Podcasts about kyle houck

In this episode of the Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by guest Roberto Salinas, the co-founder of GAIL. Roberto discussed the development and purpose of GAIL, a system designed to optimize insurance agencies' phone operations, and the potential of AI in the industry. They emphasized the importance of using technology to improve efficiency and customer experience, highlighting the benefits of AI in capturing unrealized revenue and reducing costs. The speakers also talked about the potential of automated outreach for insurance sales and the need for proper training and understanding of AI technology. Additionally, they discussed the potential of AI-powered voice assistants in transforming the insurance industry, emphasizing their personalized and efficient service to customers. Key Points: AI-powered GAIL system for insurance phone calls: AI-powered GAIL system for insurance phone calls streamlines operations and addresses the issue of 60,000 missed calls, saving time and enabling focus on high ROI tasks. Kyle Houck highlights that GAIL allows decision-makers to concentrate on revenue-bearing activities, reducing administrative work and increasing efficiency.   Improving customer service with AI: Improving customer service with AI involves addressing the problem of 60,000 missed calls, increasing agency availability outside working hours, and replacing IVR menus while capturing inbound call information. Resistance to new technology among agents is discussed by David Carothers and Roberto Salinas, attributing it to a lack of understanding. AI adoption in insurance industry: In AI adoption within the insurance industry, David Carothers asserts that AI will assist rather than replace agents, helping them focus on revenue-generating tasks. Agents' skepticism and fear of AI are common, and tech companies struggle because they often aim to replace rather than enable independent agents. "GAIL" stands for generative AI by Lula, the parent company. AI-powered virtual receptionist for call management: Using AI-powered virtual receptionist for call management involves various applications such as call triage, proactive outbound support, and potential voice cloning for famous voices like Morgan Freeman or Snoop Dogg for training. It also addresses issues like slow quoting and aims to improve customer support. Automating insurance outreach and tasks: Automating insurance outreach and tasks includes campaigns for life and pet insurance opportunities, a script generator for the GAIL virtual assistant, and simplifying script editing to improve task creation, as noted by Kyle Houck. AI adoption, cost vs. benefits, prompt engineering: AI adoption, cost vs. benefits, and prompt engineering are emphasized, highlighting the importance of correct AI usage, affordability, and reflecting on AI evolution and future trends. Prioritizing customer obsession: Prioritizing customer obsession involves learning from Seth Godin's "Permission Marketing" and emphasizes early adoption to fill industry needs while focusing on customer obsession. Personalized voice clones for callers: Personalized voice clones for callers include the development of voice AI prioritizing legality and quality. Roberto Salinas's direct approach led to gaining customers, along with a promotional offer available for podcast listeners. Frustration with overcharging for recordings is expressed, advising to prospect elsewhere. Connect with: David Carothers LinkedIn Roberto Salinas LinkedIn Kyle Houck LinkedIn Visit Websites: Killing Commercial GAIL Power Producers Podcast The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers, Moe Latif, and Kyle Houck discussed the importance of embracing the unknown in sales, particularly when utilizing technology like Vertafore Agencies. They emphasized the need to build trust and provide value in insurance sales and supported the agent community by highlighting the significance of supporting small agencies. Moe Latif and Kyle Houck emphasized the significance of listening to customer feedback to identify and address business challenges, while David Carothers highlighted the importance of understanding the sales process before implementing software solutions. They emphasized the importance of building relationships through genuine conversations and asking questions and understanding clients' problems before selling them any product. Key Points: Embrace of Uncertainty in Sales and Technology: Highlighting the need to adapt and be open to the unknown, especially when implementing new technologies like Vertafore Agencies to streamline insurance sales processes. Trust and Value in Insurance Sales: The significance of building trust with clients and providing value beyond just the product was emphasized, underlining the importance of relationship-building in sales. Support for Small Agencies: The speakers advocated for bolstering the agent community, particularly small agencies, by providing them with the necessary tools and support. Customer Feedback and Business Challenges: Listening to customer feedback was stressed as essential for identifying and addressing specific challenges within the business, leading to more effective solutions. Sales Process Understanding Before Software Implementation: David Carothers stressed the importance of having a robust sales process in place before integrating any new software solutions to avoid reliance on "shiny object syndrome". Streamlining with CRM Systems: The discussion covered the effective use of CRM systems to automate sales processes, allowing agents to focus more on engaging with clients and less on administrative tasks. Problem Understanding Before Product Selling: A major point made was the importance of understanding a client's specific problems before attempting to sell them a product, which leads to more targeted and successful sales. Connect with: David Carothers LinkedIn Moe Latif LinkedIn Kyle Houck LinkedIn Visit Websites: Vertafore Killing Commercial Power Producers Podcast The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers, Chase Courtney from Imperial PFS and Kyle Houck held a comprehensive discussion on the intersection of technology and the insurance industry, focusing on the evolution of payments and premium financing solutions. They explored the nuances of Cajun culture and its influence on their personal and professional lives. The dialogue covered key challenges in payment processing within the insurance sector, such as commission distribution, premium financing, and compliance with regulatory frameworks. Emphasizing modernization, they also discussed their companies' strategic approaches to integrating payment systems and premium financing, aiming for efficiency and regulatory alignment. Key Points Cultural and Industry Connections: David Carothers, Chase Courtney, and Kyle Houck discussed personal experiences with Cajun culture and its impact on their professional networking within the insurance industry. Technological Modernization: The trio emphasized the need for modernizing technology in the insurance sector, specifically around payment processing and premium financing. Challenges in Payment Processing: They highlighted issues such as commission distribution, handling premiums, and adhering to federal money transmission laws as major challenges in the industry. Strategic Company Movements: David Carothers and Chase Courtney discussed the implementation of seamless product experiences and addressing regulatory challenges through integrated payment and financing solutions. Expansion and Partnerships: Chase Courtney elaborated on plans to expand AndDone's capabilities and market reach through reseller partnerships and further development of their payment's platform. Regulatory Compliance and Efficiency: The speakers, particularly Chase Courtney, emphasized the importance of understanding and navigating the complex regulatory environment while leveraging technology to enhance efficiency and customer satisfaction. Development and Evolution of Imperial PFS: Chase Courtney discussed the strategic shifts in Imperial PFS from focusing primarily on premium financing to broadening its services into comprehensive payment processing solutions. Imperial PFS's Technological Infrastructure: The discussion included details on how Imperial PFS is leveraging its existing technological infrastructure to build a robust payments platform, aiming to integrate agency bill payments and premium finance more effectively. Connect with: David Carothers LinkedIn Chase Courtney LinkedIn Kyle Houck LinkedIn Visit Websites: Killing Commercial Imperial PFS AndDone Power Producers Podcast The Dirty 130 The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Zane Goldthorp, Director of Broker Development at ProWriters. Zane discusses cyber insurance's vital role and evolution in today's digital-first business environment, sharing insights on its challenges, market dynamics, and the importance of proactive cyber risk management. Key Topics: Early skepticism and gradual acceptance of cyber insurance The pivotal role of the big retail breach in 2014 in raising cyber risk awareness The transition from offering cyber as a tech add-on to a standalone necessity The increasing complexity and importance of educating agents and clients about cyber risks Significant changes in underwriting and the emphasis on security controls The impact of AI and technological advancements on the future of cyber threats Real-world claim examples underscoring the critical need for robust cyber insurance Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: ProWriters Beyond.ai  Synthesia Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Zane Goldthorp, Director of Broker Development at ProWriters. Zane discusses cyber insurance's vital role and evolution in today's digital-first business environment, sharing insights on its challenges, market dynamics, and the importance of proactive cyber risk management. Key Topics: Early skepticism and gradual acceptance of cyber insurance The pivotal role of the big retail breach in 2014 in raising cyber risk awareness The transition from offering cyber as a tech add-on to a standalone necessity The increasing complexity and importance of educating agents and clients about cyber risks Significant changes in underwriting and the emphasis on security controls The impact of AI and technological advancements on the future of cyber threats Real-world claim examples underscoring the critical need for robust cyber insurance Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: ProWriters Beyond.ai  Synthesia Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Michael Charles, of RSC Credit Freedom Solution. Michael discusses the critical importance of credit in both personal and business contexts and its impact on the insurance industry and overall financial health. Key Topics: Michael Charles discusses the significance of understanding and leveraging credit for personal and business advancement The epidemic of debt in the U.S., particularly among college students, and its long-term impact The role of credit in the insurance industry and its influence on underwriting decisions Strategies for responsible credit use and avoiding common pitfalls Michael Charles shares insights on repairing credit and the importance of accurate