Explain This Book To Me

In the third and final episode of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone concludes his discussion with the co-author of the book Best Version Possible, Brent Kelly. They discuss chapters 9-11 of BVP and learn how to define your PODs, what accountability and leadership look like, and answer the question Why Not You? To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP. Episode Highlights: Brent explains the distinction between a unique selling concept and a unique sales strategy. (3:56) Brent answers the three questions that are asked in the Law of Compensation. (10:49) Brent shares a story from their Elite Sales Mastery program called the Elite 50 (25:45) Brent outlines some of the open-ended questions an agent should ask clients to get them to start a new file with your firm. (28:29) Brent discusses the foundation of the pyramid of success and its objective of inspiring individuals. (38:51) Brent discusses his insights on how being a great salesperson translates to becoming a successful agency owner. (42:34) Brent offers his recommendations on what Producers should be reporting to their Sales Leaders in their monthly meetings. (46:20) Brent discusses how leaders can multiply the skills of their team members. (51:01) Brent goes over what he would say to an agency if they were to ask why they need his organization to help them attain absolute freedom. (55:04) Key Quotes: “I'm less worried about title, and more worried about the impact, and how we actually tell those stories and create value in the marketplace. Not because it was on our business card, it's because how we're perceived and how we approach things.” - Brent Kelly “You could have every strategy and tactic in the world and do things really well, at least of what you think. But if people aren't going to do those things that agreed to it, doesn't matter.” - Brent Kelly “Going further is different than just going faster. And people have to understand that right? You might know exactly what you need to do. But the question is, Who are you going to take with you?” - Brent Kelly Resources Mentioned: Brent Kelly LinkedIn Sitkins Group, Inc.  Best Version Possible Documentary Best Version Possible Insurance Coach Josh Lipstone Explain This Book to Me

In the second episode of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone has the honor of sitting down with the co-author of the book Best Version Possible, Roger Sitkins. They discuss chapters 5-8 of BVP and learn about overcoming team members' objections, how to narrow it down to one thing, how to turn your team members into a high-performing team, and making sure your FIC pipeline is overflowing. To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP. Episode Highlights: Roger mentions a few of his favorite books. (1:40) Roger shares that nurture was a stronger contributor to the person he is today. (3:12) Roger talks about the importance of workplace culture and getting buy-in from your team. (4:56) Roger shares that the Sitkins Group has three steps to help tackle seven different initiatives all at once. (10:46) Roger talks about the four important parts of an agency's improvement cycle. (15:21) Roger shares that, often time, producers are not separating the roles of sales and service. (21:43) Roger provides the differences between activity-based versus result-based tasks. (24:21) Roger walks the loyal readers through the ideal way to complete the Sunday evening review. (31:48) Roger shares how many niches he thinks producers and agencies should have. (41:49) Roger explains the importance of measuring the spread per employee. (48:00) Roger discusses good conversion ratios, good closing ratios, and the difference between those two. (51:40) Key Quotes: "Competition to me, is a combination of services, coverages, and pricing, not just pricing." - Roger Sitkins "We have to define culture, and in our world culture is the language and behaviors that are normal. And some agencies have very specific goals, very specific critical success factors. They're always talking about them. And they literally speak the same language." - Roger Sitkins "It's not like in the old days, when the boss would just walk in and say, here's what we're going to do. And it was a dictatorship. In today's world, you want people to buy in, and we find the best way to get people to buy in, is if they understand where the agency is going." - Roger Sitkins Resources Mentioned: Roger Sitkins LinkedIn Sitkins Group, Inc.  Best Version Possible Documentary Best Version Possible Insurance Coach Josh Lipstone Explain This Book to Me

In the first episode of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone begins his discussion with the co-author of the book Best Version Possible, Brent Kelly. They discuss chapters 1-4 of BVP and learn about how much money an agency owner can leave on the table when they go to sell, the seven deadly traps to avoid, how to gain clarity as an agency owner, and becoming your best version possible. To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP. Episode Highlights: Brent shares that he likes both books and e-books, and his favorite book is 15 Invaluable Laws of Growth by John Maxwell. (2:20) Brent shares that both nature and nurture made him the person he is today. (3:30) Brent explains the quote at the beginning of his book and what it meant to him. (5:03) Brent shares the tale of two owners and the path that each chose. (7:20) Brent shares a reference to a chapter he wrote in the book regarding EBITDA. (10:38) Brent shares how insurance agents are supposed to stand out and come up with their own unique sales approach. (16:53) Brent agrees that the trap of part time clients is the largest trap but also one of the easiest to get out of at the same time. (22:15) Brent elaborates on the trap that he sees most agencies start to tackle first and how they can begin dealing with it. (24:37) Brent shares his memories of the beginning of the broke grow program. (28:29) Brent shares his insights of being a therapist or psychologist for his clients. (33:37) Brent shares about the four different versions of the book, the Best Version Possible. (39:32) Tweetable Quotes: "You've got to have a level of awareness of ‘Am I on the right path here?' And sometimes you don't even know it until you talk to other people, whether it's peers or coaches." - Brent Kelly "There is certain God-given wiring that we have. I think it's up to us to figure out what our strengths are in that wiring and then maximize the heck out of it through nurturing our environment." - Brent Kelly "Agencies have too many things to do. It's not about doing more. It's about understanding the power of 80/20 and doing the right things and doing them better." - Brent Kelly Resources Mentioned: Brent Kelly LinkedIn Sitkins Group, Inc.  Best Version Possible 15 Invaluable Laws of Growth Insurance Coach Josh Lipstone

In episode 0 of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone provides the roadmap for the Best Version Possible book written by co-authors Brent Kelly & Roger Sitkins of the Sitkins Group. Josh provides a 50,000-foot view for each chapter and what the Loyal Readers can expect from the next three episodes. To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP.

