheap insurance.  Audits the companies exposures on an annual basis to make sure the insurance coverage is correct Is part of your risk management, you meet quarterly to review claims, coverage, exposures, contracts, audits, etc. Salesperson #2 does require more work, but the rewards are unlimited. This type of approach creates longer relationships with clients. Clients place more lines of coverage with you, they are your best referral sources, they are usually less maintenance, they value your input, and at the end of the day, they are much less likely to cause you burnout! It’s easy to be salesperson #1, but if you want real results and longevity, you better be planning to be more like salesperson #2.

Service trumps Price if Price doesn't come with Service. An email message from a local insurance broker this morning included a comment " Always amazing working with you guys". Admittedly, in this particular case, the credit is 100% directed to my Senior Sales Coordinator Twyla Laurin. Behind any good Sales Professional is a customer centric team that ensures the client receives everything they need before, during, and after the deal is closed. Sales is a #teamsport and I work for the best team in the business. Dynamic Capital Equipment Finance #sales #service

Great salespeople take new jobs, in large part, looking for assurance. Assurance that they'll be able to achieve more success making a change versus staying put. If you're hiring new commercial insurance producers, it's up to you to show them your winning sales system and sales team. So that they can see themselves being hugely successful running your playbook. And being part of your team that is used to winning. #insurance #insuranceindustry #sales

Great salespeople take new jobs, in large part, looking for assurance. Assurance that they'll be able to achieve more success making a change versus staying put. If you're hiring new commercial insurance producers, it's up to you to show them your winning sales system and sales team. So that they can see themselves being hugely successful running your playbook. And being part of your team that is used to winning. #insurance #insuranceindustry #sales

Ever had a deal slip through your fingers because you were pushing too hard? Here’s a lesson every sales pro needs to hear… Here’s a scenario that recently came up in a coaching session, and it might hit home if you’re in sales. My client, “John”, an insurance broker, had been working with a promising new prospect. John pitched a self-funded solution, believing it was a solid match for their needs and budget. But when the prospect started to hesitate—citing concerns about timelines and the heavy lift required—John doubled down, emphasizing the potential to “save $100k now.” The prospect showed buying signals but wasn’t fully sold, and eventually backed out, feeling the solution was just too overwhelming. When we unpacked the situation, it became clear where things had gone off track. John had focused on pushing his desired outcome rather than truly meeting the prospect where they were. Here’s what I suggested he could have done instead: 1. Met the Prospect Where They Were: Recognize their pace and comfort zone rather than pushing for immediate commitment. 2. Listened for Challenges Beyond Price: Address not just the numbers but the full picture of what might be holding them back. 3. Positioned Himself as a Trusted Advisor: Sell “himself” first, establishing rapport and trust, before bringing in a larger solution down the road. Sometimes in sales, we’re so focused on closing that we lose sight of what really matters to the client. We all have those moments of wanting to reach our goal so badly that we forget the importance of understanding and aligning with the client’s real needs. A strong sale is as much about listening as it is about pitching—and often, those who excel take a step back to refocus on the client’s priorities over their own.

Are your prospects sh*t or is your process sh*t? Prospects who don't send policies...are GREAT prospects 🤑 I hear it all the time... If the prospect doesn't send their policies... or they white out the premiums... Then I don't work with them... they are sh*t... I just walk away... 👋🏼 Peace out you little b*tch prospect... you are not a serious buyer... ✌🏼 I don't waste my time with little ppl like you... That's the vibe the prospect gets when you do that... It pisses them off... 🤬 AND ... you are walking away too soon... You haven't even asked for the business yet... 🤦🏼♂️ Prospects don't send their policies bc it's not a priority OR they don't see value... It's not bc they are pieces of sh*t... The process is sh*t... It sucks for the prospect... Tons of work...to maybe see value... They word...maybeeee... Stop asking for policies... ❌ Create a sales process that is easy for them to say yes to... The VALUE... is insight to how the market works... and how to negotiate with carriers... Give them that... 🙌🏼 Then ask for the BOR... And for all you coverage nerds out there...you can still do your coverage analysis...it just comes after they sign the BOR 🤓 Don't worry... there are no E&O issues... those days are gone 👋🏼 What thoughts or questions do you have about walking away too soon? Comment Below 👇🏼👇🏼 #insurance #commercialinsurance #bor #newbusiness #producers

This is a technique that really separates the true Rainmaker from the average salesperson. The Rainmaker is the one in a hundred that can always close the sale – even with the most strident, difficult prospects. They do it using a simple technique that the vast majority of salespeople simply get wrong. #sales #business #service #salesteam https://lnkd.in/eKWxCmC

Whether you’re a new salesperson looking to build some basic skills or a seasoned sales rep looking to level-up their sales game, here is a simple approach to getting clients without much ado... You need to make a bucket/dream list Add 100 people you would LOVE to serve And then do this... Go check in on them Ask them how they're doing And make them an offer they can't refuse I'd be surprised if you don't get your first client This process can work regardless of the industry ...#realestate #insurance, #Retail, #financialservices etc. #SalesExcellence #SalesSuccess #SalesTraining #BoostYourSales #SalesMastery

Believe you can and you're halfway there. Sales is not just about closing deals, it's about building relationships, creating value, and making a difference. Crush your targets, inspire your team, and make today count! #WednesdayJourney_ #Sales #Finance ##AssetManagement #Insurance #Events