credit reports The impact of credit on various aspects of life, including business growth and personal finance management Practical tips for using credit cards wisely and maximizing benefits like cashback and points  Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: RSC Credit Freedom Solution Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Michael Charles, of RSC Credit Freedom Solution. Michael discusses the critical importance of credit in both personal and business contexts and its impact on the insurance industry and overall financial health. Key Topics: Michael Charles discusses the significance of understanding and leveraging credit for personal and business advancement The epidemic of debt in the U.S., particularly among college students, and its long-term impact The role of credit in the insurance industry and its influence on underwriting decisions Strategies for responsible credit use and avoiding common pitfalls Michael Charles shares insights on repairing credit and the importance of accurate credit reports The impact of credit on various aspects of life, including business growth and personal finance management Practical tips for using credit cards wisely and maximizing benefits like cashback and points  Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: RSC Credit Freedom Solution Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how many people are effectively using their business planning, process planning, and most significantly, their behavior planning. Episode Highlights: David shares why a lot of people are utilizing business planning. (2:18) How would David put an effective action plan that's going to produce the results that he's looking for? (6:24) David mentions an ideal prospect profile. (8:03) How many people do you have to present to get 10 orders? (9:20) Kyle shares prospecting from the way that he has done it in the past. (11:34) David shares his theory if you're a producer, who's starting in the middle market. (14:23) Tweetable Quotes: “It's great if you've got a goal, and it's great if you've done market research, but if you don't show what the behaviors are that are gonna help, that's not a business plan. It's called a list of goals and some market research.” - David Carothers “This is obviously the time when everybody's doing resolutions and trying to get everything in line after the first of the year. I think a lot of times if you don't have those action items and the how behind it, it turns into one of those gym resolutions.” - Kyle Houck “I would tell you to crack out those freshly written business plans, get to work, and figure out what your day looks like. You'll be amazed at how much money you can make if you just get yourself into the routine.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how many people are effectively using their business planning, process planning, and most significantly, their behavior planning. Episode Highlights: David shares why a lot of people are utilizing business planning. (2:18) How would David put an effective action plan that's going to produce the results that he's looking for? (6:24) David mentions an ideal prospect profile. (8:03) How many people do you have to present to get 10 orders? (9:20) Kyle shares prospecting from the way that he has done it in the past. (11:34) David shares his theory if you're a producer, who's starting in the middle market. (14:23) Tweetable Quotes: “It's great if you've got a goal, and it's great if you've done market research, but if you don't show what the behaviors are that are gonna help, that's not a business plan. It's called a list of goals and some market research.” - David Carothers “This is obviously the time when everybody's doing resolutions and trying to get everything in line after the first of the year. I think a lot of times if you don't have those action items and the how behind it, it turns into one of those gym resolutions.” - Kyle Houck “I would tell you to crack out those freshly written business plans, get to work, and figure out what your day looks like. You'll be amazed at how much money you can make if you just get yourself into the routine.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to overcome a producer in the middle market and the significance of understanding perception. Episode Highlights: David mentions the form that he uses every time he conducts an interview. (3:18) How does David present the forms in a way that they wouldn't feel hesitant? (4:04) David shares why being unaware of the information is one of the biggest traps that anyone runs into. (6:30) David mentions where he would see a big point of contention, and it's something everybody should be mindful of. (8:10) What was one of the things that David does for all of his accounts of any size, when it comes to audit? (11:18) David mentions the huge issue that you have to handle when dealing with safety people and risk managers. (13:32) David shares the value of perception. (14:34) What kind of feedback did David receive when he presented that information to the decision-makers? (16:52) Tweetable Quotes: “If you do the assessment the correct way, and you average everything out, you can come up with a pretty good game plan for how you have to deliver the message of what you think your performance looks like. Then once you do that, you can craft how you're going to go about it.” - David Carothers “I've got a CRM that's going to show every single communication that we've had with date, time stamps, recorded phone calls, and everything. If you're gonna play that game, you better pick a better dance partner than me because it's just not gonna work.” - David Carothers “You have to make sure you understand who your allies are in the company, and who aren't. Because you can end up getting displaced really quickly if you're not careful, and I'm not foolish enough to think that I'm completely immune to that because I'm not. But I'm not gonna go out without a fight.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to overcome a producer in the middle market and the significance of understanding perception. Episode Highlights: David mentions the form that he uses every time he conducts an interview. (3:18) How does David present the forms in a way that they wouldn't feel hesitant? (4:04) David shares why being unaware of the information is one of the biggest traps that anyone runs into. (6:30) David mentions where he would see a big point of contention, and it's something everybody should be mindful of. (8:10) What was one of the things that David does for all of his accounts of any size, when it comes to audit? (11:18) David mentions the huge issue that you have to handle when dealing with safety people and risk managers. (13:32) David shares the value of perception. (14:34) What kind of feedback did David receive when he presented that information to the decision-makers? (16:52) Tweetable Quotes: “If you do the assessment the correct way, and you average everything out, you can come up with a pretty good game plan for how you have to deliver the message of what you think your performance looks like. Then once you do that, you can craft how you're going to go about it.” - David Carothers “I've got a CRM that's going to show every single communication that we've had with date, time stamps, recorded phone calls, and everything. If you're gonna play that game, you better pick a better dance partner than me because it's just not gonna work.” - David Carothers “You have to make sure you understand who your allies are in the company, and who aren't. Because you can end up getting displaced really quickly if you're not careful, and I'm not foolish enough to think that I'm completely immune to that because I'm not. But I'm not gonna go out without a fight.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Billy Van Jura, Owner of Birchyard. They discuss the need for creativity in the insurance industry, redefining the middle market, and the impact of technology on business expansion and client services. Key Topics: The importance of creativity and innovative thinking in the highly regulated insurance industry Billy Van Jura's journey from Liberty Mutual to starting Birchyard and his decision-making process in naming the agency Discussion on the definition and segmentation of the middle market in insurance and its implications The significance of understanding and catering to different customer segments in the insurance business Leveraging technology and data to enhance client service and expand business opportunities Strategies for personal lines marketing and the potential of using direct mail for generating leads The value of nurturing and training insurance agency staff to capitalize on available opportunities Connect with: Billy Van Jura LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Birchyard Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Billy Van Jura, Owner of Birchyard. They discuss the need for creativity in the insurance industry, redefining the middle market, and the impact of technology on business expansion and client services. Key Topics: The importance of creativity and innovative thinking in the highly regulated insurance industry Billy Van Jura's journey from Liberty Mutual to starting Birchyard and his decision-making process in naming the agency Discussion on the definition and segmentation of the middle market in insurance and its implications The significance of understanding and catering to different customer segments in the insurance business Leveraging technology and data to enhance client service and expand business opportunities Strategies for personal lines marketing and the potential of using direct mail for generating leads The value of nurturing and training insurance agency staff to capitalize on available opportunities Connect with: Billy Van Jura LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Birchyard Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kate Bradley-Chernis, Co-Founder and CEO of Lately. Kate explains how AI can be one of your greatest tools for content creation and marketing.  Episode Highlights: Kate talks about her music background and her experience being in a radio station. (3:18) Kate shares that she used to own a marketing agency. (12:28) Kate shares how a medical condition led her to first use a dictation software and why it was a game changer for her. (17:07) Kate shares her background and how she started her first company. (24:40) Kate explains why Lately is working successfully. (29:15) Kate talks about how to make sure you have the correct content system. (36:41) Kate shares what she does after leading people to their successful path. (45:06) Kate shares the most magical questions that are very important. (48:29) Kate explains the biggest mistakes she sees people make when creating content. (50:49) Kate talks about her motivation to overcome all the challenges she has faced in the past. (54:58) Tweetable Quotes: “So the goal is to help you, any brand, any person create more effective social media messaging, that actually gets people to click or reshare in a way that you can, you can track it.” - Kate Bradley-Chernis “Content that moves people moves mountains, it just does, and are you doing that? If you're not, then you're winking in the dark. That's an old marketing adage. Nobody can see it.” - Kate Bradley-Chernis “Set yourself up for success and put yourself in the position to do the things you do best and surround yourself with people who can fill in the blanks for you.” - Kate Bradley-Chernis Resources Mentioned: Kate Bradley-Chernis LinkedIn Lately David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kate Bradley-Chernis, Co-Founder and CEO of Lately. Kate explains how AI can be one of your greatest tools for content creation and marketing.  