Overcoming Call Reluctance
Facebook
Twitter
LinkedIn

In this episode of the Power Producers Shoptalk, David Carothers addresses the pervasive issue of call reluctance among commercial insurance producers. He explores the psychological, environmental, and personal factors contributing to this hesitation and provides actionable strategies to overcome it. David emphasizes the importance of maintaining confidence, avoiding perfectionism, and adopting a proactive mindset to improve sales performance. He also highlights the role of visualization, self-assessment, and stress management techniques in building resilience and effectiveness in cold calling. 

David encourages producers to create supportive work environments and utilize tools like CRMs and call recordings to refine their approach. He stresses the importance of setting realistic goals, following structured routines, and continuously reflecting on and improving their techniques. Throughout the episode, David underscores that addressing call reluctance is crucial for long-term success in the industry. 

 

Key Points:

  • Call Reluctance Defined: An irrational fear or hesitation to make sales calls, often rooted in psychological, environmental, and personal factors.
  • Fear of Rejection: Producers often avoid calls due to fear of being told “no.” Reframing questions to get a “no” response can empower the prospect and keep the conversation going.
  • Lack of Confidence: Confidence issues can be perceived by prospects, especially gatekeepers. Sounding self-assured improves chances of getting through.
  • Perfectionism: Trying to be perfect before making calls leads to procrastination. It’s better to act and improve with each call than to over-prepare.
  • Reflection and Feedback: Regularly review call recordings to analyze performance, and seek feedback from peers or supervisors for improvement.
  • Stress Management: Managing stress and maintaining work-life balance is key to avoiding burnout and giving your best to clients.
  • Practical Tips: Use visualization, set specific call goals, schedule dedicated call times, and leverage CRM tools for tracking and improving performance.
  • Take Action: Address call reluctance by diagnosing the issue, setting goals, and using supportive systems like coaching and role-playing.

 

Connect with:

Visit Websites:

 

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

Kyle Houck

Risk

From Policies to Profitability: How Strategic Risk Consulting Can Transform Middle Market Insurance Production – A Conversation with Doug Benz

Middle market producers often believe that bigger accounts come from quoting better, faster, or cheaper. But in reality, the leap from writing $5,000 policies to closing $1.2 million in premium starts with a different mindset. It starts with consulting over quoting. That’s exactly the story that unfolded at Producers in Paradise when Doug Benz shared how he landed the largest account of his career—not by selling insurance, but by solving problems no one else could.

This post breaks down the step-by-step strategy Doug and his mentor David Carothers used to win a high-stakes, complex account through total cost of risk analysis, claims data visibility, and certificate compliance solutions. If you’re a commercial producer trying to break into the middle market, this blueprint is for you.

Read More »
Risk

From InsurTech to Relationship-Driven Risk Management: Lessons for Modern Insurance Producers – A Conversation with Brett Fulmer

In a constantly evolving insurance landscape, commercial producers are being forced to adapt—quickly. Between InsurTech advancements, shifting market conditions, and increasing client expectations, producers must learn how to balance innovation with deep relationship-building and technical risk expertise. On a recent episode of the Power Producers Podcast, industry veteran David Carothers sat down with Brett Fulmer, principal at Newport Beach Insurance Center, to talk about navigating these dynamics with authenticity and strategy. What followed was a roadmap for producers who want to succeed in today’s middle market.

Read More »
Insurance

How Successful Insurance Producers Can Stay Grounded, Build Respect, and Avoid the Arrogance Trap

In the commercial insurance industry, success can come fast—especially for driven producers who are focused on the middle market. The money starts coming in, the book grows, and you find yourself standing in rooms where you once only dreamed of being. But with that success comes a subtle trap—one that’s caught more than a few top producers off guard: arrogance.

It’s not always loud or obvious. Sometimes, it’s the silent erosion of empathy. Other times, it’s the misplaced belief that your way is the only way. In this post, I want to explore how insurance producers can stay grounded even as their careers take off, how they can build respect by honoring where they came from, and how to avoid becoming the very kind of producer people whisper about after conferences for all the wrong reasons.

Read More »
Killing Commercial Login