In this episode of Shoptalk,
David Carothers continued his exploration of total cost of risk, focusing on how producers can integrate it into their sales cadence without overhauling existing approaches. He explained that introducing total cost of risk doesn’t mean abandoning transactional sales calls but supplementing them with deeper, long-term risk assessments.
David emphasized how asking the right discovery questions and sharing stories of past success can demonstrate value and build trust. This episode also touched on a key shift: moving from being just another vendor to becoming a trusted advisor who proactively identifies risks and delivers solutions.
Key points:
Total Cost of Risk and Sales Cadence
David stresses that integrating total cost of risk into your sales process doesn’t mean overhauling everything. It means supplementing your cadence with conversations that consider the full scope of risk, allowing you to prospect year-round instead of focusing only on renewal periods. It’s okay to make transactional calls, but be ready to pivot into more consultative discussions when the opportunity arises.
Building Trust Without Saying “What Makes You Different”
David advocates for asking open-ended questions like, “What claims frustrate you?” or “What unexpected expenses have you encountered?” He explains that the stories you tell, not the “I’m different because…” statements, are what truly set you apart. Sharing specific examples from past experiences builds credibility and positions you as a valuable partner in their business operations.
Creating a Holistic Service Team for Your Clients
David discussed how he rebranded Florida Risk’s value proposition with a team approach that brings together wealth management, cybersecurity, and business coaching to protect margins and ensure long-term financial health for clients. He explained how this multidisciplinary team addresses total cost of risk by covering areas outside of traditional insurance, giving clients comprehensive protection.
How Operational Efficiency Translates to Cost Savings
David shared a real-world example of how a service contractor client saved over $100,000 by addressing issues in their experience mod and shifting to a total cost of risk approach. By understanding the client’s operations deeply, David was able to identify inefficiencies and help reduce operational risk, showcasing how comprehensive risk management directly impacts profitability.
Shifting the Mindset from Transactional to Advisory
David emphasized the importance of thinking beyond price and focusing on the value you bring as a trusted advisor. By consistently asking the right questions and identifying hidden risks, producers can differentiate themselves, retain clients longer, and position themselves as integral to the client’s success—not just their insurance provider.
The Power of Proactive Communication
David urges producers to be proactive in communicating with clients, especially when it comes to identifying and mitigating risks that can affect the client’s bottom line. He encourages producers to book time with experts to troubleshoot roadblocks and deepen their understanding of total cost of risk, positioning themselves as go-to advisors.
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