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: