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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 Walt Goshert, Insurance LinkedIn Expert and Independent Marketing Consultant. Walt discusses the value of understanding workers’ compensation and the benefits of using LinkedIn as a platform for building strategic relationships.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how to use Workers’ Compensation to start a sales conversation and the three key things to lead with.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bradley Flowers, Founder of Portal Insurance and Co-Host of The Insurance Guys Podcast. Bradley discusses content creation, where you should spend your ad dollars, and how to build your brand and market your business.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, interview Charles Visalli, Vice President of Time For Wine. Charles talks about how he got into the wine industry and why he is passionate about teaching others about wine.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the significance of understanding how prospecting fits in the sales process and share some tricks of the trade.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bobby Schmidt, Director of Digital and Product Marketing at Zywave. Bobby discusses the cloud-based portfolio of solutions and how they are continually working to strengthen the technology platform.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck share some of their more bizarre past client experiences and the lessons they learned from those experiences.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Greg Hogan, CIC, CRM, President of Curabba Agency in New York. Greg talks about how he got into the insurance industry, the nuts and bolts of purchasing an agency, and what has contributed to his agency’s success. Greg also shares how his agency has been managing during the COVID-19 situation.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to use mods, audits, certificates of insurance, and other simple tactics to create doubt, drive wedges, and close deals.
In this episode of The Power Producers Podcast, David Carothers, and co-host Kyle Houck interview Ryan Hanley, the founder of Rogue Risk. Ryan shares what he has learned since starting his agency from scratch including the importance of believing your value proposition, investing in yourself and listening, and learning from others.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the significance of management liability, cyber exposure, and buy-sell agreements given the current COVID19 situation.
In this episode of The Power Producers Podcast, David Carothers, and co-host Kyle Houck interview Mike McDonough, the leader of Worker’s Comp Renegade and director of McDonough Insurance Services. Mike talks about how he shifted his career from being in the food industry into the insurance services, the Worker’s Comp Renegade being a strategic partner, and the impact that the Worker’s Comp creates in an employer’s life.
In this episode of The Power Producers Podcast with David Carothers and co-host Kyle Houck, Kyle shares his background story, what he has learned along the way in the insurance industry, and the secret to his success.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Jennifer Klages, owner of My Choice Insurance Group PLLC. Jennifer shares how she became an agency owner, the challenges she faced, and how her passion and resilience have helped her become the great agency owner she is today.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Chris Greene, President of The Flood Insurance Guru. Chris talks about the importance of flood insurance, the difference between Private Flood Insurance and the NFIP, and the three things that helped him build a national brand for his company.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Ricky Hayter, owner of ANR Insurance Group. Ricky shares the challenges he faced when starting his own company and why researching is so important in insurance. Ricky also explains how ANR Insurance Group focuses on superior client experience.
In today’s episode of The Power Producers Podcast, host David Carothers and co-host Kyle Houck, interviews Bob Klinger, President and CEO of Klinger Insurance Group located in Germantown, Maryland. Bob discusses his military background, what brought him into the insurance industry, marketing strategy, his staff, and giving back.
In this episode of The Power Producers Podcast, David Carothers, and co-host Kyle Houck interview Josh Gurley, the vice president of Hunt-Miller Insurance Agency Inc. Josh talks about the importance of transparency, education, behaviors, and good relationships. Josh also shares how specific behaviors can lead to success.
In this episode of The Power Producers Podcast, David Carothers interviews Bryan Bergjans, National Director of Military & Veteran Lending at Caliber Home Loans. Bryan talks about what Caliber is doing for military personnel and veterans during COVID-19 and how Caliber works to bridge the home loan education gap with community outreach. Bryan also discusses why it is important to think outside the box, expand your commitment, and message through organizations that are outside your industry.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Jason Kilgo, Founder of KilGO Insurance. Jason talks about how they treat their clients, providing the best rate with a good policy, and making sure their clients are satisfied. Jason also shares how his team has been working remotely even before the quarantine and how he manages Zoom meetings with clients.
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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