In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Clayton Wood, CFP®, Managing Partner at C. B. Wood Financial. Clayton shares cold calling strategies that have worked for him and discusses the current landscape of self-funding and healthcare benefits. 

Episode Highlights:

  • Clayton shares his background, how he started in benefits, and where he is today. (2:44)
  • Clayton mentions the reason he switched careers and left the corporate world. (7:00)
  • Clayton shares his process of being able to get the numbers that he wants in terms of cold calling. (12:20)
  • Clayton mentions that you need to make a difference in your cold-calling, the second you’re there. (18:23)
  • Clayton believes the reason sales, cold calling, and content marketing are tough, is that it is can be demeaning. (25:39)
  • Clayton shares how he opens the call, how handles it, and how he closes it, he also shares the average time he can save someone. (27:43)
  • Clayton mentions that people always have to critique and try to change what they’re doing to make it most efficient. (32:21)
  • Clayton discusses the landscape of self-funding right now. (42:43)
  • Clayton gives three bullet points to determine that who you are speaking with is a good lead. (46:22)

Tweetable Quotes:

  • “I couldn’t stand being able to or having to make the same money as the person on my left and the right and work 10 times harder and put in more hours and it just drove me nuts.” – Clayton Wood
  • “I think one thing that makes sales and cold calling and content marketing so tough, is it’s demeaning.” – Clayton Wood
  • “I always tell myself, sales is a roller coaster, you know, whenever you have your darkest day is when you close the biggest business.” – Clayton Wood 

Resources Mentioned:

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

Kyle Houck