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?

David Carothers Podcast with Zane Goldthorp

Cyber Insurance Risk Management with Zane Goldthorp, Shoptalk Episode #195

October 3, 2025

In the third installment of this Shoptalk series, host David Carothers and guest Zane Goldthorp of ProWriters shift the focus to proactive risk management for cyber insurance. They make the case that even in a soft market, a responsible business owner’s focus should be on security, not just on meeting minimum carrier requirements. The conversation covers the essential security controls every business should have, including MFA, MDR, and employee training.

The Diamond Letters with Kevin Ring, Episode #389

October 1, 2025

In this episode of the Power Producers Podcast, host David Carothers, co-host Kyle Houck, and returning guest Kevin Ring of the Institute of Work Comp Professionals come together for a special tribute to the legacy of an industry pioneer, Preston Diamond. The conversation is sparked by the release of “The Diamond Playbook,” a new book compiling decades of Preston Diamond’s influential weekly sales letters. Kevin shares the story behind the book’s creation and offers a deep dive into Preston’s timeless sales philosophy: being client-centric, using stories to build trust, and moving beyond a product-pushing mentality. They also discuss how Preston’s critiques of agency websites from the 1990s are still shockingly relevant today.

Why Every Agent Should Lead with Cyber with Zane Goldthorp, Shoptalk Episode #194

September 26, 2025

In the second episode of our multi-part Shoptalk series, host David Carothers, co-host Kyle Houck, and guest Zane Goldthorp of ProWriters dive into the strategy of selling cyber insurance in a soft market. The conversation begins with an update on ProWriters’ expanded capabilities as a full-scale professional liability wholesaler. The core of the episode focuses on the agent’s “duty to offer” and presents a powerful strategic argument for getting clients into a cyber policy now, before the market inevitably hardens. They provide tactical advice for overcoming client pushback and reframe the conversation from selling a policy to fulfilling an advisor’s duty to protect a client’s livelihood.

Producers vs. Processors with Sam Louwrens, Episode #388

September 24, 2025

In this episode of the Power Producers Podcast, host David Carothers sits down with Sam Louwrens, a young producer and artist known as “Can’t shut up Sam” on X. The conversation explores the unique advantages of Gen Z producers, the flaws of the traditional agency model, and how to effectively compete with national brokers by being nimble and consultative. David and Sam stress the importance of moving beyond a salesperson mentality and becoming a strategic advisor who focuses on solving operational problems, not just selling a commodity. The episode also touches on the power of a fee-based compensation model and the critical need for agency cultures to support creativity and autonomy.

Why the Soft Cyber Market is Your Best Opportunity with Zane Goldthorp, Shoptalk Episode #193

September 19, 2025

In this first episode of a new multi-part Shoptalk series on the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Zane Goldthorp of ProWriters to kick off a deep dive into the cyber insurance market. Zane brings everyone up to speed on the recent acquisition of ProWriters by Victor, explaining how it will expand their product offerings into E&O and other specialty lines. The main focus of the conversation is a detailed breakdown of the current soft market in cyber. Zane explains the cyclical nature of the market—how the hard market of 2021-22 led to massive profits, which in turn attracted new capacity and drove prices down, creating the current buyer’s market.

Marketing Intelligence for Insurance Agencies with Joshua Lauer, Episode #387

September 17, 2025

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Joshua Lauer of Lauer Creatives for a deep dive into the world of marketing intelligence. Joshua shares his unique journey from aspiring songwriter to a data-driven marketing consultant. The conversation focuses on the most common and costly mistake B2B companies make: losing marketing attribution as leads move from their website to their CRM. Joshua breaks down the technical solutions for creating a seamless data flow, discusses the complexities of tracking “dark social,” and offers his perspective on the practical applications and limitations of AI in marketing analytics.

The Captive Conversation Part 4, Shoptalk Episode #192

September 12, 2025

In the fourth and final episode of The Captive Conversation on Power Producers Shoptalk, host David Carothers and Warren Cleveland of Captive Coalition unpack the conversation framework that allows agents to stay in control of their most valuable client relationships. They reframe the captive solution as the ultimate business continuity plan for an agent’s book, ensuring long-term retention. The conversation provides tactical advice, including a powerful “pattern interrupt” to start the discussion, and stresses the importance of shifting from a salesperson to a true strategic advisor. They also cover the right and wrong times to introduce the captive concept and why agents must act as the “quarterback” to guide their clients.

Turning Risk Into Opportunity with Valkyrie Holmes, Episode #386

September 10, 2025

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Valkyrie Holmes, the CEO and co-founder of FAURA, for a look into the future of risk assessment. Valkyrie explains how her background in data science at NASA and SpaceX led to the creation of FAURA, a platform that quantifies a property’s ability to withstand natural disasters, a concept she calls property survivability. They discuss how this technology equips agents with the tools to explain risk, justify pricing in a hard market, and offer clients actionable steps for mitigation. The conversation covers the agent education gap, building codes as “minimum wage,” and how granular, property-level data is changing the insurance landscape.

The Captive Conversation Part 3, Shoptalk Episode #191

September 5, 2025

In the third installment of our four-part series on Power Producers Shop Talk, host David Carothers and Warren Cleveland of Captive Coalition break down the fundamentals of captive insurance. This episode is designed to give agents the foundational knowledge needed to confidently discuss captives with clients. Warren demystifies the core concept, explains the different models, and provides a critical warning against the misused 831(b) tax election. They also tackle common misconceptions about size and risk, and outline the ideal prospect profile, emphasizing that commitment to risk management is non-negotiable for success.

