Transforming Vehicle Warranties: How Insurance Agents Can Unlock New Revenue Streams
January 14, 2026
blog clinton houck
Killing Commercial Login
Last Updated on: October 26, 2022
Read More »
Read More »
Read More »
Read More »
Read More »
Read More »
Facebook
Twitter
LinkedIn
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Rob Schmidt, Senior Vice President and Director of Business Development at Seltzer Group Partners. Rob discusses what Seltzer Group Partners is and how being a member of Keystone Insurance Group allows them to provide their clients with high-quality solutions and services through its network of reliable business partners.
Episode Highlights:
- Rob shares his background and how he got to where he is today. (3:30)
- Rob shares a story about a client’s employee on a trucking company that had an accident and a denied claim. (6:31)
- Rob explains that the Seltzer Group Partners is structured as 60% commercial, 30% personal, and 10% benefits. (13:38)
- Rob mentions that some of the challenges they have faced this year are related to software, hardware, and supply chain issues. (17:31)
- Rob shares more information about how it works to be a Keystone agency partner. (21:11)
- Rob discusses how they have used the Culture Wise platform to establish what they believe in and what they want to do everyday. (25:27)
- Rob believes that the process of bringing a newly acquired agency to the company usually starts with the management team going to the new company for meet and greet sessions. (32:00)
- Rob explains the challenges of continuing to meet organic growth goals when you are acquiring agencies. (34:10)
- Rob mentions that one way of persuading prospects to get involved is to explain the niche programs you have and their benefits and to build relationships. (36:10)
- Rob believes that the industry needs more insurance agencies that have great salespeople that also want to succeed. (41:21)
Tweetable Quotes:
- “I always like to educate my customers… And it’s amazing that nine times out of ten, they look at you like they’ve never been told this and they’ve been in business for decades. You know, you go in and you just explain to them. It’s helpful.” – Rob Schmidt
- “Keystone agency partners, I like the partnership word of it, because it really is a partnership…Every agency that becomes part of KAP, their situation can all be set different.” – Rob Schmidt
- “So you know, the agency side will build the relationships, you’re trying to get the customers in the door. At carrier side, the good carriers, build those relationships with their agents as well.” – Rob Schmidt
Resources Mentioned:
Kyle Houck
From Contestant to Champion: Lessons from The Protege’s First Mentor Call
January 12, 2026
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.
Ethical Influence and Faith: How Biblical Principles Align with the Psychology of Persuasion
January 7, 2026
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.
From Med Device to Middle Market: Lessons on Sales, Risk Management, and Reinventing Yourself in the Insurance Industry
January 6, 2026
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.
From Executive Leadership to Field Underwriting: Lessons Producers Can Learn from Aaron Puchbauer’s Transition into Middle-Market Insurance
December 31, 2025
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.
Protecting Your Middle Market Accounts with High Net Worth Referral Strategies
December 29, 2025
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.