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?

Power Producers Podcast
Selling from the Heart with Larry Levine

Selling from the Heart with Larry Levine, Episode #350

In this episode of the Power Producers Podcast, David Carothers sits down with Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, to discuss authenticity, self-awareness, and the evolving landscape of sales. Larry shares his journey from selling office equipment to becoming a thought leader in building heart-centered sales cultures. Together, they explore the importance of investing in relationships, fostering genuine connections, and the discipline required for consistent success.

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A True Cyber Specialist with Joseph Erle

A True Cyber Specialist with Joseph Erle, Episode #349

In this episode of Power Producers Podcast, David Carothers is joined by Joe Erle from C3 Insurance in San Diego to dive deep into the world of cyber insurance. From navigating ransomware attacks to exploring the evolving threat landscape, the conversation covers practical strategies, trends, and insights to help agencies and businesses stay ahead in a rapidly changing digital world. Joe shares his expertise on the critical role of cyber coverage, emerging AI threats, and the need for proactive planning.

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A Conversation we Need to Have with Brenden Corr and Justin Goodman

A Conversation we Need to Have with Brenden Corr and Justin Goodman, Episode #348

In this episode of Power Producers Podcast, David Carothers takes a bold step outside the box to discuss an often avoided yet critical topic: Mental Health. Joined by Brenden Corr of The Loss Runs Pros and Justin Goodman of Total CSR, David dives into their passion-driven initiative, Project 55. The conversation highlights the growing openness around personal struggles on platforms like LinkedIn, emphasizing the need for real, vulnerable discussions on topics such as ADHD, alcoholism, anxiety, and depression.

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A Better Agency Provides a Better Client Experience

A Better Agency Provides a Better Client Experience, Shoptalk Episode #166

In this special episode of Power Producers Shop Talk, David Carothers sits down with Nicholas Ayers from Glovebox to discuss the recent acquisition of Better Agency by Glovebox and what it means for the insurance industry. David shares his insights as an investor and friend, focusing on the impact this partnership will have on both companies, their customers, and the broader market. With reflections on entrepreneurship, growth, and innovation, this episode offers a deep dive into the journey of building something meaningful and adapting to change.

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Data Driven Prospecting with Insurance X-Date

Data Driven Prospecting with Insurance X-Date, Episode #347

In this episode of the Power Producers Podcast, David Carothers welcomes Rob Gifford and Dan Abercrombie from Insurance Xdate. The trio dives into the journey of building an innovative tool for commercial insurance producers, exploring how Insurance Xdate simplifies pipeline management and prospecting. From leveraging data insights to overcoming challenges in a competitive market, Rob and Dan share actionable strategies and lessons from their experiences, making this a must-listen for producers looking to refine their sales game.

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Sivan Iram - The New Breed of Wholesaler

Sivan Iram – The New Breed of Wholesaler, Episode #346

In this episode of the Power Producers Podcast, David Carothers talks with Sivan Iram from Flow Specialty. They discuss Flow Specialty’s innovative approach to using AI in insurance to enhance wholesale relationships, improve underwriting response times, and reduce operational friction for agents. Flow Specialty combines human expertise with AI-driven tools to speed up quote turnaround and improve accuracy without requiring agents to use portals. Sivan highlights that Flow’s AI is an internal tool supporting brokers rather than replacing them, positioning the company as a “caddy” for agents. Flow’s AI manages various tasks, such as analyzing quotes, market insights, and carrier communications. This combination allows agents to handle complex insurance transactions efficiently and frees up time to focus on larger accounts.

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Building a Winning Insurance Agency

Wade Millward – Building a Winning Insurance Agency, Episode #345

This engaging episode of Power Producers Podcast features a candid discussion between David Carothers and Wade Millward on the intersection of insurance, operations, and growth strategies in the franchising space. With nearly two decades of industry experience, Wade shares how his unique background in software and insurance led to developing scalable solutions for franchisees and franchisors. The conversation spans various topics, from the challenges of producer development to the importance of automation and relationship-building in scaling a business.

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A Producer's Work Never Ends

A Producer’s Work Never Ends, Shoptalk Episode #165

In this special Thanksgiving edition of Power Producers Shoptalk, David Carothers dives into the holiday season’s challenges and opportunities. He shares strategies for staying proactive, avoiding complacency, and building a strong foundation for 2025. Reflecting on personal and professional growth, David emphasizes gratitude for the communities and partnerships that drive success.