Episode Highlights: Kate talks about her music background and her experience being in a radio station. (3:18) Kate shares that she used to own a marketing agency. (12:28) Kate shares how a medical condition led her to first use a dictation software and why it was a game changer for her. (17:07) Kate shares her background and how she started her first company. (24:40) Kate explains why Lately is working successfully. (29:15) Kate talks about how to make sure you have the correct content system. (36:41) Kate shares what she does after leading people to their successful path. (45:06) Kate shares the most magical questions that are very important. (48:29) Kate explains the biggest mistakes she sees people make when creating content. (50:49) Kate talks about her motivation to overcome all the challenges she has faced in the past. (54:58) Tweetable Quotes: “So the goal is to help you, any brand, any person create more effective social media messaging, that actually gets people to click or reshare in a way that you can, you can track it.” - Kate Bradley-Chernis “Content that moves people moves mountains, it just does, and are you doing that? If you're not, then you're winking in the dark. That's an old marketing adage. Nobody can see it.” - Kate Bradley-Chernis “Set yourself up for success and put yourself in the position to do the things you do best and surround yourself with people who can fill in the blanks for you.” - Kate Bradley-Chernis Resources Mentioned: Kate Bradley-Chernis LinkedIn Lately David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Brian Will, author of The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education, and No Clue. Brian explains the concept of his book and what readers can take away from the lessons he has learned in his journey to becoming a multi-millionaire. Episode Highlights: Brian talks about his book The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education, and No Clue. (2:21) Brian shares his techniques and methods when writing his book. (5:36) Brian talks about his journey and how he was able to finish the book. (8:48) Brian explains the reason why most businesses fail. (15:13) Brian shares the Chapter 1 preview from his book and the lesson people can learn from it. (19:13) Brian gives his advice to listeners on how to understand when people say no. (22:54) Brian answers the question of why people should get a copy of his book. (24:11) Brian shares how these lessons translated to his current clients. (32:37) Brain talks about his thoughts about retirement. (38:29) Brian shares the biggest thing that he has learned throughout his career. (44:40) Tweetable Quotes: “It's been an interesting journey through different industries and selling different types of companies. But I found that, if you're good at running a business, you're good at running a business.” - Brian Will “If your business isn't where it needs to be, there's a reason, and the reason is you. If you don't understand that, then you're not going to be able to move forward.” - Brian Will “If you are not where you want to be eventually in life, then you're not making the right decisions. And you need to find somebody that can help you do that.” - Brian Will Resources Mentioned: The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education, and No Clue David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Brian Will, author of The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education, and No Clue. Brian explains the concept of his book and what readers can take away from the lessons he has learned in his journey to becoming a multi-millionaire. Episode Highlights: Brian talks about his book The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education, and No Clue. (2:21) Brian shares his techniques and methods when writing his book. (5:36) Brian talks about his journey and how he was able to finish the book. (8:48) Brian explains the reason why most businesses fail. (15:13) Brian shares the Chapter 1 preview from his book and the lesson people can learn from it. (19:13) Brian gives his advice to listeners on how to understand when people say no. (22:54) Brian answers the question of why people should get a copy of his book. (24:11) Brian shares how these lessons translated to his current clients. (32:37) Brain talks about his thoughts about retirement. (38:29) Brian shares the biggest thing that he has learned throughout his career. (44:40) Tweetable Quotes: “It's been an interesting journey through different industries and selling different types of companies. But I found that, if you're good at running a business, you're good at running a business.” - Brian Will “If your business isn't where it needs to be, there's a reason, and the reason is you. If you don't understand that, then you're not going to be able to move forward.” - Brian Will “If you are not where you want to be eventually in life, then you're not making the right decisions. And you need to find somebody that can help you do that.” - Brian Will Resources Mentioned: The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education, and No Clue David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the importance of not selling yourself short as a producer and how to get your worth in 2021.  Episode Highlights: David shares why you need to put a value on your time. (2:45) David explains the importance of setting expectations when meeting with prospects. (5:47) What are two traps that producers easily fall into? (9:03) David challenges listeners to do two things going into 2021. (13:31) Kyle explains why it's all about mindset. (15:56) Tweetable Quotes: “Sometimes we're so worried about getting somebody to agree with us, or give us the order, or whatever else that we sell ourselves short.” David Carothers “Don't sell yourself short. Go in there, like the professional that you are, and establish that your time is equally as valuable, that you're every bit as qualified as you need to be. And then stay in your lane and don't get distracted.” David Carothers “It's a mindset, you've got to be in that mindset that your time is just as valuable as the people that you're meeting with. And when you do that, it just kind of exudes off of you. You don't even have to do anything specifically. It's just it just naturally, they understand by the way that you carry yourself.” Kyle Houck Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the importance of not selling yourself short as a producer and how to get your worth in 2021.  Episode Highlights: David shares why you need to put a value on your time. (2:45) David explains the importance of setting expectations when meeting with prospects. (5:47) What are two traps that producers easily fall into? (9:03) David challenges listeners to do two things going into 2021. (13:31) Kyle explains why it's all about mindset. (15:56) Tweetable Quotes: “Sometimes we're so worried about getting somebody to agree with us, or give us the order, or whatever else that we sell ourselves short.” David Carothers “Don't sell yourself short. Go in there, like the professional that you are, and establish that your time is equally as valuable, that you're every bit as qualified as you need to be. And then stay in your lane and don't get distracted.” David Carothers “It's a mindset, you've got to be in that mindset that your time is just as valuable as the people that you're meeting with. And when you do that, it just kind of exudes off of you. You don't even have to do anything specifically. It's just it just naturally, they understand by the way that you carry yourself.” Kyle Houck Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Mike Carey, Owner of Carey Insurance Agency. Mike shares his extensive experience in sales, insurance, and business development.  Join us as we dive into his journey and gain valuable insights from his unique perspective. Key Topics: Mike Carey's journey from college to the insurance industry during the 2007-2008 economic downturn. Insights into the initial challenges of starting and running an independent insurance agency. The role of technology in insurance and avoiding the pitfalls of chasing after the latest trends. Strategies for organic growth and the value of acquiring small insurance agencies. The relationship between insurance industry knowledge and effective decision-making. Connect with: Mike Carey LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Carey Insurance Agency Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Mike Carey, Owner of Carey Insurance Agency. Mike shares his extensive experience in sales, insurance, and business development.  Join us as we dive into his journey and gain valuable insights from his unique perspective. Key Topics: Mike Carey's journey from college to the insurance industry during the 2007-2008 economic downturn. Insights into the initial challenges of starting and running an independent insurance agency. The role of technology in insurance and avoiding the pitfalls of chasing after the latest trends. Strategies for organic growth and the value of acquiring small insurance agencies. The relationship between insurance industry knowledge and effective decision-making. Connect with: Mike Carey LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Carey Insurance Agency Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Rob Stansbury, Director of Sales at KPA. Rob talks about everything we need to know about KPA and the tools they've designed. Episode Highlights: Rob shares his background. (2:27) Rob mentions what they do at KPA. (5:41) Rob explains why certificate monitoring could be huge leverage. (11:17) Rob explains some of the tools they've designed. (16:26) Rob mentions one of the areas that producers are not engaging in. (22:14) Rob shares one of the unique things about KPA. (36:44) Rob explains why it's so important to understand different mindsets at the employer level. (44:18) Tweetable Quotes: “There are tools out there that are intended for brokers to use for growth purposes, for marketing purposes. And, we certainly engage in that way with our broker clients. But, at heart, we're an employer too.” - Rob Stansbury “So in today's market, where you're delivering premiums that are higher than they were the year before... if you can offset that or mitigate that by potentially reducing an existing third party spend, there's another gold star in a corner of the broker for being able to do so.” - Rob Stansbury “I wish more brokers were out there talking about not just experienced mod work comp, but also, the compliance from a regulatory perspective for these businesses because it's a goldmine.” - Rob Stansbury Resources Mentioned: Rob Stansbury LinkedIn KPA David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Rob Stansbury, Director of Sales at KPA. Rob talks about everything we need to know about KPA and the tools they've designed. Episode