Frederick Fisher on Why Listening Is the Ultimate Sales Skill

Most people wait for opportunity.

The best ones sell their way into it.

Enjoyed my conversation with Fred Fisher.
50+ years in business. Still sharp. Still curious.

4 things that stuck:

1 - Opportunity is sold — not given.
At 17, he talked his way into a French kitchen in Grenoble.
Sales isn’t a department. It’s a life skill.

2 - Listening wins.
Great mentors don’t preach.
They ask questions that flip the light switch.

3 - Technology scales. Humans close.
Email is efficient.
The phone builds trust.

4 - If you want to grow faster than the people around you —
pick up the phone.
Never stop learning.

 

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Frederick Fisher, J.D., CCP, is a seasoned expert in Professional Liability with a career spanning over 50 years. Renowned for his dedication to client financial security, he advocates for providing clients with strong financial safeguards, letting competitors focus on ""selling some insurance.""

Fisher serves on the Editorial Board of Agents of America, is an original faculty member at the Claims College’s School of Professional Lines (sponsored by the Claims & Litigation Management Association) and has been the Senior Technical Advisor for over 30 years on a research manual titled Professional Liability Insurance published by the International Risk Management Institute. A founding member and Past President of the over 40,000-member strong Professional Liability Underwriting Society (PLUS), he was awarded the PLUS Founders Award in 2019.

In addition to his roles in education and advisory, Fisher is a prolific writer and speaker. He authored the 2024 publication “Claims Made Insurance - The Policy That Changed the Industry” (published by the Insurance Journal/Wells Publishing Co.) and has over 80 industry-related articles to his name, along with more than 150 industry-related presentations and classes.

Fisher’s career began with two decades as a Professional Lines Claims Adjuster, specializing in Professional Liability claims, qualitative claim audits, risk management, and loss control. Later, he founded ELM Insurance Brokers, where he led as CEO for over 20 years. Currently, he consults as a Subject Matter Expert for several PLUS RPLU courses, advises A.M. Best as a recommended expert, and provides expert witness testimony.

Known for his insights into “The Gotchya’s that’ll Getchya ™ 1” of Executive Liability and Specialty Lines Insurance, he remains a trusted advisor to businesses navigating complex liability landscapes.

Fred not only has a remarkable sense of humor, but also knows how to explain complex insurance contract language in a way that is understandable to everyone.

Having grown up with an educated palate, Fred is an excellent cook. That comes as no surprise when one learns that, as a student, he spent time in France and convinced a local restaurant to teach him to cook, a hobby he still savors. In the 80s, he also published a cookbook, the Joys of Spice.

Learn more at https://www.fishercg.com/

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Connect with Frederick Fisher, J.D., CCP​:
Website: https://www.fishercg.com
LinkedIn: https://www.linkedin.com/in/frederick-fisher-j-d-ccp-46b1944

*E - explicit language may be used in this podcast.