In the third episode of Book 4 of the Explain This Book To Me podcast, host Josh Lipstone sits down with co-author of The Visual Sale, Tyler Lessard. They continue their discussion of the buyer's journey and how to use video in the Consideration, Decision, and Post-Sale stage. We also learn about a mutual hatred for cooking blogs. Episode Highlights: Tyler gives a piece of advice to those who are considering writing a book. (1:13) Tyler shares a story about Uberflip and how to best utilize explainer videos. (5:48) What are some examples of calls to action that have higher conversion rates? (9:12) Tyler shares his thoughts about pricing transparency. (15:43) Tyler discusses why someone may decide not to move forward with a call to action. (19:04) Tyler gives an example of a great subject line and a generic subject line. (22:10) What are Tyler's thoughts on using emojis in subject lines? (23:31) Why can't we embed videos into the email, and what's preventing it from happening? (25:15) Tyler shares the video and business benchmark report that VDR does annually. (32:43) Tyler shares a story about a small tech company called Buck. (34:58) Tyler explains why filming and production are the most important stages. (41:04) Tyler outlines helpful tools that Vidyard offers. (55:01) Key Quotes: “First and foremost, if you're worried about your competitors learning about what you really do... Rest assured; they already know. To think that your competitors aren't doing research on you, they don't have somebody who signed up for an account and gave it a try...That's just not reality.” - Tyler Lessard “The opportunity to have a video as your call to action...is that opportunity to be different, to be unique, to stand out and to offer them a type of action that feels more natural to them, as opposed to something that is going to require effort or action.” - Tyler Lessard “I do find that in today's marketplace, it is simply an expectation of audiences, and there is very little tolerance for not having closed captions. So, I do think it's something that we need to consider not just for the convenience, but also for true accessibility for different audience members.” - Tyler Lessard Resources Mentioned: Joshua Lipstone LinkedIn Lipstone Insurance Group Tyler Lessard LinkedIn The Visual Sale

In the second episode of Book 4 of the Explain This Book To Me podcast, host Josh Lipstone sits down with co-author of The Visual Sale, Tyler Lessard. They discuss Tyler's journey into the world of video, how the evolution of buyer behavior has changed and how to use video during the awareness stage of the buyer's journey. We also hear about a conversation that Tyler had with his son when he began writing the book. Episode Highlights: What does Tyler attribute to his success; nature or nurture? (2:41) Tyler mentions his definition of connection. (3:52) After his first discussion with Marcus, Tyler discusses the goals they set for the book. (5:53) Tyler shares a story about his son, Alec. (8:21) What are Tyler's Four E's of video? (11:53) Tyler shares why he included home insurance as part of the video. (15:14) What are some best practices for recording a video? (17:25) Tyler shares what business owners must do before they start creating a video. (27:35) Tyler mentions the five styles of educational videos. (33:16) What advice would Tyler give to the listeners to overcome their hurdles? (43:08) Tyler mentions the best strategy for video on social media. (53:08) Key Quotes: “We need to be mindful about how we enable people on the other ends of these connections. To connect with us, get to know us, to feel invested in our personality, in our success and to make them feel like we're invested in them as well.” - Tyler Lessard “If all else fails, start with your website. Look at what you're trying to accomplish there. Could video help me tell a bigger, better story here? That's going to create a more emotional connection with those buyers.” - Tyler Lessard “The best strategy for video on social, is to create video content that is meant for the social networks. But that being said, many of us have a lot of great content that we can repurpose and reuse on these different channels. And, that's absolutely an area that you can start and get value from quickly.” - Tyler Lessard Resources Mentioned: Joshua Lipstone LinkedIn Lipstone Insurance Group Tyler Lessard LinkedIn The Visual Sale

In the first episode of Book 4 of the Explain This Book To Me podcast, host Josh Lipstone, begins his discussion with co-author of The Visual Sale, Marcus Sheridan. They discuss the six types of videos that you need to produce for your business, how to find & hire a videographer, and how to get buy-in from your team on embracing video. And you'll find out what Marcus' favorite book of all time is. Episode Highlights: What does Marcus attribute to his success, nature or nurture? (2:21) Marcus mentions the Visual Sale website. (4:05) Why does Marcus believe that an organization is a media company over a sales organization? (8:17) Marcus shares why you need a videographer more than a salesperson. (9:21) What is the difference between videos that are used for sales and videos that are used for marketing? (12:57) How does the sales team integrate video into the sales process? (19:46) Marcus mentions where the 80% video comes from. (19:52) Marcus shares his opinion on the “About Us” video. (28:28) What are the biggest mistakes that companies make with fit videos? (31:42) Marcus shares the main key in the process of researching. (40:18) Marcus mentions the aspects of a great videographer. (54:22) Marcus shares a story about creating a video with Jenny. (1:05:44) Key Quotes: “The idea is that we've got to take part in the digital world and embrace the digital buyer, and therefore align with what the digital buyer wants. That's why you have to see yourself as a media company.” - Marcus Sheridan “If we can help the sales team shorten the sales cycle and close more deals today, it was worth it. Regardless of what happens on the marketing side, regardless of if it ever produces a single lead, it was worth it. This is essential to remember.” - Marcus Sheridan “I don't want to write about the best equipment that I should be using to get started, that could change so much over the next year. It would be silly to do that. So, that's the type of content that we would need to have on visualsale.com so that we can evolve it. I wanted this book to be more evergreen that you read in five years, it could be just as relevant.” - Marcus Sheridan Resources Mentioned: Joshua Lipstone LinkedIn Lipstone Insurance Group Marcus Sheridan LinkedIn IMPACT The Visual Sale

