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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the significance of understanding how prospecting fits in the sales process and share some tricks of the trade.

Episode Highlights:

  • David explains why this episode is beneficial to everyone. (1:35)
  • Kyle mentions that you can acquire a vast majority of business through referrals. (2:44)
  • David talks about his paperwork for Chubb. (2:51)
  • David shares that the past two years of his career have been ridiculous. (3:38)
  • David mentions that he loved the strategy of prospecting and building the pipeline. (4:48)
  • David explains his thoughts when attending a new business appointment. (5:35)
  • David shares that he’s very interested in writing about building a prospect database. (6:18)
  • David shares one of his favorite tricks. (8:38)
  • David shares the people’s impression of being in sales. (10:08)
  • Kyle explains the significance of gathering information on the front-end. (13:00)
  • David talks about the conspiracy theory about COVID testing. (15:28)
  • David thinks that the reason why clients come across sales agents is because of their lack of patience. (18:33)
  • What is Kyle’s favorite resource or tool in the prospecting piece? (21:01)
  • Kyle talks about the workers’ compensation mod. (21:30)
  • David says that knowing the carriers and the methods in sharing their programs is relevant. (25:02)

Tweetable Quotes:

  • “You don’t have to put a hard sell on anybody if you take the time to educate them appropriately.”  – David Carothers
  • “Just be yourself from the beginning. You’re going to attract those who are attracted to you and you’re going to repel those who aren’t.” – David Carothers
  • As you’re doing your research, figure out who it is that you want to go after and what they look like, not just the types of business, but size, what kind of culture you want them to have.” – Kyle Houck

Resources Mentioned:

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

Extra 2 Minutes