Power Producers Podcast

In this episode of the Power Producers Podcast, David Carothers is joined by Warren Cleveland, founder of Captive Coalition, to dive into the world of captive insurance. Warren offers a fresh perspective on captives, emphasizing how independent agents can add value by helping their clients save money and increase profitability. With practical insights, they discuss the benefits of captives, the right clients for this model, and how agents can monetize their expertise by advising clients on alternative risk transfer solutions. David and Warren also share personal stories, including their shared love of barbecue, which adds a light-hearted touch to the discussion. The episode sheds light on the educational resources Captive Coalition offers to help agents learn the ropes of captives and how they can take control of their clients' insurance costs in a way that's both profitable and sustainable. Key Highlights: Understanding Captives Warren explains how captive insurance works, breaking down complex terms and providing agents with tools to help their clients understand the benefits of risk-sharing and self-insurance. The Value of Risk Management They discuss the importance of risk management and training, especially when it comes to loss history and how it directly impacts the success of a captive program. The Right Fit for Captives Not all businesses are suited for captives. Warren outlines the key traits that make a business a good candidate, including a solid risk management track record and a willingness to take on some risk. Educating Clients and Agents David and Warren discuss how agents can get ahead by learning the process of captives and using that knowledge to provide more value to clients, ensuring they aren't left behind when other agents are introducing captives as an option. Building a Strong Partnership The episode emphasizes the importance of agent-client relationships and how Captive Coalition works alongside agents to make them heroes in the eyes of their clients by providing valuable, actionable advice. Connect with: David Carothers LinkedIn Warren Cleveland LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Captive Coalition Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes    

In this Power Producers Podcast episode, David Carothers is joined by Kevin Ring, lead analyst at the Institute of Work Comp Professionals, for a deep dive into workers' compensation classifications. The discussion focuses on the challenges of ensuring that businesses are properly classified, the importance of getting class codes right, and strategies to avoid common mistakes that could lead to costly audits. With firsthand experience from multiple NCCI audits, David shares his insights on how to navigate the complexities of workers' comp class codes and protect clients from unnecessary errors. Kevin also covers the most recent changes in the industry, such as NCCI's update to code 8720 for construction estimators, and explains how businesses need to stay updated on classification changes to avoid issues down the line. This episode is packed with practical advice for agents looking to stay ahead in the workers' comp space. Key Highlights: The Importance of Classifications David and Kevin discuss why workers' compensation class codes are crucial and how an incorrect classification can result in higher premiums and audits. They emphasize the importance of understanding both the business operations and how they should be classified. Navigating NCCI Audits David shares his experience with NCCI audits, including the thorough process involved and how misunderstandings about class codes can lead to disputes. He explains why getting the right people involved upfront can prevent these issues. Changes in Workers' Comp Classifications Kevin discusses recent changes to class codes, including the addition of construction estimators to code 8720 and the merging of long-haul and short-haul trucking codes. He explains how these changes can impact businesses and how agents need to stay on top of these adjustments. Understanding Standard Exception Classifications Kevin explains standard exception classifications (like clerical, outside sales, and drivers) and how they can be applied separately from the governing class code. He also touches on the importance of understanding each code's detailed criteria to ensure accuracy. Classifying Businesses in Construction and Manufacturing Kevin dives into the complexity of classifying businesses in industries like construction and manufacturing, where different activities within the same business can require separate codes. He provides examples of how to apply the right codes depending on the work performed. The Role of Agents in Accurate Classifications David and Kevin discuss the role of insurance agents in accurately classifying businesses and ensuring that clients' operations align with the right class codes. They highlight how thorough knowledge and documentation can prevent issues during audits and save clients money. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers is joined by Benjamin Dennehy famously known as the UK's Most Hated Sales Trainer for a brutally honest and wildly entertaining conversation about what's wrong with the modern sales game. From confronting imposter syndrome to challenging outdated sales scripts, Benjamin shares why most salespeople fail and what it actually takes to dominate. The duo explores the parallels between law and sales, the importance of detachment from outcomes, and why truly great sellers don't wing it they operate with ruthless precision. Packed with hard truths, tactical tips, and some serious laughs, this is a must-listen for anyone in the sales world who's tired of the fluff. Key Points: Owning the “Most Hated” Title Benjamin shares how embracing a polarizing brand identity helped him stand out and why being liked is overrated in sales. Salespeople Are Wingin' It The average salesperson lacks structure, accountability, and intentionality. Dennehy argues that sales success comes from rigorous process not charm or “winging it.” Lawyer Mindset, Sales Success Sales, like law, is a game of discovering the truth. Dennehy breaks down how to lead meetings like a deposition and make your prospect reveal what matters most. Questions Build Credibility It's not the answers, but the questions that earn trust. Learn how to ask with intention and why the first question is rarely the real one. Stop Selling to Everyone David and Benjamin hammer home that elite producers sell on their terms. Sales is not about begging for business — it's about qualifying the buyer and owning your worth.

In this Power Producers Podcast episode, David Carothers is joined again by Kevin Ring, lead analyst at the Institute of Work Comp Professionals. The two dive into a critical yet often overlooked aspect of workers' compensation—understanding common majority ownership and how it affects the experience modification factor (mod). This discussion is vital for agents who deal with businesses that own multiple entities or engage in mergers and acquisitions. Kevin explains why agents need to be proactive in gathering ownership details and completing the ERM-14 form accurately to avoid costly errors and ensure proper coverage. David and Kevin explore the challenges agents face when dealing with businesses that have ownership stakes in multiple companies, and the importance of combining those companies on the same experience mod. They also touch on how M&A activity and asset purchases can complicate the mod process and why it's crucial for agents to educate clients on these risks before they make business decisions. Key Highlights: Understanding Common Majority Ownership Kevin explains how the common majority ownership rule affects the experience mod, and why it's crucial for agents to ensure all companies under shared ownership are combined on the same mod. The Importance of Ownership Questions Agents often skip asking clients about ownership in multiple businesses. Kevin emphasizes that these questions are critical not just for workers' comp but also as a sales tool to deepen the client relationship. Navigating Mergers and Acquisitions David and Kevin discuss the complexities of mergers and acquisitions and how acquiring a company impacts the buyer's experience mod. They explain why agents must ensure clients understand the financial implications of combining experience mods post-acquisition. Filling Out the ERM-14 Form Kevin breaks down how to properly fill out the ERM-14 form, highlighting the importance of providing a narrative and accurate details to the Rating Bureau. This process helps agents avoid confusion and ensure proper risk management. Avoiding the Mod Evasion Trap David and Kevin talk about how some businesses attempt to evade mod increases by creating new entities or joining PEOs. Kevin stresses that while this may seem like a short-term solution, it doesn't address the root causes of high experience mods. Planning for Future Business Transactions Kevin advises agents to proactively discuss business transactions, such as buying or selling a company, with their clients to avoid unexpected complications in workers' comp premiums and ensure proper coverage adjustments. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this Power Producers Podcast episode, David Carothers sits down with Dylan Jordan from Amwins to discuss specialized niches within the insurance world, particularly focusing on the human services, healthcare, and life sciences markets. With only two months until Producers in Paradise 2025, the conversation covers a variety of challenges and opportunities in the current hard market, from navigating supplemental applications to understanding the unique risks of sectors like MediSpas and behavioral health. Dylan shares insights into Amwins' approach, the importance of micro-niches, and how they continue to provide solutions in challenging markets. They also dive into the latest trends in tort reform, staffing shortages in healthcare, and how producers can effectively position themselves in a competitive market. This episode is packed with practical advice for producers looking to specialize and stay ahead in the evolving insurance landscape. Key Highlights: Specializing in Niche Markets Dylan talks about Amwins' focus on the human services, healthcare, and life sciences sectors, explaining how their expertise in these areas helps them close deals faster and more effectively than general wholesalers. Navigating the Hard Market The discussion touches on the challenges of the current hard market, particularly in healthcare and human services, and how tort reform and statute of limitations changes are influencing the market dynamics. Understanding Supplemental Applications Dylan emphasizes the importance of supplemental applications and how data gathering from clients is critical to ensuring comprehensive coverage in niche areas. Finding Opportunities in Emerging SectorsDavid and Dylan explore growing sectors like MediSpas and home healthcare, and how producers can capitalize on these opportunities by identifying gaps in coverage and leveraging specialized markets. The Role of Technology in Insurance They discuss the impact of new technologies, such as Assembly, that help agents streamline data collection and improve efficiency, particularly for complex policies. Strategic Risk Management Dylan highlights how risk management in sectors like MediSpas and behavioral health requires in-depth knowledge of both underwriting and the nuances of each industry to avoid potential pitfalls and claims. Connect with: David Carothers LinkedIn Dylan Jordan LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Amwins Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this Power Producers Podcast episode, David Carothers is joined again by Kevin Ring, lead analyst at the Institute of Work Comp Professionals. In this Shop Talk session, they take a deep dive into the crucial topic of the valuation date and its significance in workers' compensation policies. While last week's discussion highlighted the importance of leading with workers' compensation, this episode shifts gears to discuss why understanding the valuation date is vital for businesses. David and Kevin unpack the complexities of the valuation date—what it means, why it matters, and how it can impact a company's experience mod. Kevin shares expert insights into how this date plays a central role in determining a company's future workers' compensation premiums and why it's essential to monitor open claims carefully. Key Highlights: What is the Valuation Date? Kevin explains that the valuation date is when insurers submit crucial data to the Rating Bureau, affecting a company's experience mod and future premiums. Impact of Open Claims Kevin discusses how open claims, even with high reserves, impact the experience mod just as much as settled claims. Timing of the Valuation Date The valuation date occurs 18 months after policy inception. Kevin highlights how policy changes affect this timing. Managing Claims for the Valuation Date Kevin emphasizes the importance of tracking open claims early and working with adjusters to ensure accurate reserve updates. Dividends and Profit Sharing Understanding the valuation date can impact eligibility for dividend programs and profit sharing, boosting business benefits. Agent's Role in Claims David advises agents to be proactive in managing claims, educate clients, and collaborate with adjusters for better outcomes. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers welcomes Brett Fulmer, principal of Newport Beach Insurance Center, for a dynamic conversation packed with insights on insurance, career growth, and community building. Brett shares his unique journey in insurance, his passion for innovation, and how he balances multiple roles with energy and focus. David and Brett discuss everything from navigating the evolving insurance market, the importance of value-added service, to the role of technology and AI in transforming agency workflows. They also dive into the power of the community within the industry, sharing stories of mentorship, peer support, and how brokers can thrive in a competitive environment. Key Highlights: Brett's Insurance Journey Brett reflects on how a background in office relocation sales unexpectedly led him to insurance, highlighting the transferable skills and the unique “happy accident” that shaped his career path. The Value of Sales and Service The conversation covers the delicate balance between sales, relationship building, and genuine value addition, emphasizing why insurance is more than just a commodity. Building Community and Peer Support Brett shares how his group, Broker Brews, fosters connection and collaboration among agents, turning networking into meaningful relationships that extend beyond business. Tech and Innovation in Insurance Both David and Brett explore the impact of AI and insuretech, discussing practical tools that streamline policy review and compliance while freeing up account managers to focus on client relationships. Market Trends and Challenges Insights into Florida's market conditions, the hard and soft markets, and how producers can position themselves strategically in a shifting landscape. Work-Life Balance and Family Brett opens up about balancing his busy career with family life, including preparing for a new addition and working alongside his children in the insurance business. Connect with: David Carothers LinkedIn Brett Fulmer LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Newport Beach Insurance Center LLC Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Shoptalk, David Carothers welcomes back Kevin Ring, lead analyst at the Institute of WorkComp Professionals and one of the nation's foremost experts on workers' compensation. Kevin shares valuable insights into why leading with workers' comp is a smart strategy for insurance agents, offering practical tips that agents can apply immediately to improve their game and better serve clients. David and Kevin break down complex workers' compensation topics into digestible, actionable advice — perfect for both new and seasoned producers looking to boost their understanding and results.   Key Highlights: Why Lead With Workers' Comp? Kevin explains how workers' compensation policies are simpler than most insurance lines, with consistent policy forms across carriers, making it easier for new producers to learn and sell effectively. He emphasizes the ability to clearly demonstrate the impact agents can have by lowering clients' experience modification factors (mods). Monetizing Workers' Comp Success The pair discuss how agents can show tangible ROI by improving clients' workers' comp programs, which can reduce premiums and directly enhance business profitability. Common Misconceptions About Insurance David and Kevin address the frustrations clients have when paying premiums without claims, clarifying how insurance works as a risk management tool rather than a savings account or investment. The Role of Company Culture Kevin highlights how a positive workplace culture reduces litigation and claims abuse, improving workers' comp outcomes and client satisfaction. Data-Driven Prospecting Leading with workers' comp allows agents to access valuable public data, such as experience mods, helping them target high-opportunity accounts and personalize outreach. Takeover Opportunities Kevin shares how focusing on workers' comp can open doors to take over accounts incrementally, reducing client resistance to changing agents. Learning and Skill Development Agents can develop consultative selling skills in workers' comp that transfer to other lines of business, moving beyond price-driven sales. Market Trends and Rate Changes Kevin notes potential upcoming rate increases, such as in California, signaling a shift after a decade of rate declines and emphasizing the importance of staying informed.   Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers sits down with Aris Papadopoulos, Chairman of the Resilience Action Fund and author of Resilientomics. Aris shares his unique perspective on resilience, from his experience as a 9/11 World Trade Center survivor to his passion for building stronger, more resilient homes and communities. Together, David and Aris explore how resilience is critical not just in construction, but in the insurance industry and beyond. Aris discusses his journey from the construction industry to founding the Resilience Action Fund and how he's working to educate consumers on the importance of resilience in the built environment. The conversation touches on everything from the impact of poor construction standards to how insurance professionals can incorporate resilience into their strategy. This episode offers valuable insights for anyone looking to improve their understanding of resilient building and the role it plays in property protection. Key Highlights: The Resilience Action Fund Aris discusses the Fund's mission to educate consumers about building resilient homes and the tools available on his website.   Building Resilient Homes Aris explains why building to code is not enough and the importance of prioritizing structural resilience over cosmetic upgrades.   Consumer Education Aris emphasizes the need for consumers to understand resilience and how the Fund is working to raise awareness.   Insurance and Resilience Aris talks about the role of insurance professionals in educating clients on resilience and incentivizing better building practices.   Challenges in the Building Industry Aris reflects on the slow pace of change in the construction industry and the resistance to adopting resilient practices.   Technology in Construction Aris explores how technologies like 3D printing are impacting construction and their role in building more resilient homes. Connect with: David Carothers LinkedIn Aris Papadopoulos LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Resilience Action Fund Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this final episode of Power Producers Shoptalk's remote team series, David Carothers wraps up with the Insurance Futures team by focusing on a critical skill for producers and sales leaders alike: listening to calls and role-playing. Effective sales and leadership aren't just about numbers, they're about developing skills, refining approaches, and building confidence through practice. David, Jeremy Huerta, Michael Overstreet, and Caleb Walker share how call listening and role-play have transformed their teams by creating habits that lead to better sales conversations, more appointments, and stronger client relationships. Key Highlights: The Power of Repetition Through Role-Play Jeremy compares role-play to coaching his young son in basketball—practice and correction lead to mastery. The team agrees that consistent role-playing builds confidence and sharpens skills. Listening to Calls Reveals the Truth Michael emphasizes how listening to recorded calls helps identify strengths and weaknesses. It's essential for coaching and ensuring salespeople deliver the right message and overcome objections effectively. Consistency and Bite-Size Coaching The team highlights the value of regular, focused listening sessions—breaking calls into manageable parts—and leveraging AI tools to analyze calls and provide actionable feedback. Using Role-Plays to Standardize Sales Approaches David and Jeremy discuss using structured role-play scenarios, often generated with tools like ChatGPT, to train sales reps on objection handling and core messaging, ensuring consistent, high-quality interactions. Holding Teams Accountable for Growth The group stresses the importance of accountability through listening and role-play. Teams that embrace this culture grow faster, build better client relationships, and scale more profitably. To download the call listening and role-play guides, CLICK HERE. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers sits down with Tony Canas, Chief Motivational Officer at Insurance Nerds. The conversation takes some unexpected and fun turns, including Tony's unique background, passion for insurance, and his journey into magic. It's a lively and engaging discussion that blends business, culture, and personal development in the insurance industry. David and Tony dive deep into how insurance professionals can cultivate a strong company culture, the importance of understanding various roles within an agency, and how building relationships internally is just as important as externally. From career advice to innovative ways to stand out in the industry, this episode is packed with valuable insights. Key Highlights: Building Strong Agency Culture David and Tony explore the importance of understanding the various roles within an agency, including account managers and producers, and how a lack of understanding can lead to friction. They emphasize how strong internal relationships are key to agency success. The Role of the Producer David shares his perspective on the producer's role in balancing sales and building genuine relationships. He explains why understanding the day-to-day of other roles can improve collaboration and drive success in the agency. Insurance Nerds & Career Growth Tony shares his unique journey within the insurance industry, from underwriter to recruiter, and how Insurance Nerds has grown into a valuable resource for insurance professionals. He discusses how the platform helps individuals navigate their careers and make informed decisions about their professional path. The Magic of Connections Tony talks about how his passion for magic has intertwined with his insurance career, using it as a tool to stand out at conferences and build stronger connections. It's a fun and unique approach to networking! The Need for Diversity in Insurance The discussion touches on how the insurance industry needs to evolve, especially when it comes to diversity and inclusion. David and Tony reflect on the importance of understanding different perspectives and embracing diverse voices within industry. Connect with: Visit Websites:  

In this Power Producers Shoptalk episode, David Carothers returns for session five with the Insurance Futures team to tackle one of the most critical elements in managing a successful remote workforce: communication. Following four weeks of deep dives into building remote teams, this episode zeroes in on how effective communication can make or break your virtual agency's culture and efficiency. David and his guests Jeremy Huerta, Michael Overstreet, and Caleb Walker discuss the challenges unique to remote communication—like delayed responses, misinterpreted messages, and the absence of face-to-face cues—and share practical strategies to establish clear, consistent, and intentional communication frameworks. They emphasize the importance of having structured communication protocols, standardized abbreviations, and response expectations so that the whole team is aligned and productive, no matter where they're located. Key Highlights: Why Clear Communication Is EssentialDavid highlights how delayed or unclear communication can cause frustration and impact client service and sales outcomes in a remote setting. Consistent and transparent communication is vital to keep everyone on the same page. Setting Communication Guidelines and Hierarchy The team stresses the need to define who to contact for what and by which method—phone call, message, email, or quick acknowledgment—to prevent confusion and wasted time. Choosing and Sticking to a Communication Platform Jeremy and Michael explain the importance of picking one primary platform—like Microsoft Teams—and committing to it, even if it's imperfect, to maintain consistency and avoid team frustration. Standardizing Language and Status Updates Using common abbreviations, uniform status indicators (like “BRB” or “Back”), and clear expectations around response times reduces misunderstandings and improves workflow across the virtual team. Leveraging Playbooks and Resources The team shares how they've created a comprehensive communication playbook and organizational clarity tools that staff can access anytime, ensuring everyone knows how and where to communicate efficiently. To download the communication playbook and organizational chart worksheet:Click here Connect with: Visit Websites:  

In this Power Producers Podcast episode, David Carothers is joined by Jason Duby, Captive Manager at Garnet Captive, to dive deep into the concept of captives and how they can provide valuable opportunities for businesses, particularly as the market continues to harden. Jason breaks down the intricacies of captive insurance, explaining how they work, who benefits, and what sets Garnet Captive apart from other options in the industry. David and Jason explore the different types of captives, the benefits of participating in one, and the financial implications for businesses that choose this route. The conversation also touches on the importance of risk management and the steps businesses need to take to set up and benefit from a captive insurance program. Key Highlights: What Is a Captive? Jason explains how businesses can form their own insurance group to manage risk, reduce costs, and potentially recoup unused premiums—highlighting the efficiency of group captives. Types of Captives They break down single-parent, group, homogeneous, and protected cell captives, explaining their structures and benefits for different business types. The Garnet Captive Edge Jason outlines Garnet's faster distributions, lower upfront costs, and risk management support that help businesses see quicker returns. Financial Commitment They discuss the cost of joining a captive, including collateral and underwriting requirements for businesses with strong risk profiles. Risk Management & Claims Captives allow businesses to customize claims handling and implement tailored risk management strategies. Tips for Producers David and Jason advise producers on spotting good captive candidates and warning signs like poor loss history or price-focused buyers. Connect with:   Visit Websites:  

