What Restoration Sales Reps Can Learn from Investment Bankers

When I think of elite salespeople, I think of the profession of investment banking. These people sell big. They sell complex. They don't sell a service. They sell trust, outcomes, and belief in a process. And that's exactly what the best restoration reps should be doing too.

Inside my Restoration Sales Academy groups, I help reps take a more professional approach. One of the ways we do that is by looking at what works in other high-performance sales professions. Investment banking happens to be one of the best models.

Here’s what reps in our space can learn from the big leagues:

1. Sell the Outcome, Not the Features
   Bankers don’t talk about how many spreadsheets they’ll build. They talk about the exit. The valuation. The retirement dream.

Same with you. You shouldn't be selling dehumidifiers and fans.
You're selling peace of mind, immediate help, damage minimized, money saved, claim simplified.

Outcome over process. Every time.

2. Know Your Buyer
   Bankers don't pitch the CFO the same way they pitch the founder. Everything is tailored.

If you're talking to a property manager, it's fast response, low disruption, making them look good. If it's an insurance agent, it's about reducing claim severity and helping them retain their client.

Know who you're talking to and speak their language.

3. Create Scarcity and Exclusivity
   Bankers don't beg for clients. They say, "We only take on a few clients each year. We're selective."

You want to position yourself the same way — as the trusted go-to.
Not desperate. Not available for anyone who calls.

Saying something like, "We may not be the right fit," makes people lean in and take you more seriously.

4. Run a Process
   Elite bankers don’t wing it. They run a structured process with decks, timelines, and clear next steps.

Too many restoration reps just show up and drop off marketing materials.

What’s your process?
What happens after a first visit?
What’s your follow-up rhythm?
How do you go from contact to consistent referrals?

Get your process dialed in.

5. Build Long-Term Relationships
   Most big deals don’t close in a week. Bankers stay in touch, add value, and play the long game.

That’s your move too. You’re not just looking for a job this week.
You’re building a pipeline for the next five years.

Bottom Line
You don’t need a suit or finance degree. But if you start thinking like a high-level seller, you’ll leave behind the “pitch and pray” game.

This is about playing the long game, having a process, and becoming the trusted advisor your referral partners rely on.