The Power Producer's Podcast

Welcome to the

Power Producers
Podcast

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?

Matthew Bryan – Ideal Prospects Lead to the Ideal Life, Episode #340

October 23, 2024

In this episode of the Power Producers Podcast, David Carothers speaks with Matthew Bryan, a seasoned insurance professional from Tennessee. The conversation dives into Matthew’s unique journey from a background in broadcasting and finance to owning multiple insurance agencies. The discussion highlights how Matthew leveraged his experiences in banking and real estate to transition into commercial insurance, drawing parallels between commercial banking and insurance.

Displacing The Incumbent with Risk Management Tools, Shoptalk Episode #160

October 18, 2024

In this episode of Power Producers Shoptalk, David Carothers interviews Dustin Boss, co-founder of Emerge Apps. Dustin discusses how his experience as a producer led him to develop a suite of technology tools for agents, including OSHA compliance and risk management software. He shares insights into how these tools can help agents offer more than just insurance by focusing on compliance, safety, and risk management. This episode highlights creative ways to approach middle-market clients and the importance of leveraging technology to differentiate from competitors.

Lawson Condell – Enabling Producers with Riskbly, Episode #339

October 16, 2024

In this episode of Power Producers Podcast, David Carothers interviews Lawson Condell, founder of Riskbly, a platform designed for commercial insurance agents to streamline risk management services. Lawson shares his journey from the Air Force and sales roles at ADP and Oracle to founding Riskbly. He created Riskbly to address inefficiencies in the commercial insurance process by providing agents with a white-labeled, customizable platform for managing policy documents, safety videos, risk management programs, and real-time insights.

Targeted Digital Leads, Shoptalk Episode #159

October 11, 2024

This episode of the Power Producers Shoptalk, is focused on the use of digital marketing tools, specifically pixel tracking, retargeting, and video proposals, to enhance lead generation and sales conversions in the commercial insurance industry. The discussion emphasized the importance of quick follow-up on leads, the role of automation, and the critical need for a well-defined sales process when dealing with cold traffic. David Carothers and Chris Langille highlighted the use of pixels for tracking website visitors, remarketing strategies, and content creation to drive traffic to agency websites. The session also covered how personalized content, like blog posts and video proposals, can significantly boost sales, especially when paired with proper retargeting.

Jim Matuga – Storytelling Meets AI, Episode #338

October 9, 2024

In this episode of the Power Producers Podcast, David Carothers interviews Jim Matuga, the founder of Interaction Media and creator of StoryMaker, a SaaS platform that leverages AI to help agencies and producers tell compelling stories that drive sales. They dive into the importance of storytelling, content creation, and how to connect with customers on a deeper level by using generative AI.

Grit and Determination What Sales Producers can Learn from Pete Rose, Shoptalk Episode #158

October 4, 2024

In this Power Producers Shop Talk, David Carothers reflects on his childhood idol, Pete Rose, and the profound impact Rose’s grit, determination, and relentless hustle had not only on baseball but also on David’s personal and professional life. The episode is bittersweet as David shares the news of Pete Rose’s unexpected passing and then dives into how the lessons Rose embodied on the baseball field can be translated into the world of sales and commercial insurance.

From Courtroom to Cyber Carrier with Michael Phillips, Episode #337

October 2, 2024

In this Power Producers Podcast episode, David Carothers speaks with Michael Phillips, who leads the U.S. cyber underwriting practice at CFC. They discuss the state of the cyber insurance marketplace, the evolving risks businesses face due to cyber threats, and how insurers like CFC are addressing these risks. Michael highlights the importance of understanding the continually changing nature of cybercrime, particularly as it relates to geopolitical tensions and the rise of offensive cyber operations. They delve into the role of insurance in providing not just financial coverage but also emergency response services to businesses of all sizes.

The Delicate Balance for Producers, Shoptalk Episode #157

September 27, 2024

In this episode of Power Producer Shoptalk, David Carothers delves into the critical balance that commercial insurance agents must maintain between fulfilling their “duty to offer” and avoiding the appearance of overselling. David emphasizes the importance of educating clients on this duty, particularly in areas like cyber liability, where underinsurance can leave clients highly exposed.
The discussion highlights the professional responsibility of agents to offer adequate coverage that matches clients’ risks, ensuring they fully understand and sign off on any rejection of recommended limits. He points out that failing to do this not only opens agents up to potential errors and omissions (E&O) claims but also damages their reputation.