In this Power Producers Shoptalk episode, David Carothers continues his series with the team from Insurance Futures, diving into the importance of job descriptions for building a strong culture in remote teams. As remote work becomes more common, having clear job descriptions helps set expectations, boost accountability, and ensure employees understand their roles. David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker from Heritage, an agency that has mastered the art of job descriptions. Together, they explore how detailed, concise job descriptions tied to core values and KPIs can lead to a more successful and productive remote team. Key Highlights: Why Job Descriptions Matter David starts by acknowledging that job descriptions are often overlooked, but in remote work environments, they're essential for clarity. Without clear expectations, employees can feel lost or uncertain about their role. Clarity and Simplicity in Job Descriptions The team stresses the importance of keeping job descriptions simple and straightforward. They emphasize that clear, concise language helps everyone understand exactly what's expected, without unnecessary complexity. Aligning Job Descriptions with Core Values Jeremy explains that job descriptions should align with the agency's core values. It's not just about duties—it's about ensuring employees know how their role contributes to the larger mission and culture of the agency. Linking Job Descriptions to KPIsCaleb discusses how job descriptions should reflect specific KPIs. By defining measurable tasks and goals, job descriptions create clear expectations and accountability for employees' performance. Job Descriptions as a Tool for Fit The team shares how transparent job descriptions help both the agency, and the employee assess if they're a good fit. By outlining the role clearly from the start, both parties can avoid surprises and ensure alignment with the agency's needs. To download the job description template and worksheet: Click Here Connect with: Visit Websites:  

In this episode of the Power Producers Podcast, David Carothers welcomes Jacob Hicks, a sales coach with an eclectic background in various industries, including retail, real estate, and optical sales. Jacob shares his insights on the evolution of sales and the importance of systems, follow-up, and understanding of your ideal client profile. David and Jacob explore Jacob's journey from selling suits to coaching salespeople, touching on the principles that drive success in sales across industries. The conversation delves into effective sales strategies, the importance of follow-up, and how mindset plays a crucial role in achieving sales success. Key Highlights: Jacob's Sales Journey: From Suits to CoachingJacob discusses his sales experience, starting from selling suits in retail to his work in real estate and the optical industry. He shares the unique lessons he's learned along the way, including his entrepreneurial beginnings selling Osage Oranges and potholders door-to-door. The Power of Follow-Up Both David and Jacob agree that follow-up is one of the most crucial yet often overlooked aspects of sales. Jacob emphasizes the importance of having a solid system in place for follow-up, whether automated or personalized, to stay in front of prospects and clients consistently. Avoiding the Trap of "Just Enough"Jacob recalls a pivotal moment in his career when a mentor told him that the insurance industry was full of "C players." This insight pushed him to elevate his own standards and always compete against top-tier professionals. He encourages listeners to focus on creating a system for success and sticking to it. Understanding Your Ideal Client Jacob and David dive into the concept of an ideal client profile. Jacob talks about how focusing on the right clients can prevent wasted time and energy on deals that are unlikely to succeed. He stresses that saying “no” to distractions and focusing on high-quality prospects is a game-changer. Sales Mindset and Belief The duo explores the role of self-belief in sales. Jacob shares how overcoming limiting beliefs can significantly increase one's potential in sales, with a special focus on setting higher goals and pushing past comfort zones to achieve greater success. Investing in Yourself: The Key to GrowthJacob discusses how investing in personal growth, whether through coaching, training, or networking, has played a significant role in his success. He encourages listeners to prioritize their own development to reap higher returns and better performance. The Transition from Inside Sales to Outside Sales Jacob reflects on his transition from inside sales (selling suits) to outside sales (in the optical industry), highlighting the key differences and skills that apply across both settings, including the importance of showing up, asking the right questions, and building rapport. Connect with: Visit Websites:  

In this Power Producers Shoptalk episode, David Carothers keeps the remote workforce series going with a deep dive into KPIs—why they're crucial and how they should be tied to core values. David and his team from Insurance Futures discuss how measuring the right activities can lead to success and help remote agencies stay on track. This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker from Heritage, an insurance agency that's figured out the formula for success with KPIs in a remote environment. They discuss how focusing on the right activities drives results, and how KPIs can be used to align teams with the company's core values. Key Highlights: The Role of KPIs in Remote Teams David explains that KPIs are crucial for remote teams to measure success. Without them, employees lack clear direction and benchmarks, which can lead to confusion and inefficiency. Starting with Core Values Jeremy and Caleb emphasize that KPIs should be chosen after defining core values and agency goals. This ensures that the KPIs are relevant and measurable, aligning with the overall mission of the agency. Activity-Based KPIs The team discusses how they focus on activity-based KPIs, such as calls and marketing drops, instead of just sales outcomes. This helps them monitor daily tasks that contribute to long-term success. Keeping KPIs Simple & Clear The team advocates for keeping KPIs simple and clear. They stress that every team member should have a defined KPI tied to the agency's goals, with no more than 3-5 metrics to focus on. Aligning KPIs with Core Values Finally, the team shares how they align KPIs, like "quality conversations," with their core values such as compassion. This ensures that employees not only meet targets but also embody the agency's culture in their work.   To download the KPI guide and read the blog, visit: How a Single Clear KPI Can Transform Your Remote Agency In the coming weeks, David and the team will continue discussing key strategies for managing remote teams, focusing on creating accountability, fostering culture, and driving business success. Be sure to tune in for more actionable insights! Connect with: Visit Websites:

In this Power Producers Podcast episode, David Carothers dives into the world of email marketing with Jay Schwedelson, founder of SubjectLine. The discussion focuses on how to refine your email marketing strategy, specifically the art of creating subject lines that boost open rates and increase engagement. David and Jay explore practical tips and insights on how to optimize your email outreach, avoid common mistakes, and ultimately build a more effective email marketing campaign. Key Highlights: Email Marketing Missteps: Common PitfallsDavid and Jay kick things off by discussing why many businesses struggle with email marketing, especially when it comes to automated cold outreach. Jay emphasizes the importance of shifting the mindset from "selling" to "providing value" in email marketing. The Power of the Subject Line Jay shares insights on the often-overlooked power of subject lines. He explains that small tweaks, like starting with a number, capitalizing words, or using brackets, can significantly increase open rates. He also debunks myths about spam trigger words and emphasizes the importance of clarity and relevance. Personalization Beyond the Name David and Jay discuss the value of using personalization in subject lines. Jay explains that the real magic happens when you personalize based on industry, job function, or company name, making the recipient feel like the email is specifically for them. The Art of Email Content The conversation shifts to the structure and content of email bodies. Jay suggests keeping emails concise, with no more than 75 words for new prospects and up to 150 words for existing customers. He also shares best practices for using bullet points, white space, and strong calls to action. Maximizing Click-Through Rates with Smart CTAsJay explains the importance of writing calls to action in first person. He emphasizes how this simple change can increase click-through rates by over 28%, and he gives practical examples of effective CTA phrasing. FOMO and Timing in Email Campaigns David and Jay talk about the role of urgency in email marketing. Jay advises using FOMO (fear of missing out) to drive action, like mentioning limited spots for events or expiring offers in the subject line and PS. Connect with: Visit Websites:  

In this Power Producers Shoptalk episode, David Carothers continues the discussion on building and managing remote teams in the insurance industry, with a specific focus on culture and connection. In this second installment with the team from Insurance Futures, David dives into the importance of team-building activities in a virtual environment. This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker from Heritage, an insurance agency that has perfected the art of remote workforce management. Together, they explore the best ways to create meaningful connections, build strong cultures, and engage remote employees to foster long-term success in a virtual setting. Key Highlights: The Importance of Intentional Culture Building David stresses that building a strong culture in a virtual environment isn't optional—it's essential. Without it, a remote team can quickly lose its cohesion and effectiveness. Regular Communication: Finding the Right Balance David shares his approach to daily communication, emphasizing the need for intentional, face-to-face interactions like virtual huddles to foster connection and avoid miscommunications. Maintaining Culture in Virtual Teams The Heritage team discusses the challenges of keeping culture strong in a remote environment and the importance of intentionality in virtual team-building efforts. Team Meetings: Connecting on a Personal Level Heritage's weekly meetings start with sharing personal highlights, allowing team members to connect beyond just work tasks and strengthen relationships. Employee Fulfillment and Personal Connection David reflects on his experiences in leadership and the importance of building genuine, long-term relationships with employees for a fulfilling work environment. Creative Team Building Activities The team shares fun and engaging virtual activities like charades and "Two Truths and a Lie," which help employees show their personalities and connect on a deeper level. The team offers a downloadable guide with a list of team-building activities that can be easily implemented to improve remote team culture. To download the full list of team-building activities and read the blog, click here In the coming weeks, David and the team will continue exploring more aspects of remote team management. Stay tuned for more actionable insights. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers is joined by Eric Stein, the president of Insured Solutions and author of the newly published book The Blueprint. Eric brings a wealth of experience in the insurance industry, especially in alternative workers' compensation and risk management. Throughout the episode, he shares insights into the complexities of captives and alternative risk transfer, breaking down the steps agencies should take to prepare for these advanced insurance structures. From understanding high-deductible programs to managing collateral and underwriting, Eric emphasizes the importance of laying a solid foundation before transitioning into self-insured or captive models. He also delves into the practicalities of running a business with virtual assistants, outsourcing, and the technological tools that have helped him with scale operations. Key Points: Captives and Alternative Risk Transfer Eric Stein explains the transition process from guaranteed cost programs to alternative risk solutions like captives. He highlights the importance of proper preparation, risk management strategies, and collateral requirements that agents need to consider before taking the plunge into captives. Building Risk Management Programs Eric discusses how he built a successful alternative risk workers' comp program, including the creation of custom risk management packages for clients. He stresses the significance of managing risk effectively before committing to high deductible or self-insured programs. Leveraging Offshore Virtual Professionals Drawing from his experience, Eric shares how he successfully utilized offshore virtual assistants to scale his business. He talks about the process of outsourcing back-office work, from telemarketing to CSR tasks, and the importance of developing solid processes to ensure smooth operations. Documenting Processes for Virtual Assistants Eric emphasizes the necessity of having documented workflows before outsourcing tasks to virtual professionals. He provides valuable advice on how agencies can streamline their processes and integrate offshore support effectively, ensuring they get the most out of their virtual team. The Power of Automation and Marketing Eric also touches on how marketing automation has helped him grow his business. From email marketing to using systems like Salesforce and Pardot, he explains how automation frees up time for high-value activities, such as client relationship building and business development. Exclusive Offer For the first 10 listeners who email Eric at eric@insuredsolutions.net, he's offering a free digital copy of his book The Blueprint, where he dives deeper into his unconventional journey and the strategies that led him to success in the insurance industry. Connect with: David Carothers LinkedIn Eric Stein LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insured Solutions Inc. Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this Power Producers Shop Talk episode, David Carothers kicks off a six-week series focused on the growing trend of remote workforces in the insurance industry. Rather than just relying on virtual assistants, David and his team are diving into the process of building and managing remote teams within the United States, specifically focused on highly skilled professionals. This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker, all partners at Heritage, an insurance agency that's already perfected the remote workforce model. Together, they share how they've scaled their business by embracing remote work and managing teams across multiple states, breaking down what's working for them and what others in the industry can learn from their experience. Key Highlights: Building a Remote Workforce The team discusses how the need to build a remote workforce arose from merging multiple agencies and expanding across states like Missouri, Washington, Utah, and Arizona. They share how remote work helped them overcome logistical hurdles, giving them access to great talent across the country without the constraints of physical office space. Core Values: The Foundation of Everything Jeremy, Michael, and Caleb dive deep into why core values are critical when building a remote team. They explain how defining core values early on shapes every decision—hiring, firing, and everyday interactions. They emphasize that core values are more than just words on a wall; they must be actively practiced, reinforced, and consistently tied to everything the team does. Why Less is More with Core Values The partners discuss how they kept their core values simple and easy to remember, and how it's essential for their remote team to live and breathe these values daily. They draw on examples from other successful companies like Ritz-Carlton, whose attention to detail and consistency in core values creates a replicated experience every time. Michael, Jeremy, and Caleb share the secret of keeping core values alive within the team, even remotely. Turning Core Values into Actionable Results It's one thing to have core values, but it's another to live by them. The team explains how they use weekly meetings, peer recognition, and real-time feedback to keep the values front and center. From providing feedback on employee performance to using recognition programs and even offering rewards like gift cards, they actively reinforce the behaviors they want to see in the team. Handling Turnover and Maintaining a Strong Culture David and the team discuss the role turnover plays when defining and sticking to core values. They emphasize that turnover can be a positive thing when it means only those who align with the company's values remain. Michael, Jeremy, and Caleb share how they've navigated turnover while ensuring their culture remains strong. Practical Takeaways At the end of each episode, the team provides downloadable resources, including worksheets to help define and implement core values within your own agency. Whether you're building a new remote team or refining an existing one, these resources are designed to help you put these principles into action. To download the resources and read the full blog, visit: Core Values Resources In the coming weeks, David and the team will continue to dive into the aspects of remote team management, focusing on culture, connection, and team-building activities. Be sure to tune in for more practical insights and actionable strategies to help you build a winning remote team. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers welcomes back David LeFevre from Sales Power to dive into the transformative role AI is playing in the insurance industry. They explore how technology, specifically AI, can revolutionize data management, client experience, and operational efficiency in insurance agencies. David LeFevre brings fresh insights into how AI can enhance agency processes by working smarter with data, streamlining the interaction between agency management systems and CRM platforms like HubSpot. They discuss the growing potential of using AI to clean and unify agency data, making it cleaner, more accurate, and easier to leverage for automation and decision-making. Key Highlights: The AI Revolution in Insurance David unpacks the hype around AI, focusing on its real-world applications for insurance agencies. From AI's ability to assist with data-driven decision-making to streamlining day-to-day operations, they discuss the growing role of AI in enhancing agency performance. The Role of Clean Data in AI Success David LeFevre explains the importance of good, unified data for AI systems to work effectively. He shares how AI's effectiveness is directly tied to data quality and why agencies need to focus on having clean, well-maintained data for AI to deliver accurate and valuable results. HubSpot as a Comprehensive CRM Solution The conversation shifts to the capabilities of HubSpot as an all-in-one solution for insurance agencies. David LeFevre highlights how HubSpot, integrated with agency management systems, is positioning itself as a viable alternative to traditional AMS platforms. He explains how agencies can leverage HubSpot to not only manage leads and client information but also streamline their operational workflow. PowerSync: Solving the Data Integration Problem The episode dives deep into PowerSync, a product by Sales Power designed to sync agency management systems with HubSpot. David and David discuss how PowerSync solves the data integration problem, allowing agencies to have a single, accurate source of truth for all client information across systems. This integration enhances customer experience and provides a more streamlined workflow. AI-Driven Customer Service & Account Management David shares how agencies can use HubSpot's Service Hub combined with AI to enhance client experience and improve account management. With features like unified inboxes, AI assistance, and ticket management, agencies can respond to customer needs faster, more efficiently, and with less room for human error. The Importance of Continuous Data Cleanup One of the challenges discussed in the episode is the need for continuous data auditing and cleanup. David explains how agencies can use automation tools like robotic process automation (RPA) to streamline this process and ensure that data remains clean, even as it flows across multiple systems. The Future of AI in Insurance The conversation wraps up with a discussion on where the future of AI is headed in the insurance industry. From sentiment analysis in customer interactions to improved data management, David LeFevre emphasizes that AI's potential is vast, but agencies must first ensure they have the right infrastructure and clean data in place to fully capitalize on it. This episode is a must-listen for insurance agency owners and leaders looking to integrate AI into their operations and harness the full potential of clean, actionable data for driving growth and improving client relationships. Connect with: David Carothers LinkedIn David LeFevre LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp SalesPower Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Shoptalk, David Carothers is joined by Colby Allen from Agency Brokerage Consultants for an in-depth discussion on producer equity. This conversation picks up where they left off in their previous episode on cracking the code of producer compensation, diving into the nuances of equity, ownership, and how to properly structure compensation plans for producers. Colby brings his expertise to the table, sharing insights into the challenges and opportunities surrounding producer equity in the insurance industry. From understanding the difference between ownership and equity to navigating non-qualified deferred compensation plans, Colby breaks down the complex world of producer equity and helps agency owners make smarter, more informed decisions. Key Highlights: Producer Equity vs. Ownership David and Colby discuss the difference between true ownership and compensation plans that resemble equity, clarifying what producers are really signing up for. Perpetuating the Agency Colby explains why producer equity should be viewed as a retention tool and how it helps agencies transition successfully. Deferred Compensation Plans The duo talks about deferred compensation programs, or "golden handcuffs," and how they impact recruitment and retention of talent in the agency world. Phantom Equity Explained Colby breaks down phantom equity, which mimics stock ownership without giving away actual shares, and how it benefits producers. Agency Size & Equity The conversation touches on how the size of an agency affects the feasibility of implementing equity programs. Strategic Planning Colby advises agency owners to structure their compensation plans carefully and consult professionals to ensure compliance and avoid financial issues. Equity for All Employees David shares his vision of including non-producers in equity programs, ensuring that long-term employees are rewarded. Tax & Compliance Considerations Colby highlights the importance of adhering to tax and compliance rules when setting up compensation programs. Connect with: David Carothers LinkedIn Colby Allen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Agency Brokerage Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers, David Carothers is joined by Madison Baker, Vice President at Marsh McLennan, to discuss her unique journey in the insurance industry, the power of building a personal brand, and the challenges and advantages of being a female producer in a traditionally male-dominated field. Madison shares her story of entering the insurance world through a path that was anything but traditional, finding her passion for risk management and production at an early stage. She talks about the critical role that LinkedIn has played in establishing her as an authority and how she's used social media to build authentic connections and trust with clients and prospects. Key Highlights: Building a Personal Brand in Insurance Madison emphasizes the importance of investing in your personal brand. She discusses how standing out as an individual producer can lead to better opportunities, stronger relationships, and a more fulfilling career. She encourages producers to be authentic, educational, and show their personalities on platforms like LinkedIn, as your name and reputation are what ultimately drive success. The Challenges of Being a Female Producer Madison opens up about the challenges she faced as a female producer in an industry that's often considered an “old boys' club.” She reflects on how societal expectations, such as the pressure to golf or drink at industry events, didn't align with her personal values. Instead, she leveraged her unique approach to relationship-building, focusing on authenticity and mental clarity to set herself apart. Success Through Persistence and the Right Strategy Madison explains how she went from a property broker to a successful producer by honing her skills in client-facing roles, solving problems, and offering value. She reflects on how finding the right client profile and developing long-term relationships are more important than transactional sales tactics, stressing that producers need to be patient and strategic in their approach. The Power of Vulnerability and Authenticity Throughout the conversation, Madison shares how her journey of giving up alcohol has impacted her productivity, mental clarity, and confidence. She discusses the benefits of being vulnerable and transparent with her audience on LinkedIn, which has not only improved her business but also inspired others to make healthier lifestyle changes. Navigating the Industry's Changing Landscape As the conversation wraps up, Madison and David discuss the evolving nature of the insurance industry, how agencies and producers can better support their people, and the need to focus on quality over quantity when it comes to producer development. Madison offers insights into how being an authentic leader and creating space for personal growth can help producers thrive in this competitive industry. This episode is packed with valuable insights for anyone looking to redefine their career in insurance, build a lasting personal brand, and succeed in the fast-paced world of sales. Connect with: David Carothers LinkedIn Madison Baker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Marsh McLennan Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Shoptalk, David Carothers dives into a crucial topic that every agency principal and producer need to hear: Producer Compensation and Producer Equity. Joining him is Colby Allen, VP of Agency Consulting and Valuation for Agency Brokerage Consultants, who brings his expert insight into the complexities of agency compensation models, including how to attract and retain top-producing talent through the right mix of pay and equity. David shares his personal experiences transitioning from the retail industry into insurance, and how those early struggles shaped his approach to compensation and agency culture. Colby, on the other hand, provides an objective perspective based on working with hundreds of independent agencies, and discusses what truly drives success for producers in today's competitive market. Key Highlights: Producer Compensation Models David and Colby discuss the wide variation in compensation plans across agencies, emphasizing the need to align producer pay with long-term agency success. Setting Producers Up for Success Colby highlights the importance of systems and support to enable producers to thrive, rather than just offering a higher commission rate. The Role of Producers Beyond Sales David talks about the frustration of producers being given a Rolodex without adequate training or leadership, while Colby stresses the broader role producers play in maintaining relationships. The Impact of Agency Margins Colby explains how agency margins influence compensation. Agencies with more resources can offer lower commissions while still helping producers succeed. Equity as a Retention Tool Colby discusses how offering equity or ownership can help retain top talent, with clear agreements in place for buy-sell terms. The Entrepreneurial Producer Mindset David and Colby emphasize that good producers want more than a paycheck—they want the opportunity for growth and ownership. Connect with: David Carothers LinkedIn ·         Colby Allen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Agency Brokerage Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers sits down with the team from Dreyev, an innovative solution transforming fleet safety and risk management. The team—Frank Centner, Roberto Sicconi, and Giancarlo Stanton—shares how Dreyev's cutting-edge technology can help producers reduce the total cost of risk for fleet accounts, all while improving safety and performance. Dreyev offers a unique approach to risk management by using AI-driven video analytics and telematics to monitor and coach drivers in real time. Whether it's improving the behavior of fleet drivers or mitigating the risks associated with distracted or drowsy driving, Dreyev provides a comprehensive solution for any fleet operator. Key Highlights: The Need for Safer Fleet Operations The team discusses the challenges fleet managers face in ensuring their drivers remain safe and the tools available to better monitor and influence driver behavior. With Dreyev, fleet