Highlights: Rob shares his background. (2:27) Rob mentions what they do at KPA. (5:41) Rob explains why certificate monitoring could be huge leverage. (11:17) Rob explains some of the tools they've designed. (16:26) Rob mentions one of the areas that producers are not engaging in. (22:14) Rob shares one of the unique things about KPA. (36:44) Rob explains why it's so important to understand different mindsets at the employer level. (44:18) Tweetable Quotes: “There are tools out there that are intended for brokers to use for growth purposes, for marketing purposes. And, we certainly engage in that way with our broker clients. But, at heart, we're an employer too.” - Rob Stansbury “So in today's market, where you're delivering premiums that are higher than they were the year before... if you can offset that or mitigate that by potentially reducing an existing third party spend, there's another gold star in a corner of the broker for being able to do so.” - Rob Stansbury “I wish more brokers were out there talking about not just experienced mod work comp, but also, the compliance from a regulatory perspective for these businesses because it's a goldmine.” - Rob Stansbury Resources Mentioned: Rob Stansbury LinkedIn KPA David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about understanding the common denominators of insurance. Episode Highlights: David mentions that it is essential to understand the common denominator because that is what we don't necessarily need. (1:59) David shares that if you want to be successful in the middle market production, you have to be uncommon in a common environment. (2:51) Kyle shares that creating an agenda requires little effort, none of it is hard. (5:21) David mentions that the agenda is an easy way to begin the meeting. (5:41) David shares that another huge factor is understanding what you have in terms of resources in your agency to solve the problems. (6:21) David shares what happened during his time with the B Atomic Airwaves Podcast. (6:36) David thinks that everybody needs to understand the significance of technology, this is where most agencies go wrong. (6:50) David shares that investments can be helpful to operate with the tasks inside an agency, and it's a huge differentiator. (8:07) David mentions that he's been very impressed with Think HR's 1-800 number that people can call and get advice from the HR. (11:03) David thinks that one of the areas where HubSpot has helped him is by making sure that their clients are adapting around the automation. (12:28) David mentions that if you want to be uncommon, you must start changing your perspective and how you look at things. (14:32) David shares that most of the time we learn from failure and never learn from winning. Valuable lessons can be learned by winning also. (15:22) Tweetable Quotes: “It doesn't start when you walk into the present, it starts with how you go about getting the business to begin with. Whether that be a cold call, marketing drop, or telemarketing, you have to be memorable. People need to want to do business with you because you are shown to be an expert.” - David Carothers “I think that does a couple of things that empower them. It helps them feel like they're in control and decision-makers. They need that and are used to that. It also gets you on the same table versus going back and forth in a negotiation type of thing.” - Kyle Houck “Here's the deal people, you have to look at technology exactly like it is. It's an investment, not an expense. An expense is not something that's going to give you a return, but investment does. Money just doesn't go in and evaporate into the wind” - David Carothers “I think we just get to that point where we're trying to cross the finish line and once we finally do, then we're able to kind of take our victory lap. I think part of that victory lap definitely needs to be figuring out what led to that victory.” - Kyle Houck Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes B Atomic Airwaves Think HR HubSpot

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about understanding the common denominators of insurance. Episode Highlights: David mentions that it is essential to understand the common denominator because that is what we don't necessarily need. (1:59) David shares that if you want to be successful in the middle market production, you have to be uncommon in a common environment. (2:51) Kyle shares that creating an agenda requires little effort, none of it is hard. (5:21) David mentions that the agenda is an easy way to begin the meeting. (5:41) David shares that another huge factor is understanding what you have in terms of resources in your agency to solve the problems. (6:21) David shares what happened during his time with the B Atomic Airwaves Podcast. (6:36) David thinks that everybody needs to understand the significance of technology, this is where most agencies go wrong. (6:50) David shares that investments can be helpful to operate with the tasks inside an agency, and it's a huge differentiator. (8:07) David mentions that he's been very impressed with Think HR's 1-800 number that people can call and get advice from the HR. (11:03) David thinks that one of the areas where HubSpot has helped him is by making sure that their clients are adapting around the automation. (12:28) David mentions that if you want to be uncommon, you must start changing your perspective and how you look at things. (14:32) David shares that most of the time we learn from failure and never learn from winning. Valuable lessons can be learned by winning also. (15:22) Tweetable Quotes: “It doesn't start when you walk into the present, it starts with how you go about getting the business to begin with. Whether that be a cold call, marketing drop, or telemarketing, you have to be memorable. People need to want to do business with you because you are shown to be an expert.” - David Carothers “I think that does a couple of things that empower them. It helps them feel like they're in control and decision-makers. They need that and are used to that. It also gets you on the same table versus going back and forth in a negotiation type of thing.” - Kyle Houck “Here's the deal people, you have to look at technology exactly like it is. It's an investment, not an expense. An expense is not something that's going to give you a return, but investment does. Money just doesn't go in and evaporate into the wind” - David Carothers “I think we just get to that point where we're trying to cross the finish line and once we finally do, then we're able to kind of take our victory lap. I think part of that victory lap definitely needs to be figuring out what led to that victory.” - Kyle Houck Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes B Atomic Airwaves Think HR HubSpot

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kelly Donahue-Piro, President at Agency Performance Partners. Kelly talks about the things that Agency Performance Partners is doing in agencies across the country. Episode Highlights: Kelly shares her background. (2:19) What's one of the common themes that Kelly sees that she has the ability to fix? (4:53) Kelly mentions why she generally works with agencies in the younger age bracket. (7:42) Kelly mentions one factor about having the children come to work. (17:54) Kelly shares the online process packs that they offer. (19:46) Kelly mentions why she loves personal lines. (23:42) Kelly explains why the CSR role is becoming extinct in service. (25:51) Kelly gives her opinion about overstaffing. (36:48) Out of all the things that Kelly does, what's her favorite? (38:45) Kelly shares why they see a huge decrease in re-shopping. (46:56) Tweetable Quotes: “You need to have routine meetings with your team, even if it's just to check in to say hi and see how people are doing. When there's a void of that, it gets really bad. The culture falls apart pretty easily.” - Kelly Donahue-Piro “You need to clarify your perpetuation plan and be fair to the kids and the kids need to respect what you've built. There has to be a plan of how you're going to give up that power.” - Kelly Donahue-Piro “I would encourage every agency to really stop and work hard on saying, what are the gaps in our agency? What experience do we want to get? I think so many people get that tunnel vision, you're in your agency so much. Sometimes you don't see some of the gaps out there.” - Kelly Donahue-Piro Resources Mentioned: Kelly Donahue-Piro LinkedIn Agency Performance Partners David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kelly Donahue-Piro, President at Agency Performance Partners. Kelly talks about the things that Agency Performance Partners is doing in agencies across the country. Episode Highlights: Kelly shares her background. (2:19) What's one of the common themes that Kelly sees that she has the ability to fix? (4:53) Kelly mentions why she generally works with agencies in the younger age bracket. (7:42) Kelly mentions one factor about having the children come to work. (17:54) Kelly shares the online process packs that they offer. (19:46) Kelly mentions why she loves personal lines. (23:42) Kelly explains why the CSR role is becoming extinct in service. (25:51) Kelly gives her opinion about overstaffing. (36:48) Out of all the things that Kelly does, what's her favorite? (38:45) Kelly shares why they see a huge decrease in re-shopping. (46:56) Tweetable Quotes: “You need to have routine meetings with your team, even if it's just to check in to say hi and see how people are doing. When there's a void of that, it gets really bad. The culture falls apart pretty easily.” - Kelly Donahue-Piro “You need to clarify your perpetuation plan and be fair to the kids and the kids need to respect what you've built. There has to be a plan of how you're going to give up that power.” - Kelly Donahue-Piro “I would encourage every agency to really stop and work hard on saying, what are the gaps in our agency? What experience do we want to get? I think so many people get that tunnel vision, you're in your agency so much. Sometimes you don't see some of the gaps out there.” - Kelly Donahue-Piro Resources Mentioned: Kelly Donahue-Piro LinkedIn Agency Performance Partners David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Ryan Reynolds, Principal and President of Grimes Insurance. They dive into a candid discussion about the challenges and triumphs of acquiring and modernizing an established insurance agency.  Ryan shares his journey from State Farm to owning a 75-year-old agency, detailing his strategic approach to growth and industry adaptation. Key Topics: Challenges of transitioning from a captive agent to an independent agency owner The process and impact of modernizing an older, established agency Strategies for scaling and growing an insurance business Building a team and fostering trust among long-time employees The importance of understanding and adapting to market conditions Ryan's approach to client retention and education in a changing insurance landscape Insights into navigating and managing carrier relationships Connect with: Ryan Reynolds Facebook Ryan Reynolds Instagram David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Grimes Insurance Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Ryan Reynolds, Principal and President of Grimes Insurance. They dive into a candid discussion about the challenges and triumphs of acquiring and modernizing an established insurance agency.  