David Carothers: The Mindset of Commercial Lines Sales

by | February 18, 2020



In today’s episode of Agents Influence, host Jason Cass has a discussion with David Carothers, Principal at Florida Risk Partners, Founder of Game Changers Marketing, Founder of Killing Commercial Insurance Sales Training, and Book Author at The Extra 2 Minutes. David Carothers and Jason Cass talk about commercial insurance, reinventing yourself, adapting what you learn to your business, and Killing Commercial Insurance Sales Training.

Episode Highlights:

  • What inspired David to start Killing It Commercial?  
  • What is David’s work approach? 
  • David Carothers shares his defining moment in commercial insurance.  
  • Stay true to what you represent.  
  • Don’t be afraid to own your abilities and strengths. 
  • David tells a story about the most successful producer that he has heard about. 
  • Follow what works for others and customize it to your style.  
  • How does Killing Commercial Insurance Sales Training role out for those that want to get involved? 
  • What does David do that separates him from other agents that can be learned?  
  • David talks about the importance of having his wife’s support. 

3 Key Points:

  1. Get it in your head that you are capable of doing commercial insurance. 
  2. David Carothers’ first appointments last either five minutes or one hour and half. Either they aren’t a good fit or they are. 
  3. You can never stop reinventing yourself.   

Key Quotes:

  • “I’m a firm believer in the fact that I function the best when mind, body, and spirit are all being conditioned appropriately.” – David Carothers
  • “I don’t hire people from inside the insurance industry and so I hire professional salespeople and we teach them our process and exactly how to sell that without ever having to talk about insurance really.” – David Carothers
  • “Anytime we’re working with somebody, we know that those people are already qualified to go through our process based on the demographic of the company.” – David Carothers

Resources Mentioned:


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