owners can track driving behaviors like speeding, harsh braking, and distracted driving, and provide instant coaching to improve performance. The Technology Behind Dreyev Frank Centner explains his decision to join the Dreyev team, after being impressed by its ability to improve commercial automobile safety. By combining human-machine interfaces with AI, Dreyev gives fleet drivers a “co-pilot” to enhance safety, track risks, and reduce costly incidents in real time. Solving the Problem, Not Just Selling a Product David emphasizes how agents and producers need to focus on solving problems rather than simply selling products. Dreyev offers a tangible solution to a serious problem within the fleet industry: how to reduce risky behavior on the road and minimize losses while providing a competitive edge at the point of sale. Real-Time Feedback & Driver Scoring Roberto Sicconi explains how Dreyev's real-time feedback system improves driver performance and safety, with scoring systems that track risky behavior and provide positive reinforcement for safe driving. He highlights how contextual alerts for things like drowsiness or distracted driving lead to safer outcomes and long-term improvement. Fleet Safety and Insurance Premiums The conversation dives into how the insurance industry is changing and how adopting proactive risk management strategies can help reduce premiums. Dreyev's technology allows fleet owners to prove their commitment to safety, leading to improved underwriting outcomes and cost savings. The Cost of Safety With a price point as low as $17 a month for individual drivers, the team stresses how Dreyev is an affordable, effective solution that reduces total cost of risk. For larger fleets, the solution is scalable, offering real-time monitoring and customizable reports that can drive down the cost of insurance and improve overall fleet safety. Behavior-Based Risk Management David concludes by discussing the importance of behavior-based risk management and how Dreyev helps monitor, correct, and reward drivers for safe behavior. With the ability to track progress over time, this system offers fleet owners and producers a comprehensive, measurable way to reduce risk, improve outcomes, and build better, safer fleets. This episode is a must-listen for anyone in the fleet management or commercial insurance industry looking for a real solution to reducing risk, improving driver behavior, and driving down costs. Connect with: David Carothers LinkedIn Frank Sentner LinkedIn Roberto Sicconi LinkedIn ·        Giancarlo Stanton LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Dreyev Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Podcast, David Carothers dives deep with Noelle McCall from Contract Risk Academy to explore the crucial topic of contract review and how insurance agents can add value by properly reviewing contracts for their clients. Noelle, with her impressive background in commercial insurance and contract management, breaks down how producers can avoid common pitfalls in contract review and offer true consulting to their clients. Noelle shares her journey from starting in personal lines to becoming an expert in contract review, eventually leading the creation of Contract Risk Academy. She explains how agents can navigate contract language, identify gaps in insurance coverage, and become the trusted advisor clients need. This episode highlights the importance of understanding additional insured endorsements, contractual liability, and the critical nature of reviewing contracts before clients sign them. Key Points: The Role of Contract Review in Risk Management Noelle discusses how contract review can be a game changer for insurance agents, helping them go beyond policy placement and providing true consulting services. This can lead to better client retention and differentiation in a crowded market. Common Contract Pitfalls Noelle identifies some of the most common mistakes agents make in contract review, especially when dealing with additional insured endorsements. She provides invaluable insights on how to properly manage these endorsements to avoid uninsured losses and potential E&O risks. The Importance of Being a Trusted Advisor Instead of simply selling policies, Noelle emphasizes the need for insurance agents to position themselves as trusted advisors. By understanding contract language and insurance requirements, agents can help clients avoid coverage gaps and better manage their risks. Contract Risk Academy Noelle explains how Contract Risk Academy is helping agents and brokers learn how to properly review contracts, offering tools, templates, and live coaching to ensure they're providing the best value to their clients. AI and Contract Review Noelle talks about the potential for AI in the contract review process, including tools like Evident ID that help automate the review of insurance certificates and endorsements. She shares how these technologies can help save time and reduce the chances of overlooking critical coverage gaps. This episode is packed with essential insights for insurance producers who want to elevate their practice and provide real value to their clients. Whether you're new to contract review or looking to refine your approach, Noelle's expertise is a must-listen. Noelle is offering a $1,000 discount on Contract Risk Academy for a limited time—check the link for more details: https://www.contractriskacademy.com/power/ Connect with: David Carothers LinkedIn Noelle McCall LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Contract Risk Academy Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Podcast, David Carothers welcomes a longtime friend and mentor, Bernie Borges, back to the show for an insightful conversation on leadership, fulfillment, and creating a culture of engaged employees. Bernie shares his journey from marketing expert to developing a leadership framework that focuses on helping leaders empower their teams to achieve both personal and professional fulfillment. David and Bernie dive deep into the difference between happiness and fulfillment, and why fulfillment, a deeper, more enduring sense of satisfaction, should be the ultimate goal for leaders. Bernie explains how his Fulfillment-Centric Leadership Framework has been designed to help leaders support their teams in reaching their fullest potential, resulting in more engaged, loyal, and productive employees. This episode is packed with real-world advice on how leaders can navigate the modern workforce by focusing on fulfillment, recognizing the value of personal relationships, and creating a work environment that fosters achievement at all levels. Bernie also opens up about his experiences developing this framework, the challenges he's faced, and the incredible feedback he's received from both individuals and organizations looking to make a positive impact in their workplaces. Key Points: Happiness vs. Fulfillment Bernie explains the difference between happiness (fleeting emotion) and fulfillment (deep, lasting achievement), and why leaders should prioritize fulfillment. The Five Key Life Pillars Bernie introduces the Five Pillars: health, fitness, career, relationships, and legacy, and how leaders can use them to guide teams towards fulfillment. The Fulfillment-Centric Leadership Framework Bernie outlines a 10-step leadership framework to help leaders assess their own fulfillment and lead teams with conscious competence. Addressing Employee Disengagement With 77% of the workforce disengaged, Bernie advocates for leaders to focus on personal and professional fulfillment to boost engagement and productivity. The Power of Leadership That Understands Fulfillment Bernie shares a story of how understanding an employee's needs and offering support led to greater productivity and career success. Connect with: David Carothers LinkedIn Bernie Borges LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Thrive Media Book a call with Bernie Borges Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Podcast, David Carothers sits down with Brennen Grone, EVP of Sales at Rainbow, an InsureTech MGA specializing in restaurant coverage. They dive deep into the world of InsureTech, underwriting flexibility, and how Rainbow is redefining the insurance experience for agents looking to place complex risks. Brennen shares insights into the company's growth, their unique approach to risk selection, and why independent agents should pay attention to emerging tech-driven solutions in commercial insurance. Key Takeaways: From Decline to Bind Brennen shares real-life examples of how Rainbow's hybrid underwriting approach—leveraging both technology and human expertise—turns complex risks into bound policies. Learn how agents can work with their underwriting team to get tough placements across the finish line. The Restaurant Insurance Niche Why did Rainbow double down on restaurant insurance, and what makes them different from other carriers? Brennen explains how they've built a streamlined quoting process while providing deeper underwriting flexibility, making them a top choice for agents specializing in hospitality.  Why InsureTech Isn't Just About Speed While many InsureTechs focus solely on quick bindable coverage, Rainbow's model balances automation with human insight, ensuring that risks are properly priced and covered. They discuss why this approach matters in a hard market and how it helps agents win more business.  Building a Differentiation Strategy for Agents David and Brennen talk about how independent agents can leverage InsureTech solutions to stand out. From unique underwriting models to client education tools, they cover how producers can create a competitive edge that goes beyond price.  Overcoming Brand Objections in Sales New carrier names can sometimes create friction at the point of sale. Brennen and David discuss strategies to build trust with clients, handle objections, and position carriers like Rainbow as valuable partners—even when the insured has never heard of them before.  The Future of MGA Innovation Beyond restaurants, what's next for Rainbow? Brennen shares insights into their expansion plans, including new specialty programs in beauty & wellness, body piercing studios, and more. He also hints at the future of tech-enabled quoting, self-service tools, and expansion into new states. Connect with: David Carothers LinkedIn Brennen Grone LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial RAINBOW Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Podcast, David Carothers sits down with Michael Drew, a publishing expert with an astonishing track record—131 consecutive books placed on the New York Times bestseller list. Michael shares the insider strategies he's developed over decades in the industry, helping authors not only publish their books but also build powerful marketing platforms that drive real influence. Together, they unpack the process of turning ideas into successful books, the importance of audience engagement, and why simply making a bestseller list isn't enough to sustain long-term success. If you've ever thought about writing a book to enhance your authority, grow your business, or share your expertise, this episode is packed with insights you won't want to miss. Key Points: The Reality of Bestseller Lists Michael explains how New York Times and other bestseller lists work—and why they're about more than just book sales. Beyond Writing: The Power of Marketing A great book isn't enough. Michael shares because thought leadership, audience engagement, and smart marketing drive long-term success. Understanding Your Audience Using Hollywood-style buyer personas, Michael helps authors connect deeply with readers to create lasting impact. Why Bestseller Status Alone Won't Cut It Hitting a bestseller list won't magically change your business—Michael explains the real strategies that make an impact. Time vs. Money: Focus on What You Do Best David and Michael discuss why outsourcing book marketing (or any specialized work) leads to better results and long-term growth. Connect with: David Carothers LinkedIn Michael Drew LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Promote A Book Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute

In this episode of Power Producers Shoptalk, David Carothers dives into a topic that every insurance producer cares about—commissions. But instead of breaking it down himself, he brings in the expert who handles it all: Crystal Temple Frawley from The Pemberley Group. Crystal, a seasoned insurance accounting professional, shares her insights on agency bill, commission reconciliation, and the technology that's reshaping bookkeeping for insurance agencies. She discusses the unique challenges agencies face when managing their books, the common pitfalls of relying on generic bookkeeping services, and the importance of leveraging specialized expertise. The conversation also touches on how advancements in automation and AI are streamlining commission reconciliation, saving agencies time, and ensuring financial accuracy. Key Points: Mastering Commission Reconciliation David and Crystal discuss why commission reconciliation is one of the most critical yet challenging aspects of agency accounting. Crystal explains how audits, tracking, and technology can help agencies ensure they're getting paid accurately—and on time. The Role of Technology in Bookkeeping The insurance industry has long struggled with outdated processes, but Crystal highlights how technology is finally catching up. From automation to AI-driven commission tracking, she shares how modern tools can eliminate inefficiencies and reduce costly errors. Outsourcing vs. DIY Accounting Crystal breaks down when an agency should consider outsourcing bookkeeping rather than managing it in-house. She explains why using generic accounting services like QuickBooks Live often leads to costly cleanup work and why specialized expertise is essential for accurate financial management. The Human Element in Financial Oversight Despite technological advancements, Crystal emphasizes that human expertise is irreplaceable when it comes to financial oversight. She explains how automated tools can handle data entry, but strategic decision-making and financial analysis still require a hands-on approach from an experienced bookkeeper. Knowing When It's Time to Delegate David and Crystal explore how agency owners often hesitate to outsource financial management, believing they can handle it themselves. Crystal explains the signs that indicate it's time to delegate bookkeeping—like spending