Ryan shares his journey from State Farm to owning a 75-year-old agency, detailing his strategic approach to growth and industry adaptation. Key Topics: Challenges of transitioning from a captive agent to an independent agency owner The process and impact of modernizing an older, established agency Strategies for scaling and growing an insurance business Building a team and fostering trust among long-time employees The importance of understanding and adapting to market conditions Ryan's approach to client retention and education in a changing insurance landscape Insights into navigating and managing carrier relationships Connect with: Ryan Reynolds Facebook Ryan Reynolds Instagram David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Grimes Insurance Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview  Van Carlson, Founder of SRA. Van discusses his approach to risk mitigation through tax deferral strategies and his unique perspective on creating efficient business plans and navigating the challenges entrepreneurs and business owners face in today's financial landscape. Episode Highlights: Van mentions that self-insuring risk and utilizing an 831(B) plan can effectively mitigate risk for business owners and entrepreneurs, helping them revive the risk-reward balance that may have diminished over time. (2:54) Van explains using pre-tax dollars through 831(B) plan is a more efficient way for business owners to manage and mitigate risks, especially in situations where traditional insurance coverage may be limited or costly. (12:30) Van emphasizes the importance of mitigating risks and having a well-funded business plan. (22:24) Van explains that professional liability, contractor default, and warranties are major business risks that can be effectively managed through risk financing tools and tax deferral strategies. (27:00) Van discusses the importance of utilizing an 831(B) for business owners to maximize tax efficiency and retain customers through preventive service contracts. (31:14) Van believes that trusted advisors are crucial for reaching busy and sophisticated clients, and compensating them for their relationships is just good business. (34:35) Van mentions that SRA's website is designed to educate business owners and advisors about the importance of a pooling mechanism and shared risk to minimize exposure and ensure client satisfaction. (47:10) Tweetable Quotes: “I come from a residual income background, I believe in residual income as the way to survive this world. ” - Van Carlson “We have a pretty good sales team in place, that will help benefit their clients, we do webinars, we do all the educational things, and that's really what we're doing. Right, educating clients. And you know, I tell people all the time, my best salespeople are people that can educate.” - Van Carlson Resources Mentioned: Van Carlson LinkedIn SRA David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Van Carlson, Founder of SRA. Van discusses his approach to risk mitigation through tax deferral strategies and his unique perspective on creating efficient business plans and navigating the challenges entrepreneurs and business owners face in today's financial landscape. Episode Highlights: Van mentions that self-insuring risk and utilizing an 831(B) plan can effectively mitigate risk for business owners and entrepreneurs, helping them revive the risk-reward balance that may have diminished over time. (2:54) Van explains using pre-tax dollars through 831(B) plan is a more efficient way for business owners to manage and mitigate risks, especially in situations where traditional insurance coverage may be limited or costly. (12:30) Van emphasizes the importance of mitigating risks and having a well-funded business plan. (22:24) Van explains that professional liability, contractor default, and warranties are major business risks that can be effectively managed through risk financing tools and tax deferral strategies. (27:00) Van discusses the importance of utilizing an 831(B) for business owners to maximize tax efficiency and retain customers through preventive service contracts. (31:14) Van believes that trusted advisors are crucial for reaching busy and sophisticated clients, and compensating them for their relationships is just good business. (34:35) Van mentions that SRA's website is designed to educate business owners and advisors about the importance of a pooling mechanism and shared risk to minimize exposure and ensure client satisfaction. (47:10) Tweetable Quotes: “I come from a residual income background, I believe in residual income as the way to survive this world. ” - Van Carlson “We have a pretty good sales team in place, that will help benefit their clients, we do webinars, we do all the educational things, and that's really what we're doing. Right, educating clients. And you know, I tell people all the time, my best salespeople are people that can educate.” - Van Carlson Resources Mentioned: Van Carlson LinkedIn SRA David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dr. Billy Williams, President of Inspire a Nation Business Mentoring, and Author of the Sales Objection Pocket Guide. Dr. Billy Williams discusses his latest game-changer book, the "Sales Objections Pocket Guide", the art of navigating sales objections across various industries, and his unique 5543 formula - a strategic approach to handling objections and rejections. Episode Highlights: Dr. Billy Williams mentions that he wrote the book “The Sales Objection Pocket Guide” to provide guidance and scripts for individuals, including his team, who lacked the skills to effectively respond to objections and add value in sales conversations. (6:23) Dr. Billy Williams explains that personalization and attention to detail are crucial in engaging and converting potential customers and following a formula of features, benefits, consequences, and price is essential in establishing value. (14:56) Dr. Billy Williams shares that by using the CPA formula (common prospect action), salespeople can effectively show their value and create an elevator pitch that grabs attention and leads to further conversation. (27:21) Dr. Billy Williams mentions that the main problem in prospecting is not knowing what to say, which is why the sales objection Pocket Guide was created to provide practical examples for salespeople to add value to their conversations. (37:44) Dr. Billy Williams emphasizes the importance of salespeople focusing on selling rather than admin tasks. (48:00) Dr. Billy Williams discusses the importance of having a systematic approach and following a structured system to effectively handle objections and succeed in various situations. (57:17) Tweetable Quotes: “The nice thing about this pocket guide is that it has spanned industries, you know, we sold 6000 copies the first week, and I probably say maybe 1000 of those was insurance.” - Dr. Billy Williams “Everything I do is a system from the way I play golf, to the way I cook food to the way I exercise, everything for me has to be about a system.” - Dr. Billy Williams “When we do prospect, we don't know what to say, right? We don't have a clue how to actually add value to our conversations when we're prospecting. So that's why I wrote the sales objection Pocket Guide.” - Dr. Billy Williams Resources Mentioned: Dr. Billy Williams LinkedIn Inspire a Nation Business Mentoring Book: The Sales Objection Pocket Guide David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dr. Billy Williams, President of Inspire a Nation Business Mentoring, and Author of the Sales Objection Pocket Guide. Dr. Billy Williams discusses his latest game-changer book, the "Sales Objections Pocket Guide", the art of navigating sales objections across various industries, and his unique 5543 formula - a strategic approach to handling objections and rejections. Episode Highlights: Dr. Billy Williams mentions that he wrote the book “The Sales Objection Pocket Guide” to provide guidance and scripts for individuals, including his team, who lacked the skills to effectively respond to objections and add value in sales conversations. (6:23) Dr. Billy Williams explains that personalization and attention to detail are crucial in engaging and converting potential customers and following a formula of features, benefits, consequences, and price is essential in establishing value. (14:56) Dr. Billy Williams shares that by using the CPA formula (common prospect action), salespeople can effectively show their value and create an elevator pitch that grabs attention and leads to further conversation. (27:21) Dr. Billy Williams mentions that the main problem in prospecting is not knowing what to say, which is why the sales objection Pocket Guide was created to provide practical examples for salespeople to add value to their conversations. (37:44) Dr. Billy Williams emphasizes the importance of salespeople focusing on selling rather than admin tasks. (48:00) Dr. Billy Williams discusses the importance of having a systematic approach and following a structured system to effectively handle objections and succeed in various situations. (57:17) Tweetable Quotes: “The nice thing about this pocket guide is that it has spanned industries, you know, we sold 6000 copies the first week, and I probably say maybe 1000 of those was insurance.” - Dr. Billy Williams “Everything I do is a system from the way I play golf, to the way I cook food to the way I exercise, everything for me has to be about a system.” - Dr. Billy Williams “When we do prospect, we don't know what to say, right? We don't have a clue how to actually add value to our conversations when we're prospecting. So that's why I wrote the sales objection Pocket Guide.” - Dr. Billy Williams Resources Mentioned: Dr. Billy Williams LinkedIn Inspire a Nation Business Mentoring Book: The Sales Objection Pocket Guide David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Abe Gibson, Partner & Cyber Practice Leader, and Ryan Dunn, Partner & Vice President of Cennairus Cyber. Abe and Ryan discuss the challenges faced by small and medium businesses in implementing cyber controls, the latest trends in cyber insurance underwriting, and the critical role of virtual CISOs in enhancing cybersecurity and insurance terms. Episode Highlights: Ryan discusses the need for agents to assist with underwriting cyber insurance and the role of a wholesaler in gathering and translating information to the carrier to improve insurability for clients. (13:53) Abe mentions that the perception that open RDP ports are a significant risk factor for ransomware attacks is misguided, as proper security measures such as MFA, strong passwords, and VPN segmentation can effectively mitigate any potential threats. (20:53) Ryan mentions that the biggest mistake in the cyber insurance industry is agents rushing to submit insurance applications without taking a proactive approach, which includes analyzing and implementing necessary controls to become more secure and insurable. (33:41) Ryan mentions that partnering with virtual CISOs can not only help clients adhere to compliance frameworks but also improve their insurability rates. (43:50) Ryan mentions that it is crucial to seize the current soft market as an opportunity