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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck continue to interview Peter MacDonald, Co-founder & CEO at Wunderite for part two of the four-part series called “The MacDonald Sessions.” In this session, Peter shares how to discuss broker selection with your clients.  

Episode Highlights:

  • David explains that they always educate every single one of their clients regarding broker selection. (4:01)
  • Peter shares what broker selection means and explains how it works by using Amazon as an example. (7:53)
  • David shares that some clients do not understand their reputation in the insurance marketplace. (9:56)
  • Peter explains how he would explain broker selection to his clients in a way that they would be able to understand. (12:42)
  • Peter explains situations where clients may find themselves in an inaccurate comparison. (14:55)
  • Peter explains that when people are competing for your business, there needs to be a strategy behind how you’re approaching the marketplace. (17:34)
  • Peter shares what will put the broker in the strongest position to do the best representation for clients and prospects. (20:14)

Tweetable Quotes:

  • “At the end of the day, nobody has a college course, nobody has a high school class that says how to procure business insurance for your company. It just doesn’t exist, right? Our industry is who taught people how to buy insurance.” – David Carothers
  • “What can you do to sharpen your pencil that’s going to put the broker in the strongest position to do the best representation for the clients and prospects you’re working with.” – Peter MacDonald
  • “There might be markets that you know, you don’t have the ability to quote, and so you have to recognize that as well.” – Peter MacDonald

Resources Mentioned:

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

Kyle Houck