In this episode of Shop Talk, David Carothers dives deep into strategic planning for the fourth quarter. Usually, the Power Producers podcast focuses on refining and redefining sales strategies, but in this session, David shifts gears. Drawing from a recent, impactful call with the Killing Commercial community, he shares crucial insights tailored to help sales professionals gear up for a successful Q4. This episode is part of a focused series aimed at maximizing end-of-year performance.
Emphasizes the importance of early preparation for the fourth quarter, advising sales professionals to begin prospecting now for October, November, and December. Highlights the risks of waiting until the last minute, which can lead to missed opportunities.
Stresses the need for specificity in goal setting, such as defining income targets and understanding commission splits. Encourages setting SMART goals—specific, measurable, achievable, relevant, and time-bound—to ensure all actions align with long-term objectives.
Advocates for using tools like NCCI for targeted prospecting and creating a daily call list. Advises monitoring personal results and adjusting strategies based on what’s working, rather than sticking to traditional methods that may not be effective for everyone.
Highlights the importance of cross-selling and ensuring that clients are offered all necessary coverages, such as cyber insurance, to avoid liability. Advises educating clients on the risks and benefits of different coverages and documenting rejections to protect against future claims.
Encourages leveraging existing client relationships to ask for referrals, especially in Q4. Advises being specific when asking for referrals and tailoring the ask to ensure high-quality leads.
Connect with:
Visit Websites:
In a hard market defined by razor-thin margins, rising premiums, and fierce competition, commercial insurance producers are constantly looking for ways to stand out. One of the most overlooked—and yet most powerful—strategies is to lead with workers’ compensation insurance.
Middle market producers are constantly seeking new ways to break through crowded spaces, win high-value accounts, and deliver lasting value to their clients. Yet, many
The insurance industry is undergoing a generational shift that can no longer be ignored. Between the rise of InsurTech, the acceleration of remote work, and
The Hidden Risk in Business Ownership Structures Commercial insurance producers working in the middle market space often pride themselves on providing risk management guidance beyond
When most insurance professionals talk to clients, the focus is on premiums, policy limits, and deductibles. But what if we’ve been missing the bigger picture
In the world of commercial insurance, few tools are as misunderstood—or as underutilized—as the valuation date in a workers’ compensation policy. Yet understanding this single
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
