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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the winning situations in their career, the challenges they have experienced, and what they have learned from it.

Episode Highlights:

  • Kyle shares the best win situations in his career. (4:04)
  • Kyle talks about another situation where they had to use all of the resources that they have. (7:29)
  • Kyle says that when he thinks of a win, it is the overall process and the battles that he had to win in order to get in front of the right person and get the deal done. (10:47)
  • David says that one of the bloodiest battles he has been was the whole process of getting the account of a large solar contractor. (11:26)
  • David shares why he will never pre-qualify an appointment again. (23:54)
  • David talks about the flight simulator manufacturer account he wrote 17 years ago. (27:22)
  • David says that you don’t need to have a Master’s or a Doctorate in loss control to get a deal done. (30:06)

Key Quotes:

  • “No dollar amount is gonna change my opinion, even though you were completely unqualified. I would still keep my word to you.” – David Carothers
  • “This is not just about insurance, walk around, touch and feel what you’re going to try to ensure. Make sure you understand the risks, ask questions, notice things. You don’t have to have a Master’s or a doctorate in loss control to do that.” – David Carothers
  • “Don’t ever prequalify an appointment, you’ve already got a booked appointment, show up for it. If nothing else, you had an opportunity to practice your game.” – David Carothers

Resources Mentioned:

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