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Talk to me Goose with Joe Ems

Talk to me Goose with Joe Ems, Episode #344

In this episode of Power Producers Podcast, David Carothers spoke with Patrick McBride and Joe Ems from Sembley, a company offering innovative technology designed to simplify the commercial insurance quoting process. Joe explained the origins of Sembley, which was created to address common pain points in the industry, such as the tedious nature of filling out renewal forms and collecting client data. A standout feature discussed was Sembley’s user-friendly interface, affordable pricing, and integrations that improve efficiency. By leveraging custom intake forms, property data imports, and integration options with systems like Hawksoft and NowCerts, Sembley aims to streamline workflows for agencies, reduce back-and-forth with clients, and enable seamless data mapping across various forms. This technology allows agencies to focus on client relationships rather than manual tasks, making it particularly valuable for agents looking to enhance both client service and operational efficiency.

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Two Tricks for Contractors that Stand the Test of Time

Two Tricks for Contractors that Stand the Test of Time, Shoptalk Episode #164

In this episode of Power Producers Shoptalk, David Carothers breaks down his top strategies for engaging contractors effectively. Drawing from real-world experience, David shares the key questions and approaches he uses to understand contractors’ needs and build trust. He emphasizes the importance of uncovering pain points related to certificates of insurance and audits, providing actionable insights on how producers can leverage these moments to win new business and strengthen client relationships.

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Enabling Agencies with AI

Richard Stamets – Enabling Agencies with AI, Episode #343

In this episode of the Power Producers podcast, David Carothers speaks with Richard Stamets, Chief Commercial Officer of BluePond AI, about the transformative role of generative AI in commercial insurance. They discuss BluePond’s AI-driven solution, the Broker Co-Pilot, which has been designed specifically for insurance with functionalities for policy checking, quote comparison, underwriting submission ingestion, and claims ingestion. Richard shares insights into how BluePond’s generative AI technology not only automates and improves accuracy in policy comparison but also assists brokers by identifying selling behaviors and enhancing operational efficiency.

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Sometimes We Need a Little Spark

Sometimes We Need a Little Spark, Shoptalk Episode #163

In this impactful episode of the Power Producers Shoptalk, David Carothers brings on guest Raghav Tana to discuss the personal challenges and profound purpose behind Raghav’s initiative, the Little Sparks Project. This nonprofit organization aims to provide financial and emotional support to families of children with complex medical needs, sparked by Raghav’s experiences with his son, who was born with Apert Syndrome. David shares his own journey with his son Ethan, who has special needs, reflecting on the emotional and financial toll of ensuring adequate care. They discuss the importance of advocacy, community support, and how their personal hardships have led to a shared mission of helping others facing similar struggles. The episode highlights the upcoming Little Sparks Project gala in December, emphasizing the importance of donations and community involvement.

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Steve Bruder - Differentiation in the Land of Commoditization

 Steve Bruder – Differentiation in the Land of Commoditization, Episode #342

In this episode of the Power Producers Podcast, David Carothers sits down with Steve Bruder from Foxen to discuss how Foxen integrates renters’ insurance compliance and risk management solutions into property management. The conversation highlights how property managers can use Foxen’s system to ensure compliance with insurance requirements, prevent gaps in coverage, and generate ancillary income through revenue sharing. Steve provides insights into how Foxen’s innovative approach addresses the often-overlooked problem of tenants canceling insurance policies, which can leave property owners vulnerable to costly claims. This episode emphasizes how commercial insurance agents can leverage Foxen’s solutions to differentiate themselves in the habitational real estate space, improve client retention, and enhance the value they offer to clients managing larger property schedules.

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David's Cold Calling Recap

David’s Cold Calling Recap, Shoptalk Episode #162

In this episode of Power Producers Shoptalk, David Carothers provides a deep dive into effective prospecting tactics for insurance producers, challenging misconceptions about cold calling and outlining a comprehensive approach for sustained success. David highlights his recent experience with a 500-dial cold-calling challenge, underscoring the role of focused preparation and systematized tracking in lead generation success. He discusses the value of in-person marketing drops, HubSpot CRM’s data insights, and the benefits of having a robust client database to streamline follow-ups and boost engagement.

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Ray Gage - Start with Stop

Ray Gage – Start with Stop, Episode #341

In this episode of the Power Producers Podcast, David Carothers interviews Ray Gage, a veteran of the insurance industry who transitioned into mindful business coaching. Ray shares insights from his decades-long career in insurance, including selling his agency and the emotional challenges that followed. The conversation explores the often-overlooked emotional side of agency sales, leadership, and the impact of mindfulness in both personal and professional lives. Ray also discusses his upcoming book “Start with Stop”, which focuses on the power of stopping to reassess and transform one’s approach to business and life. The book offers 16 chapters, each addressing a distinct area of improvement such as leadership, time management, and communication, allowing readers to find practical transformations tailored to their needs.

