In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Josh Gurley. They chat about why it’s important to recognize the benefits of having a niche and how to develop one.

Episode Highlights:

  • Josh clarifies the difference between having a niche and having an ideal prospect. (2:36)
  • Josh recalls the first account they worked on and how they progressed from there. (8:10)
  • What advice does Josh have for those who are just starting out in a certain niche? (10:45)
  • Josh mentions that within the first two years of their agency’s existence, it was voted affiliate member of the year. (11:04)
  • Josh says that trade shows were their number one way of getting new business up until COVID. (16:58)
  • Josh recounts one of Andrew’s most memorable accomplishments from a few years ago. (21:35)

Tweetable Quotes:

  • “I’ve gotten more business off of just giving away free information to people than you could ever believe.” – Josh Gurley
  • “If you don’t have to reinvent the wheel every time, you don’t have to have your account managers do different things. It’s not brand new, you’re not having to figure out who the markets are.” – Josh Gurley
  • “If you take what we’ve done in the niche, and that’s not all that we do, right? I mean, that’s probably 30% to 40% of what we do. But if you take what has been done in the niche, and you take the business that has been written out of there, it’s well over a million dollars in five years.” – Josh Gurley

Resources Mentioned:

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

Kyle Houck