shoptalk
Facebook
Twitter
LinkedIn

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how important it is to solve problems instead of selling a product because as prospects share information, the higher the chances are of being able to close a sale. 

Episode Highlights:

  • David mentions that he’s beginning to believe that many agents do not understand how to identify and solve problems their prospects have. (3:37) 
  • David explains how to increase your ability to close a sale by identifying the problems that you could solve for prospects instead of simply selling an insurance product. (9:27)
  • David mentions that it is important to have an outline to avoid any complications and misunderstandings. (11:56)
  • David explains that if you’re not getting the support you need from your agency, then you should go work for a different agency. (16:11)
  • Kyle talks about how agents can lead their prospects down the path of discovery by dictating the line of questioning. (21:34)
  • Kyle explains that explaining too much about the technical side of things to the prospect can make them feel overwhelmed. (24:07)
  • David shares one of the mass marketing videos that he finds to be very effective. (25:06)
  • David and Kyle explain how important it is to always follow up with your prospects, as it is very rare to have a sale on the initial pitch. (28:00)

Tweetable Quotes:

  • “If you’re not getting that kind of support, go work for a different agency. You know, I mean, I hate to say that, but that’s number one.” – David Carothers
  • “I think people have a hard time identifying how to figure out the problems. And the thing is, part of the issue is, the only solution has been to sell them insurance right?” – David Carothers 
  • “So many times we talk about it, we beat it to death about how people are worried about selling a product instead of solving a problem.” – David Carothers

Resources Mentioned:

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

Kyle Houck

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.

Read More »
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.

Read More »
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.

Read More »
Killing Commercial Login