On the back of getting some less-than-great sales outreach on LinkedIn, I thought it would be a great moment to share some more sales advice for startup founders and service or solution providers out there looking to sell into or partner with insurers.

This is a follow up the episode I did in Season 7 on the subject, which you can check out at https://future-of-insurance.com/podcast/vendoradvice/. 

I'll also be taking a few weeks off from posting new episodes of the show, which makes a great chance for you to catch up on the back catalogue of episodes from all 7.5 seasons (there are 190 episodes of this show so far!). Also, if you're interested in claims or the complexities of coverage discussed in a really entertaining and educational format, check out What's The Scenario from PLRB, available on PLRB's website (membership required), or free for anyone on all the top podcasting platforms and in video format on YouTube.

Episode Overview:

Key Principles:

• Industry Foundation: Insurance is a caring, people-driven industry. Genuine intent to help is crucial.

• Clarity Over Buzzwords: Avoid vague language and jargon ("next generation solutions," "AI"). Be specific about the problem you solve and your solution.

• Respect Time: Generic, time-wasting outreach is detrimental. Be upfront, honest, and clear.

• Authenticity Wins: Genuine, dedicated individuals who focus on solving real problems build impactful businesses.

• Relationship Driven: Success in insurance relies on trust and authentic connections.

Actionable Advice for Sellers:

• Clearly state the problem you solve and your solution.

• Be direct and avoid unnecessary buzzwords.

• Communicate genuinely and respectfully.

• Understand your audience's needs.

This episode is brought to you by The Future of Insurance book series (future-of-insurance.com) from Bryan Falchuk.

Follow the podcast at future-of-insurance.com/podcast for more details and other episodes.

Music courtesy of Hyperbeat Music, available to stream or download on Spotify, Apple Music, and Amazon Music and more.