Welcome to the
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?
In this episode of Power Producers, David Carothers sits down with Alan Versteeg from Growth Matters International, bringing in fresh perspectives on sales from outside the insurance industry. Some of the best sales strategies come from those who aren’t in the daily grind, and Alan delivers just new ideas, different approaches, and a mindset shift that can elevate any producer’s book of business.
In this episode of Power Producers Podcast, David Carothers takes a deep dive into the journey of Drew and Alan Kinney, owners of Kinney Insurance, as they share their experience in transforming a family agency into a modern, digitally driven business. From humble beginnings without a website to scaling into a multi-location operation with a strong online presence, the Kinneys discuss the challenges and strategies behind their success.
In this episode of Power Producers Shoptalk, David Carothers dives into an overlooked strategy for building credibility and positioning yourself as an expert—getting published. He shares insights on leveraging niche industry publications, self-publishing books, and using content marketing as a powerful tool to generate inbound opportunities. David emphasizes that credibility isn’t about being the most well-known—it’s about being the most trusted, and one of the fastest ways to build trust is by putting valuable knowledge in front of your ideal audience.
In this episode of Power Producers Podcast, David Carothers sits down with Terren Moore, founder and owner of MFI Agency, to discuss the unique challenges of closing out the year in a hard market while balancing the distractions of the holiday season. With just a few weeks left in the year, many businesses start slowing down—while top producers are pushing harder than ever. David and Terren dive into what it takes to maintain momentum and close the year strong, while also reflecting on Terren’s journey from Texas Farm Bureau to launching his own agency in 2021.
In this episode of Power Producers Shop Talk, David Carothers dives into the art of tailoring solutions for clients and prospects, emphasizing the importance of operational insights alongside insurance expertise. He breaks down strategies for creating value through differentiation, building industry-specific niches, and leveraging tools and resources to position yourself as a true advisor in your client’s business.
In this episode of Power Producers Podcast, David Carothers sits down with photographer and “first impression architect” Daniel Wakefield to discuss how powerful headshots can elevate a producer’s personal brand. Daniel shares the backstory of his transition from high-school science teacher to professional headshot photographer, explaining how his passion for genuine human expression drives him to capture that perfect, confidence-boosting shot. David and Daniel also talk about how stellar imagery can set producers apart on platforms like LinkedIn, foster stronger connections, and open doors to speaking engagements and leadership opportunities.
In this episode of Power Producers Shop Talk, David Carothers dives deep into the art of building niches for agencies while balancing the benefits of specialization with the versatility of generalist strategies. With actionable advice, he breaks down how agencies can create impactful niches without putting all their eggs in one basket, emphasizing long-term sustainability and strategic growth.
This episode of Power Producers Podcast featured Rocio Luna, a workers’ compensation expert with a claims background, who discussed her journey from claims management to becoming a producer. Rocio shared insights into how her psychology studies and claims experience equipped her with the empathy and problem-solving skills necessary for success in sales.
In this episode of Power Producers Podcast, David Carothers sits down with Andrew Kelly from AJ Wayne & Associates, Inc, a seasoned wholesaler specializing in professional liability. Together, they dive into the evolving landscape of professional exposures and the critical role wholesalers play in supporting producers and navigating the hardest market many have ever experienced. From Andrew’s inspiring 21-year journey in the industry to actionable advice for retail agents, this conversation offers valuable insights for anyone looking to sharpen their approach to professional liability.
In this episode of Power Producers Podcast, David Carothers is joined by Ryan Smith, founder of RLS Consulting, to discuss the evolving world of cybersecurity and how insurance professionals can better navigate this complex space. Drawing on Ryan’s extensive experience, they delve into actionable strategies for producers to engage clients on cyber risk, overcome objections, and build meaningful solutions that go beyond the policy.
In this episode of the Power Producers Podcast, David Carothers sits down with Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, to discuss authenticity, self-awareness, and the evolving landscape of sales. Larry shares his journey from selling office equipment to becoming a thought leader in building heart-centered sales cultures. Together, they explore the importance of investing in relationships, fostering genuine connections, and the discipline required for consistent success.
In this episode of Power Producers Podcast, David Carothers is joined by Joe Erle from C3 Insurance in San Diego to dive deep into the world of cyber insurance. From navigating ransomware attacks to exploring the evolving threat landscape, the conversation covers practical strategies, trends, and insights to help agencies and businesses stay ahead in a rapidly changing digital world. Joe shares his expertise on the critical role of cyber coverage, emerging AI threats, and the need for proactive planning.