more time reconciling commissions than selling policies. If you're an agency owner wondering how to streamline your financial processes, ensure accurate commission reconciliation, and make smarter decisions with your accounting, this episode is packed with valuable insights you won't want to miss. Connect with: David Carothers LinkedIn Crystal Temple-Frawley LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial The Pemberley Group Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers kicks off the new year with an insightful conversation featuring Chris Cline, author of The Inertia of Legacy. They dive into the book's core themes—how individuals and businesses can shape their own legacy by embracing intentional change rather than remaining stuck in routine. Chris shares his unconventional journey from a fine art major to leading distribution for an insurance company, illustrating how creativity and problem-solving can transform traditional industries. The discussion explores the intersection of structure and innovation, the evolving role of independent agencies, and why legacy should be seen as an ongoing process rather than an outcome. Key Points: Creativity Meets Strategy Chris Cline's transition from graphic design to insurance leadership highlights the value of unconventional perspectives in structured industries. He and David discuss how creative problem-solving within existing frameworks leads to innovation and long-term success. The Power of Intentional Change Cline introduces the Inertia of Legacy concept, explaining how individuals and businesses often default to inaction unless external forces push them forward. He emphasizes taking control of one's direction through intentional action rather than waiting for change to happen. Independent Agencies & Industry Evolution Chris reflects on his move to the Big I, where he now works to support independent agencies on a national scale. He discusses the challenges and opportunities agents face as technology reshapes the industry, emphasizing the importance of adaptability. Content Creation & AI's Role in Business Growth David and Chris also touch on AI's impact on content creation, from writing books to automating sales training. They discuss how AI can enhance efficiency while still requiring a human touch to ensure authenticity and value. This episode is packed with insights on leadership, legacy, and the future of the insurance industry. Whether you're an agency owner, a business leader, or someone navigating career shifts, there's something valuable to take away. Connect with: David Carothers LinkedIn Chris Cline LinkedIn Alan Versteeg LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial The Inertia of Legacy Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers, David Carothers sits down with Alan Versteeg from Growth Matters International, bringing in fresh perspectives on sales from outside the insurance industry. Some of the best sales strategies come from those who aren't in the daily grind, and Alan delivers just new ideas, different approaches, and a mindset shift that can elevate any producer's book of business. Key Points: Sales is a Profession, not a Job Alan shares how his early failures in sales came from treating it as a job rather than a craft. Success came when he started studying sales as a profession, starting with psychology. Great Salespeople Don't Always Make Great Leaders David and Alan discuss the mistake of promoting top sales producers into leadership roles without proper training. Sales leadership requires an entirely different skill set. Sell Perspectives, Not Just Products Successful salespeople don't push products—they shift mindsets. Instead of focusing on price, they educate and guide prospects toward long-term solutions. Conviction Drives Sales Success Alan emphasizes that confidence in sales starts with belief in what you sell. When you have conviction in your value, persuasion comes naturally. The Pipeline Problem David warns that many producers fail because they don't consistently prospect. A strong pipeline prevents reliance on hard market conditions for success. Sales Leadership is the Missing Link Many sales teams underperform due to weak leadership, not lack of effort. Sales managers should focus on impact, not just numbers. Final Takeaway: Sales isn't about transactions—it's about trust, conviction, and long-term impact. Treat it like a profession, invest in leadership, and success will follow. Connect with: David Carothers LinkedIn Alan Versteeg LinkedIn Kyle Houck LinkedIn   Visit Websites: Power Producer Base Camp Killing Commercial Growth Matters International Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers takes a deep dive into the journey of Drew and Alan Kinney, owners of Kinney Insurance, as they share their experience in transforming a family agency into a modern, digitally driven business. From humble beginnings without a website to scaling into a multi-location operation with a strong online presence, the Kinneys discuss the challenges and strategies behind their success. Key Points: From Tradition to Innovation Drew and Alan share how they took over their family agency and modernized it, transitioning from outdated processes to a digital-first approach. Building a Strong Online Presence The Kinneys emphasize the importance of consistent branding and digital marketing in scaling their business and attracting clients. Scaling While Maintaining Culture Expanding to three locations and 22 employees required structured systems and leadership to maintain efficiency and company culture. The Power of Succession Planning They discuss the need for clear roles, leadership development, and long-term planning to ensure sustainable agency growth. Adapting to Market Challenges The brothers share strategies for navigating industry shifts, leveraging technology, and improving operational efficiency. Connect with: David Carothers LinkedIn Alan Kinney LinkedIn Drew Kinney LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Kinney Insurance Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Shoptalk, David Carothers dives into an overlooked strategy for building credibility and positioning yourself as an expert—getting published. He shares insights on leveraging niche industry publications, self-publishing books, and using content marketing as a powerful tool to generate inbound opportunities. David emphasizes that credibility isn't about being the most well-known—it's about being the most trusted, and one of the fastest ways to build trust is by putting valuable knowledge in front of your ideal audience. Key Points: Industry Publications as an Untapped Opportunity Most industry magazines lack content on safety, insurance, and risk management. David explains how offering well-written articles can establish credibility, create new business opportunities, and even lead to ongoing contributor roles. The Power of Self-Publishing Publishing a book isn't as complicated or expensive as people think. David shares how niche professionals can self-publish books for minimal cost, control their audience data, and use them as high-value marketing assets. Maximizing Content Repurposing A single webinar, blog series, or podcast can be repackaged into multiple formats—books, emails, short-form videos, and more. David outlines how professionals can leverage this approach to create a steady stream of valuable content. Building a Captive for Long-Term Gains For those looking to take niche expertise further, David discusses how captive insurance models allow agencies to retain underwriting profits, offering a smarter way to manage risk while increasing revenue. Next Episode: Making Trade Shows Work David previews next week's topic—how to turn trade shows into high-value lead generators rather than just handing out business cards. He'll break down strategies to maximize return on time and money spent. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers sits down with Terren Moore, founder and owner of MFI Agency, to discuss the unique challenges of closing out the year in a hard market while balancing the distractions of the holiday season. With just a few weeks left in the year, many businesses start slowing down—while top producers are pushing harder than ever. David and Terren dive into what it takes to maintain momentum and close the year strong, while also reflecting on Terren's journey from Texas Farm Bureau to launching his own agency in 2021. Key Points: Navigating the Hard Market & Holiday Slowdown David and Terren discuss the difficulties of prospecting and closing deals as the year winds down. While many clients shift their focus to holiday planning, top producers stay aggressive, ensuring a strong pipeline going into the next quarter. Terren shares his experience of pushing through the seasonal slowdown and how discipline plays a key role in overcoming market challenges. Building an Agency with a Long-Term Vision Terren reflects on his decision to leave a stable salary at Farm Bureau to start MFI Agency in the middle of COVID-19. He highlights the importance of financial independence, learning from experienced agency owners, and making strategic moves to build a business that thrives despite industry challenges. Farming, Business, and Lessons in Patience A first-generation farmer, Terren shares how his passion for agriculture led him to create AgriStar, a nonprofit that helps young farmers get started in agriculture. He discusses how the discipline and patience required in farming—planting, nurturing, and waiting for a harvest—closely mirror the process of growing an insurance book of business. The Power of Niching Down With agriculture as a massive industry, Terren is working to refine his niche, focusing on farm insurance solutions that go beyond policy sales. He emphasizes the lack of agent education in farm insurance, particularly in areas like workers' compensation and the H-2A visa program, where proper coverage is essential for compliance and financial security. By leveraging industry knowledge and relationships, he aims to offer real value beyond just price. Creating a Competitive Edge in Farm Insurance David and Terren discuss the challenges of underwriting agricultural risks, where many mainstream carriers struggle to provide competitive options. They explore how data, risk assessments, and industry-specific reporting can give farm owners better insights into cost-saving opportunities, making insurance about profitability and sustainability rather than just coverage. The Power of Community in Business Growth Terren shares how his involvement in FFA (Future Farmers of America) introduced him to farming and later helped him connect with agricultural clients. He recalls how word-of-mouth referrals have become a driving force in his business, with one client turning into multiple opportunities simply by showing up and offering value. Final Thoughts: David and Terren wrap up the episode with insights on how discipline, strategic planning, and niche expertise can turn a challenging market into an opportunity. As 2025 approaches, the key to success lies in proactive prospecting, continuous learning, and positioning yourself as an industry authority. Connect with: David Carothers LinkedIn Terren Moore LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp MFI Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Shop Talk, David Carothers dives into the art of tailoring solutions for clients and prospects, emphasizing the importance of operational insights alongside insurance expertise. He breaks down strategies for creating value through differentiation, building industry-specific niches, and leveraging tools and resources to position yourself as a true advisor in your client's business. Key Points: Tailored Solutions Beyond Insurance Address operational challenges, like safety programs or compliance, to build trust and go beyond just selling policies. Stand Out in a Hard Market Differentiate yourself through industry-specific content, personalized marketing, and proactive problem-solving. Build Credible Niches Develop 3-5 focused niches aligned with your expertise, using tools like SEO and vanity domains to drive engagement. Maximize Trade Shows and Content Leverage trade events and evergreen content like blogs and videos to showcase expertise and attract leads. Commit to Lifelong Learning Invest in continuing education and industry knowledge to build trust and position yourself as an advisor. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers sits down with photographer and “first impression architect” Daniel Wakefield to discuss how powerful headshots can elevate a producer's personal brand. Daniel shares the backstory of his transition from high-school science teacher to professional headshot photographer, explaining how his passion for genuine human expression drives him to capture that perfect, confidence-boosting shot. David and Daniel also talk about how stellar imagery can set producers apart on platforms like LinkedIn, foster stronger connections, and open doors to speaking engagements and leadership opportunities. Key Points: From Hobby to Business Daniel reveals how wildlife photography piqued his interest in capturing real human emotions—eventually leading him to study under renowned headshot photographer Peter Hurley. This drive for authenticity now shapes his entire approach to building standout personal brands. The Power of a Confident Image David and Daniel emphasize how a headshot that reflects genuine warmth and approachability can spark curiosity, convey professionalism, and differentiate producers from the sea of generic online profiles—particularly on LinkedIn. Personal Branding and Storytelling Daniel illustrates how posting truly engaging images on social media fosters deeper connections than mere self-promotion. David underscores the value of contributing to community and highlighting the successes of others to grow one's own presence and credibility. Speaking Engagements and Marketing Collateral Through examples with clients like Ciara Gravier, Daniel highlights how top-tier photos help secure keynote spots, stand out at conferences, and broadcast an executive or producer's readiness to deliver tangible value. Going Beyond the Studio Daniel explains that his services extend well beyond Florida. Traveling nationwide, he recreates studio setups within agencies and corporate offices, ensuring each final image reflects a subject's best angle—and best professional self. Connect with: David Carothers LinkedIn Daniel Wakefield LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Top-Tier Headshots Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Shop Talk, David Carothers dives deep into the art of building niches for agencies while balancing the benefits of specialization with the versatility of generalist strategies. With actionable advice, he breaks down how agencies can create impactful niches without putting all their eggs in one basket, emphasizing long-term sustainability and strategic growth.   