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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to use a financial discussion with your client or your prospect to make your point and drive the wedge. 

Episode Highlights:

  • David shares a place where you can learn and collaborate with other agents in the Power Producers Mastermind. (1:16)
  • David recalls an experience with a plumbing contractor. (04:58)
  • David explains that if you can assume a revenue threshold, and assume a profit margin on a company, it can create opportunities for conversation. (11:27)
  • David shares that most high mod companies would pay for the total cost risk. (13:42)
  • David and Kyle share their experiences in math and calculus back in the day. (14:21)
  • David explains that operational discussion or working operations with your client and not focusing on the insurance is what separates you from the others. (16:17)
  • David shares how he was able to help a hotel business to be able to have better efficiency. (19:23) 
  • David explains that the right clients and prospects find interested people interesting. (22:12)

Tweetable Quotes:

  • “If you can go in and assume a revenue threshold, and assume a profit margin on a company, that opens the door for you to have some pretty interesting conversations.” – David Carothers
  • “In most cases, if you go into a company that’s a high mod company, you’re going to find that they’re working three or four months a year just to pay for the total cost of risk.” – David Carothers
  • “The right clients and prospects find interested people interesting, period. It’s a proven fact if you’re interested in them, they’re going to be interested in you and what you’re doing.” – David Carothers

Resources Mentioned:

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

Kyle Houck