In the sixth and final episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author Brian Ahearn. They discuss how to use the principles of influence in social media and some of the stories that didn't quite fit into other parts of the book. And Brian teaches us his secret to happiness. Key Quotes: “I came up with a personal brand at the time, and my slogan was ‘when it needs to be done well'. That tied back to my personal mission statement, which starts with the overarching aim that when I die, God will say, ``Well done, good and faithful servant.” - Brian Ahearn CPCU, CTM, CPT, CMCT (5:11) “I think if you do it well, you can support people. And they may end up leaving, that's okay. They'll probably also help you recruit somebody that could fill that position, and then you go back to what you've always done.”- Brian Ahearn CPCU, CTM, CPT, CMCT (11:42) “We gain authority status with people quite often when we're willing to admit weakness...you know, you're seen as a little more humble.” - Brian Ahearn CPCU, CTM, CPT, CMCT (17:15) “I always think it's good to start with, relationship. If you have that connection, because of perhaps friends you have in common, connections you have in common, it's amazing how that will make a difference.” - Brian Ahearn CPCU, CTM, CPT, CMCT (23:08) “It's called social media. I mean, we should be social. This is not just about you, me, or anybody else, broadcasting our message all the time. Basically, using it as an advertising platform in building relationships so that we can hopefully help each other connect with other people, maybe do business, but it's not just this big advertising platform.” - Brian Ahearn CPCU, CTM, CPT, CMCT (24:56) “If you stop and think about your main business, insurance, you don't know the political affiliation of the people that you ensure, you don't know their views on lots of things. But you do know that these people need insurance, and that's what you do. So you don't want to alienate people, simply because they see that you hold an entirely different view on a controversial subject.” - Brian Ahearn CPCU, CTM, CPT, CMCT (30:08) “You've got to move away from telling people what to do to ask them, it's the act of asking, and when somebody comes back and affirms that, yes, they will do something. That's the commitment that they've made.”- Brian Ahearn CPCU, CTM, CPT, CMCT (38:27) “The more effort you put into something, the more likely you are to want to see it through. So all of that psychology that I could use to maybe persuade you I can use to persuade myself to accomplish the things that I want to accomplish.” - Brian Ahearn CPCU, CTM, CPT, CMCT (47:00) “I plan on being a lot better in 2022, 26, etc. Because I'm always going to be looking for ways to grow and that will benefit any of my clients.” - Brian Ahearn CPCU, CTM, CPT, CMCT (59:19) Resources Mentioned: Brian Ahearn, CPCU, CTM, CPT, CMCT LinkedIn Influence People, LLC Joshua Lipstone LinkedIn Lipstone Insurance Group Book: Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical Advertisers: Agency VA ePayPolicy

In the fifth episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author Brian Ahearn. They discuss how the principles of influence impacted others in very well known and public situations and what the company or person should have done. And you'll find out if Brian was able to put his daughter on a plane after watching the movie Taken. Key Quotes: “I think being so rooted in, we're the biggest in the world, we don't need to change, people need to change in relation to us, was a big part of the downfall.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (5:14) “Their inability to persuade the right people, I think is a big reason that they missed the mark so badly and ultimately lost their dominance, and filed for bankruptcy.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (7:14) “I always say, great ideas don't become projects until somebody above you says yes. So to me, that shows that everybody in an organization has to at some level, have good persuasive skills. Otherwise, those really smart minds, who could propel you forward may not be listened to.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (8:14) “If you're not giving me something out of a genuine thought of giving, if you're really giving it as a tactic, just to get me to do something, then what I'm saying no to is the tactic.” - Brian Ahearn, CPCU, CTM, CPT, CMCT(31:26) “If we don't act here, it could be the downside, that starts to make a very persuasive case to listen closely to what those people have to say, rather than just thinking, you don't know what you're talking about, we're doing fine.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (10:25) “I might say, you know Josh, everything you've said makes complete sense to me, and there's a part of me that's drawn to that. Another part of me deep inside that said, something's not right here, and I'm going to have to trust my gut for now on this and just remove myself from the situation.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (32:10) “Even when we are not focused on something, we are still taking in that stimulus. That's a big reason that people could become alert to the danger that helped us survive, and I think that's the mechanism that's at work. You can't put your finger on it, but your senses are taking in enough for you're saying something's not right here and therefore, I need to proceed with caution.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (32:46) “If you and I now had to negotiate something, we would have a much better opportunity to come up with some kind of deal. Because I get a sense that you like me, I like you, there is respect and trust, there are all these variables that will have us hang in there longer and work harder to come up with a deal.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (56:05) Resources Mentioned: Brian Ahearn, CPCU, CTM, CPT, CMCT LinkedIn Influence People, LLC Joshua Lipstone LinkedIn Lipstone Insurance Group Book: Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical Advertisers: ePayPolicy Agency Performance Partners

