In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how important it is to solve problems instead of selling a product because as prospects share information, the higher the chances are of being able to close a sale. 

Episode Highlights:

David mentions that he’s beginning to believe that many agents do not understand how to identify and solve problems their prospects have. (3:37) 

David explains how to increase your ability to close a sale by identifying the problems that you could solve for prospects instead of simply selling an insurance product. (9:27)


David mentions that it is important to have an outline to avoid any complications and misunderstandings. (11:56)


David explains that if you’re not getting the support you need from your agency, then you should go work for a different agency. (16:11)


Kyle talks about how agents can lead their prospects down the path of discovery by dictating the line of questioning. (21:34)


Kyle explains that explaining too much about the technical side of things to the prospect can make them feel overwhelmed. (24:07)


David shares one of the mass marketing videos that he finds to be very effective. (25:06)


David and Kyle explain how important it is to always follow up with your prospects, as it is very rare to have a sale on the initial pitch. (28:00)



Tweetable Quotes:

"If you're not getting that kind of support, go work for a different agency. You know, I mean, I hate to say that, but that's number one." - David Carothers

"I think people have a hard time identifying how to figure out the problems. And the thing is, part of the issue is, the only solution has been to sell them insurance right?" - David Carothers 

"So many times we talk about it, we beat it to death about how people are worried about selling a product instead of solving a problem." - David Carothers


Resources Mentioned:

David Carothers

Kyle Houck

Florida Risk Partners

The Extra 2 Minutes