Recent Blog Posts

Author: David Carothers

Tyrone Shelton

December 2, 2019

Tyrone Shelton Protégé Finalist “The will to win, the desire to succeed, the urge to reach your full potential…These are the keys that will unlock

Why Employee Ownership is the Key to Sustainable Agency Growth and Talent Retention

September 4, 2025

In an increasingly competitive commercial insurance landscape, agency owners are struggling to find long-term solutions for succession planning, talent retention, and business perpetuation. Many have considered private equity sales, others offer limited equity to top producers—but a growing number are discovering a more powerful alternative: the Employee Stock Ownership Plan (ESOP).

Captive Insurance as a Business Continuity Plan: How Strategic Advisors Protect and Grow Their Book of Business

September 3, 2025

In today’s competitive commercial insurance market, your book of business is under constant attack. Competitors are targeting your best accounts every day, just like cybercriminals probing a website for vulnerabilities. If you don’t have a plan to defend and grow your client relationships, you’re leaving yourself exposed.

How to Reverse Engineer Your Sales Funnel and Crush Your Q4 Insurance Production Goals

September 3, 2025

As we enter the fourth quarter, many commercial insurance producers begin to panic. Whether you’re behind on your goals or just trying to hit that final sprint, the Q4 crunch is real. But the producers who consistently win don’t treat Q4 as a Hail Mary. They plan with precision, reverse engineer their goals, and execute with ruthless consistency.

In this post, we’ll break down how you can reverse engineer your sales funnel, identify your revenue gaps, and finish the year stronger than you started. Whether you’re writing workers’ comp or cyber liability, these strategies apply across all middle market verticals.

Captive Insurance Fundamentals: How Business Owners Can Retain Risk, Keep Profits, and Control Their Future

September 3, 2025

In the commercial insurance world, most producers are laser-focused on finding the best premium and coverage from traditional carriers. But there’s a powerful alternative that can help the right business owners keep more control over their risk, retain underwriting profits, and create a long-term competitive advantage.

Mastering Wholesale Partnerships: Submission Strategies, Underwriter Relationships, and Technology Tools for Middle-Market Success

August 27, 2025

In today’s competitive insurance marketplace, middle-market agencies must leverage every available advantage to win and retain business. One of the most underutilized yet powerful resources at an agent’s disposal is the wholesale market. By establishing strong partnerships with wholesalers, agents can access capacity, expertise, and proprietary programs that are often unavailable through direct channels. However, success in the wholesale arena requires more than simply submitting risks and hoping for the best.

How AI-Powered Workflows Are Transforming Sales, Marketing, and Client Communication

August 27, 2025

In the fast-paced world of commercial insurance, where every hour counts and every interaction matters, producers and agency owners are turning to artificial intelligence not as a replacement for human connection—but as a force multiplier. AI tools like ChatGPT are no longer just novelties or futuristic concepts. They are strategic business assets, helping commercial producers streamline workflows, scale personalization, and reclaim valuable time.