Key Points: The Importance of Building a Niche David Carothers advocates for creating three to five complementary niches that align with an agency's expertise and market opportunities. He stresses the importance of becoming a credible authority within these niches while cautioning against over-specialization that could leave agencies vulnerable in volatile markets. Producers should develop expertise that enables them to stand out and deliver tailored solutions for clients. Balancing Generalist and Specialist Approaches While niches offer credibility and focused growth, David explains that agencies benefit from maintaining a generalist structure with specialized producers. This hybrid approach ensures agencies can attract a wide audience through broad marketing efforts while offering deep expertise when prospects become clients. Branding and Credibility David highlights the power of branding to establish instant credibility with prospects. By using targeted vanity domains and building niche-specific landing pages, agencies can position themselves as experts in specific industries. He shares examples of how a producer's consistent branding—like Jim DeWitt's Taco Tuesday posts—can build recognition and even inspire niche opportunities, such as insuring Mexican food trucks or restaurants. Content Strategy and Website Optimization David underscores the critical role of a well-developed website and evergreen content. He explains how blogs, videos, and dynamic content can enhance SEO, improve engagement, and attract niche-specific leads. Using tools like AI for content outlines or creating video-first strategies, agencies can generate valuable assets to drive traffic and conversions. Measuring Success David concludes by stressing the importance of measuring campaign success not through likes or impressions but through actionable metrics like bounce rates, time spent on site, and conversions. He emphasizes that investing time in website development and content creation is a crucial step toward long-term growth and profitability. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

This episode of Power Producers Podcast featured Rocio Luna, a workers' compensation expert with a claims background, who discussed her journey from claims management to becoming a producer. Rocio shared insights into how her psychology studies and claims experience equipped her with the empathy and problem-solving skills necessary for success in sales. Key Points: Transition from Claims to Sales: Rocio described how her claims background gave her a unique perspective and the tools to address clients' concerns effectively, particularly in high-risk industries like construction and staffing. Challenges in Sales: Rocio shared the hurdles she faced as a young female producer entering a male-dominated industry, including imposter syndrome and the difficulty of establishing a personal brand. Workers' Compensation Strategies: She emphasized the importance of understanding loss runs, controlling experience modifications, and helping clients make data-driven decisions over emotional ones to reduce total cost of risk. Building a Personal Brand: Rocio discussed how leveraging social media, particularly LinkedIn, transformed her approach to client engagement and established her as a thought leader. Key Advice for New Producers: Rocio stressed the importance of focusing on clients' needs, being persistent, and starting each day fresh, regardless of previous setbacks.   Connect with: David Carothers LinkedIn Rocio Luna LinkedIn Kyle Houck LinkedIn   Visit Websites: Power Producer Base Camp Rocio Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers sits down with Andrew Kelly from AJ Wayne & Associates, Inc, a seasoned wholesaler specializing in professional liability. Together, they dive into the evolving landscape of professional exposures and the critical role wholesalers play in supporting producers and navigating the hardest market many have ever experienced. From Andrew's inspiring 21-year journey in the industry to actionable advice for retail agents, this conversation offers valuable insights for anyone looking to sharpen their approach to professional liability. Key Points: Andrew Kelly's Journey Andrew shares his unique path from an admin role to becoming a trusted wholesaler, emphasizing the value of mentorship, persistence, and continuous learning. The Importance of Complete Submissions Andrew highlights how detailed, well-prepared submissions can foster better partnerships with wholesalers and lead to more efficient and effective results. The Role of Education and Designations Both David and Andrew stress the significance of professional designations like RPLU, CPCU, and others in building expertise and trust in the industry. Navigating the Hard Market The discussion explores strategies to thrive in today's challenging insurance market, from focusing on relationship-building with underwriters to leveraging market conditions to differentiate as a producer. The Power of Partnerships Andrew emphasizes that insurance works best as a collaborative effort between agents, wholesalers, and underwriters, underlining the importance of mutual respect and long-term relationship investment. Connect with: David Carothers LinkedIn Andrew Kelly LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp AJ Wayne & Associates, Inc Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers is joined by Ryan Smith, founder of RLS Consulting, to discuss the evolving world of cybersecurity and how insurance professionals can better navigate this complex space. Drawing on Ryan's extensive experience, they delve into actionable strategies for producers to engage clients on cyber risk, overcome objections, and build meaningful solutions that go beyond the policy. Key Points: The Intersection of Cybersecurity and Insurance Ryan highlights how cybersecurity and cyber liability are complementary solutions addressing the same problem: mitigating and transferring cyber risk. Understanding both perspectives helps producers connect the dots and provide more value to clients. Education Over Fear The conversation emphasizes the importance of educating clients about their cyber risks without resorting to fear-based selling. Producers are encouraged to focus on business impacts rather than technical vulnerabilities, fostering a consultative approach. Assessing Risk and Incident Preparedness Ryan shares insights on helping clients assess their cyber risks and prepare for incidents. He stresses the importance of asking key questions about incident response plans, compliance requirements, and the company's readiness for cyber threats. Shifting Client Mindsets The discussion tackles common objections, such as overconfidence in IT departments or the belief that “it won't happen to us.” Ryan suggests producers approach these scenarios with empathy and education, aligning solutions with clients' business priorities. Valuable Resources for Producers Ryan points to trusted industry reports, such as Verizon's Data Breach Investigations Report and IBM's Cost of a Data Breach Report, as tools to support client conversations and reinforce the importance of proactive cyber risk management. Connect with: David Carothers LinkedIn Ryan L. Smith LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp RLS Consulting Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers sits down with Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, to discuss authenticity, self-awareness, and the evolving landscape of sales. Larry shares his journey from selling office equipment to becoming a thought leader in building heart-centered sales cultures. Together, they explore the importance of investing in relationships, fostering genuine connections, and the discipline required for consistent success. Key Points: Sales Beyond Numbers Larry emphasizes the value of discovering your authentic self and aligning it with your sales approach to create meaningful client relationships. The Power of Mentorship Both David and Larry share personal stories about seeking mentorship early in their careers and how vulnerability and curiosity opened doors to growth. Heart-Centered Leadership Larry introduces the concept of heart-centered leadership, highlighting the need for alignment between leadership values and sales team culture. Daily Discipline and Reflection Larry discusses his practice of intentional daily routines and journaling to capture wins, learning moments, and areas of improvement, fostering personal and professional growth. Upcoming Projects Larry teases his upcoming podcast, Culture from the Heart, which will spotlight CEOs and business leaders who exemplify heart-centered leadership. Connect with: David Carothers LinkedIn Larry Levine LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Selling from the Heart Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers is joined by Joe Erle from C3 Insurance in San Diego to dive deep into the world of cyber insurance. From navigating ransomware attacks to exploring the evolving threat landscape, the conversation covers practical strategies, trends, and insights to help agencies and businesses stay ahead in a rapidly changing digital world. Joe shares his expertise on the critical role of cyber coverage, emerging AI threats, and the need for proactive planning. Key Points: Cyber Insurance in Focus Joe Erle discusses why cyber insurance is the most critical coverage today, sharing real-life cases and strategies to mitigate risks like ransomware and social engineering. Emerging Threats and AI The conversation highlights how hackers are leveraging AI for phishing, voice cloning, and malware, creating new challenges for businesses. Practical Cyber Solutions David and Joe explore tools like CyberCube, multi-factor authentication, and incident response plans to strengthen businesses' defenses. Industry Trends and Market Insights Joe sheds light on the soft cyber insurance market and why businesses should seize the opportunity to secure comprehensive coverage now. A Look Ahead The episode concludes with a teaser for future discussions, including a deep dive into conspiracy theories surrounding AI and cybersecurity. Connect with: David Carothers LinkedIn Joe Erle LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial C3 Insurance Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers takes a bold step outside the box to discuss an often avoided yet critical topic: Mental Health. Joined by Brenden Corr of The Loss Runs Pros and Justin Goodman of Total CSR, David dives into their passion-driven initiative, Project 55. The conversation highlights the growing openness around personal struggles on platforms like LinkedIn, emphasizing the need for real, vulnerable discussions on topics such as ADHD, alcoholism, anxiety, and depression. Brenden and Justin share their mission to bring awareness, resources, and actionable support to those struggling in silence, as well as the impact that building a supportive community can have in workplaces and beyond. Key Points: Breaking the Silence on Mental Health David, Brenden, and Justin discuss the importance of addressing mental health openly, sharing personal stories to inspire vulnerability and connection. Introducing Project 55 Project 55 is a new nonprofit initiative aiming to equip individuals with mental health first responder training, providing tools to identify and support coworkers or loved ones struggling with mental health issues. Community and Resources Brenden and Justin highlight their vision for an online community where individuals can access free resources, share experiences, and find guidance without stigma or fear. The Workplace Impact The conversation underscores how mental health challenges affect productivity and team dynamics, particularly in high-pressure industries like insurance. Project 55 offers practical solutions to address these challenges at the grassroots level. How to Get Involved Listeners are encouraged to visit Project55.org to join the community and stay updated on the comprehensive training program launching in April 2025. Connect with: David Carothers LinkedIn Brenden Corr LinkedIn Justin Goodman LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Project55 Total CSR The Loss Runs Pros Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this special episode of Power Producers Shop Talk, David Carothers sits down with Nicholas Ayers from Glovebox to discuss the recent acquisition of Better Agency by Glovebox and what it means for the insurance industry. David shares his insights as an investor and friend, focusing on the impact this partnership will have on both companies, their customers, and the broader market. With reflections on entrepreneurship, growth, and innovation, this episode offers a deep dive into the journey of building something meaningful and adapting to change. Key Points: Acquisition Insights Nicholas Ayers shares his journey with Better Agency, reflecting on its evolution and the sentimental yet optimistic transition into Glovebox's ecosystem. The Power of Synergy David and Nicholas discuss how combining Glovebox and Better Agency creates a stronger, more versatile platform for agencies and their clients. Technology's Role in Service Nicholas emphasizes the shift from “just a mobile app” to a robust client experience platform, redefining service delivery and customer engagement. Entrepreneurial Growth and Reflection Both David and Nicholas share personal experiences on the challenges, growth, and mindset shifts required to navigate the entrepreneurial journey. Future of Client Experience The conversation teases upcoming features, including CRM capabilities, enhanced client interaction tools, and a seamless integration with carrier systems, set to revolutionize agency operations. Connect with: David Carothers LinkedIn Nicholas Ayers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial GloveBox Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers welcomes Rob Gifford and Dan Abercrombie from Insurance Xdate. The trio dives into the journey of building an innovative tool for commercial