Welcome to the

Power Producers
Podcast

This is The Power Producers Podcast where we are refining and redefining the sales game.  A place where sales professionals can come to learn from other sales professionals and thought leaders who have mastered their craft. As well as their peers who are still striving for perfection to achieve their “why”.  Real sales professionals. Real stories. Real results. Are you ready to feel the power?

Power Producers Podcast
From Courtroom to Cyber Carrier with Michael Phillips

From Courtroom to Cyber Carrier with Michael Phillips, Episode #337

In this Power Producers Podcast episode, David Carothers speaks with Michael Phillips, who leads the U.S. cyber underwriting practice at CFC. They discuss the state of the cyber insurance marketplace, the evolving risks businesses face due to cyber threats, and how insurers like CFC are addressing these risks. Michael highlights the importance of understanding the continually changing nature of cybercrime, particularly as it relates to geopolitical tensions and the rise of offensive cyber operations. They delve into the role of insurance in providing not just financial coverage but also emergency response services to businesses of all sizes.

Read More »
The Delicate Balance for Producers

The Delicate Balance for Producers, Shoptalk Episode #157

In this episode of Power Producer Shoptalk, David Carothers delves into the critical balance that commercial insurance agents must maintain between fulfilling their “duty to offer” and avoiding the appearance of overselling. David emphasizes the importance of educating clients on this duty, particularly in areas like cyber liability, where underinsurance can leave clients highly exposed.
The discussion highlights the professional responsibility of agents to offer adequate coverage that matches clients’ risks, ensuring they fully understand and sign off on any rejection of recommended limits. He points out that failing to do this not only opens agents up to potential errors and omissions (E&O) claims but also damages their reputation.

Read More »
A Servant's Heart of Social Services with Daryl Henry

A Servant’s Heart of Social Services with Daryl Henry, Episode #336

In this episode of the Power Producers Podcast, David Carothers speaks with Daryl Henry, a Certified Insurance Counselor and Certified Risk Manager from Bitner Henry Insurance Group, a fourth-generation family business. Daryl shares his unique journey into the insurance industry, discussing the influence of his family’s dual legacy in insurance and mission work. He talks about his focus on serving human services organizations, particularly children’s homes and other social services sectors, emphasizing the importance of empathy, understanding client needs, and building relationships.

Read More »
The Power of In-Person

The Power of In-Person, Shoptalk Episode #156

In this episode of Power Producers Shop Talk, David Carothers dives deep into the topic of marketing drops and how they remain an effective sales strategy in today’s saturated digital landscape. He emphasizes the importance of in-person marketing drops to cut through the noise, create personalized connections, and distinguish oneself from the competition. David shares key insights on preparation, execution, and follow-up strategies for successful marketing drops. He also offers practical tips for building rapport, researching prospects, and timing interactions based on the industry. The episode also highlights the critical role of the gatekeeper and strategies to ensure a lasting impression on decision-makers.

Read More »
Paying it Forward with Aron Robertson

Paying it Forward with Aron Robertson, Episode #335

In this episode of the Power Producers Podcast, David Carothers and Aron Robertson discuss their experiences in the insurance industry, with a focus on production and agency growth. Aron shares his journey from selling insurance out of his house to starting multiple agencies and acquiring two more in the next 60 days. He emphasizes the importance of transparency, accountability, and continuous learning. David highlights the significance of setting goals and celebrating milestones, sharing his own experiences with buying a Rolex and a Cartier watch. They also discuss the challenges of networking, the impact of reinsurance on rates, and the importance of being genuine and transparent with clients.

Read More »
Overcoming Call Reluctance

Overcoming Call Reluctance, Shoptalk #155

In this episode of the Power Producers Shoptalk, David Carothers addresses the pervasive issue of call reluctance among commercial insurance producers. He explores the psychological, environmental, and personal factors contributing to this hesitation and provides actionable strategies to overcome it. David emphasizes the importance of maintaining confidence, avoiding perfectionism, and adopting a proactive mindset to improve sales performance. He also highlights the role of visualization, self-assessment, and stress management techniques in building resilience and effectiveness in cold calling.

