Easy Wedges to Drive for any Commercial Agent, Shoptalk Series – Episode #3

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to use mods, audits, certificates of insurance, and other simple tactics to create doubt, drive wedges, and close deals.

Episode Highlights:

• David shares why he wants to talk about doubt. (1:53)
• David says that he’s good at creating doubt by asking a question and presenting scenarios to people. (2:26)
• Kyle feels that the stuff they have in their solicitation calendar is based on driving a wedge and creating doubt. (3:31)
• David shares the perfect time to validate our mod if it’s getting higher than the average. (5:12)
• What type of updates does Kyle have for his last runs about the current situation? (5:42)
• Kyle says they noticed that people don’t know what their dividend looks like for the policy. (07:51)
• David thinks that the most effective way to get somebody from zero to 60 is their audits or the amount of time that it takes to get certificates. (11:21)
• David thinks that the reason why agents fail is that no one educates them about the audit. (12:10)
• David says if you want a good strategy for driving a wedge around certificates of insurance, look at what the certificate is requesting and what the certificate request looks like. (14:34)
• David shares the two questions he always asks about surrounding property. (16:48)
• David says that if we just sit back, make things as fundamental as possible, and execute 100% on it, we’re going to write more business. (20:11)
• Kyle explains why he’s looking for low dollar indemnity claims. (22:44)
• David explains why we need to make sure that agents understand or validate every single step of the process. (29:00)
• A lot of David’s friends that own agencies are talking about how they’re getting hammered because of COVID. (31:03)

Tweetable Quotes:

• “If you guys take the information that we have given you in this podcast, and you just dissect it, study it, and execute on it. You’re gonna kill it absolutely.” – David Carothers
• “When we’re meeting with somebody, or even if you’re just on a first appointment with a gatekeeper we want to create enough doubt or buzz, to get past the objection and get these people to start thinking the way you want them to think.”  – David Carothers
• “All this all of this stuff is super simple that anybody can do, you don’t have to be an expert to make this happen. It’s simple sales 101.” – Kyle Houck

Resources Mentioned :

• The Power Producer’s Podcast
• David Carothers LinkedIn
• Kyle Houck LinkedIn
• Killing Commercial Insurance
• Florida Risk Partners