Super U Podcast | You Can’t Fall Off The Floor with Jamie Prickett
Today, we’re highlighting a former freestyle wrestler turned financial advisor, Jamie Prickett. Co-founder & CEO of Experior Financial Group Inc., Jamie is dedicated to reshaping the financial industry by addressing critical family challenges like income protection and retirement preparation. Driven by the belief that leadership transforms lives, Jamie empowers individuals to become better leaders, leaving a lasting impact on the industry and those he serves. In this episode Erik and Jamie discuss Jamie’s origin story, how he and his wife started a company together, the best piece of advice he’s ever been given, the top mistakes made by salespeople, the role artificial intelligence plays in the insurance business, and his book, You Can’t Fall Off The Floor.
Need a sneak peek? Below are the main takeaways from the episode.
Episode Preview:
“You mentioned that one of your superpowers, I know, is sales. What do you find? Because now you’ve been coaching close to 7000 people. What are some of the things that people get wrong? Like, give me the top two things that you normally see that people get wrong when it comes to sales. And then then we’ll walk through what do you see successful salespeople do?”
“One thing I would say is that sales has a certain language you need to understand. For example, if I’m booking an appointment with a customer and say, Hey, are you available next week?—they’re going to think, Well, there are seven days next week. I’ve got my kid’s soccer, I’ve got this, I’ve got that. It’s too broad.
Instead, there’s a technique to narrowing it down: Hey, are you available on Monday, or would Tuesday be better? Now, the customer can focus—Hmm, I can think about Monday… I can think about Tuesday… Tuesday’s better. Great. Then you can refine further: Would 6 PM work, or would 8 PM be better? It’s a science—guiding people through small, manageable choices until you reach the final destination: the appointment.
The same principle applies to sales in general. Asking the right closing questions helps move the process forward—something many of your listeners are probably familiar with. But here’s the key: You also have to be yourself. If you sound robotic or try to be someone you’re not, it won’t work.
I listened to a lot of Tom Hopkins when I was starting in the business. He’s a well-known sales trainer—wrote Sales for Dummies, I believe. He was also a successful realtor back in the ’60s. His style, though, can sound almost too polished, too scripted. But I absorbed his techniques and then adapted them to fit my own personality.
That’s what good sales is—learning the skills but staying authentic. Some people go too far in one direction—Well, John and Mary Smith, how are you on this fine afternoon?—and it sounds completely unnatural. Others are too casual—Yo, what’s up? Next week work? Bro, we good? There has to be a balance.
The key is authenticity, combined with proven sales techniques. And these days, you can learn everything you need on YouTube or other resources—there’s no shortage of great sales training out there.”
Connect with Jamie Prickett:
Instagram: @experior_ceo
LinkedIn: https://www.linkedin.com/in/jamieprickett/
Facebook: https://www.
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The Super U Podcast is hosted by #1 bestselling author and Motivational Speaker Erik Qualman.
