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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about claims that have had an impact on their careers and personal lives as well.

Episode Highlights:

  • Kyle mentions that David has more experience in claims than him. (1:38)
  • David mentions that he will be sharing three of his personal experiences about claims. (1:51)
  • David shares that personally and in his career, claims have shifted his thought process and made him look at things a little bit differently. (2:05)
  • David talks about the day he went to Key West for Father’s Day, four years ago. (2:10)
  • David shares that this is one of the scenarios you get when a CIC instructor gets up and gives you claims scenarios because it’s got a lot of layers to it. (4:07)
  • David mentions the first time in his career that he had a death claim. (5:16)
  • David explains what bothered him about a company. (5:32)
  • David shares a story that speaks more to the risk management approach. (10:06)
  • David shares an experience that made him realize the significance of having a buy-in from the top down anytime you’re going to try and drive change in a company. (15:50)
  • David shares that their philosophy is they want to reinforce positive behavior and redirect negative behavior. (16:07)
  • David mentions a management leadership book entitled Whale Done!: The Power of Positive Relationships by Ken Blanchard. (16:36)
  • David talks about a client who manufactured personal care products for institutional use. (19:58)
  • David mentions the two moral lessons. (25:44)
  • David explains the importance of having your everything on file for your clients, particularly signed proposals. (26:20)
  • Kyle shares that they always tell their clients that it’s all about proper documentation. (26:47)

Tweetable Quotes:

  • “We tell our clients all the time, that it’s all about documentation…There’s no reason why we shouldn’t be doing it ourselves.” – Kyle Houck
  • “If somebody is doing the right thing, we want them to replicate that and we want to catch them doing the right thing. If they’re doing the wrong thing, we want to acknowledge that we see them doing the wrong thing, but maybe do a quick retrain, redirect, and get them back on to the right track.” – David Carothers
  • “Make sure that your clients are signing proposals. If you’re having exclusions or they’re rejecting coverage, make sure that there’s forms drafted around that as well, because it’s really important that you have those things on file.” – David Carothers

Resources Mentioned:

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