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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to overcome a producer in the middle market and the significance of understanding perception.

Episode Highlights:

  • David mentions the form that he uses every time he conducts an interview. (3:18)
  • How does David present the forms in a way that they wouldn’t feel hesitant? (4:04)
  • David shares why being unaware of the information is one of the biggest traps that anyone runs into. (6:30)
  • David mentions where he would see a big point of contention, and it’s something everybody should be mindful of. (8:10)
  • What was one of the things that David does for all of his accounts of any size, when it comes to audit? (11:18)
  • David mentions the huge issue that you have to handle when dealing with safety people and risk managers. (13:32)
  • David shares the value of perception. (14:34)
  • What kind of feedback did David receive when he presented that information to the decision-makers? (16:52)

Tweetable Quotes:

  • “If you do the assessment the correct way, and you average everything out, you can come up with a pretty good game plan for how you have to deliver the message of what you think your performance looks like. Then once you do that, you can craft how you’re going to go about it.” – David Carothers
  • “I’ve got a CRM that’s going to show every single communication that we’ve had with date, time stamps, recorded phone calls, and everything. If you’re gonna play that game, you better pick a better dance partner than me because it’s just not gonna work.” – David Carothers
  • “You have to make sure you understand who your allies are in the company, and who aren’t. Because you can end up getting displaced really quickly if you’re not careful, and I’m not foolish enough to think that I’m completely immune to that because I’m not. But I’m not gonna go out without a fight.” – David Carothers

Resources Mentioned:


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

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