In this episode of Power Producers, David Carothers is joined by Eric Stein, the president of Insured Solutions and author of the newly published book The Blueprint. Eric brings a wealth of experience in the insurance industry, especially in alternative workers’ compensation and risk management. Throughout the episode, he shares insights into the complexities of captives and alternative risk transfer, breaking down the steps agencies should take to prepare for these advanced insurance structures. From understanding high-deductible programs to managing collateral and underwriting, Eric emphasizes the importance of laying a solid foundation before transitioning into self-insured or captive models. He also delves into the practicalities of running a business with virtual assistants, outsourcing, and the technological tools that have helped him with scale operations.
Eric Stein explains the transition process from guaranteed cost programs to alternative risk solutions like captives. He highlights the importance of proper preparation, risk management strategies, and collateral requirements that agents need to consider before taking the plunge into captives.
Eric discusses how he built a successful alternative risk workers’ comp program, including the creation of custom risk management packages for clients. He stresses the significance of managing risk effectively before committing to high deductible or self-insured programs.
Drawing from his experience, Eric shares how he successfully utilized offshore virtual assistants to scale his business. He talks about the process of outsourcing back-office work, from telemarketing to CSR tasks, and the importance of developing solid processes to ensure smooth operations.
Eric emphasizes the necessity of having documented workflows before outsourcing tasks to virtual professionals. He provides valuable advice on how agencies can streamline their processes and integrate offshore support effectively, ensuring they get the most out of their virtual team.
Eric also touches on how marketing automation has helped him grow his business. From email marketing to using systems like Salesforce and Pardot, he explains how automation frees up time for high-value activities, such as client relationship building and business development.
For the first 10 listeners who email Eric at [email protected], he’s offering a free digital copy of his book The Blueprint, where he dives deeper into his unconventional journey and the strategies that led him to success in the insurance industry.
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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