In this Power Producers Shoptalk episode, David Carothers keeps the remote workforce series going with a deep dive into KPIs—why they’re crucial and how they should be tied to core values. David and his team from Insurance Futures discuss how measuring the right activities can lead to success and help remote agencies stay on track.
This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker from Heritage, an insurance agency that’s figured out the formula for success with KPIs in a remote environment. They discuss how focusing on the right activities drives results, and how KPIs can be used to align teams with the company’s core values.
David explains that KPIs are crucial for remote teams to measure success. Without them, employees lack clear direction and benchmarks, which can lead to confusion and inefficiency.
Jeremy and Caleb emphasize that KPIs should be chosen after defining core values and agency goals. This ensures that the KPIs are relevant and measurable, aligning with the overall mission of the agency.
The team discusses how they focus on activity-based KPIs, such as calls and marketing drops, instead of just sales outcomes. This helps them monitor daily tasks that contribute to long-term success.
The team advocates for keeping KPIs simple and clear. They stress that every team member should have a defined KPI tied to the agency’s goals, with no more than 3-5 metrics to focus on.
Finally, the team shares how they align KPIs, like “quality conversations,” with their core values such as compassion. This ensures that employees not only meet targets but also embody the agency’s culture in their work.
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To download the KPI guide and read the blog, visit: How a Single Clear KPI Can Transform Your Remote Agency
In the coming weeks, David and the team will continue discussing key strategies for managing remote teams, focusing on creating accountability, fostering culture, and driving business success. Be sure to tune in for more actionable insights!
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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