5 Things Producers Should Do Before 2023
November 22, 2022
Producers, it’s that time of year again when things are starting to wind down, which means you need to ramp up. As producers, we must
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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how important it is to solve problems instead of selling a product because as prospects share information, the higher the chances are of being able to close a sale.
Episode Highlights:
- David mentions that he’s beginning to believe that many agents do not understand how to identify and solve problems their prospects have. (3:37)
- David explains how to increase your ability to close a sale by identifying the problems that you could solve for prospects instead of simply selling an insurance product. (9:27)
- David mentions that it is important to have an outline to avoid any complications and misunderstandings. (11:56)
- David explains that if you’re not getting the support you need from your agency, then you should go work for a different agency. (16:11)
- Kyle talks about how agents can lead their prospects down the path of discovery by dictating the line of questioning. (21:34)
- Kyle explains that explaining too much about the technical side of things to the prospect can make them feel overwhelmed. (24:07)
- David shares one of the mass marketing videos that he finds to be very effective. (25:06)
- David and Kyle explain how important it is to always follow up with your prospects, as it is very rare to have a sale on the initial pitch. (28:00)
Tweetable Quotes:
- “If you’re not getting that kind of support, go work for a different agency. You know, I mean, I hate to say that, but that’s number one.” – David Carothers
- “I think people have a hard time identifying how to figure out the problems. And the thing is, part of the issue is, the only solution has been to sell them insurance right?” – David Carothers
- “So many times we talk about it, we beat it to death about how people are worried about selling a product instead of solving a problem.” – David Carothers
Resources Mentioned:
Kyle Houck
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