From Cold Calls to Carpool Closers with Ema Roloff, Episode #385

September 3, 2025

In this episode of the Power Producers Podcast, host David Carothers sits down with Ema Roloff of Roloff Consulting for a deep dive into modern digital marketing for the insurance industry. They discuss the critical shift from traditional sales tactics to building trust through educational content, a strategy Ema calls the “Favorite Teacher Framework.” The conversation tackles the biggest hurdles for agents to talk about and lack of time—and offers practical solutions for creating a sustainable content engine. They also explore the right and wrong ways to leverage AI, the trap of vanity metrics, and why authenticity is the most important currency in today’s digital landscape.

The Captive Conversation Part 2, Shoptalk Episode #190

August 29, 2025

In this second episode of our four-part series on Power Producers Shop Talk, host David Carothers is joined again by Warren Cleveland of Captive Coalition. They dive deep into the three primary mental roadblocks that prevent agents from successfully presenting captive insurance solutions to their clients. The conversation quickly evolves into a powerful critique of flawed commission models, with David making a compelling case for a fee-based compensation structure that aligns an agent’s success directly with client savings. They break down common agent fears, provide tactical advice on educating clients, and explain why mastering these concepts is critical to retaining your best accounts.

Driving Business through Curious Leadership with Jon Bassford, Episode #384

August 27, 2025

In this episode of the Power Producers Podcast, David Carothers joined by Jon Bassford, author of the insightful book, “The Curious Leader,” to discuss the transformative power of curiosity in leadership, sales, and personal growth. We explore how an inquisitive mindset fuels innovation, the crucial distinction between a salesperson and a true consultant, and the flaws within the insurance industry’s compensation models. The conversation also touches on the parallels between endurance challenges like running marathons and the journey of leadership, emphasizing the importance of vulnerability, building diverse teams, and fostering psychological safety.

The Captive Conversation Part 1, Shoptalk Episode #189

August 22, 2025

In this episode of Power Producers Shoptalk, host David Carothers kicks off a new series on captive insurance with special guest Warren Cleveland of Captive Coalition. They dive into the critical dilemma facing insurance agents today: the risk of losing their best clients to competitors who offer captive solutions. David and Warren discuss why many agents are unaware or unprepared for this threat, leaving their top accounts vulnerable. The conversation focuses on the necessity of being proactive, identifying the right opportunities for captives, and integrating this conversation into an agent’s workflow to protect and grow their book of business.

Resiliency of Reaction with Alexander Dopazo, Episode #383

August 20, 2025

In this episode of the Power Producers Podcast, host David Carothers is joined by one of his favorite content creators in the industry, Alexander Dopazo of Dopazo & Associates Insurance. They tackle the challenges of the brutal Florida insurance market, which Alexander describes as a 20-year hard market. The conversation centers on the crucial themes of resiliency and homeowner accountability, exploring why agents must educate clients on proactive mitigation rather than relying on insurance as a maintenance plan. They discuss the tough conversations around aging roofs, the real meaning of Actual Cash Value (ACV), and how agents can use automation to handle mundane tasks, freeing up more time for the essential work of building relationships and providing real value.

From Clicks to Calls Part 2, Shoptalk Episode #188

August 15, 2025

In this Power Producers Shoptalk episode, in continuation of our conversation inspired by Chris Langille, we dig deeper into strategies that help insurance agencies thrive in a crowded digital landscape. Part 2 focuses on how Google Business Profiles, local SEO, and personal branding can attract high-intent leads and convert them into loyal clients.

From Fragmented Systems to Intelligent Automation with Jonathan Maloney, Episode #382

August 13, 2025

In this episode of the Power Producers Podcast, David Carothers is joined by Jonathan Maloney, the founder of InsurStream, to discuss the intersection of insurance and technology. Jonathan, with over 25 years in the industry, shares his insights into the rapidly evolving insure-tech space, specifically the tools he’s building to bridge the gap between technology and insurance operations.

From Clicks to Calls Part 1, Shoptalk Episode #187

August 8, 2025

In this Power Producers Shoptalk episode, David Carothers is joined by Chris Langille to discuss the evolving role of websites in the age of AI and large language models (LLMs) like ChatGPT. They explore how agencies can refine their digital strategies while keeping websites relevant in a rapidly changing environment. Chris shares his insights on the current state of digital marketing, emphasizing that while AI is shifting the landscape, websites remain crucial for agency success.

Beyond the Buzzwords with Christopher Luiz, Episode #381

August 6, 2025

In this Power Producers Podcast episode, David Carothers welcomes Chris Luiz, CEO of Scout Insurtech, to talk about the intersection of technology and the insurance industry. From MGAs to claims adjusters, Chris sheds light on the latest tech innovations that are helping the insurance ecosystem. They discuss the importance of community building in tech and how the right tech solutions can improve processes and enhance efficiency for agencies and carriers alike.

AI Powered Sales Strategy with Lance Dowdell, Episode #380

August 1, 2025

In this Power Producers Podcast episode, David Carothers is joined by Lance Dowdell, co-founder of MotiVerse, to discuss how insurance producers can leverage AI tools like ChatGPT to enhance their sales process. Lance shares valuable insights on utilizing AI to generate lead lists, create personalized outreach, and optimize sales strategies. This conversation dives into the growing role of AI in sales and marketing, with practical tips that can help producers thrive in a competitive environment.

Streamlining the Insurance Back Office with Doug ver Mulm, Episode #379

July 30, 2025

In this Power Producers Podcast episode, David Carothers chats with Douglas ver Mulm, founder of Turris, a company revolutionizing the back-office operations for MGAs and carriers. Douglas shares insights into how Turris is simplifying the process of working with retail agents by streamlining licensing, compliance, and operational tasks. The conversation dives into how technology can help insurance agencies, wholesalers, and carriers collaborate more effectively, ultimately leading to better distribution and smoother operations.

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Power Producers
Podcast