Sign up to save your podcasts
Or
Share Explain This Book To Me
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
Explain This Book To Me episodes
- Book 3, Episode 3: Other Persuasion Tools For Your Tool Belt
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
51 min - Book 3, Episode 2: The Principles Of Ethical Influence
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
1 hr 9 min - Book 3, Episode 1: Foreword. Professional Success And Personal Happiness. Why Influence Is All About PEOPLE.
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)
1 hr 10 min - Book 2, Episode 6: The Meeting & The Client Experience. Chapters 12 & 13. We Arrive At The Final Meeting To Close The Prospect And Learn The Foundation To Providing A Client Experience Unlike Any Other
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
46 min - Book 2, Episode 5: Setting Appointments. Chapters 9–11. How You Book, How You Confirm, And How You Prepare For Your Appointments Will Set You Up For Success Or Failure
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
43 min - Book 2, Episode 4: Marketing Part 2. Chapter 6-8. It's All About The Creative Follow-Ups
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:
1 hr 5 min - Book 2, Episode 3: Marketing Part 1. Chapters 4 & 5. How You Look & Present Yourself Matters Along with How You Actually Make Your First Contact with Your Prospect Will Set You Up for Success
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:
58 min - Book 2, Episode 2: Prospecting. Chapters 2 & 3. Do You Want to Figure Out and Find Your Ideal Prospect?
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.
1 hr 5 min - 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
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
1 hr 19 min - Book 1, Episode 7: Chapter 15 & The Great Separator. What Did the Modern Customer Experience Look like in 2015 and What Does the Great Separator Mean for 2020 & Beyond?
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
1 hr 30 min
About Explain This Book To Me
From the publisher's feed
In the Explain This Book To Me podcast, host, Joshua Lipstone sits down with authors, thought leaders, and visionaries to explain the book to the Loyal Readers and ask the guest the questions that we…
all have. The genesis of the podcast came from Josh's desire to improve himself and better his insurance agency. As he began to read books on leadership and sales he was left with almost as many questions as he had when he first opened the book. Thus the idea of creating the podcast came to be and he has the privilege to learn directly from those he aspires to be like.