The Paskins Sessions 3 | Shoptalk Series, Episode #139


In this episode of The Power Producers Podcast, David Carothers and Bob Paskins continue their discussion, focusing on the transition from prospect to presentation. They delve into essential strategies and levers to employ during this phase to secure the client’s interest and commitment.

Key Topics:

  • Leveraging three key aspects: program advantages, service benefits, and relationship value
  • Identifying problems with the client’s current coverage or program to highlight areas of improvement
  • Emphasizing service quality and addressing any past service deficiencies experienced by the client
  • Exploring the relational aspect by evaluating the effectiveness of previous interactions with the client’s current provider
  • Initiating conversations about costs versus premiums to shift focus away from price and towards overall risk management
  • The comprehensive value proposition and investment potential of the proposed insurance solution
  • The importance of understanding the client’s needs and presenting tailored solutions to address them effectively

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David Carothers

Kyle Houck

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