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.
David and Terren discuss the difficulties of prospecting and closing deals as the year winds down. While many clients shift their focus to holiday planning, top producers stay aggressive, ensuring a strong pipeline going into the next quarter. Terren shares his experience of pushing through the seasonal slowdown and how discipline plays a key role in overcoming market challenges.
Terren reflects on his decision to leave a stable salary at Farm Bureau to start MFI Agency in the middle of COVID-19. He highlights the importance of financial independence, learning from experienced agency owners, and making strategic moves to build a business that thrives despite industry challenges.
A first-generation farmer, Terren shares how his passion for agriculture led him to create AgriStar, a nonprofit that helps young farmers get started in agriculture. He discusses how the discipline and patience required in farming—planting, nurturing, and waiting for a harvest—closely mirror the process of growing an insurance book of business.
With agriculture as a massive industry, Terren is working to refine his niche, focusing on farm insurance solutions that go beyond policy sales. He emphasizes the lack of agent education in farm insurance, particularly in areas like workers’ compensation and the H-2A visa program, where proper coverage is essential for compliance and financial security. By leveraging industry knowledge and relationships, he aims to offer real value beyond just price.
David and Terren discuss the challenges of underwriting agricultural risks, where many mainstream carriers struggle to provide competitive options. They explore how data, risk assessments, and industry-specific reporting can give farm owners better insights into cost-saving opportunities, making insurance about profitability and sustainability rather than just coverage.
Terren shares how his involvement in FFA (Future Farmers of America) introduced him to farming and later helped him connect with agricultural clients. He recalls how word-of-mouth referrals have become a driving force in his business, with one client turning into multiple opportunities simply by showing up and offering value.
Final Thoughts: David and Terren wrap up the episode with insights on how discipline, strategic planning, and niche expertise can turn a challenging market into an opportunity. As 2025 approaches, the key to success lies in proactive prospecting, continuous learning, and positioning yourself as an industry authority.
Influence is one of the most powerful tools we have in business, leadership, and personal life. Used well, it inspires people, builds trust, and creates ethical results. Used poorly, it can slide into manipulation and self-interest.
Reinvention is one of the most powerful themes in the insurance industry. Some of the best commercial producers in the country did not grow up wanting to sell insurance. They did not study risk management in college. They did not come from an agency family. They found this industry after they tried something else. They found it after life pushed them toward a career where performance, autonomy, and mindset determine the outcome.
The most successful producers in the middle market did not get there because they quoted faster, smiled bigger, or knew how to talk longer. They got there because they learned how to differentiate themselves so clearly that prospects had no choice but to see them as trusted advisors. They learned to operate like businesspeople first and insurance technicians second. They learned how to tie operational mechanics to insurance outcomes. They learned how to control their time, their pipeline, and their future.
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
The commercial insurance industry is one of the few professions where someone can enter with no experience, no connections, and no background in risk management and still build a long, lucrative career. But success is never automatic. It requires hunger, humility, curiosity, and the willingness to keep showing up even when the process feels overwhelming. That is why the story of Pam Seidler has already started making waves among new and aspiring commercial producers.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
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