In this final episode of Power Producers Shoptalk’s remote team series, David Carothers wraps up with the Insurance Futures team by focusing on a critical skill for producers and sales leaders alike: listening to calls and role-playing.
Effective sales and leadership aren’t just about numbers, they’re about developing skills, refining approaches, and building confidence through practice. David, Jeremy Huerta, Michael Overstreet, and Caleb Walker share how call listening and role-play have transformed their teams by creating habits that lead to better sales conversations, more appointments, and stronger client relationships.
Jeremy compares role-play to coaching his young son in basketball—practice and correction lead to mastery. The team agrees that consistent role-playing builds confidence and sharpens skills.
Michael emphasizes how listening to recorded calls helps identify strengths and weaknesses. It’s essential for coaching and ensuring salespeople deliver the right message and overcome objections effectively.
The team highlights the value of regular, focused listening sessions—breaking calls into manageable parts—and leveraging AI tools to analyze calls and provide actionable feedback.
David and Jeremy discuss using structured role-play scenarios, often generated with tools like ChatGPT, to train sales reps on objection handling and core messaging, ensuring consistent, high-quality interactions.
The group stresses the importance of accountability through listening and role-play. Teams that embrace this culture grow faster, build better client relationships, and scale more profitably.
To download the call listening and role-play guides, CLICK HERE.
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.
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.
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