Read More »
Staying Grounded with Zack Gould

 Staying Grounded with Zack Gould, Episode #334

In this episode of the Power Producers Podcast, David Carothers interviews Zach Gould, a seasoned entrepreneur and insurance professional. The discussion delves into Zach’s journey in the insurance industry, highlighting his early days with G&N Insurance, his partnership with Matt Namoli, and the transition after selling their agency. Zach shares insights on personal growth, the importance of personalized outreach in business, and the significance of maintaining authenticity in interactions. The conversation also explores the challenges and rewards of entrepreneurship, the value of being grounded, and the importance of reflection and connection in both personal and professional life.

Read More »

The Power of External Accountability, Shoptalk Episode #154

In this episode of Power Producers Shoptalk, David Carothers delves into the crucial topic of accountability in the commercial insurance industry, focusing on both internal and external aspects. He emphasizes the importance of accountability in shaping a producer’s career and ensuring long-term success. David discusses the challenges producers face when relying solely on internal accountability due to organizational politics, biases, and limited perspectives. He advocates for the integration of external accountability through mentors, coaches, and peer groups, which can provide unbiased feedback, broaden perspectives, and foster continuous personal and professional growth.

Read More »
Crushing the Content Game with Chris Greene

Crushing the Content Game with Chris Greene, Episode #333

In this engaging episode of the Power Producers Podcast, David Carothers sits down with Chris Greene for a candid conversation on content creation. While many might expect the discussion to center on flood insurance, Chris and David instead delve into the lessons they’ve learned from their content creation journeys. They share insights on the pitfalls and triumphs they’ve experienced, offering valuable takeaways for anyone looking to build an online presence.

Read More »
Levelling the Playing Field

Levelling the Playing Field, Shoptalk Episode #153

In this episode of Power Producers Shoptalk, David Carothers dives deep into the strategies and tools independent insurance agencies can use to level the playing field against their larger national counterparts. He emphasizes the critical importance of conducting baseline risk assessments, leveraging tools like YellowBird for expert evaluations, and utilizing mod software for thorough experience modification factor analysis. David also highlights the game-changing benefits of Zenjuries for managing workers’ comp claims and the value of producer game plans for structured client engagement. With a strategic approach, he suggests budgeting 20% of revenue in the first year for risk management services and advocates for using video submissions to showcase the agency’s capabilities to underwriters. To round out the conversation, David promotes the Power Producer Base Camp as a vital resource for additional support and guidance.

Read More »
A Captivating Conversation with Stephen Sedlak

A Captivating Conversation with Stephen Sedlak, Episode #332

In this episode of the Power Producers Podcast, host David Carothers chats with Stephen Sedlak, an experienced insurance producer, about the evolving market dynamics in the insurance industry and his niche focus on the pallet manufacturing sector. They discuss the challenges and opportunities presented by the hardening market, particularly in the property and casualty segments, and how this has influenced their approach to clients and risk management strategies.
Stephen shares his journey of discovering the underserved pallet manufacturing industry and how he has leveraged this niche to build a successful book of business. They delve into the complexities of working with captives, particularly how Stephen has utilized them for his larger clients to manage risks more effectively. The conversation covers the intricacies of captives, including the financial commitments, risk management benefits, and the role of reinsurance.
Throughout the podcast, both David and Stephen emphasize the importance of finding opportunities in less competitive niches and building expertise in those areas. They also touch on the importance of client education, especially when it comes to understanding the value of risk management in a hard market.

