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.
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.
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.
Successful salespeople don’t push products—they shift mindsets. Instead of focusing on price, they educate and guide prospects toward long-term solutions.
Alan emphasizes that confidence in sales starts with belief in what you sell. When you have conviction in your value, persuasion comes naturally.
David warns that many producers fail because they don’t consistently prospect. A strong pipeline prevents reliance on hard market conditions for success.
Many sales teams underperform due to weak leadership, not lack of effort. Sales managers should focus on impact, not just numbers.
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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Group captives have become one of the hottest topics in commercial insurance over the last several years, especially as we navigate one of the hardest
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