Messaging is Crucial | Shoptalk Series, Episode #27

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of messaging, stewardship reports, and how to utilize the risk assessment report.

Episode Highlights:

• David shares that he always hears people complaining about losing their business and they feel that they’ve done everything right. (1:41)
• David mentions that you must start with the onboarding before doing a stewardship report. (3:47)
• David shares that if you structure your client to set their expectations appropriately on what they should expect from you, then you can update them in real-time every month. (3:59)
• David mentions that it’s normal for a risk manager to go into a business and do a walk through baseline risk assessment. They can capture everything that might be a hazard, needs to be corrected and document any deficiencies in training programs. (5:18)
• David shares one of his favorite tricks when he’s doing a baseline risk assessment. (6:03)
• David shares that when he does the baseline assessment, he interviews employees and some frontline supervisors. The scores are based on their actual conversations and results to back up his results. (7:39)
• David mentions that the findings on the risk assessment report will become the framework for the risk management action plan. (8:26)
• David thinks that anytime you give information more often in smaller bits, it becomes digested more easily and more clear of what you’re doing. (11:07)
• Kyle shares that it’s significant to set the expectation on the front end and letting them know what’s going to happen over the year. (15:33)

Tweetable Quotes:

• “Everything that I do in the middle market account hinges from that baseline risk assessment. I’ll include the carrier loss control reps because I want them to have their two cents into what needs to go into that document.” – David Carothers
• “When I do a risk assessment report, it’s a 1 to 10 score. I give them a blank copy and say you don’t need to walk around and look, you’re here every day. I’m interested in you giving me your 100% anonymous score.” – David Carothers
• “If you message appropriately and you tell your clients what it is you’re doing for them, you can bet that they will bring you a pie, ” – David Carothers
• “If you’re telling them the things that you have planned, set out to do over the year, and you follow up with them as those things are going along, then that’s the happy medium in my opinion.” – Kyle Houck

Resources Mentioned:

• David Carothers LinkedIn
• Kyle Houck LinkedIn
• Florida Risk Partners
• The Extra 2 Minutes