In this episode of Power Producers Shoptalk, David Carothers breaks down his top strategies for engaging contractors effectively. Drawing from real-world experience, David shares the key questions and approaches he uses to understand contractors’ needs and build trust. He emphasizes the importance of uncovering pain points related to certificates of insurance and audits, providing actionable insights on how producers can leverage these moments to win new business and strengthen client relationships.

Key Points:

Top Questions for Contractors

David recommends asking about the certificate process and past audits to reveal pain points and spark meaningful conversations.

Streamlining Certificates

He shares how using a self-service certificate portal empowers clients and boosts efficiency.

Audit Support

David emphasizes attending audits to reassure clients and gain insights that improve service.

Anticipating Needs

Learning from auditors helps producers identify client needs and adjust strategies.

Proactive Financial Planning

David advises tracking payroll data to prepare clients for audits and potential adjustments.

Managing Surplus Lines

He highlights the importance of realistic revenue projections and swing endorsements to prevent financial issues.

David concludes that these strategies help producers win business and deliver exceptional client service in a hard market.

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