A Servant’s Heart of Social Services with Daryl Henry, Episode #336

September 25, 2024

In this episode of the Power Producers Podcast, David Carothers speaks with Daryl Henry, a Certified Insurance Counselor and Certified Risk Manager from Bitner Henry Insurance Group, a fourth-generation family business. Daryl shares his unique journey into the insurance industry, discussing the influence of his family’s dual legacy in insurance and mission work. He talks about his focus on serving human services organizations, particularly children’s homes and other social services sectors, emphasizing the importance of empathy, understanding client needs, and building relationships.

The Power of In-Person, Shoptalk Episode #156

September 20, 2024

In this episode of Power Producers Shop Talk, David Carothers dives deep into the topic of marketing drops and how they remain an effective sales strategy in today’s saturated digital landscape. He emphasizes the importance of in-person marketing drops to cut through the noise, create personalized connections, and distinguish oneself from the competition. David shares key insights on preparation, execution, and follow-up strategies for successful marketing drops. He also offers practical tips for building rapport, researching prospects, and timing interactions based on the industry. The episode also highlights the critical role of the gatekeeper and strategies to ensure a lasting impression on decision-makers.

Paying it Forward with Aron Robertson, Episode #335

September 18, 2024

In this episode of the Power Producers Podcast, David Carothers and Aron Robertson discuss their experiences in the insurance industry, with a focus on production and agency growth. Aron shares his journey from selling insurance out of his house to starting multiple agencies and acquiring two more in the next 60 days. He emphasizes the importance of transparency, accountability, and continuous learning. David highlights the significance of setting goals and celebrating milestones, sharing his own experiences with buying a Rolex and a Cartier watch. They also discuss the challenges of networking, the impact of reinsurance on rates, and the importance of being genuine and transparent with clients.

Overcoming Call Reluctance, Shoptalk #155

September 13, 2024

In this episode of the Power Producers Shoptalk, David Carothers addresses the pervasive issue of call reluctance among commercial insurance producers. He explores the psychological, environmental, and personal factors contributing to this hesitation and provides actionable strategies to overcome it. David emphasizes the importance of maintaining confidence, avoiding perfectionism, and adopting a proactive mindset to improve sales performance. He also highlights the role of visualization, self-assessment, and stress management techniques in building resilience and effectiveness in cold calling.

Staying Grounded with Zack Gould, Episode #334

September 11, 2024

In this episode of the Power Producers Podcast, David Carothers interviews Zach Gould, a seasoned entrepreneur and insurance professional. The discussion delves into Zach’s journey in the insurance industry, highlighting his early days with G&N Insurance, his partnership with Matt Namoli, and the transition after selling their agency. Zach shares insights on personal growth, the importance of personalized outreach in business, and the significance of maintaining authenticity in interactions. The conversation also explores the challenges and rewards of entrepreneurship, the value of being grounded, and the importance of reflection and connection in both personal and professional life.

The Power of External Accountability, Shoptalk Episode #154

September 6, 2024

In this episode of Power Producers Shoptalk, David Carothers delves into the crucial topic of accountability in the commercial insurance industry, focusing on both internal and external aspects. He emphasizes the importance of accountability in shaping a producer’s career and ensuring long-term success. David discusses the challenges producers face when relying solely on internal accountability due to organizational politics, biases, and limited perspectives. He advocates for the integration of external accountability through mentors, coaches, and peer groups, which can provide unbiased feedback, broaden perspectives, and foster continuous personal and professional growth.

Crushing the Content Game with Chris Greene, Episode #333

September 4, 2024

In this engaging episode of the Power Producers Podcast, David Carothers sits down with Chris Greene for a candid conversation on content creation. While many might expect the discussion to center on flood insurance, Chris and David instead delve into the lessons they’ve learned from their content creation journeys. They share insights on the pitfalls and triumphs they’ve experienced, offering valuable takeaways for anyone looking to build an online presence.

Levelling the Playing Field, Shoptalk Episode #153

August 30, 2024

In this episode of Power Producers Shoptalk, David Carothers dives deep into the strategies and tools independent insurance agencies can use to level the playing field against their larger national counterparts. He emphasizes the critical importance of conducting baseline risk assessments, leveraging tools like YellowBird for expert evaluations, and utilizing mod software for thorough experience modification factor analysis. David also highlights the game-changing benefits of Zenjuries for managing workers’ comp claims and the value of producer game plans for structured client engagement. With a strategic approach, he suggests budgeting 20% of revenue in the first year for risk management services and advocates for using video submissions to showcase the agency’s capabilities to underwriters. To round out the conversation, David promotes the Power Producer Base Camp as a vital resource for additional support and guidance.

A Captivating Conversation with Stephen Sedlak, Episode #332

August 28, 2024

In this episode of the Power Producers Podcast, host David Carothers chats with Stephen Sedlak, an experienced insurance producer, about the evolving market dynamics in the insurance industry and his niche focus on the pallet manufacturing sector. They discuss the challenges and opportunities presented by the hardening market, particularly in the property and casualty segments, and how this has influenced their approach to clients and risk management strategies.
Stephen shares his journey of discovering the underserved pallet manufacturing industry and how he has leveraged this niche to build a successful book of business. They delve into the complexities of working with captives, particularly how Stephen has utilized them for his larger clients to manage risks more effectively. The conversation covers the intricacies of captives, including the financial commitments, risk management benefits, and the role of reinsurance.
Throughout the podcast, both David and Stephen emphasize the importance of finding opportunities in less competitive niches and building expertise in those areas. They also touch on the importance of client education, especially when it comes to understanding the value of risk management in a hard market.

Maximizing Your Fourth Quarter Session 3, Shoptalk Episode #152

August 23, 2024

In this episode of Power Producers Shop Talk, David Carothers wraps up the three-part series on preparing for the fourth quarter, offering actionable insights that have already generated a wave of positive feedback. The excitement and momentum from this series are feeding directly into the Power Producer Base Camp, a newly revamped version of the old mastermind, now loaded with more value, historical resources, and a structured approach for calls and ongoing training. If you haven’t explored it yet, make sure to visit killingcommercial.com and check it out under the Power Producer Base Camp tab.

Maximizing Your Fourth Quarter Session 2, Shoptalk Episode #151

August 21, 2024

In this episode of Shop Talk, David Carothers dives deep into strategic planning for the fourth quarter. Usually, the Power Producers podcast focuses on refining and redefining sales strategies, but in this session, David shifts gears. Drawing from a recent, impactful call with the Killing Commercial community, he shares crucial insights tailored to help sales professionals gear up for a successful Q4.

Maximizing Your Fourth Quarter Session 1, Shoptalk Episode #150

August 16, 2024

In this episode of Shoptalk, David Carothers introduces a fresh approach to the podcast, offering valuable insights to help listeners prepare for the fourth quarter of 2024. Typically, the Power Producers podcast focuses on refining and redefining sales strategies, but for the next three episodes, David takes a different approach. Drawing from a powerful call with the Killing Commercial community, he decided to share this crucial information with a broader audience, breaking it down into three impactful 20-minute episodes branded as “Shop Talk.”

David Carothers

Kyle Houck

Unlocking Producer Equity in Insurance Agencies: Deferred Compensation, Phantom Equity, and Perpetuation Strategies That Work – A Conversation with Colby Allen

April 24, 2025

The challenge of recruiting and retaining top-producing talent has pushed many agency principals to rethink how they reward long-term performance and loyalty. One of the

Building a High-Performing Remote Insurance Team Through Core Values and Culture

April 24, 2025

As the commercial insurance industry continues to evolve, independent agencies face mounting pressure from large brokerages that have the financial horsepower and digital infrastructure to

Intentional Culture: How to Build Connection and Engagement in a Remote Insurance Agency

April 23, 2025

As someone who trains commercial insurance producers nationwide, I’ve seen firsthand that remote success hinges not just on tools and workflows, but on people feeling heard, supported, and connected. This post explores the key strategies that agency leaders can use to build emotional connection and employee engagement in a remote insurance agency, using lessons drawn from real-world experience and thoughtful leadership.

How AI-Powered Fleet Safety Solutions Reduce Risk and Lower Insurance Costs – A Conversation with the Team at Dreyev

April 14, 2025

Fleet safety is a growing concern for businesses that rely on commercial vehicles. With increasing insurance premiums, rising accident rates, and evolving regulatory requirements, companies must take proactive measures to

The Producer’s Edge: Personal Branding, Sales Strategy & Industry Disruptors – A Conversation with Madison Baker

April 13, 2025

Producers aiming to build a sustainable book of business, adapting to new industry trends is critical. The traditional methods of networking, prospecting, and closing deals are no longer enough—producers must leverage personal branding, modern sales strategies, and a clear industry perspective to stay ahead of the competition.

Maximizing Team Performance: Building a High-Performance Culture Through Support, Challenge, and Leadership

April 7, 2025

Maximizing team performance is not just a goal—it’s a necessity. For insurance agencies to thrive, they need teams that are aligned, motivated, and capable of

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