In this episode of Shoptalk, David Carothers emphasizes the importance of prospecting in the current busy market, highlighting how neglecting it can lead to a lack of organic opportunities in the pipeline. He argues that prospecting should never be abandoned, even when inbound leads are abundant, to ensure agencies are writing the types of policies they want and can control their direct carriers.
Key Points:
Importance of prospecting in insurance sales despite busy periods
Prioritizing inbound vs outbound leads in insurance agencies
Fishing and the importance of efficient prospecting in the hard market
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