In the fourth episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author Brian Ahearn. They discuss how Brian has used the principles of influence that was discussed in episode 2 in real life situations. And at the end, you'll want to buy as many yellow sticky notes as possible. Key Quotes:  “Book two differs a little bit from the book we're talking about in it is a very hardcore sales book and it's specific to insurance agents. So it looks at the sales process and when these principles are most applicable at different points.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (1:44) “Handwritten is always best. That's what indicates that you have done a little bit more .” - Brian Ahearn CPCU, CTM, CPT, CMCT (7:08) “The more somebody knows that you personalize something to them...they are to respond in kind.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (13:45) “Sometimes I will put a sticky note sticking out of the book on page 43. Just so they'll flip it open. And I say, I think you'll really like this story. And if they start with that story, and they're activated, like, wow, now they want to read the book.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (15:03) “It's critical to get your expertise out early. So people will then pay attention.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (20:26) “Leverage what you are good at. So maybe if you come into the insurance industry, and you're not really strong yet on coverages and certain other aspects. But you might be really, really good with technology, and your ability to bring that to insurance agents and help them get better. That becomes part of your expertise.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (22:52) “It's not what it costs me or how hard it was, for me, it's what it means to them. And if it means a lot, and they're praising me, I should graciously accept that.”- Brian Ahearn, CPCU, CTM, CPT, CMCT (36:35) “The difference between the person who would constantly be the ‘I need the sales numbers with profit by Friday' and the person who's thought about it, and always asks instead of tells. They always have fallback positions. They give reasons because that's the person who by far will get what he or she needs much, much more than the person who is in that trap, because that's what they've always done is just tell people what to do.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (44:37) “I work to live, I don't live to work, I will never sacrifice my faith, my family or my personal well being for my career.” - Brian Ahearn, CPCU, CTM, CPT, CMCT (51:20)  Resources Mentioned: Brian Ahearn, CPCU, CTM, CPT, CMCT LinkedIn Influence People, LLC Joshua Lipstone LinkedIn Lipstone Insurance Group Book: Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical  Advertisers: Podium ePayPolicy

In the third episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author Brian Ahearn. They discuss the other tools that the Loyal Readers will need in their tool belt to get someone to say Yes to them. And you'll learn why you should always use your four-digit birth year and not your two-digit birth year. Key Quotes:  “Unlike the principles of influence, those that can be very situational contrasts are always, always available, because human beings are always making comparisons from one thing to another.” - Brian Ahearn “It is a natural tendency for us to look for things that confirm what we already hold dear, what we believe, and what we value. That is a much easier cognitive process than looking for all the reasons to disconfirm what we believe, or what we value.” - Brian Ahearn “People don't make decisions based solely on logic, right? Feelings come into play, and that feeling of what we consider to be fair, at least here in America is very traditionally a 50/50 type split.” - Brian Ahearn Resources Mentioned:  Brian Ahearn, CPCU, CTM, CPT, CMCT LinkedIn Influence People, LLC Joshua Lipstone LinkedIn Lipstone Insurance Group Book: Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical Advertisers: Agency VA ePayPolicy

In the second episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author, Brian Ahearn. They discuss the seven principles of influence, how to use them, the power that they have, and how to get someone to say Yes. And you'll hear how one of the principles caused Josh to buy a backpack leaf blower, but you'll have to listen to find out why.   Episode Highlights: How did Brian spend his Labor Day? (0:40) Brian talks about the two-day workshop he's doing. (1:26) Does Brian do any keynote or speaking engagements for associations? (1:52) Brian shares that they use a basic model called core motives developed by DR Gregory Neider. (3:55) What are some of the decisions that people are making in business that are autopilot decisions that Brian has observed in his years of coaching? (7:39) Brian says that people are more motivated by what they may lose versus what they may gain. (8:48) Brian explains how the principle of reciprocity would apply to sales or business. (12:40) Brian mentions that a small act can start to change how somebody thinks and feels about you and your agency. (13:02) Brian gives examples of principles that can make a big difference. (14:55) Josh says that when you think of reciprocity, think of the word giving. (18:43) Josh says that he challenges the loyal readers to think about the people in their life who have had an impact, which at the time, maybe you didn't appreciate or understand. (25:04) Brian shares his experience working with the Claims Department. (26:23) Brian talks about the game changer when it comes to manipulation. (27:42) What type of advice can Brian give to loyal readers who do work in a family business and struggle with listening to one another? (30:11) Brian says that virtually everything has good and bad, positive and negative. ( 34:16) Brian encourages loyal readers to get something that's going to come to the surface as a rejection or a weakness in what they're offering. (35:55) Brian thinks that certain things are based on trends. (38:34) Does Brian have any advice on how someone can go about changing their opinion and not be called out by others? (47:14) Brian says that he's not going to change anybody's opinion on Facebook, but he's going to change your opinion when he has a one on one conversation. (49:19) Brian explains how the scarcity principle works. (57:30) Brian shares the story of his father who serve

In the first episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone begins his discussion with the author of the book Influence People: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, Brian Ahearn. They discuss why Brian wrote the book, what the Loyal Readers will learn by the end of the series, and what the word PEOPLE actually means. And there's a chance a popular Marvel character will make a surprise appearance at some point.   Episode Highlights: Does Brian prefer to read a physical book or an Ebook? (1:40) What is Brian's favorite book? (2:43) Brian mentions that he wrote a blog post called “Five books that impacted my life.” (2:54) Would Brian say it's nature or nurture that made him the person that he is today? (4:42) Josh talks about Kobe Bryant's quote that he has read which is “I was blessed with talent, but worked as if I had none.” (6:06) Josh and Brian discuss a story from a book written by Dave Lakhani. (6:40) Brian talks about the fear of rejection. (9:11) Brian explains why there are no chapters in his book. (11:59) Brian says that if you find yourself in a situation where the technique doesn't work, you're dead in the water, But if you understand the philosophy and the psychology behind it, then you can pivot. (14:30) Brian defines what social psychology and behavioral economics are. (15:40) Brian says that people will learn throughout the book that small changes can make a big difference in people's willingness to say yes and do what you want them to do. (17:22) Brian mentions that his goal is to take what people are learning through research and help individuals and organizations put it into practice. (18:49) What advice can Brian give to Josh to get over the hump and be able to promote himself? (20:59) Brian talks about the bio on his website. (21:53) Brians talks about the acronym he came up for the word PEOPLE (Powerful, Everyday Opportunities to Persuade that are Lasting and Ethical). (24:37) How much could Brian deadlift, bench, or squat back when he was doing competitive bodybuilding? (26:03) Should the loyal readers try to emulate their heroes that may have certain gifts that they are not blessed with? And if not who should they try to emulate? (27:56) Brian mentions that he encourages people to understand what research says about how humans think and behave. (30:02) Brian gives an example of what non-sales selling is. (32:45)

