The Ant and the Grasshopper | Shoptalk Series, Episode #125


In this episode of The Power Producers Podcast, David Carothers gives listeners a sneak peek into the upcoming Producers in Paradise event, emphasizing its unique offerings this year and unpacks the enduring wisdom of “The Ant and the Grasshopper,” spotlighting its relevance to the world of producers.

Episode Highlights:

  • David discusses the story of “The Ant and the Grasshopper” as a way to show how important it is to be ready and focused in a tough market. (2:56)
  • David explains that the insurance industry is cyclical, just like the changing seasons, and it’s crucial to prepare and equip yourself for the upcoming hard market to thrive and succeed. (8:18)
  • David mentions that underwriters are now looking beyond terms and pricing and focusing on the financial solvency and execution of risk management programs. (10:39)
  • David explains that focusing on the total cost of risk and educating clients on its impact is more beneficial than solely focusing on price in a hard market. (13:06)
  • David emphasizes the significance of proactive action and investment in order to thrive in a hard market. (15:38)
  • David mentions that investing should be approached with a long-term mindset, rather than expecting immediate returns. (16:46)

Tweetable Quotes:

  • “When you focus on price in premium, you can’t really focus on cost because you’re only focusing on one portion of the total cost of risk. But if you’ve taken the time to educate your clients and educate your prospects on what total cost of risk really means and how it affects them, cost is a much better thing for you to discuss in a hard market. ” – David Carothers
  • “I challenge you in this hard market, because right now, you can’t fix what you didn’t do six months ago, or a year ago, but what you can do is you can start taking it seriously. And you can get yourself ready because it’s coming again. Start the habits that you don’t have today. It all starts with the first time” – David Carothers
  • “Daily wins, win long-term battles and wars, but you got to start somewhere. So make yourself a commitment that you’re going to start today. And most importantly, when you do, be the ant.” – David Carothers

Resources Mentioned:

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

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David Carothers

Kyle Houck

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