to improve processes, educate clients, and become proactive in cybersecurity, to position oneself as a trusted resource for the future hard market. (49:43) Tweetable Quotes: “There's a lot of moving pieces, but we're about to have a solution that hopefully doesn't cost any money that you can get the same outcome with.” - Abe Gibson “This is the time to improve your process. Learn some of these damn cybersecurity acronyms. You know, start being proactive with your clients, educate them. And you'll be winning.” - Ryan Dunn Resources Mentioned: Ryan Dunn LinkedIn Abe Gibson LinkedIn Cennairus Cyber David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Abe Gibson, Partner & Cyber Practice Leader, and Ryan Dunn, Partner & Vice President of Cennairus Cyber. Abe and Ryan discuss the challenges faced by small and medium businesses in implementing cyber controls, the latest trends in cyber insurance underwriting, and the critical role of virtual CISOs in enhancing cybersecurity and insurance terms. Episode Highlights: Ryan discusses the need for agents to assist with underwriting cyber insurance and the role of a wholesaler in gathering and translating information to the carrier to improve insurability for clients. (13:53) Abe mentions that the perception that open RDP ports are a significant risk factor for ransomware attacks is misguided, as proper security measures such as MFA, strong passwords, and VPN segmentation can effectively mitigate any potential threats. (20:53) Ryan mentions that the biggest mistake in the cyber insurance industry is agents rushing to submit insurance applications without taking a proactive approach, which includes analyzing and implementing necessary controls to become more secure and insurable. (33:41) Ryan mentions that partnering with virtual CISOs can not only help clients adhere to compliance frameworks but also improve their insurability rates. (43:50) Ryan mentions that it is crucial to seize the current soft market as an opportunity to improve processes, educate clients, and become proactive in cybersecurity, to position oneself as a trusted resource for the future hard market. (49:43) Tweetable Quotes: “There's a lot of moving pieces, but we're about to have a solution that hopefully doesn't cost any money that you can get the same outcome with.” - Abe Gibson “This is the time to improve your process. Learn some of these damn cybersecurity acronyms. You know, start being proactive with your clients, educate them. And you'll be winning.” - Ryan Dunn Resources Mentioned: Ryan Dunn LinkedIn Abe Gibson LinkedIn Cennairus Cyber David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of learning management systems and utilizing them as a tool. Episode Highlights: David doesn't think that a lot of agencies are doing what they're supposed to do with a management system. (2:15) David mentions that Think HR can create customized learning tracks for every client. (3:13) David shares that one of the details he likes most about Think HR is that they do the onboarding for their clients. (5:28) David mentions one of the biggest issues is that some people are bad at adapting to technology. (5:37) David thinks that a lot of times people that have agencies that lose business think it is because the new agency has a bunch of fancy tools. (7:37) David shares that if you have an LMS it helps the culture of your company. It is nice to be able to give people certificates of completion and recognize them for getting through. (8:15) Kyle thinks that you can pick and choose when and where you want to incorporate learning transcripts. If we're offering it to clients as a value, it gives you a little bit of a leg up on some of the competition that's out there. (9:53) David mentions that if your state happens to pass legislation that changes something or there's an update, it's automatically updated inside the handbook in real-time. (10:42) Tweetable Quotes: “You get to the point when you have that relationship with your client where they view you as an advisor. They call you about anything and everything including HR stuff. It's huge to have licensed professionals in place you can direct them to.” - Kyle Houck “You have to be able to make it fit the shape and size of the client and that's what's nice. If you're able to deliver things like this, you can go into the small business and provide it just like you can to the account that's got 500 employees.” - David Carothers “People view things such as learning management systems and other technological tools as expensive and they're not looking at it through the right lens. It's an investment, not an expense.” - David Carothers “We spend way more money on stupid stuff. Don't send out the calendars this year and get rid of the refrigerator magnets. Buy a learning management system, do something more constructive with your money that's going to bring value to your clients.” - David Carothers “Listen, you don't have to use the same tools that we use but I do think everybody needs to understand that this is where things are headed. You have to have tools like this to make your clients' lives easier.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of learning management systems and utilizing them as a tool. Episode Highlights: David doesn't think that a lot of agencies are doing what they're supposed to do with a management system. (2:15) David mentions that Think HR can create customized learning tracks for every client. (3:13) David shares that one of the details he likes most about Think HR is that they do the onboarding for their clients. (5:28) David mentions one of the biggest issues is that some people are bad at adapting to technology. (5:37) David thinks that a lot of times people that have agencies that lose business think it is because the new agency has a bunch of fancy tools. (7:37) David shares that if you have an LMS it helps the culture of your company. It is nice to be able to give people certificates of completion and recognize them for getting through. (8:15) Kyle thinks that you can pick and choose when and where you want to incorporate learning transcripts. If we're offering it to clients as a value, it gives you a little bit of a leg up on some of the competition that's out there. (9:53) David mentions that if your state happens to pass legislation that changes something or there's an update, it's automatically updated inside the handbook in real-time. (10:42) Tweetable Quotes: “You get to the point when you have that relationship with your client where they view you as an advisor. They call you about anything and everything including HR stuff. It's huge to have licensed professionals in place you can direct them to.” - Kyle Houck “You have to be able to make it fit the shape and size of the client and that's what's nice. If you're able to deliver things like this, you can go into the small business and provide it just like you can to the account that's got 500 employees.” - David Carothers “People view things such as learning management systems and other technological tools as expensive and they're not looking at it through the right lens. It's an investment, not an expense.” - David Carothers “We spend way more money on stupid stuff. Don't send out the calendars this year and get rid of the refrigerator magnets. Buy a learning management system, do something more constructive with your money that's going to bring value to your clients.” - David Carothers “Listen, you don't have to use the same tools that we use but I do think everybody needs to understand that this is where things are headed. You have to have tools like this to make your clients' lives easier.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dustin Boss, Founder of Emerge Apps. Dustin discusses how Emerge Apps is redefining risk management and compliance in insurance and to aid agents in areas like OSHA record keeping, safety, and compliance. Episode Highlights: Dustin shares that he started as an introverted commercial agent but found success by focusing on risk management and developing tools and resources, such as an app for OSHA record keeping, which led to the creation of Emerge Apps. (2:33) Dustin discusses the importance of Compliance Checker, a platform that helps agents identify and solve gaps in various programs, such as hazard communication and machine guarding policies. (8:06) Dustin mentions that the user interface of Emerge Apps is designed to be efficient and user-friendly, catering to both experienced computer users and those who may be less tech-savvy. (17:22) Dustin explains that the key to success in risk management is not just providing a bid or quote, but rather engaging with employers, assisting them, and building a proper risk management process. (25:36) Dustin discusses the various interconnected products and services offered by Emerge Apps, including OSHA record keeping, automated safety training, and compliance tools, all aimed at improving workplace safety and reporting. (33:31) Dustin mentions that he is passionate about working with agents who go above and beyond to help employers and build strong relationships, focusing on prevention, compliance, safety, and HR to connect with companies that want to make a difference. (41:06) Dustin explains that for agents to be effective in their work, they need to have the necessary tools and support to succeed, including proper training, guidance, and engagement with their clients. (47:01) Tweetable Quotes: “We built different checklists to help an agent not only uncover the gaps in whatever program they have, but to be able to solve those gaps as well.” - Dustin Boss “I'm extremely passionate about partnering with agents, whether they're new, or have been doing it a while, what really drives me is those that are passionate to go help employers that want to get out there that want to be different.” - Dustin Boss Resources Mentioned: Dustin Boss LinkedIn Emerge Apps David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dustin Boss, Founder of Emerge Apps. Dustin discusses how Emerge Apps is redefining risk management and compliance in insurance and to aid agents in areas like OSHA record keeping, safety, and compliance. Episode Highlights: Dustin shares that he started as an introverted commercial agent but found success by focusing on risk management and developing tools and resources, such as an app for OSHA record keeping, which led to the creation of Emerge Apps. (2:33) Dustin discusses the importance of Compliance Checker, a platform that helps agents identify and solve gaps in various programs, such as hazard communication and machine guarding policies. (8:06) Dustin mentions that the user interface of Emerge Apps is designed to be efficient and user-friendly, catering to both experienced computer users and those who may be less tech-savvy. (17:22) Dustin explains that the key to success in risk management is not just providing a bid or quote, but rather engaging with employers, assisting them, and building a proper risk management process. (25:36) Dustin discusses the various interconnected products and services offered by Emerge Apps, including OSHA record keeping, automated safety training, and compliance tools, all aimed at improving workplace safety and reporting. (33:31) Dustin mentions that he is passionate about working with agents who go above and beyond to