In this episode of Power Producers Shoptalk, David Carothers breaks down his top strategies for engaging contractors effectively. Drawing from real-world experience, David shares the key questions and approaches he uses to understand contractors’ needs and build trust. He emphasizes the importance of uncovering pain points related to certificates of insurance and audits, providing actionable insights on how producers can leverage these moments to win new business and strengthen client relationships.
David recommends asking about the certificate process and past audits to reveal pain points and spark meaningful conversations.
He shares how using a self-service certificate portal empowers clients and boosts efficiency.
David emphasizes attending audits to reassure clients and gain insights that improve service.
Learning from auditors helps producers identify client needs and adjust strategies.
David advises tracking payroll data to prepare clients for audits and potential adjustments.
He highlights the importance of realistic revenue projections and swing endorsements to prevent financial issues.
David concludes that these strategies help producers win business and deliver exceptional client service in a hard market.
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