Quote: "When you're really good at what you do, you get those yeses and be careful of them. Not every yes is the yes you want. You want that person that you can trust that understands the value that you bring and isn't just in it for the price." - Sydney Roe
In this episode of "Selling in the Age of AI," Frank Somma welcomes Sydey Roe, Head of Revenue for Indium, a passionate advocate for independent insurance agents. Syd shares her insights on the critical role of human connection in the insurance industry, the mission of Indium in supporting independent agents, and the balance between leveraging technology and maintaining personal relationships in sales.
Key Topics & Insights:
The Noble Spirit of Insurance: Understanding the core mission of the insurance industry in helping people during their toughest times.
The Independent Insurance Agent Model: Highlighting the freedom and choice this model offers to both agents and customers.
Indium's Role in Aggregation: Explaining how Indium empowers independent agencies by banding them together for better carrier relationships.
The Impact of Private Equity: Discussing the changes and potential challenges in the network space with the influx of PE firms.
The Power of "Who Are You Going to Call?": Emphasizing the irreplaceable human element in providing support during critical moments.
The Importance of Specialization: The success found by agents who focus on specific niches they can serve well.
Authenticity and Relentlessness: The key traits of top-performing salespeople who bring their true selves to their work.
Flipping the Script on Rejection: Viewing the opportunity to educate and serve as a responsibility.
The "Hater Quota": The idea that receiving negative feedback can indicate you're making an impact.
AI as a Support Tool: Exploring how AI can assist with email communication and data movement to free up time for relationship building.
The Deciding Factor of Relationships: Sharing examples of how strong relationships can win in competitive environments.
The Attitude of Service: Shifting the mindset from taking from clients to understanding what they need from you.
The Three P's of Sales: Politeness, persistence, and patience as crucial rules for success.
Connect With Syd Roe:
https://www.linkedin.com/in/sydney-roe-32b927bb/
Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!
Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!
Connect with Frank Somma:
https://www.linkedin.com/in/fsomma/
https://www.instagram.com/franksomma/
https://www.youtube.com/@franksomma7866