Explain this book to me - Def

Book 2, Episode 1: Foreword, Equipping For Battle, & Chapter 1. The Origin Story, What You Need To Be Equipped For Battle, And Writing Your Business Plan

by | August 10, 2020

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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)
  • David thinks that a pen portrays self-confidence, an image, and the last thing you want to do as a salesperson is to ask your prospect to borrow their pen to sign your paperwork. (38:52)
  • Is David an iPhone or an Android user? (39:09)
  • Josh shares what he personally implemented in his agency four years ago, along with an E-signature platform. (40:40)
  • What does David’s actual email signature look like, and does it have his name, agency logo, and a link to something they can click on to watch a video? (42:50)
  • David thinks that video just takes things to a completely different level. (43:03)
  • What does David usually use his Evergreen content for? (46:02)
  • David says that his goal is to have one thousand salespeople working for him, 24 hours a day on the internet. (49:18)
  • David says that if you have a good Evergreen content strategy, you’re golden. (49:42)
  • What is some quick advice that David could give to the loyal readers, on coming up with their personal mission statement? (54:50)
  • David shares that one of the things he learned through this process was the Hemingway editor. (55:53)
  • David explains why constructing the plan takes so long. (1:00:45)
  • What are some of the pitfalls that people will run into when they are trying to figure out what prospects to go after to achieve their revenue goals? (1:03:39)
  • David thinks that it’s evident in a whole bunch of different places in society that we also don’t know how to delay gratification appropriately. (1:03:54)
  • David explains the significance of the business plan. (1:04:53)
  • David says that one of the things he says all the time is, “it’s never the process. It’s always the person, the process works.”. (1:07:59) 
  • Do David and his prospects call on a year to be able to get to the number that he wants to close? (1:12:31)
  • Davis mentions that you need to run your book as if you are running your own agency, and your book is your agency. (1:17:08)
  • Who’s on David’s personal board of directors? (1:17:56)
  • David thinks that it’s the human beings who want to be the best version of themselves, and you constantly have to seek that you can’t be afraid to get negative feedback from people or constructive criticism, and then use it. (1:19:53)

Key Quotes:

  • “You don’t write a book to get rich, you don’t write blog posts to get rich, you don’t create videos to get rich, you do those things to get credibility. The validation that you get for the countless hours that you spend doing those things is seeing other people use what you teach them, and that’s the ultimate validation… So that’s what fuels every extra thing that I do.” – David Carothers
  • “You’ve got to make sure you hire the right people, and that you train and develop them, and you treat them the right way and do all of the things that we know we need to do to foster a good culture in our agency. But then we overlook how one bad client could destroy that entire culture.” – David Carothers
  • “I always look for an opportunity. I always feel like I’m a very early adopter at seizing opportunity but, if it gets to the point where I’m spending more time than what it’s worth for me to try and force something to work, my ego does not keep me pushing down that path… Yeah, I’m not a proud person in terms of that stuff.” – David Carothers

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