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Stop Selling on Price!

Stop Selling on Price, Shoptalk Episode #161

In this episode of Power Producers Shoptalk, David Carothers discusses the importance of shifting away from selling on price and focusing instead on the total cost of risk (TCOR). Carothers emphasizes that insurance producers must position themselves as trusted advisors by addressing not only insurance premiums but also uninsured losses, compliance costs, safety program investments, and indirect costs such as reputational damage and employee downtime. He offers five critical questions that producers can ask at the point of sale to differentiate themselves from competitors and provide value to their prospects by focusing on long-term risk management and business operations.

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Matthew Bryan - Ideal Prospects Lead to the Ideal Life

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

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.

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Displacing The Incumbent with Risk Management Tools

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

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.

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Enabling Producers with Riskbly

Lawson Condell – Enabling Producers with Riskbly, Episode #339

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.

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Targeted Digital Leads

Targeted Digital Leads, Shoptalk Episode #159

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.

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The Power Producers Podcast where we are refining and redefining the sales game.

Kyle Houck

wholesale

Mastering Wholesale Partnerships: Submission Strategies, Underwriter Relationships, and Technology Tools for Middle-Market Success

In today’s competitive insurance marketplace, middle-market agencies must leverage every available advantage to win and retain business. One of the most underutilized yet powerful resources at an agent’s disposal is the wholesale market. By establishing strong partnerships with wholesalers, agents can access capacity, expertise, and proprietary programs that are often unavailable through direct channels. However, success in the wholesale arena requires more than simply submitting risks and hoping for the best.

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Client

How AI-Powered Workflows Are Transforming Sales, Marketing, and Client Communication

In the fast-paced world of commercial insurance, where every hour counts and every interaction matters, producers and agency owners are turning to artificial intelligence not as a replacement for human connection—but as a force multiplier. AI tools like ChatGPT are no longer just novelties or futuristic concepts. They are strategic business assets, helping commercial producers streamline workflows, scale personalization, and reclaim valuable time.

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Sales

How to Reverse Engineer Your Insurance Sales Goals with a Business Plan That Actually Works

Most commercial insurance producers fail not because they lack talent, but because they lack a plan. They enter the year with vague production targets—usually handed down from management—and hope that pure effort or luck will lead to success. But in the middle market, hope is not a strategy.

If you want to build a book of business that produces consistent results and long-term revenue, you need to think like a business owner. That means developing a business plan that is personal, measurable, and rooted in data. In this post, we’re going to show you how to reverse engineer your sales goals, simplify your sales pipeline, and build a weekly rhythm that supports growth without burnout.

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Captive

Overcoming Mental Roadblocks to Selling Captive Insurance: Strategies for Retaining High-Value Clients

When it comes to retaining large, high-value clients in the middle market, captive insurance should be one of the first solutions every producer considers. Yet many agents avoid the topic entirely—often for reasons that have less to do with the client’s needs and more to do with the producer’s own hesitations.

The truth? Failing to offer captives could cost you a $300,000 revenue client overnight. And in today’s competitive market, someone else will step in and take that account if you don’t.

In this post, we’ll break down the three biggest mental roadblocks holding agents back from selling captives, show you how to address them, and explain how to position yourself as the quarterback of the client relationship—while increasing your value and your compensation.

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Professional

Unlocking Professional Lines Growth: Cyber, D&O & EPL Strategies for Middle Market Producers

Middle market insurance producers face a “sleeping giant” opportunity in professional lines—namely cyber insurance, management liability (Directors & Officers and Employment Practices Liability), and broader professional liability coverages. Too often, these critical products are treated as afterthoughts, tacked onto a renewal packet rather than leveraged as strategic revenue drivers and client-retention tools. In this comprehensive guide, we’ll explore why professional lines deserve your full attention, how to overcome common obstacles, and which actionable strategies will unlock growth across your book of business.

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AI

Harnessing AI in Insurance: Automation, Workflow Efficiency, and Document Intelligence

The landscape of commercial insurance is evolving at an unprecedented pace. As agencies strive to serve middle-market clients more effectively, many find themselves asking: how can we harness the power of AI in insurance to streamline operations, reduce errors, and free up producers for high-value tasks?

In this deep dive, we’ll explore the two fundamental pillars of AI—generative and analytical—outline practical steps for embedding automation into repeatable workflows, examine real-world case studies, and offer guidance on security, vendor selection, and change management. Whether you’re a curious producer or an operations leader, this post will give you actionable insights to start small and build momentum toward a more efficient, technology-enabled future.

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Killing Commercial Login