In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Stephen Sedlak. David, Kyle, and Stephen discuss strategies for making connections, boosting your credibility, and how to have productive meetings with your clients.   

Episode Highlights:

  • David shares that Christian DeLozier is now officially in Killing Commercial. (1:16)
  • David talks about his phone conversation with the new member of Power Producer Mastermind. (5:57)
  • David explains that he struggles to poke holes in smaller accounts since he doesn’t know the players as much as he does in the middle market. (8:32)
  • David mentions that he hasn’t done anything based on renewal cycles for a long time. (11:34)
  • David explains that your skillset must adjust to the account size. (20:06)
  • Stephen mentions that If you can get clients to talk a little bit more, and you know it’s likely to be an area where they have a problem, that appointment will go 10 times better than simply rattling off questions and having them answer them. (22:00)
  • David believes that one of his talents is that he can go in and collect all of the information he needs from someone simply by talking to them. (22:27)
  • Kyle mentions that he lays out the things he wants to discuss with a customer before speaking with them. (23:16)
  • Kyle explains how name-dropping boosts credibility. (25:06)
  • David explains the significance of making connections with other people, especially while at a networking event. (29:41)

Tweetable Quotes:

  • “The very first thing I do is I put the summary of coverages in the premium page in the very front of the binder. It’s the first page I talk about because I know for a fact that if I don’t hit that first the whole time I’m talking they’re either going to be rude and disrespectful and thumbing through my binder looking for it and not listening to me.” – David Carothers
  • “One of the things I bring to the table is to help you avoid the mistakes that some of my other clients have made because I’ve been with them as they’ve grown through that process.” – David Carothers
  • “If you can start that those questions off to where they’re starting to talk a little bit more and because you know that’s probably going to be an area where they’re going to have an issue that appointment is going to go 10 times better than you just rattling off a bunch of questions and having them answer them.” – Stephen Sedlak

Resources Mentioned:

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

Kyle Houck