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
Building a Sustainable Commercial Pipeline Episodes 1

Building a Sustainable Commercial Pipeline Episodes 1, Shoptalk #184

In this Power Producers Podcast episode, David Carothers discusses the fundamentals of prospecting and building a successful leads list. Drawing from his own experiences and 20 years in the industry, he emphasizes the importance of starting with a strong foundation and avoiding the temptation to rely too heavily on technology and automated lead-building tools. David also highlights how using underwriter insights and geography-specific databases can unlock hidden opportunities in your market.

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Refocusing and Streamlining with Colby Tunick

Refocusing and Streamlining with Colby Tunick, Episode #375

In this episode of the Power Producers Podcast, host David Carothers welcomes back Colby Tunick from ReFocus AI. Colby dives deep into the company’s latest innovation that’s transforming the way insurance agencies service policies. Refocus AI, which started with helping agencies predict customer churn, has now transitioned to automating one of the most time-consuming aspects of insurance — quoting policies. Colby shares how their new technology is helping agencies scale efficiently without burning out staff, allowing producers to focus on building relationships and growing their book of business.

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The Surety Sales Advantage

The Surety Sales Advantage, Shoptalk Episode #183

In this episode of the Power Producers Shop Talk, David Carothers shares an insightful conversation with Ciara Gravier from The Bunker Insurance & Risk Management and Zach Matter from ZipBonds. This episode is a must-listen for anyone involved with contractors, particularly those navigating the world of surety bonds.

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Where Access Meets Opportunity with Ted Stuckey

Where Access Meets Opportunity with Ted Stuckey, Episode #375

In this episode of the Power Producers Podcast, David Carothers sits down with Ted Stuckey, President of Local Edge Brokerage, to discuss the evolution of the insurance market, especially for independent agents. Ted shares insights on the challenges agencies face, especially as the market hardens, and how Local Edge offers a valuable solution for agents seeking market access and diversification. They dive into the importance of cultivating strong relationships with wholesalers and the advantages of rolling book business when direct carrier appointments are no longer feasible.

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Don't Forget Where you Came From

Don’t Forget Where you Came From, Shoptalk Episode #182

In this solo episode of the Power Producers Podcast, David Carothers reflects on the journey of success in the insurance industry, sharing personal stories and lessons learned along the way. David delves into the importance of staying grounded and avoiding the trap of arrogance that can come with success. He talks about the subtle ways ego can influence behavior and how staying humble is key to long-term fulfillment, both personally and professionally. With practical advice on maintaining self-awareness, practicing gratitude, and giving credit where it’s due, David encourages listeners to build meaningful relationships and give back to others without seeking recognition.

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David Carothers podcat with Warren Cleveland

Beyond the Quote Game with Warren Cleveland, Episode #374

In this episode of the Power Producers Podcast, David Carothers is joined by Warren Cleveland, founder of Captive Coalition, to dive into the world of captive insurance. Warren offers a fresh perspective on captives, emphasizing how independent agents can add value by helping their clients save money and increase profitability. With practical insights, they discuss the benefits of captives, the right clients for this model, and how agents can monetize their expertise by advising clients on alternative risk transfer solutions.

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Comp Classifications with Kevin Ring

Comp Classifications with Kevin Ring, Shoptalk Episode #181

In this Power Producers Podcast episode, David Carothers is joined by Kevin Ring, lead analyst at the Institute of Work Comp Professionals, for a deep dive into workers’ compensation classifications. The discussion focuses on the challenges of ensuring that businesses are properly classified, the importance of getting class codes right, and strategies to avoid common mistakes that could lead to costly audits. With firsthand experience from multiple NCCI audits, David shares his insights on how to navigate the complexities of workers’ comp class codes and protect clients from unnecessary errors.

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cost

The Most Hated Podcast Episode Ever with Benjamin Dennehy, Episode #373

In this episode of Power Producers Podcast, David Carothers is joined by Benjamin Dennehy famously known as the UK’s Most Hated Sales Trainer for a brutally honest and wildly entertaining conversation about what’s wrong with the modern sales game. From confronting imposter syndrome to challenging outdated sales scripts, Benjamin shares why most salespeople fail and what it actually takes to dominate. The duo explores the parallels between law and sales, the importance of detachment from outcomes, and why truly great sellers don’t wing it they operate with ruthless precision. Packed with hard truths, tactical tips, and some serious laughs, this is a must-listen for anyone in the sales world who’s tired of the fluff.

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Ownership and Combinability with Kevin Ring

Ownership and Combinability with Kevin Ring, Shoptalk Episode #180

In this Power Producers Podcast episode, David Carothers is joined again by Kevin Ring, lead analyst at the Institute of Work Comp Professionals. The two dive into a critical yet often overlooked aspect of workers’ compensation—understanding common majority ownership and how it affects the experience modification factor (mod). This discussion is vital for agents who deal with businesses that own multiple entities or engage in mergers and acquisitions. Kevin explains why agents need to be proactive in gathering ownership details and completing the ERM-14 form accurately to avoid costly errors and ensure proper coverage.

