In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about why people should sell value not expenses, and how to effectively represent somebody’s business.

Episode Highlights:

  • David mentions what producers need to figure out. (1:35)
  • Kyle mentions that a learning management system is an expensive tool. (2:53)
  • David shares the only problem they can’t address most of the time. (4:08)
  • David mentions when he hears about the training programs. (7:18)
  • David shares a call he had from a guy at Killing Commercial. (8:43)
  • David shares how to effectively represent somebody’s business even though you don’t understand their business. (11:06)
  • David mentions why the insurance piece is simple. (14:21)

Tweetable Quotes:

  • “I think part of what producers need to look at is figuring out how to bundle their value proposition in a way they can provide stuff without charging more to their client.” – David Carothers
  • “You can control what your agency does and what your value proposition does and that’s what you should be hanging your hat on. Also, you should be looking at questions surrounding the training.” – David Carothers
  • “When you go in and find those issues and can have a solution where you say, we just need to add lockout tagout or add ladder safety to your learning management system or whatever, that’s a breeze.” – David Carothers

Resources Mentioned:

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

Kyle Houck


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