3 Things to Discuss with Clients & Prospects Concerning Total Cost of Risk
Just because you understand the total cost of risk doesn’t mean that your clients and prospects do. There are several things you need to do…
Author: David Carothers
Quit Complaining When you Lose an Account
I’m going to warn you today, people, I am fired up. I am so sick and tired of insurance salespeople making excuses for losing deals.…
Understanding Fee for Service
One of the things that I talk about that people get excited to listen to me describe is how I like to work for a…
Do You Disclose Your Compensation?
I have a question for you today. What do you tell your clients when they ask you how much you’re getting paid to represent them?…
My Technology Doesn’t Have to be Your Technology
What’s up, everybody? I have got a news flash for you. My technology does not have to be your technology. So many times as agency…
5 Tools Every Producer Needs
You in the sales game and having problems during COVID? You looking for some help and some resources that’ll take your game to the next…
Overcoming Objections – I’m Happy With What I’m Paying
Look, I love it when people tell me they’re happy with what they’re paying for insurance. That tells me they don’t understand their total cost…
Overcoming Objections – I Renew in 30 Days
But I renew in under 30 days. Yeah, I know, I did my research before I called you. And honestly, if this were going to…
Overcoming Objections – I Just Renewed
I love it when the objection is: “But I just renewed.” There is no better time for me to meet with a prospect than 10…
Overcoming Objections – I Don’t Like Insurance
I don’t like insurance. Guess what? Neither do I. Honestly, insurance is the commoditized shuffling of paperwork, in my opinion. But the good news is…