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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:

The Power Producers Podcast where we are refining and redefining the sales game.

Kyle Houck

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