In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Josh Gurley. They discuss what a wedge is all about and how you frame it.

Episode Highlights:

  • David shares one of the wedges that he always looks for about worker’s comp. (5:38)
  • David shares one of the things he wants to make sure that they cover as they bring up different wedges that they can utilize at the point of sale. (8:42)
  • Josh shares his thoughts on worker’s comp in Florida. (9:11)
  • Josh explains the difference between a net reporting of claims and a gross reporting of claims. (11:19)
  • David shares why you need to communicate at a sixth-grade level when talking to your prospect and clients. (15:57)
  • How does Josh frame his wedges? (16:44)
  • Josh mentions one of the things they work on with their clients. (17:18)
  • Kyle mentions one of the programs they utilize that’s a bit in line with the workers’ comp. (20:42)

Tweetable Quotes:

  • “It’s all about formulating a plan around the rules that are available. So, when you have a lot of states that have the experience writing, there’s a ton of stuff out there” – Josh Gurley
  • “You can run a report and see what your mod would have been, had those deductibles been applied. A lot of times it can make a significant impact on somebody’s premium.” – Josh Gurley
  • “Doing your job is kind of like getting married. Once you ask somebody to get married to you, you should already know the answer before you’re going to ask. The way that I like to frame it is just when I see that I’ve already run it through the software.” – Josh Gurley

Resources Mentioned:

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

Kyle Houck