In this episode of Power Producers Podcast, David Carothers takes a bold step outside the box to discuss an often avoided yet critical topic: Mental Health. Joined by Brenden Corr of The Loss Runs Pros and Justin Goodman of Total CSR, David dives into their passion-driven initiative, Project 55. The conversation highlights the growing openness around personal struggles on platforms like LinkedIn, emphasizing the need for real, vulnerable discussions on topics such as ADHD, alcoholism, anxiety, and depression.
In this special episode of Power Producers Shop Talk, David Carothers sits down with Nicholas Ayers from Glovebox to discuss the recent acquisition of Better Agency by Glovebox and what it means for the insurance industry. David shares his insights as an investor and friend, focusing on the impact this partnership will have on both companies, their customers, and the broader market. With reflections on entrepreneurship, growth, and innovation, this episode offers a deep dive into the journey of building something meaningful and adapting to change.
In this episode of the Power Producers Podcast, David Carothers welcomes Rob Gifford and Dan Abercrombie from Insurance Xdate. The trio dives into the journey of building an innovative tool for commercial insurance producers, exploring how Insurance Xdate simplifies pipeline management and prospecting. From leveraging data insights to overcoming challenges in a competitive market, Rob and Dan share actionable strategies and lessons from their experiences, making this a must-listen for producers looking to refine their sales game.
In this episode of the Power Producers Podcast, David Carothers talks with Sivan Iram from Flow Specialty. They discuss Flow Specialty’s innovative approach to using AI in insurance to enhance wholesale relationships, improve underwriting response times, and reduce operational friction for agents. Flow Specialty combines human expertise with AI-driven tools to speed up quote turnaround and improve accuracy without requiring agents to use portals. Sivan highlights that Flow’s AI is an internal tool supporting brokers rather than replacing them, positioning the company as a “caddy” for agents. Flow’s AI manages various tasks, such as analyzing quotes, market insights, and carrier communications. This combination allows agents to handle complex insurance transactions efficiently and frees up time to focus on larger accounts.
This engaging episode of Power Producers Podcast features a candid discussion between David Carothers and Wade Millward on the intersection of insurance, operations, and growth strategies in the franchising space. With nearly two decades of industry experience, Wade shares how his unique background in software and insurance led to developing scalable solutions for franchisees and franchisors. The conversation spans various topics, from the challenges of producer development to the importance of automation and relationship-building in scaling a business.
In this special Thanksgiving edition of Power Producers Shoptalk, David Carothers dives into the holiday season’s challenges and opportunities. He shares strategies for staying proactive, avoiding complacency, and building a strong foundation for 2025. Reflecting on personal and professional growth, David emphasizes gratitude for the communities and partnerships that drive success.
In this episode of Power Producers Podcast, David Carothers spoke with Patrick McBride and Joe Ems from Sembley, a company offering innovative technology designed to simplify the commercial insurance quoting process. Joe explained the origins of Sembley, which was created to address common pain points in the industry, such as the tedious nature of filling out renewal forms and collecting client data. A standout feature discussed was Sembley’s user-friendly interface, affordable pricing, and integrations that improve efficiency. By leveraging custom intake forms, property data imports, and integration options with systems like Hawksoft and NowCerts, Sembley aims to streamline workflows for agencies, reduce back-and-forth with clients, and enable seamless data mapping across various forms. This technology allows agencies to focus on client relationships rather than manual tasks, making it particularly valuable for agents looking to enhance both client service and operational efficiency.
In this episode of Power Producers Shoptalk, David Carothers breaks down his top strategies for engaging contractors effectively. Drawing from real-world experience, David shares the key questions and approaches he uses to understand contractors’ needs and build trust. He emphasizes the importance of uncovering pain points related to certificates of insurance and audits, providing actionable insights on how producers can leverage these moments to win new business and strengthen client relationships.
The agriculture insurance market presents unique challenges and opportunities. Farmers operate in a high-risk environment where unpredictable weather, fluctuating market conditions, and labor complexities can
The increasing prevalence of cyber threats is forcing businesses of all sizes to rethink how they approach risk management and insurance. From ransomware attacks to
The world of workers’ compensation insurance is filled with opportunitiesto create meaningful client relationships and provide significant financialimpact. However, many producers struggle to differentiate themselves
Authenticity is more important than ever. Buyers are more informed, skeptical, and resistant to outdated sales tactics. To stand out and succeed, sales professionals must
Cyber threats are evolving rapidly, posing increasing risks for businesses across all industries. Companies of all sizes face growing pressure to protect their data, assets,
Mental health has become one of the most pressing issues in workplaces today, affecting employees across all sectors, especially in high-stress environments like the insurance
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