Facebook
Twitter
LinkedIn

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about teaching what every client and prospect needs to know about the insurance industry.

Episode Highlights:

  • Kyle shares a story about his client that was new to insurance. (3:04)
  • David mentions why his favorite is the blacked-out deck page. (5:02)
  • Kyle mentions what he felt after his conversation with the client. (7:26)
  • David acknowledges Daniel Seong. (10:52)
  • David shares what he found to be ironic. (11:35)
  •  David mentions part of the issue with the insurance industry. (14:31)
  • David shares why he prefers CRM to CIC. (22:15)
  • David mentions the biggest issue they had with their HR Portal. (30:03)

Tweetable Quotes:

  • “If you look at everything in your life, we are teachers. We’re teachers to our kids, we’re teachers to our spouse, we’re teachers to our prospects, our clients and all of that.” – David Carothers
  • “Kids only become what we equip them to become. It’s no different when you’re dealing with clients and prospects. If you go in and take a new business appointment, go under the premise that you’re an educator making sure they understand them, you’re going to be way more successful.” – David Carothers
  • “I have to be a teacher. When we go in and talk about the things that we talk about, there’s an education process involved.  You can’t go in and say the total cost of risk to a buyer that’s never heard the total cost of risk before and not explain it.” – 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