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.
Rocio described how her claims background gave her a unique perspective and the tools to address clients’ concerns effectively, particularly in high-risk industries like construction and staffing.
Rocio shared the hurdles she faced as a young female producer entering a male-dominated industry, including imposter syndrome and the difficulty of establishing a personal brand.
She emphasized the importance of understanding loss runs, controlling experience modifications, and helping clients make data-driven decisions over emotional ones to reduce total cost of risk.
Rocio discussed how leveraging social media, particularly LinkedIn, transformed her approach to client engagement and established her as a thought leader.
Rocio stressed the importance of focusing on clients’ needs, being persistent, and starting each day fresh, regardless of previous setbacks.
Most commercial insurance producers believe their edge comes from relationships, market access, or quoting speed. Those things matter. But at the middle market level, they are no longer enough.
The producers who consistently win larger accounts, earn underwriter trust, and build long term career leverage all share one trait that rarely gets talked about openly.
We can talk all day about marketing funnels, quoting platforms, and prospecting strategies—but if you don’t have people who can sell, none of it matters. Every agency owner I talk to says the same thing: “We just can’t find producers who can sell.”
The Protege Season 3 cast met with special guest mentor Charles Specht to talk about what it really takes to build a million dollar book of business in the commercial insurance world. The result was one of the most valuable mentoring sessions the group has ever had.
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You could feel it—every producer, coach, and guest mentor knew this was the official start of something special. The conversation wasn’t just about competition. It was about purpose, legacy, and growth.
Hosted by David Carothers, creator of The Protege and founder of Killing Commercial, this kickoff call set the tone for what Season 3 will represent: a proving ground for producers who are ready to work harder, think deeper, and build something that lasts.
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.
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