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In this episode of The Power Producers Podcast, host David Carothers is joined by Josh Gurley. They discuss commercial insurance sales and the biggest mistakes that people make in their business.

Episode Highlights:

  • Josh mentions the main mistake that most producers make. (2:45)
  • Josh shares why getting your competition fired is the most significant action that most producers fail to do. (3:29)
  • David mentions how he prepares for a new business meeting. (12:42)
  • Josh shares that if the producer talks more than the client, the producer will fail. (16:06)
  • Josh mentions what he would tell his clients when having a conversation with them. (16:44)
  • David shares why a relationship builds over time and a relationship is not built to get the business. (18:01)
  • David explains the reason why some people don’t confidently and immediately discuss their own company. (23:44)
  • Josh shares what he does to get the competition fired. (25:17)

Tweetable Quotes:

  • “We spend so much of our time trying to get hired. We talk about all the benefits and how great we are. We fail to do what I think is the very most important thing which is getting your competition fired.” – Josh Gurley
  • “I want a company that’s looking to grow.  Not want to hang here for a few years, and then maybe we’ll push the needle. No, I want people who push the needle every day because I push the needle every day.” – David Carothers
  • “Don’t ever present to anybody that can’t make the decision. Nobody can present better than you can. If you’re not talking to the gatekeeper and the gatekeepers get all the information, then you go present it to the gatekeeper and you don’t get the deal, don’t be surprised.” – Josh Gurley

Resources Mentioned:

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

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