In this episode of the Explain This Book To Me podcast, host Josh Lipstone concludes his discussion with David Carothers, the author of the book, The Extra 2 Minutes. They discuss how everything leading up to this moment has prepared us to close the deal and how to provide the client experience that no one has seen before. And David lets us in on a secret about his upcoming book.   Episode Highlights: How is David feeling with this being the last episode? (00:44) David mentions that he will write another book. (1:08) David shares that he's had several people reach out to him from just hearing the podcast great (1:28) What has writing this book meant to David? (2:15) David thinks that he underestimated the reach that we have on people and our ability to influence people in changing the way they run their business, or they approach sales. (2:23) In David's opinion, if the book has made enough impact on people, they'll take the time to go do that. (3:39) Josh shares the reason why he's doing this podcast. (4:29) David mentions that he's generous with his time, he likes helping people, and he likes knowing that the advice that he gave helps them win. (5:10) David tells Josh that he has never felt more vulnerable than writing a book and just putting it out to the public. (5:41) Josh mentions that this is making him contemplate writing a book. (6:18) David shares that writing a book is a good exercise and therapeutic. (6:25) David mentions that he's one of those people where he can't just put something on the schedule that requires some level of creativity and thought into it. (7:20) If David could go back to when he was writing it, what would he have done differently, and what would he keep the same for writing the book? (8:01) Does David have any advice for the loyal readers who would be contemplating writing a book? (9:43) Josh mentions the next section of the book, which is closing the deal and it starts with Chapter 12, The Meeting. (10:03) Could David give us an example of how or what he would say to the prospect in discussing the journey, how he prospects, why he's a good fit, and why they're a good fit? (11:47) David shares that it's essential to know the prospects that you're going to be able to make the biggest impact on, and have the best opportunity to drive, and change in their organizations. (12:26) David shares one of the best success stories he ever had. (13:42) Does David ever get to the point and realize that the prospect is not a good fit for him and the agency, and how does he pivot the conversation to not move forward? (17:10) David shares that he doesn't want to ask people about the insurance-related question because they're automatically associat

In today's episode of the Explain This Book To Me podcast, host Joshua Lipstone, continues his discussion with David R. Carothers, CIC, CRM, the author of the book, The Extra 2 Minutes They discuss the steps you need to take to book the appointment, how to confirm the appointment, and how you need to prepare for the appointment. You even hear a dad joke or two, but you'll have to listen to hear.   Episode Highlights: David shares that the best way to get a hold of him is to visit the Killing Commercial website and if you're looking for a one-stop-shop to learn as much about him as possible, their website is probably the best place to go. (1:33) Josh mentions the next section of the book, which is setting appointments and it starts with Chapter 9, Booking The Appointment. (2:09) Josh shares that bullet point scripts allow you to hold your team accountable, you're able to listen to their calls, and you can see if they're following the script, and if they don't, you can indicate how they can improve and be able to hit their numbers. (3:50) What are some bullet points that they can use when they call on a prospect to discuss workers' compensation? (4:08) David mentions that subconsciously, the human brain feels in control if they say the word no. (6:19) David shares that their new model allows the person on the other end to feel in control of the conversation. (6:26) David explains the script called, the two no's to the yes. (8:20) Josh says that it sounds like people need to go to college and study psychology if they want to be a good salesperson. (9:41) Josh mentions one of the points that David said multiple times and it is, when you engage with the prospect in the first meeting, you tell them that you're there to sell a product, and you're there to help them solve a problem. (11:02) Josh shares a classic rejection response, how would David respond to that type of rejection? (12:13) Josh mentions that in the book David talked about the objection where they say, “we shop every year, and we always have the best price.” Is this the type of prospect that the loyal readers should go after? (13:53) David explains the two different ways of considering the objection. (14:43) David thinks that most of the time, agents or any salesperson that's out there don't take the time to quantify what they are working for or the hourly rate they are willing to work for. (15:38) David talks about the conversatio

In this episode, host Joshua Lipstone of The Explain This Book To Me podcast continues his discussion with David R. Carothers, CIC, CRM, the author of the book, The Extra 2 Minutes. They discuss how important the followup is after your marketing drop, how you need to be creative to gain extra touches with the prospect, and what to do if that first marketing drop didn't go exactly as planned.   Episode Highlights: What is the ideal day at Florida risk partners for David and what is David doing when he spends time with his family? (2:10) Does David want his producers to enter the contact invites by a certain time of day? (6:16) David says everyone on his team collaborates for the scripts to make sure everyone is on the same page. (8:00) Did David follow someone to gain knowledge? (9:17) David says that the book, Never Split the Difference by Chris Voss, is the most impactful book he read in his career. (10:15) David thinks that social media and platforms like LinkedIn have made it so much easier for us to digest high points and snippets from things. (11:00) What are some common objections that a salesperson would encounter and how can they overcome that in a phone call? (12:28) Do David and his team do any role play? (21:49) Does David have a producer who's making the follow-up phone call? (25:03) What are the things that David or his producers have changed when something wasn't going their way? (26:51) David explains the difference between focusing on solving a problem and focusing on selling a product. (27:52) David gives examples of the question that people should be asking their prospect to get the “NO”. (29:50) David shares what guests on the Power Producer Podcast receive. (48:16) Davis shares an idea of how a voicemail script may go if he's making a follow-up call after being rejected by or potentially rejected by the prospect. (52:07) Josh talks about David's methods written in the book to help leverage connections. (55:22) David explains why you're missing the boat if you aren't using LinkedIn. (1:01:12) Key Quotes: 

