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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 Mike Crowley, Vice President at Crowley Insurance Agency. Mike talks about joining a legacy multigenerational insurance agency and how he changed the mindset of his traditional home town family agency to one of the most advanced small independent agencies.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Derek Hayden, CIC, Benefits and Risk Consultant at Dansig Insurance Risk Advisors. Derek talks about working in the partially self-insured arena and their marketing strategies on social media platforms.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck continue to discuss the total cost of risk. They talk about how companies utilize the total cost of risk and how they can relay it to their clients and prospects.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Cameron Brown, Agency Principal at Insurance Brokers of Arizona. Cameron discusses what drives the success of his agency and how he started his independent agency.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Erik Sjolie, the President of Sky Insurance Brokers. Erik talks about how he got into the insurance business and how he started his agency. He also shares the benefits of technology in their agency, and his podcast series entitled Refuse to Be Average.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about understanding the total cost of risk and some of its components and why you need to stop thinking of yourself as an insurance salesperson and start thinking of yourself as a risk manager.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Michael Fusco, President of Fusco & Orsini Insurance Services. Mike talks about his strategies on charging fees and turning it into a revenue center. He also shares his knowledge and expertise in the insurance business and the systems that he’s using in his agency.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Tony Alessandra, CIC, CWCA, Agency Principal, and President at Insurance Solutions. Tony talks about how he got into the insurance business and how he has built and navigated strategic alliances that have contributed to his success.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the Broker of Record letter, how it can be utilized as a tool in the industry, and why a lot of people see it as a devil in the insurance industry.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview the Co-Founders of GloveBox, Ryan Mathisen, and Sean Mulhern. Ryan and Sean discuss how they got to this point in their career and how they developed the GloveBox App.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Brett Young, CEO at Erb and Young Insurance. Brett talks about his journey into the insurance industry and the path that led him to build an insurance agency. He also shares his podcast entitled, Be Extraordinary Podcast.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of understanding the service fee and why it’s considered as a great tool.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Aurora Mullet, Owner of Intrinsic Insurance Services. Aurora talks about how she found her way in the insurance industry and how she built an independent insurance agency.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Mariah Davis, President and Owner of Oakview Insurance Services, Inc. Mariah talks about her journey from being a captive agent to an independent insurance agency owner and how she built her agency. She also shares the struggles she faced that made her stronger and better.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about their per hour work rate and the significance of staying in your lane.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interviews Jeromy Huerta, President at Heritage Insurance Inc. Jeromy talks about his career in the insurance industry and how he got into the insurance business. He also shares his knowledge and expertise on how to acquire agencies, and make them grow.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interviews Teresa Kitchens, Owner and Agent at Sterling Insurance Group and host of the Power Women In Insurance podcast, and Denisse Bravo, Owner and Vice President at Bravo Insurance Solutions. Teresa and Denisse discuss how they got into the insurance business and how they built their insurance agency. They also share their knowledge and expertise in the insurance world and the IAOA subgroup they have created.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how you can relate issues to your clients or prospects in defined terms, and how you can calculate the total cost of risk.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Craig Martyn, Founder and President at My Metal Business Card. Craig discusses how his experience, expertise, and passion for making products has led him to create his brand and his ability to provide a modern business style.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Hal Soden, Jr., CPCU, AAI, CIC, CRM, Principal, and Risk Management Advisor at Oliver L.E. Soden Agency. Being the fourth generation in their agency, Hal shares his knowledge and expertise in the insurance business and explains how their services have changed as technology, and business practices have changed.
The insurance industry isn’t known for flash or flair. Most people picture gray suits, paperwork, and words like “renewal,” “loss runs,” or “premium audit.” But a new generation of producers is proving that this business doesn’t have to be boring. They’re showing that authenticity, energy, and creativity can make insurance not only engaging but a platform for meaningful connection and career fulfillment.
The world of commercial insurance is evolving rapidly. It’s no longer just about quoting policies and hoping for renewals. Today, producers have the opportunity to lead with value, bring strategy to the sales process, and create long-lasting client relationships that transcend policy pricing.
In the ever-evolving world of commercial insurance, marketing has become a critical lever for growth. Yet most agencies still struggle to understand what’s actually working. From websites that generate leads with no attribution to CRM systems that silo vital data, insurance agencies are often flying blind.
If you’re a commercial insurance producer trying to grow in the middle market, you’re probably aware that the old-school prospecting methods—cold calling hundreds of businesses, dropping off trinkets, hoping someone is “coming up on renewal”—are no longer enough. In today’s competitive environment, success isn’t about how many people you reach. It’s about reaching the right people at the right time with the right message.
Too many agents stop learning once they’ve earned their license. The bare minimum—meeting continuing education requirements—is not enough in today’s climate. Producers often resort to online forums, asking where they can complete CE hours “as quickly as possible.” This mindset directly impacts their ability to communicate complex subjects like reinsurance or risk modeling to clients in an understandable way. As a result, they struggle to retain accounts and close new business in an increasingly competitive market.
The problem? Too many producers are pitching too soon, to the wrong people, with nothing more than a quote to offer. This article walks through how to close more business by positioning yourself as a trusted advisor, selling Total Cost of Risk (TCOR) outcomes, and using a structured approach to differentiate at every stage of the sales process.
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