Recent Blog Posts

Day: February 23, 2021

3 Old School Sales Tactics that Still Work

February 23, 2021

As producers, we’re always trying to reinvent the wheel and come up with the craftiest way to get in front of people. But today, I’m

From InsurTech to Relationship-Driven Risk Management: Lessons for Modern Insurance Producers – A Conversation with Brett Fulmer

June 27, 2025

In a constantly evolving insurance landscape, commercial producers are being forced to adapt—quickly. Between InsurTech advancements, shifting market conditions, and increasing client expectations, producers must learn how to balance innovation with deep relationship-building and technical risk expertise. On a recent episode of the Power Producers Podcast, industry veteran David Carothers sat down with Brett Fulmer, principal at Newport Beach Insurance Center, to talk about navigating these dynamics with authenticity and strategy. What followed was a roadmap for producers who want to succeed in today’s middle market.

How Successful Insurance Producers Can Stay Grounded, Build Respect, and Avoid the Arrogance Trap

June 26, 2025

In the commercial insurance industry, success can come fast—especially for driven producers who are focused on the middle market. The money starts coming in, the book grows, and you find yourself standing in rooms where you once only dreamed of being. But with that success comes a subtle trap—one that’s caught more than a few top producers off guard: arrogance.

It’s not always loud or obvious. Sometimes, it’s the silent erosion of empathy. Other times, it’s the misplaced belief that your way is the only way. In this post, I want to explore how insurance producers can stay grounded even as their careers take off, how they can build respect by honoring where they came from, and how to avoid becoming the very kind of producer people whisper about after conferences for all the wrong reasons.

The Hidden Cost of Misclassification: Mastering Workers’ Comp Class Codes for Middle Market Success

June 18, 2025

In the world of commercial insurance, no phrase inspires more dread—or confusion—than “workers’ comp audit.” Often, the root cause of these audits isn’t fraud or underreporting, but something far more preventable: incorrect workers’ compensation class codes.

Mastering B2B Email Marketing: How to Write Subject Lines That Convert and Click-Through Strategies That Drive Results – A Conversation with Jay Schwedelson

June 17, 2025

If you’re in commercial insurance sales or B2B marketing, chances are you’ve dabbled in email outreach. And if you’re like most, you’ve probably concluded that email doesn’t work anymore. But what if the problem isn’t the channel—it’s the way you’re using it?

Unlocking Profitability: Why Leading with Workers’ Compensation Is the Smartest Move for Commercial Producers – A Conversation with Kevin Ring

June 11, 2025

In a hard market defined by razor-thin margins, rising premiums, and fierce competition, commercial insurance producers are constantly looking for ways to stand out. One of the most overlooked—and yet most powerful—strategies is to lead with workers’ compensation insurance.

Unlocking Growth with Workers’ Comp: How Mod Analysis, Data, and Process Drive Middle Market Success

June 11, 2025

Middle market producers are constantly seeking new ways to break through crowded spaces, win high-value accounts, and deliver lasting value to their clients. Yet, many overlook a golden opportunity hiding in plain sight: workers’ compensation. When approached with the right mix of mod analysis, data-driven prospecting, and a robust process,