{"podcast":{"title":"BOR or Bust","slug":"bor-or-bust-7879278","podcast_index_feed_id":7879278,"rss_url":"https://api.riverside.com/hosting/77DRBULw.rss","website_url":"https://bororbust.riverside.com/","image_url":"https://hosting-media.riverside.com/media/podcasts/9b7fe1c6-83d3-47cc-bf3c-478a3da34209/logos/4a4e9018-075e-42cb-86c8-755320a59b51.png","author":"Daryl Henry","episode_count":17,"summary":"BOR or Bust is a podcast for insurance producers who are done settling for second place. Hosted by Daryl Henry and Nick Aube, BOR or Bust is real, honest conversation about what actually works in insurance sales—Broker of Record strategy, building a book, winning large accounts, handling rejection, navigating underwriters, and betting on yourself when the stakes are real. Because BOR is not just a way to win new business. It’s a mindset. It means going all in. It means betting on yourself. It means believing you’re worth it. And refusing to accept second place as an acceptable outcome. For us… it’s BOR or Bust, baby. WORK WITH NICK -- https://calendly.com/producersystems/bor-strategy-call-nickaube WORK WITH DARYL AT BITNER HENRY -- https://bitnerhenry.com/careers-home/","last_synced_at":"2026-09-16T00:18:19.444149+00:00","page_url":"https://stenobird.com/podcast/bor-or-bust-7879278"},"episode":{"title":"Use Your Customer's Words to Grow Faster","slug":"use-your-customer-s-words-to-grow-faster","published_at":"2026-06-30T11:09:37+00:00","page_url":"https://stenobird.com/podcast/bor-or-bust-7879278/use-your-customer-s-words-to-grow-faster","show_page_url":"https://stenobird.com/podcast/bor-or-bust-7879278","url":"https://api.riverside.com/hosting-analytics/media/4b8c572d1ce8eba89ca5e229274dd7e3a14406effbb327adc3a6e786085f2daf/eyJlcGlzb2RlSWQiOiIzOTkxYWRiYS00YzJkLTQzNjItYjQ0ZS03ODZiZTAzYjcyYjgiLCJwb2RjYXN0SWQiOiI5YjdmZTFjNi04M2QzLTQ3Y2MtYmYzYy00NzhhM2RhMzQyMDkiLCJhY2NvdW50SWQiOiI2ODQ4MjY5MGMxMmM2OTA0MDZiNDRlMjEiLCJwYXRoIjoibWVkaWEvY2xpcHMvNmEyYzdlYTIxMGU3MjE2MWZjNGY2YmJiL2RhcnlsLWhlbnJ5cy1zdHVkaW8tWGxLQzItY29tcG9zZXItMjAyNi02LTEyX18yMy00OC0xOC5tcDMifQ==.mp3","audio_url":"https://api.riverside.com/hosting-analytics/media/4b8c572d1ce8eba89ca5e229274dd7e3a14406effbb327adc3a6e786085f2daf/eyJlcGlzb2RlSWQiOiIzOTkxYWRiYS00YzJkLTQzNjItYjQ0ZS03ODZiZTAzYjcyYjgiLCJwb2RjYXN0SWQiOiI5YjdmZTFjNi04M2QzLTQ3Y2MtYmYzYy00NzhhM2RhMzQyMDkiLCJhY2NvdW50SWQiOiI2ODQ4MjY5MGMxMmM2OTA0MDZiNDRlMjEiLCJwYXRoIjoibWVkaWEvY2xpcHMvNmEyYzdlYTIxMGU3MjE2MWZjNGY2YmJiL2RhcnlsLWhlbnJ5cy1zdHVkaW8tWGxLQzItY29tcG9zZXItMjAyNi02LTEyX18yMy00OC0xOC5tcDMifQ==.mp3","summary":"Why do some producers consistently get more meetings and close more business? Because they stop talking about what they think matters and start talking about what prospects think matters. In this episode, Nick and Daryl discuss one of the most important sales skills a producer can develop: using a prospect's own words to describe their problem. From cold calls to qualifying meetings to closing conversations, they break down how listening for key phrases can help you build trust faster, create stronger emotional buy-in, and move prospects through the sales process. Along the way they discuss: The difference between selling on price and solving the price problem Why most brokers miss the prospect's real pain The language prospects use when they feel stuck How to uncover buying motives through better questions Real-world BOR examples that led to major wins A lesson, a story, and a laugh. BOR or Bust, baby.","meta_description":"Why do some producers consistently get more meetings and close more business? Because they stop talking about what they think matters and start talking ab…","key_points":[],"chapters":[],"topics":[],"duration_seconds":3190,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/bor-or-bust-7879278/episodes/use-your-customer-s-words-to-grow-faster/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/bor-or-bust-7879278/use-your-customer-s-words-to-grow-faster.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}