In this episode, host Joshua Lipstone of The Explain This Book To Me podcast continues his discussion with David Carothers, the author of the book, The Extra 2 Minutes. They discuss how making that first impression matters more than you think, to make sure that you dress for your day, and whether it matters if you do or do not wear socks. They also discuss how that first contact will go and how it will set you up for success moving forward. Episode Highlights: David talks about the best and worst first impression he ever made. (2:13) Does David give out his metal business cards to anyone? (6:57) David talks about the custom made suits he has for his producers, and what people can learn from it. (10:11) David shares the memorable meetings that he had with prospects or clients. (18:36) David talks about the multiple angles that he's working on when he's doing something. (22:35) David says that he rented the Florida aquarium for a massive holiday bash with clients, prospects, and anybody who has any stake at his company. (24:10) When David is doing a marketing drop during the pandemic, is he doing it by stopping at the business, or by phone call? (28:11) David shares their set schedule at Florida risk management. (39:34) David says that Kyle was selling office supplies for a National Office Supply company, and was able to call on 40 to 50 businesses a day. (31:02) David shares that he's a huge proponent of leaving something that is not insurance related to his prospects. (32:21) David explains why he chose BMW owners as a target. (34:16) David explains how to get past the gatekeeper to get to the decision maker. (40:20) What does David do when a prospect refuses to meet with him? (43:16) How does David get the client to write a review specifically for him? (58:26)   Key Quotes: “I am nothing if not consistent. I'm not the smartest guy in the world but the stuff I do and that I execute, I am going to literally do it the same way every single time.” - David Carothers "You just have to make sure they understand- you respect and appreciate that you have interrupted their day. It doesn't matter if it's on the phone, or if you're talking to them in person... But then the most important thing is to close the manners loop, make sure you thank them for their time at the end of the conversation." - David Carothers “I actually love taking somebody who I know just wants to rip my head off and turning them into a fan. Like, whatever humor can happen, whatever little thing I can do for them, that's a bonus for me.” - David Carothers Resources Mentioned:

In this episode host, Josh Lipstone of The Explain This Book To Me podcast continues his discussion with David Carothers, the author of the book, The Extra 2 Minutes. They discuss how to identify and locate your ideal prospect. And you may hear how David's mind was blown away from something that was discussed in Book 2, Episode 1, but you'll have to download this episode to find out. Episode Highlights: What are the things from the first episode that stood out for David? (3:10) Why does David think that prospect identification is one of the biggest challenges? (6:41) David thinks the insurance industry is severely lacking in production training. (7:06) David shares his fundamental theory in insurance production. (7:36) David says that the difference between giving somebody the why and asking the question in a short amount of time is the title of his book. (11:16) How does a producer define who their ideal prospect is if they're new to the industry? (13:31) David mentions that in the first year of his career his ideal prospect was anybody who was in life science technology. (14:56) David says that the best way to help yourself define your ideal prospect is through conversations with your underwriter. (19:04) David explains what affiliate marketers do. (25:22) David says that when he's looking at the thing about who belongs at the table, he's looking at the moral compass and the value of that organization. (28:04) Davis explains why he wants to bring somebody into his agency, who does not fit the characteristics of what he would consider being an ideal client. (29:17) What other places can David recommend people to start locating their ideal prospect? (33:33) David mentions that it takes time to identify the ideal prospect and figure out where you want to go. (36:09) How many producers does David have in his office? (38:02) David shares what type of data people should be gathering, and the tools that they should be using to gather that information. (41:31) Does David have a philosophy on how long some business needs to be in business? (45:35) What is the philosophy of David about blocking markets? (48:12) David mentions where people should look to find out when a worker's compensation is ready. (51:04) David explains what an appointment setter is.

In this episode, host Josh Lipstone of The Explain This Book To Me podcast sits down with David Carothers, the author of the book, The Extra 2 Minutes: How spending an extra 2 minutes on nearly anything in your sales career will take you from good to “best in class.” to discuss David's favorite client, how selling fruit at school gets you in trouble with the principal, how his sales process has followed him from the hollers of West Virginia to the beaches of Florida, and much more. This first episode sets the stage for the upcoming ones and this is a book that will be on your shelves for life.   Episode Highlights:   Josh introduces David Carothers. (1:09) Does David's toilet paper go over or under? (1:37) What was the last book that David read? (2:16) What made David the person he is today, nature or nurture? (2:49) David shares his childhood background and his career. (3:53) David shares a pretty humorous story about the Maxwell book signing. (4:43) David mentions Malcolm Gladwell's book entitled, Outliers. (8:05) David mentions that he always tells everyone that he's been a salesman his whole life. (10:05) What is David's job title at Florida Risk? (10:48) Josh mentions that he's part of David's Killing Commercial program. (11:26) When did David realize that he's kind of extra, and how did it change the way he was? (13:16) Did David ever have a passion or a drive to be an entrepreneur before? (17:37) David says that what makes him unique is that he recognizes potential opportunities quickly, and he doesn't waste time going after it. He's not afraid to make a mistake and he's not afraid to take a chance. (18:35) What is a holler? (23:01) Josh talks about what David said that made him go back to his philosophy on the milestone moments. (28:47) When did David come up with the idea of the extra two minutes? (31:50) David says that everybody out there knows that we should take the time to do the job right. (33:55) Where does David use the library card? (36:23

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. In the final episode of Book 1, Customer Service is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition, Josh and Jason finish the book and talk about what is next. How did things change in the last 5 years and how will things change in the next 5-10 years?   Episode Highlights:   Is Jason an Android or an iPhone user? (1:53) What was the last app that Jason downloaded? (2:49) What was the last book that Jason has read? (4:12) Jason says Fanatical Prospecting is the best prospecting book in the world. (6:30) What does Jason attribute to his success, skill, or luck? (6:58) Does Jason love to win or hate to lose? (9:10) Joshua talks about the eight step process of how you recommend building the modern customer experience for an agency in 2015. (17:47) Jason explains why step six is powerful which is to establish your brand and USP. (20:20) Jason says that elevator speech is not what you say, it's about what everybody is saying about you. (21:00) Jason talks about the great separator. (25:20) Jason explains the two ways to be able to tell the future. (29:40) Jason discusses the three pillars of the great separator. (30:53) Jason explains why we need to have a holistic approach. (32:44) Jason mentions that Agency Intelligence is a technology-driven practice for utilizing data, people, and processes that allows insurance professionals to create a customer experience. (33:56) Jason shares how he met Seth Zaremba and his background. (36:33) Does Jason think that one of the three pillars is more significant than the others? (39:48) Jason shares why he believes that process is vital for any organization. (40:51) Jason me

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason talk about the second half of the Infographic from the book. They discuss how to propose, not quote, the sale through technology and automation. How to onboard and service your new clients with welcome packets, self-service options, mobile app, email, and social media and what to do to cross sell and refer more business to your agency. Episode Highlights:   What is the one thing from the book that people agree with Jason about, and what is the one thing about the book that people disagree with him about? (1:44) Jason says that he writes blogs whenever he goes camping. (2:45) Jason mentions that he's writing about API versus RPA. (2:53) Jason believes that RPA will turn into a robotic process. (3:17)  Jason thinks that many people get upset because they pride their whole life on customer service, and society has changed it to customer experience. (4:17) Jason says that the main pushback he's getting is that people don't want to change. (5:53) Jason says that customer experience is a huge part of the great separator. (6:48)  Josh says that when he read the statement of the CEO about independent agents, he felt betrayed. (7:26) Jason shares his opinion about the CEO's statement. (7:46) Are agents moving in the direction of being able to replace insurance companies with any form of mechanism or will there always be insurance companies around, but fewer insurance companies? (10:02) Jason says the people have figured out that in certain industries a middleman is not necessary, but sometimes it is. (12:09) Jason believes that agents will eliminate each other, and employees will eliminate you quicker than your outside competition will. (13:30) Josh shares that we should eliminate the word quote or quoting from our vocabulary. Instead, we use the word proposal or proposing because quoting is when you give someone a price, and as independent insurance agents need to do is propose. (14:07) 

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss the first half of the Infographic from the book. They discuss how your branding, USP, and niche dictate your sales funnel, how you can drive leads to your agency through organic and paid leads that drives the business you want and how to convert those leads by utilizing social media, content creation, email marketing, and your website.    Episode Highlights   Are there any loyal listeners who emailed Jason about an episode he recorded five years ago? (2:03) Jason shares the conversation he had with Daniel Burris a year ago. (2:41) Joshua says that the guidance of Jason's book was really helpful for him. (3:42) Jason explains the difference between traditional sales funnel and the modern customer experience sales funnel. (5:45) Joshua says that most of the information in Jason's book and the information he may talk about on the podcast are related to commercial lines. (9:08) Joshua says that one of the things that agency owners and agents need to think about is how to target specific classes of business and commercial lines. (9:42) Joshua wants people to remember that time and knowledge are valuable (10:41) Jason explains the two types of commercial sales. (11:27) Jason shares his five-step USP that he uses when calling somebody. (12:01) Joshua shares his favorite stories that Jason tells in this book. (18:13) Jason tells the story about his recent success following the killing commercial method. (18:59)  Joshua says that it is interesting that we have these cycles where things go out of style and come back in, like what we have now. (25:05) What's the first thing to focus on for someone who's starting their own agency? (26:31) Jason talks about his viral post about candles and rose petals. (30:41) Where does Jason think people should focus their attention with regards to social media? (35:33)

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss how having the right technology, app, and payment solutions for your clients provide the Modern Customer Experience and you may be surprised about what is no longer as important in 2020 as it was in 2015.      Episode Highlights: Given the direction that Jason is taking the insurance Alliance now, is it possible for Jason to do it in a 56 square foot office? (2:03) What did Jason benefit from having an office in the basement of his home? (3:45) Jason mentions that he has three office locations. (4:34) Jason talks about his meeting together with Neon and the agency owners. (5:50) Jason shares the saying Wesley Anderson says to him that sticks to his mind. (7:30)  Is working at home good or bad? (7:46) Jason shares that as an agency owner, stress occurs when he tries to figure out the mentality of the staff and if they can deal with issues. (8:06) Jason asks, what could the culture of an agency or business be like if you go from having an office to working from home? (8:40) Jason mentions the significance of Robotics Process Automation. (13:47) Do Jason's clients use self-service for COIs? (18:28) Joshua believes that mobile application is beneficial to his clients. (21:04) Joshua shares that Jason will transfer from QQ to Veruna. (22:11)  How does Jason position the application to his clients, and how does he market it to them? (22:27) Jason mentions how to get commission statements from a website. (22:49) Jason shares that management systems are available on mobile applications. (24:31) Joshua mentions that Ryan Deeds will bring his podcasts on Agency Intelligence in August. (31:24) Jason shares that Kiki Johnson and Ma