Read More »
Maximizing Your Fourth Quarter Session 3

Maximizing Your Fourth Quarter Session 3, Shoptalk Episode #152

In this episode of Power Producers Shop Talk, David Carothers wraps up the three-part series on preparing for the fourth quarter, offering actionable insights that have already generated a wave of positive feedback. The excitement and momentum from this series are feeding directly into the Power Producer Base Camp, a newly revamped version of the old mastermind, now loaded with more value, historical resources, and a structured approach for calls and ongoing training. If you haven’t explored it yet, make sure to visit killingcommercial.com and check it out under the Power Producer Base Camp tab.

Read More »

Maximizing Your Fourth Quarter Session 2, Shoptalk Episode #151

In this episode of Shop Talk, David Carothers dives deep into strategic planning for the fourth quarter. Usually, the Power Producers podcast focuses on refining and redefining sales strategies, but in this session, David shifts gears. Drawing from a recent, impactful call with the Killing Commercial community, he shares crucial insights tailored to help sales professionals gear up for a successful Q4.

Read More »
Maximizing Your Fourth Quarter Session 1

Maximizing Your Fourth Quarter Session 1, Shoptalk Episode #150

In this episode of Shoptalk, David Carothers introduces a fresh approach to the podcast, offering valuable insights to help listeners prepare for the fourth quarter of 2024. Typically, the Power Producers podcast focuses on refining and redefining sales strategies, but for the next three episodes, David takes a different approach. Drawing from a powerful call with the Killing Commercial community, he decided to share this crucial information with a broader audience, breaking it down into three impactful 20-minute episodes branded as “Shop Talk.”

Read More »
Solve the Problem NOT the Symptom

Solve the Problem NOT the Symptom, Shoptalk Episode #149

In this episode of Shoptalk, David Carothers shared insights from his interaction with Josh Braun on LinkedIn where they discussed the importance of addressing the underlying causes of a prospect’s lack of interest, rather than just treating the symptoms. They emphasized the need for active listening and neutral questions to build trust and understand the prospect’s needs. David shared a scenario where he helped another company reduce their workers’ comp costs by addressing the root causes of high premiums, highlighting the negative impact of fraudulent claims on a company’s finances and culture. He further emphasized the importance of identifying and addressing the root causes of high workers’ compensation premiums, rather than just focusing on symptoms.

Read More »

Authenticity Creates Victory with Marques Ogden, Episode #331

In this episode of the Power Producers Podcast, David Carothers and Marques Ogden discussed the challenges of maintaining a healthy ego while leading an organization, emphasizing the importance of striking a balance between confidence and arrogance. They shared personal experiences of struggling with ego in leadership roles and the significance of discipline, teamwork, and authenticity in achieving success. They also highlighted the importance of self-care, reflection, and visualization in personal and professional growth, and discussed the lack of diversity in their industry and its consequences.

Read More »

Hard Market Lesson – Never Stop Prospecting, Shoptalk Episode #148

In this episode of Shoptalk, David Carothers emphasizes the importance of prospecting in the current busy market, highlighting how neglecting it can lead to a lack of organic opportunities in the pipeline. He argues that prospecting should never be abandoned, even when inbound leads are abundant, to ensure agencies are writing the types of policies they want and can control their direct carriers.

Read More »

Freedom From the Phones with GAIL, Episode #330

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.

Read More »

Solving the Hiring Riddle with Heritage, Episode #329

In this episode of Power Producers Podcast, David Carothers joined by three guests Jeromy Huerta, Caleb Walker and Michael Overstreet from Heritage, discussed their strategies for hiring and vetting new team members in the insurance industry, emphasizing the importance of aligning values and culture. They shared their experiences merging virtual agencies, highlighting the challenges of cultural differences and conflicting processes. They also discussed the importance of involving team members in the hiring process, creating a positive first impression for new hires, and personalizing the virtual onboarding experience. Finally, they discussed the use of virtual assistants in insurance agency operations and the benefits of merging VA’s and traditional employees in the virtual workplace.

Read More »

What we Didn’t Know with Moe Latif, Episode #328

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.

Read More »

The Power Producers Podcast where we are refining and redefining the sales game.

Available On

David Carothers

Kyle Houck

Killing Commercial Login