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This is The Power Producers Podcast where we are refining and redefining the sales game. A place where sales professionals can come to learn from other sales professionals and thought leaders who have mastered their craft. As well as their peers who are still striving for perfection to achieve their “why”. Real sales professionals. Real stories. Real results. Are you ready to feel the power?
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Tanya Dalton, Purposeful Productivity Expert and Author of the book: On Purpose: The Busy Woman’s Guide to an Extraordinary Life of Meaning and Success. Tanya discusses her expertise in finding purpose in work, enhancing productivity, and prioritizing effectively.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Sandra Gebhardt, an Online Marketing Strategist. Sandra discusses her expertise and strategies in building a brand and marketing effectively on digital platforms.
In this episode of The Power Producers Podcast, David Carothers interviews Doug Avrin. Doug discusses his expertise in Workers’ Comp and his goal to help lead and develop others.
In this episode of The Power Producers Podcast, David Carothers and guest co-host Grayson Carothers interview Gertha Jean, CEO of One Way Insurance Group (OWIG). Gertha discusses the strategies they have implemented that have resulted in attracting more desirable clientele and the concept and goal of the mobile office.
In this episode of The Power Producers Podcast, David Carothers interviews Jarid Beck, Co-Founder of Risk Management Advisors. Jarid discusses his expertise in the captive space, and how agents can introduce captives as a solution to their prospects and clients in the middle market arena.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the complexities of the middle-market insurance business.
In this episode of The Power Producers Podcast, David Carothers interviews Jeffrey Seidel, Owner of Northshire Insurance. Jeffrey shares what led him to be the first person in his town to open an independent insurance agency focusing on excellent customer service and how the agency uses technology to stand out.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Elnor Rozenrot, Founder of ClaimSetter. Elnor discusses the vision behind Claimsetter, and how policyholders, agents/brokers, and contractors can utilize it in their agencies.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the different generations of insurance buyers and share how to effectively communicate and sell to each generation.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Amanda Brewton, Principal Owner of Medicare Answers Now. Amanda shares her insights and expertise in the Medicare field and offers valuable advice on marketing and selling Medicare plans, building relationships, and the need for education and referral-based marketing.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Monica Adwani, COO at BRZ Insurance. Monica discusses her current role at BRZ Insurance, where she focuses on serving the Hispanic community, she also discusses the importance of leveraging technology in the insurance industry and emphasizes the need for clear goals and communication within your team.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview CJ Hutsenpiller, Private Client Advisor at Hutsenpiller Insurance. CJ shares his insights on leveraging chatbots and AI to improve efficiency and profitability for insurance agencies.
In this episode of The Power Producers Podcast, David Carothers interviews Scott Mogensen and Joel Sitak of Foley. Scott and Joel discuss the challenges in the current hard market and share how Foley’s software simplifies the recruiting, screening, and monitoring of drivers in your fleet.
In this episode of The Power Producers Podcast, David Carothers discusses the concept of the total cost of risk in insurance and its five key components. He also discusses various factors that contribute to the total cost of risk and how to provide the best value to clients.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Ron Wadley, an Agency Owner and Search Engine Optimization expert. Ron shares his journey to becoming an Agency Owner, and his expertise in SEO and other strategies that have contributed to the success of his agency.
In this episode of The Power Producers Podcast, David Carothers sits down with David Watson, CEO of Risk Advisor to discuss the changes and advancements in Risk Advisor technology over the past two years, highlighting the importance of technology in improving efficiency and potentially impacting pricing in the insurance industry.
In this episode of The Power Producers Podcast, listen in on a Killing Commercial producers’ training call where they discuss the importance of creating and storing training materials, using tools like SharePoint and CRM systems, and the effectiveness of using AI-generated content for social media posts.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Joe Ardeeser, Founder of Smart Pricing Table. Joe discusses how the Smart Pricing Table software excels in building catalogs, pricing tables, and analytics for a better understanding of prospect interactions.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Vince Shorb, CEO of National Financial Educators Council. Vince discusses the key components of financial literacy and wellness, including knowledge, skills, and the confidence required to effectively apply these elements in real-life situations.
In this episode of The Power Producers Podcast, David Carothers discusses the importance of detaching from outcomes, a powerful concept brought up by Josh Braun at Producers in Paradise. David also shares the structure of Producers in Paradise and a few of the lessons learned from the event.
The commercial insurance industry is in the middle of a quiet evolution.
While most conversations still revolve around premiums, deductibles, limits, and carrier appetite, a different category of risk transfer has been gaining traction beneath the surface—parametric insurance. It is not new, but it is finally becoming accessible, relevant, and actionable for middle market producers who are willing to think differently about risk.
In a recent episode of the Power Producers Podcast, I sat down with Brian Thompson from Descartes Underwriting to unpack what parametric insurance actually is, what it is not, and why producers who ignore it may be leaving their clients—and themselves—exposed.
This article breaks that conversation down into practical, producer-friendly language and shows how parametric insurance fits into modern middle market risk management.
The last several years have reshaped the landscape of property insurance across the country. While most national carriers have retreated from coastal states, wildfire zones, and other catastrophe-exposed regions, a handful of disciplined players have taken the opposite path—leaning into difficult markets with a strategic, data-driven approach.
For most entrepreneurs, the decision to start a business is rooted in the promise of freedom. Freedom from a boss, freedom to control income, and freedom to build something meaningful. Yet for many business owners, particularly in service-based industries and middle-market companies, that freedom slowly erodes. What begins as ownership eventually turns into obligation, where the business demands constant attention and the owner becomes the single point of failure.
The insurance industry is full of shortcuts. Some producers look for ways to streamline the quoting process, others avoid hard conversations with clients, and many rely on endorsements or extensions because they are “easier” than diving into the details. Nowhere is this more dangerous than in the world of cyber insurance.
Too many agents assume that a cyber endorsement on a BOP or commercial package policy is “good enough.” It isn’t. In fact, treating a BOP cyber extension as a replacement for a standalone cyber policy leaves clients dangerously exposed, puts producers at risk of losing accounts, and opens the door to costly errors and omissions (E&O) claims.
Cyber threats evolve faster than any other area of risk, and endorsements simply can’t keep up. If producers want to protect their clients and themselves, it’s time to understand why standalone cyber insurance is non-negotiable.
In the middle market, producers don’t lose because the competition has better pricing.
They lose because the competition understands people better—their motivations, their fears, their priorities, and what makes them say yes.
The cyber insurance market has softened in recent years. Requirements that were once rigid — like mandatory multi-factor authentication (MFA) or endpoint detection and response (EDR) tools — have been relaxed by many carriers. But here’s the danger: just because carriers aren’t demanding these safeguards today doesn’t mean businesses can afford to ignore them.
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