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss the impact that an AMS has on your agency, and how in the future you may not even have an AMS. They also talk about how your website is your curb appeal to the virtual world with the do's and don'ts of it. Episode highlights: What made Jason realize that we weren't like San Antonio and why? (3:49) How was Jason's transition going on with Veruna? (5:29) Jason shares how he met Seth Zaremba. (6:48) Jason talks about the transformation that he experienced. (7:46) Jason says that Veruna is a reliable and easy-to-use tool for data migration. (10:31) Jason shares that he was in a meeting when they inform him about the other seven main people that will get in with Salesforce. (13:53) What does Jason think will happen if Salesforce goes away? (14:35) Jason says that AMS will not go away, but just be transformed. (22:27) When Jason started his agency in a 50 to 56 square foot room, did he actually measure it? (24:39) Why does Jason feel that customers using his payment method isn't a big deal, what has changed in the last five years? (26:20) Jason never expects that his clients will make the online payments as he just sends them a link through ePayPolicy. (27:39) Jason tells why he is against the agency or the company apps. (29:04) Jason thinks that we should always stay attuned to be someone's animal in the circus and make sure that it's not us. (30:58) Does Jason feel that providing an actual quote on his website is necessary? Or we have to follow Marcus Sheridan's method of calculating the cost? (32:06) Why are we comparing ourselves to an insurance company, as independent insurance when we provide something different? (44:20) Jason talks about his blog titled “What Does Super Mario Brothers Have To Do With Direct Writers?” (46:23) Jason shares that visible contact information and an appropriate welcome position call to action are important contents for a website. (49:02) Key Quotes: “You can either chase the shiny things or you can get rid of the dull things.” - Jason Cass “If we want to be partners, we need to be partners.” - Jason Cass “You'll be able to lead a team and an agency in business and an organization in your family when you know the difference.” - Jason Cass Resources Mentioned: Agency Intelligence Reach out to

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss how the independent insurance agent is like a frog in a pot of boiling water, the companies that you need to be successful, and the impact of a phone call with a prospect about the past experiences she had with Geico Insurance.  Episode Highlights: Josh reminds the loyal listeners to remember the story of The Ringling Brothers and what happened to Cirque du Soleil. (2:35) Josh mentions the controversial McKinsey report. (4:04) Does Jason have any thoughts on how to provide a better customer experience? (4:19) Jason talks about his trip to St. Louis. (5:53) Josh shares the excerpt from chapter two of the book, “The Ground Rule”. (7:30) Does Jason think that the frog is about to cook to death, or the frog still has time to jump out of the pot? (8:34) Should travel agents, or the companies be the animal? (9:03) Jason shares how independent agents helped the people in South Carolina. (11:23) Josh and Jason mentioned the eBook entitled Leaders Helping Leaders Lead Their People, Coping With COVID-19. (12:11) Josh mentions the companies that are recommended specifically for this book. (12:29) Josh mentions the companies that Jason recommends to the loyal listeners. (12:35) Jason mentions that the ePay policy provides a better experience for the consumers. (20:23) Jason shares that Advisor Evolved is still the best and will be with them for the next five to ten years. (20:37) What kind of convenience is Jason creating? (26:50) Key Quotes: “Just because you're consistent with something doesn't mean that it's convenient for your customer. I can consistently do the same thing year in and year out. But if my customer isn't able to get to it easily, they're just not going to do it.” - Josh Lipstone “I have to do what I always say I do, and make sure that agents out there in my agency specifically, are using the best tools of today.” - Jason Cass “Never eat lunch alone, start meeting with other people that are inside of your town in your community...and ask those people, how do I get going, what should I say? What should I do?” - Jason Cass Resources Mentioned: Agency Intelligence Reach out to Jason Cass Reach out to Josh

We're excited to announce a new podcast series on our AI podcast network! The series is called Explain This Book To Me and it is hosted by Josh Lipstone. In this inaugural episode, Josh talks with Jason Cass, author of the book, Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. It's been 5 years since the launch of the book and they are going to explore what Jason got right, what Jason got wrong, and the new journey that Josh and Jason will be on together. Episode Highlights: Does Jason use Mac or PC? (2:10) What has writing this book meant to Jason both personally and professionally? (7:33) Why did Jason write his book? (9:29) Jason says that the word he likes to use recently is the transformation. (17:36) What was Jason's view in 2015, and his view for 2020? (22:05) Jason explains that more people and more companies are going to fail because of their own egos and problems, rather than the outside forces that would make a big business collapse. (26:37) Jason says that there are businesses that are leading the way, but they're using bots and screen scraping. (27:01) Jason explains why customer experience is vital and important.  (29:01) Jason explains why the customers who keep on trying to classify data are going to have problems. (29:23) Jason says that any company that deals with data is the future. (32:26) Is there any company that Jason sees as a competitor with better tools? A tool that they should mimic and offer as part of their modern customer service? (34:29) Jason says that the way that we collect information has to change. (35:34) What does a VA do that Jason can think that some agencies are using their VAs for that could end up hurting themselves? (46:27) Jason thinks that VA's work will change where it's going to come into. (50:04) What does Jason think that Neon and B Atomic can do to help insurance agents? (57:14) Jason shares why he hates having a company contest. (59:04) Jason talks about the buyouts of aggregators and why it needs to be exposed. (1:04:24) Does Jason think that insurance companies should stop paying commissions? (1:10:24) Who are Jason's mentors? (1:13:35) Key Quotes: “We will be paid based on how good of business people we are.” – Jason Cass “Artificial Intelligence will not replace insurance agents, but insurance agents that use artificial intelligence will replace those that do not” – Jason Cass “Listen to how these people are talking. They're not wanting to see the future” – Jason Cass Resources Mentioned : Agency Intelligence Reach out to Jason Cass Reach out to