Transforming Vehicle Warranties: How Insurance Agents Can Unlock New Revenue Streams
January 14, 2026
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Last Updated on: February 18, 2025
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It’s More Than a Job with Alan Versteeg, Episode #357
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In this episode of Power Producers, David Carothers sits down with Alan Versteeg from Growth Matters International, bringing in fresh perspectives on sales from outside the insurance industry. Some of the best sales strategies come from those who aren’t in the daily grind, and Alan delivers just new ideas, different approaches, and a mindset shift that can elevate any producer’s book of business.
Key Points:
Sales is a Profession, not a Job
Alan shares how his early failures in sales came from treating it as a job rather than a craft. Success came when he started studying sales as a profession, starting with psychology.
Great Salespeople Don’t Always Make Great Leaders
David and Alan discuss the mistake of promoting top sales producers into leadership roles without proper training. Sales leadership requires an entirely different skill set.
Sell Perspectives, Not Just Products
Successful salespeople don’t push products—they shift mindsets. Instead of focusing on price, they educate and guide prospects toward long-term solutions.
Conviction Drives Sales Success
Alan emphasizes that confidence in sales starts with belief in what you sell. When you have conviction in your value, persuasion comes naturally.
The Pipeline Problem
David warns that many producers fail because they don’t consistently prospect. A strong pipeline prevents reliance on hard market conditions for success.
Sales Leadership is the Missing Link
Many sales teams underperform due to weak leadership, not lack of effort. Sales managers should focus on impact, not just numbers.
Final Takeaway
Sales isn’t about transactions—it’s about trust, conviction, and long-term impact. Treat it like a profession, invest in leadership, and success will follow.
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Kyle Houck
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