help employers and build strong relationships, focusing on prevention, compliance, safety, and HR to connect with companies that want to make a difference. (41:06) Dustin explains that for agents to be effective in their work, they need to have the necessary tools and support to succeed, including proper training, guidance, and engagement with their clients. (47:01) Tweetable Quotes: “We built different checklists to help an agent not only uncover the gaps in whatever program they have, but to be able to solve those gaps as well.” - Dustin Boss “I'm extremely passionate about partnering with agents, whether they're new, or have been doing it a while, what really drives me is those that are passionate to go help employers that want to get out there that want to be different.” - Dustin Boss Resources Mentioned: Dustin Boss LinkedIn Emerge Apps David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Raution Jaiswal, Founder of InsuredMine. Raution discusses how InsuredMine's CRM integrates sales, service, and renewal processes, enhanced with AI to elevate agency operations. Episode Highlights: Raution discusses InsuredMine's journey from being an add-on to an agency management system to becoming an AI CRM platform. (3:58) Raution emphasizes the importance of curiosity, agility, and listening to customers in the development of their CRM product, which has allowed them to stay ahead of their competition in the digital market. (10:10) Raution mentions that AI is a powerful tool that can be used for data analysis, content creation, and sales funnel optimization, providing businesses with valuable insights and automation capabilities. (18:16) Raution shares that InsuredMine meticulously analyzes the buyer's journey before and after using their product, resulting in the development of a competitive e-sign product within just one year. (27:52) Raution mentions that the insurance industry is undergoing significant changes and technology, particularly a CRM, is crucial for agencies to stay competitive and efficient in sales, service, and renewal processes. (40:09) Tweetable Quotes: “There are two things which are very core fundamentals to InsuredMine, which are curiosity, and agility. We are curious enough to listen to people at the decibels. Nobody else is listening, and agile enough to be able to react to it and build a first iteration of it.” - Raution Jaiswal Resources Mentioned: Raution Jaiswal LinkedIn InsuredMine David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Raution Jaiswal, Founder of InsuredMine. Raution discusses how InsuredMine's CRM integrates sales, service, and renewal processes, enhanced with AI to elevate agency operations. Episode Highlights: Raution discusses InsuredMine's journey from being an add-on to an agency management system to becoming an AI CRM platform. (3:58) Raution emphasizes the importance of curiosity, agility, and listening to customers in the development of their CRM product, which has allowed them to stay ahead of their competition in the digital market. (10:10) Raution mentions that AI is a powerful tool that can be used for data analysis, content creation, and sales funnel optimization, providing businesses with valuable insights and automation capabilities. (18:16) Raution shares that InsuredMine meticulously analyzes the buyer's journey before and after using their product, resulting in the development of a competitive e-sign product within just one year. (27:52) Raution mentions that the insurance industry is undergoing significant changes and technology, particularly a CRM, is crucial for agencies to stay competitive and efficient in sales, service, and renewal processes. (40:09) Tweetable Quotes: “There are two things which are very core fundamentals to InsuredMine, which are curiosity, and agility. We are curious enough to listen to people at the decibels. Nobody else is listening, and agile enough to be able to react to it and build a first iteration of it.” - Raution Jaiswal Resources Mentioned: Raution Jaiswal LinkedIn InsuredMine David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bob Marsh, Keynote Speaker on Sales and Leadership at Bob Marsh and Associates. Bob discusses the transformative power of simplicity in sales, the significance of understanding the buyer's mindset, and how reducing complexity can lead to greater sales success.  Episode Highlights: Bob shares his experience selling various items, including golf equipment, during his college years and how this early exposure to sales helped him discover his aptitude for it and learn more about himself. (10:17) Bob suggests that instead of focusing solely on product knowledge in sales training, teaching fundamental skills such as listening, asking questions, following up, punctuality, professional appearance, and confident communication would be beneficial. (16:15) Bob discusses how information overload and dwindling attention spans affect selling and customer frustration as the world becomes more complicated. (19:33) Bob emphasizes the importance of using technology to personalize messaging and stand out in a crowded market by being genuine, conducting research, and tailoring messages to specific individuals. (27:01) Bob shares that the process of creating and delivering speeches is highly rewarding and he enjoys extracting his knowledge and experiences and communicating them simply and memorably. (40:56) Bob emphasizes the importance of overcoming self-doubt and internal noise to succeed in sales and how our negative thoughts and fears can hinder our success more than any external factors. (46:08) Tweetable Quotes: “It takes work, and you've got to teach it and learn it and practice it and force yourself and be disciplined to just pay attention.” - Bob Marsh “As you learn your craft…it can also be financially rewarding because you're figuring out a way to best leverage your skills to help other people. And you know that that has an advantage to it too. So, it's kind of a perfect combination of multiple things.” - Bob Marsh “If we want to succeed in sales, we've got to understand that and make a little bit more effort and determination to overcome it. And just kind of have to carry ourselves with confidence.” - Bob Marsh Resources Mentioned: Bob Marsh LinkedIn Bob Marsh and Associates David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bob Marsh, Keynote Speaker on Sales and Leadership at Bob Marsh and Associates. Bob discusses the transformative power of simplicity in sales, the significance of understanding the buyer's mindset, and how reducing complexity can lead to greater sales success.  Episode Highlights: Bob shares his experience selling various items, including golf equipment, during his college years and how this early exposure to sales helped him discover his aptitude for it and learn more about himself. (10:17) Bob suggests that instead of focusing solely on product knowledge in sales training, teaching fundamental skills such as listening, asking questions, following up, punctuality, professional appearance, and confident communication would be beneficial. (16:15) Bob discusses how information overload and dwindling attention spans affect selling and customer frustration as the world becomes more complicated. (19:33) Bob emphasizes the importance of using technology to personalize messaging and stand out in a crowded market by being genuine, conducting research, and tailoring messages to specific individuals. (27:01) Bob shares that the process of creating and delivering speeches is highly rewarding and he enjoys extracting his knowledge and experiences and communicating them simply and memorably. (40:56) Bob emphasizes the importance of overcoming self-doubt and internal noise to succeed in sales and how our negative thoughts and fears can hinder our success more than any external factors. (46:08) Tweetable Quotes: “It takes work, and you've got to teach it and learn it and practice it and force yourself and be disciplined to just pay attention.” - Bob Marsh “As you learn your craft…it can also be financially rewarding because you're figuring out a way to best leverage your skills to help other people. And you know that that has an advantage to it too. So, it's kind of a perfect combination of multiple things.” - Bob Marsh “If we want to succeed in sales, we've got to understand that and make a little bit more effort and determination to overcome it. And just kind of have to carry ourselves with confidence.” - Bob Marsh Resources Mentioned: Bob Marsh LinkedIn Bob Marsh and Associates David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about establishing client expectations and carrier relationships with loss control. They also discuss why people hate loss of control and how they can fix it. Episode Highlights: Kyle thinks that some people probably go in with the wrong mindset on loss control from a carrier. (1:55) Kyle mentions that he would prefer to know on the front end that there are some concerns rather than being told that everything's fine. (3:29) David mentions that if you're a producer out there, you must have a posture and make it look like you know loss control. (4:47) Kyle shares one of the first loss control visits that he went to by himself for one of his clients that owns a cabinetry shop, and one of the points that he didn't think about was the ear protection. (5:21) David shares the two things he'd like to check before going to the underwriter. (8:34) David mentions that if you want to accurately represent the risk to the underwriters, one of the best actions that you can do is to get loss control out there. (11:24) David mentions that besides telling underwriters that you're setting the table appropriately and don't want an adversarial relationship, let them know also that you don't think you know everything. (15:54) David shares that in addition to his go-to, air compressors are a huge factor for him as well. (16:37) Tweetable Quotes: “As a producer, you cannot even begin to imagine the level of credibility you get with a prospect. If you walk in and see things and you bring them up, you appear to already know more than what you know.” - David Carothers “This episode is sort of morphing into practical things you can do for loss control as a producer, low hanging fruit to look at and comment on. So, it gives you a leg up, but this is the real deal, man.” - David Carothers “I just think that you don't want to go into that situation with the loss control person just show up for the loss control visit, and not have any idea what you're getting into because that can go downhill very quickly.” - Kyle Houck Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about establishing client expectations and carrier relationships with loss control. They also discuss why people hate loss of control and how they can fix it. Episode Highlights: Kyle thinks that some people probably go in with the wrong mindset on loss control from a carrier. (1:55) Kyle mentions that he would prefer to know on the front end that there are some concerns rather than being told that everything's fine. (3:29) David mentions that if you're a producer out there, you must have a posture and make it look like you know loss control. (4:47) Kyle shares one of the first loss control visits that he went to by himself for one of his clients that owns a cabinetry shop, and one of the points that he didn't think about was the ear protection. (5:21) David shares the two things he'd like to check before going to the underwriter. (8:34) David mentions that if you want to accurately represent the risk to the underwriters, one of the best actions that you can do is to get loss control out there. (11:24) David mentions that besides telling underwriters that you're setting the table appropriately and don't want an adversarial relationship, let them know also that you don't think you know everything. (15:54) David shares that in addition to his go-to, air compressors are a huge factor for him as well. (16:37) Tweetable Quotes: “As a producer, you cannot even begin to imagine the level of credibility you get with a prospect. If you walk in and see things and you bring them up, you appear to already know more than what you know.” - David Carothers “This episode is sort of morphing into practical things you can do for loss control as a producer, low hanging fruit to look at and comment on. So, it gives you a leg up, but this is the real deal, man.” - David Carothers “I just think that you don't want to go into that situation with the loss control person just show up for the loss control visit, and not have any idea what you're getting into because that can go downhill very quickly.” - Kyle Houck Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kevin Ring, Lead Analyst at the Institute of WorkComp Professionals. Kevin discusses the latest NCCI updates and why understanding these changes is good for insurance agents and their clients.  