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Putting the Human Touch on Human Services with Dylan Jordan, Episode #372

In this Power Producers Podcast episode, David Carothers sits down with Dylan Jordan from Amwins to discuss specialized niches within the insurance world, particularly focusing on the human services, healthcare, and life sciences markets. With only two months until Producers in Paradise 2025, the conversation covers a variety of challenges and opportunities in the current hard market, from navigating supplemental applications to understanding the unique risks of sectors like MediSpas and behavioral health.

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Why the Valuation Date is Important with Kevin Ring

Why the Valuation Date is Important with Kevin Ring, Shoptalk Episode #179

In this Power Producers Podcast episode, David Carothers is joined again by Kevin Ring, lead analyst at the Institute of Work Comp Professionals. In this Shop Talk session, they take a deep dive into the crucial topic of the valuation date and its significance in workers’ compensation policies. While last week’s discussion highlighted the importance of leading with workers’ compensation, this episode shifts gears to discuss why understanding the valuation date is vital for businesses.

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From Insurtech to Relatonships with Brett Fulmer

From Insurtech to Relationships with Brett Fulmer, Episode #371

In this episode of the Power Producers Podcast, David Carothers welcomes Brett Fulmer, principal of Newport Beach Insurance Center, for a dynamic conversation packed with insights on insurance, career growth, and community building. Brett shares his unique journey in insurance, his passion for innovation, and how he balances multiple roles with energy and focus.

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Why Agents Should Lead With Comp with Kevin Ring

Why Agents Should Lead With Comp with Kevin Ring, Shoptalk Episode #178

In this episode of Power Producers Shoptalk, David Carothers welcomes back Kevin Ring, lead analyst at the Institute of WorkComp Professionals and one of the nation’s foremost experts on workers’ compensation. Kevin shares valuable insights into why leading with workers’ comp is a smart strategy for insurance agents, offering practical tips that agents can apply immediately to improve their game and better serve clients.

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Resilience Should Be the Foundation of Every Insurance Conversation with Aris Papadopoulos

Resilience Should Be the Foundation of Every Insurance Conversation with Aris Papadopoulos, Episode #370

In this episode of the Power Producers Podcast, David Carothers sits down with Aris Papadopoulos, Chairman of the Resilience Action Fund and author of Resilientomics. Aris shares his unique perspective on resilience, from his experience as a 9/11 World Trade Center survivor to his passion for building stronger, more resilient homes and communities. Together, David and Aris explore how resilience is critical not just in construction, but in the insurance industry and beyond.

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Bridging the Insurance Talent Gap with Tony Canas

Bridging the Insurance Talent Gap with Tony Canas, Episode #369

In this episode of the Power Producers Podcast, David Carothers sits down with Tony Canas, Chief Motivational Officer at Insurance Nerds. The conversation takes some unexpected and fun turns, including Tony’s unique background, passion for insurance, and his journey into magic. It’s a lively and engaging discussion that blends business, culture, and personal development in the insurance industry.

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Keys to Effective Communication

Keys to Effective Communication, Shoptalk Episode #176

In this Power Producers Shoptalk episode, David Carothers returns for session five with the Insurance Futures team to tackle one of the most critical elements in managing a successful remote workforce: communication. Following four weeks of deep dives into building remote teams, this episode zeroes in on how effective communication can make or break your virtual agency’s culture and efficiency.

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David podcast with Jason Duby on Captive insurance

Unlocking the Power of Group Captives with Jason Duby, Episode #368

In this Power Producers Podcast episode, David Carothers is joined by Jason Duby, Captive Manager at Garnet Captive, to dive deep into the concept of captives and how they can provide valuable opportunities for businesses, particularly as the market continues to harden. Jason breaks down the intricacies of captive insurance, explaining how they work, who benefits, and what sets Garnet Captive apart from other options in the industry.

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Job Descriptions shoptalk with insurance future team

Job Descriptions – Headaches Now or Headaches Later, Shoptalk Episode #175

In this Power Producers Shoptalk episode, David Carothers continues his series with the team from Insurance Futures, diving into the importance of job descriptions for building a strong culture in remote teams. As remote work becomes more common, having clear job descriptions helps set expectations, boost accountability, and ensure employees understand their roles.

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Mastering the Buyer's Journey with Jacob Hicks

Mastering the Buyer’s Journey with Jacob Hicks, Episode #367

In this episode of the Power Producers Podcast, David Carothers welcomes Jacob Hicks, a sales coach with an eclectic background in various industries, including retail, real estate, and optical sales. Jacob shares his insights on the evolution of sales and the importance of systems, follow-up, and understanding of your ideal client profile.

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

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Risk

From Policies to Profitability: How Strategic Risk Consulting Can Transform Middle Market Insurance Production – A Conversation with Doug Benz

Middle market producers often believe that bigger accounts come from quoting better, faster, or cheaper. But in reality, the leap from writing $5,000 policies to closing $1.2 million in premium starts with a different mindset. It starts with consulting over quoting. That’s exactly the story that unfolded at Producers in Paradise when Doug Benz shared how he landed the largest account of his career—not by selling insurance, but by solving problems no one else could.

This post breaks down the step-by-step strategy Doug and his mentor David Carothers used to win a high-stakes, complex account through total cost of risk analysis, claims data visibility, and certificate compliance solutions. If you’re a commercial producer trying to break into the middle market, this blueprint is for you.

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Risk

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

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.

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Insurance

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

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.

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