How to Defer Gracefully

Power Producers Podcast

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the different stages a company goes through in the buyer’s journey and the new business appointment they had.

Episode Highlights:

• David mentions his visit to Brunswick, Georgia. (1:26)
• David shares a story about the new business appointment he had. (3:07)
• What would David’s approach be if the client’s mod was jacked with the renewal coming out? (14:11)
• David shares one of the things that the client said to him. (13:34)
• David gives a piece of advice. (20:14)

Tweetable Quotes:

• “You have to understand something fellas. When we sell, it's not based on the policies or on the insurance. There are times that I go in a month after renewal, there are times that I go in a month before renewal. It's really whenever I have the ability to engage.” - David Carothers
• “I think sometimes I take it for granted how much experience has taught me. I’m not the smartest dude in the world, I can just recognize things because I've been in so many situations over my time, in the industry.” - David Carothers
• “The level of patience that you have to have at 50 grand in revenue is completely different than the level of patience you have to have at five or 10. So I am 100% confident that I will write this account. I'm 100% confident that I will do it on their timeline, and I'm also 100% confident that I will be compliant with their request to do it on their timeline.” - David Carothers

Resources Mentioned:

• David Carothers LinkedIn
• Kyle Houck LinkedIn
• Florida Risk Partners
• The Extra 2 Minutes