Episode Highlights: Kevin mentions that NCCI has valuable resources on the recent changes in Workers' Comp that can be accessed on their website. (5:32) Kevin discusses the importance of employers and employees knowing what to do in the event of an injury to ensure proper handling and mitigation, especially for businesses with low claim frequency. (12:38) Kevin believes that insurance companies are increasingly using AI instead of predictive modeling. However, the mod is still important in underwriting and pricing, as it shows how a business compares to others regarding claims and performance. (23:46) Kevin explains that the changes to the experience mod in the insurance industry are aimed at rebalancing the system and ensuring that businesses pay their fair share. (28:52) Kevin mentions that access to manuals, such as the NCCI manual, is crucial for accurately classifying clients and having informed conversations with underwriters. (36:15) Kevin discusses how improving a business' mod can have a positive impact on other aspects of their business, such as productivity and profitability. (48:17) Tweetable Quotes: “NCCI has some really strong resources specifically around this change. And one of the things that's most impressive to me, right now around this is if you contrast how NCCI has communicated these changes with how they communicated, the split point change in 2013. It's like a completely different organization.” - Kevin Ring “There's a tremendous amount of value, in understanding the mod. And then in being able to communicate to business owners the steps that they can take to improve their mod, which will in turn, create a much better-functioning workers comp program, which should, in turn, create a more productive and profitable business.” - Kevin Ring “One thing that you at an agency can help your clients with is how to avoid losing good people because they get sucked into the worker's comp system, and never come back to work and the easiest way to do that is to keep them from getting hurt in the first place.” - Kevin Ring Resources Mentioned: Kevin Ring LinkedIn Institute of WorkComp Professionals National Council on Compensation Insurance (NCCI) David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kevin Ring, Lead Analyst at the Institute of WorkComp Professionals. Kevin discusses the latest NCCI updates and why understanding these changes is good for insurance agents and their clients.  Episode Highlights: Kevin mentions that NCCI has valuable resources on the recent changes in Workers' Comp that can be accessed on their website. (5:32) Kevin discusses the importance of employers and employees knowing what to do in the event of an injury to ensure proper handling and mitigation, especially for businesses with low claim frequency. (12:38) Kevin believes that insurance companies are increasingly using AI instead of predictive modeling. However, the mod is still important in underwriting and pricing, as it shows how a business compares to others regarding claims and performance. (23:46) Kevin explains that the changes to the experience mod in the insurance industry are aimed at rebalancing the system and ensuring that businesses pay their fair share. (28:52) Kevin mentions that access to manuals, such as the NCCI manual, is crucial for accurately classifying clients and having informed conversations with underwriters. (36:15) Kevin discusses how improving a business' mod can have a positive impact on other aspects of their business, such as productivity and profitability. (48:17) Tweetable Quotes: “NCCI has some really strong resources specifically around this change. And one of the things that's most impressive to me, right now around this is if you contrast how NCCI has communicated these changes with how they communicated, the split point change in 2013. It's like a completely different organization.” - Kevin Ring “There's a tremendous amount of value, in understanding the mod. And then in being able to communicate to business owners the steps that they can take to improve their mod, which will in turn, create a much better-functioning workers comp program, which should, in turn, create a more productive and profitable business.” - Kevin Ring “One thing that you at an agency can help your clients with is how to avoid losing good people because they get sucked into the worker's comp system, and never come back to work and the easiest way to do that is to keep them from getting hurt in the first place.” - Kevin Ring Resources Mentioned: Kevin Ring LinkedIn Institute of WorkComp Professionals National Council on Compensation Insurance (NCCI) David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Kabir Syed, Founder & CEO of Ennabl. Kabir discusses the transformative role of data in insurance brokerage and how Enanbl is empowering small agencies with simplified, data-driven processes for a smarter approach to the industry. Episode Highlights: Kabir shares his experience of leaving a traditional insurance job to start a company called Risk Match, which aims to bridge the gap between brokers, carriers, and risk management. (2:38) Kabir explains that the insurance industry's problem is not a lack of technology, but rather a lack of process and cultural aptitude for change. (11:45) Kabir shares the challenges faced by insurance agents and brokers as they try to generate revenue and grow their businesses. (18:13) Kabir discusses the two key aspects that are changing in the insurance industry; the focus on revenue and commission management for agents and brokers, and the impact of technology on underwriting. (28:55) Kabir mentions that it's important to focus on niche markets and choose specific industries to target. (32:14) Kabir shares that Enanbl is expanding its services to include data extraction and enrichment from unstructured sources, such as documents and policies. (40:45) Kabir mentions that companies should focus on one aspect of their business, whether it be product, service, or technology, and prioritize it before moving on to the next. (44:14) Tweetable Quotes: “The insurance industry doesn't lack technology. It lacks the process and the cultural aptitude to say, I'm happy to make a process change. That is where our first problem is.” - Kabir Syed “What we are good at is data. Extraction enrichment, and it's so cheap now, we pretty much give it away kind of thing, right? We can buy any amount of data and say, here's everything in your systems, don't even look at leads, we will buy all these leads, not a problem.” - Kabir Syed Resources Mentioned: Kabir Syed LinkedIn Ennabl David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bob Paskins, a Corporate Consultant, Sales Coach, and Keynote Speaker. Bob discusses how personal challenges can sculpt resilience and drive in professional settings, how to identify and cultivate successful sales behaviors, and why empathy might just be the secret ingredient to outstanding salesmanship.  Bob also teases his upcoming book, "27 Insights to Catapult Sales," which aims to transform ordinary insurance salespeople into extraordinary ones. Resources Mentioned: Bob Paskins LinkedIn Website: Bob Paskins David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, discuss how to build good client and carrier relationships and the significance of the audit. Episode Highlights: David mentions that they have been recording a lot of episodes since April. (1:33) David shares that he checked their podcast on iTunes and it got him thinking, maybe some people listened and they've made an impact on their life. (1:53) David shares one of the aspects that he learned over the course of the last eight months is that nobody knows how to onboard middle market accounts. (2:29) Kyle mentions that most only think about how to get the deal done, not necessarily what comes after that. (2:43) David shares some scenarios that he experienced, over the course of his career, that he recommends when working on middle-market accounts. (2:55) David mentions that as you're having a kickoff meeting, you need to have people there, you need to have loss control people from the carrier, you need to have the underwriter, you need to have claims, and you need to have an audit. (3:26) David thinks that the audit is one of the tasks that a lot of people never think about. (3:37) David shares a story about something that happened to one of his accounts, how they resolved it, and hopefully everybody can learn from it. (5:22) Is there anybody out there that's not familiar with extrusion? (6:27) David shares that based on his experience, there's always somebody at the carrier who's responsible for the audit. Whether they're physically going out and auditing or not. (11:03) David mentions that you could learn a lot from participating in the audits. (13:57) Tweetable Quotes: “Now listen, if this account is $25,000 in premium, even though we could classify that as the middle-market, that's not really what we're talking about, we're talking about your jumbo one hundred and some thousand in premium plus, you really need to take a different angle in terms of how you do this.” - David Carothers “If you don't have it coded right, and the auditor feels differently, you're going have a difficult time winning that battle. So I like to bring somebody from audit in unless it's absolutely vanilla right now.” - David Carothers “If you just sit there and ask a couple of questions to make it look like you know what you're talking about, and do that to participate, you're going to gain credibility like you couldn't imagine with your client, but you're also going to drive positive financial results for them too because you can eliminate a lot of back and forth by just being there when they do it.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes