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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 share some of their personal experiences with disclosing commissions.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bob Paskins, Corporate Consultant, Sales Coach, and Keynote Speaker at Bob Paskins Enterprises. Bob talks about his journey in the insurance industry and his transition from being a commercial insurance agent to being a professional speaker, motivator, and consultant. He also discusses the benefits of utilizing the Growth Matrix to develop salespeople, processes, and overall performance.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Ryan Keating, Vice President at Keating Agency Insurance. Born and raised in the insurance industry, Ryan talks about his insurance career and shares his knowledge and expertise.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about understanding the significance of setting expectations from a carrier standpoint and a managing standpoint.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Eli Gillespie, Owner of Gillespie Insurance Services. Eli talks about his career in the insurance industry and his knowledge and expertise in Workers Compensation. He also discusses the significance of utilizing the dynamics of sales.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Cameron Pechia, Managing Partner at Valley Trucking Insurance, a division of All Lines Insurance. Cameron talks about his career in insurance and his niche focus and verticals in the insurance business. He also shares his knowledge and expertise in commercial insurance.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about claims that have had an impact on their careers and personal lives as well.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Micah Salas, Advisor of Risk Management & Business Insurance at Marsh & McLennan Agency. Micah talks about cold calling, getting prospects from LinkedIn and creating a content production strategy.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Brad Rosenkilde, Principal Agent at R&A Insurance Inc. Brad discusses how he got into the insurance business, his career in the insurance industry and how he built his pipeline around transportation based risk.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the winning situations in their career, the challenges they have experienced, and what they have learned from it.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Justin Sloan, Real Estate Investment Insurance Specialist, Principal Agent and Owner at BSP Insurance. Justin discusses his niche in the insurance industry and what tools they use in AMS and CRM. He also talks about the significance of utilizing automation in insurance.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Vonda Copeland, CPIA, CWCU, VP of Operations at Copeland Insurance Agency, and Custom Harvest Insurance, LTD. Vonda talks about the obstacles she faced in succeeding her goals in life, what they have been accomplishing in their agency, how they utilize technology, and how they manage their producers.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how to identify your ideal prospect and create your ideal prospect profile, how to plan effective marketing drops and the significance of personalizing your marketing materials.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Greg Zahn, AVP of Multiline and Digital Sales at Highland Capital Brokerage. Greg talks about his career in the insurance industry and the significance of life insurance. He also discusses the benefits of understanding the disability policy in life insurance, and the value of digital tools in creating systems that are more accessible.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Billy Wagner, Multi-Unit owner at Brightway Insurance. Billy talks about the book he is currently writing and shares his hiring process, what his agency does to go the extra mile for their clients, and how insurtech is changing personal lines.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the benefits of utilizing free online tools that producers should be using, and how online tools can contribute to building better searches.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Michael Overstreet, owner of Safe Street Insurance. Michael talks about how he uses video marketing to grow his agency, his relationships with his clients, and how he is slowly branching out into commercial lines.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Jason Denniston, Medicare specialist, Life and Health Insurance Agent, and Owner of Denniston Insurance. From being a pastor to an insurance agent, Jason talks about how he got into the insurance business and the principles that contributed to the success of building his agency.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the value of working the phones, proper phone etiquette, and how to build trust and establish credibility.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Todd Thams, Founder of Direct Work Comp and President at Thams Agency. Todd talks about the significance of the workers’ compensation and the benefits of applying technology as a tool in reshaping operations.
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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