insurance producers, exploring how Insurance Xdate simplifies pipeline management and prospecting. From leveraging data insights to overcoming challenges in a competitive market, Rob and Dan share actionable strategies and lessons from their experiences, making this a must-listen for producers looking to refine their sales game. Key Points: Innovative Pipeline Management Rob and Dan discuss the inspiration behind Insurance Xdate and how it transforms prospecting with its seamless data aggregation and actionable insights. Building Credibility Through Data Rob shares how using rate filings and market-specific data gave him a competitive edge early in his career and how that philosophy drives the platform's design today. Navigating Hard Markets The conversation highlights strategies for producers to stay proactive during market shifts, including the importance of consistent prospecting and leveraging tools to maximize efficiency. Lessons in Collaboration Rob and Dan reflect on the value of collaboration within the Power Producers and Killing Commercial communities, emphasizing the benefits of shared strategies and tools. Entrepreneurial Insights Dan shares his journey of entrepreneurial successes and failures, showcasing how adaptability and innovation can lead to game-changing solutions in the insurance industry. Connect with: David Carothers LinkedIn Rob Gifford LinkedIn Dan Abercrombie LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Insurance Xdate Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers talks with Sivan Iram from Flow Specialty. They discuss Flow Specialty's innovative approach to using AI in insurance to enhance wholesale relationships, improve underwriting response times, and reduce operational friction for agents. Flow Specialty combines human expertise with AI-driven tools to speed up quote turnaround and improve accuracy without requiring agents to use portals. Sivan highlights that Flow's AI is an internal tool supporting brokers rather than replacing them, positioning the company as a "caddy" for agents. Flow's AI manages various tasks, such as analyzing quotes, market insights, and carrier communications. This combination allows agents to handle complex insurance transactions efficiently and frees up time to focus on larger accounts. Key Points: Introduction to Sivan Iram and Flow David Carothers introduces Sivan Iram from Flow, highlighting producer challenges with traditional wholesalers. Sivan shares his transition from software to innovating traditional industries. Founded three and a half years ago, Flow provides enterprise-level service to mid-market and small commercial spaces, addressing inefficiencies like slow responses and lack of expertise through AI.     Flow's Approach to Wholesale Efficiency   Flow uses algorithmic underwriting and API integrations for faster turnaround. Acting as a "quarterback," Flow manages submissions and automates tasks traditionally done by retailers. Unlike wholesalers, Flow takes full ownership of the process.     User Experience with Flow   Sivan explains Flow's AI agents offer speed, expertise, and tailored insights for brokers. These agents analyze quotes, compare options, and communicate with carriers, enhancing brokers' work without replacing them.     Addressing AI Concerns   David compares AI to a golf caddy, supporting rather than replacing people. Sivan agrees, noting that Flow reduces portal fatigue while keeping human oversight. Agents appreciate AI's ability to deliver faster, better service without compromising expertise.     Growth and Future of Flow   Flow is growing rapidly, tripling revenue monthly and signing 60+ agencies. With a strong carrier network and investments in technology, Flow balances human expertise with AI-driven insights, providing unmatched market value.     Conclusion and Call to Action   David encourages listeners to try Flow and highlights its potential to transform wholesale markets. Sivan provides contact information and reassures agencies about the ease of working with Flow. Both express excitement for Flow's future.   Connect with: David Carothers LinkedIn Sivan Iram LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Flow Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this impactful episode of the Power Producers Shoptalk, David Carothers brings on guest Raghav Tana to discuss the personal challenges and profound purpose behind Raghav's initiative, the Little Sparks Project. This nonprofit organization aims to provide financial and emotional support to families of children with complex medical needs, sparked by Raghav's experiences with his son, who was born with Apert Syndrome. David shares his own journey with his son Ethan, who has special needs, reflecting on the emotional and financial toll of ensuring adequate care. They discuss the importance of advocacy, community support, and how their personal hardships have led to a shared mission of helping others facing similar struggles. The episode highlights the upcoming Little Sparks Project gala in December, emphasizing the importance of donations and community involvement. Key Points Introduction to the Little Sparks Project Purpose: The Little Sparks Project was founded to assist families financially when they have children with medical complexities, alleviating some of the financial strain that comes with hospital stays, surgeries, and extra care for children under 12. Inspiration: Raghav shares how his son's rare condition, Apert Syndrome, motivated him to start the organization. He and his wife realized how fortunate they were to afford the costs associated with his son's care and wanted to help other families facing similar situations but lacking resources. The Emotional and Financial Burdens of Special Needs Care Emotional Toll: David and Raghav talk openly about their experiences as fathers of children with special needs. They emphasize the importance of having a support system and the mental challenges that come with the “why me” question when navigating these situations. Financial Costs: The episode sheds light on the often-hidden financial burdens, from medical bills to daily expenses related to special needs care. For example, Raghav mentions spending over $42,000 in the first 14 months of his son's life on healthcare-related costs, a financial load many families are unprepared for. Advocacy and Support Networks Importance of Advocacy: David shares how he and his wife advocate for their son in school and medical environments, often facing challenges but ensuring he gets the resources he needs. This proactive approach in advocating for children is critical, and it's something Little Sparks also aims to support. Emotional Support: Both David and Raghav emphasize that asking for help is not a weakness but a necessity. They encourage listeners going through similar situations to seek out emotional and social support, which is crucial for maintaining resilience. The Little Sparks Gala Event Details: The Little Sparks Project is hosting a black-tie gala on December 19 at the State Room in Boston, with limited tickets remaining. The gala is a unique opportunity for supporters in the insurance and wider business community to come together, raise funds, and create awareness for the cause. Impact and Support: The gala will have a silent auction and speakers, with all proceeds going toward supporting families in need. Raghav and David encourage listeners who can't attend in person to contribute financially, helping provide resources for families facing similar journeys. How to Support Little Sparks For listeners who wish to make a difference, a donation link is available in the show notes, and every contribution, no matter the size, is meaningful. David stresses that financial support can significantly relieve families of financial stress, allowing them to focus on their children's needs without added financial anxiety. Connect with: David Carothers LinkedIn Raghav Tana LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Little Spark (Donate & Support) Get Your Tickets (Little Spark) Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

This engaging episode of Power Producers Podcast features a candid discussion between David Carothers and Wade Millward on the intersection of insurance, operations, and growth strategies in the franchising space. With nearly two decades of industry experience, Wade shares how his unique background in software and insurance led to developing scalable solutions for franchisees and franchisors. The conversation spans various topics, from the challenges of producer development to the importance of automation and relationship-building in scaling a business. Key Points: Franchising and Insurance Synergy Wade Millward discusses his journey into franchising and how he developed a solution to streamline insurance compliance for franchisors. By integrating technology and becoming a preferred broker, Wade has successfully scaled his operations. Producer Accountability and Success David and Wade delve into the challenges faced by producers, emphasizing the need for structured goals, training, and consistent activity to achieve long-term success. The Importance of Operations They highlight the critical role of having standardized processes and operating procedures, likening them to a "franchise manual" that ensures consistency, scalability, and efficiency. Manual to Automation Workflow Wade shares insights on starting processes manually to identify inefficiencies before automating tasks, focusing on enhancing human-to-human interactions. The Role of Relationships in Sales Both agree that insurance is a byproduct of relationships, and building trust through meaningful interactions is key to standing out in a crowded marketplace. Advice for Aspiring Producers Wade and David encourage new producers to identify their unique value propositions, invest in building processes, and stay adaptable in a rapidly evolving industry. Connect with: David Carothers LinkedIn Wade Millward LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial rikor.io Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this special Thanksgiving edition of Power Producers Shoptalk, David Carothers dives into the holiday season's challenges and opportunities. He shares strategies for staying proactive, avoiding complacency, and building a strong foundation for 2025. Reflecting on personal and professional growth, David emphasizes gratitude for the communities and partnerships that drive success. Key Points: Proactive Holiday Planning David stresses using the holiday season to assess goals, build pipelines, and prepare for market changes in 2025. Avoiding False Security Producers must avoid relying on temporary revenue increases and refocus on consistent prospecting. Investing in Relationships David highlights the "relational bank account" and the importance of nurturing connections during soft markets. SMART Goal-Setting Set measurable and actionable goals for 2025 while tracking daily activities to improve sales efficiency. Gratitude and Growth David shares his appreciation for the Power Producers community and his approach to fostering team development. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers spoke with Patrick McBride and Joe Ems from Sembley, a company offering innovative technology designed to simplify the commercial insurance quoting process. Joe explained the origins of Sembley, which was created to address common pain points in the industry, such as the tedious nature of filling out renewal forms and collecting client data. A standout feature discussed was Sembley's user-friendly interface, affordable pricing, and integrations that improve efficiency. By leveraging custom intake forms, property data imports, and integration options with systems like Hawksoft and NowCerts, Sembley aims to streamline workflows for agencies, reduce back-and-forth with clients, and enable seamless data mapping across various forms. This technology allows agencies to focus on client relationships rather than manual tasks, making it particularly valuable for agents looking to enhance both client service and operational efficiency.  Key Highlights: Introduction: David Carothers welcomes Patrick McBride as a guest host for this episode and introduces Joe Ems from Sembley, a tech company offering solutions for streamlining the insurance process. David shares initial skepticism about Sembley's low price point but emphasizes the quality and functionality of the product. Why Sembley?: Sembley stands out for its ease of use, user-friendly interface, and reasonable pricing. Patrick McBride discusses how his agency faced challenges with data ingestion and renewals using other technologies, which Sembley simplified with its integration capabilities and workflow support. Key Features of Sembley: Single Data Entry: Input client data once and map it across multiple forms, saving significant time. Custom Intakes and Forms: The platform supports tailored intake forms that clients can fill out, streamlining the quoting process. Client Portal and Automation: Automation and integration with other CRMs (e.g., HubSpot, Salesforce) help agencies manage client data more efficiently. Supplemental Applications: Sembley handles various supplementals and continues to add more based on user demand. User Experience: Patrick emphasizes the intuitive design, which makes it easy for agents to input data and for clients to fill out forms. Sembley has custom intake forms and a static link feature that allows agents to streamline the data collection process. Roadmap and Future Integrations: Joe shared upcoming developments, including integrations with NowCerts and HawkSoft, and improvements to property data retrieval. Sembley is also exploring advanced data mapping and potential AI functionalities to enhance automation. Insights on Industry Challenges: The conversation highlights the industry's common struggle with getting clients to complete long applications and forms. Sembley's solution simplifies this process by pre-filling data and allowing for minimal client input on updates or confirmations. Closing Remarks: Sembley offers a discount for listeners who book a demo and use the code "power producers." Both David and Patrick praised Sembley's practical approach, value for smaller agencies, and how it bridges the gap between tech accessibility and affordability. Connect with: David Carothers LinkedIn Patrick McBride LinkedIn Joseph G. Ems LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Sembley Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes