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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 sits down with Aaron Gordon, Vice President of Gordon Companies Insurance Services, and host of Keep Hustling Podcast. Aaron discusses evolving the hustle from a simple hashtag to a vibrant brand and podcast, and the cultural impact and personal strategies that define success.
In this episode of The Power Producers Podcast, David Carothers is joined by Scott Angell, Senior Vice President of LeO. David and Scott explore the platform’s capabilities, its integration with various agency management systems, and the significant time savings and efficiency it brings to the prospecting process.
In this episode of The Power Producers Podcast, David Carothers discusses the transformative role of AI in the insurance industry. He delves into how AI-driven tools can automate and enhance client interactions, streamline content creation, and innovate prospecting methods.
In this episode of The Power Producers Podcast, David Carothers sits down with Jess Dantice, CEO & Founder of Zenjuries. Jess discusses how we can change the way we handle Worker’s Comp, and how Zenjuries is making a big difference in managing claims.
In this episode of The Power Producers Podcast, David Carothers discusses insightful strategies on leveraging Artificial Intelligence to enhance content creation, risk management, and client engagement in the insurance industry.
In this episode of The Power Producers Podcast, David Carothers sits down with Ben Camille, CEO & Founder of Travel Defend. Ben discusses the nuances of travel insurance, debunks common misconceptions, and explains how Travel Defend redefines travelers’ protection.
In this episode of The Power Producers Podcast, David Carothers delves into the transformative role of AI in the insurance industry, sharing actionable insights for insurance professionals. From managing email overload to optimizing content creation and enhancing client communications, David’s experiences serve as a roadmap for integrating AI into daily workflows.
In this episode of The Power Producers Podcast, David Carothers interviews Kevin Ring,
Lead Workers’ Compensation Analyst at Institute of WorkComp Professionals. Kevin discusses the recent changes made by the NCCI, how these changes impact employers, and how insurance producers can use this knowledge to their advantage.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Zane Goldthorp, Director of Broker Development at ProWriters. Zane discusses cyber insurance’s vital role and evolution in today’s digital-first business environment, sharing insights on its challenges, market dynamics, and the importance of proactive cyber risk management.
In this episode of The Power Producers Podcast, David Carothers sits down with Michael McCormick, Owner of Insurance Soup, and Taylor Dobbie, CEO of Career Insurance Agents to discuss the upcoming Soup LIVE! 2024 event, May 7th-8th in Arlington, Texas. They explore the event’s unique impact on the insurance industry and share insider perspectives on what attendees can look forward to at this year’s event.
In this episode of The Power Producers Podcast, David Carothers is joined by Abby O’Brien, Practice Leader of Risk Management at Florida Risk Partners. David and Abby discuss their approach to modernizing sales and leveraging technology at their agency.
In this episode of The Power Producers Podcast, David Carothers sits down with Peter Voss, CEO of Aigo.ai. Peter shares his deep insights into AI’s role in enhancing operational efficiency, the critical balance of AI and human interaction, and offers a glimpse into the future of AI technologies.
In this episode of The Power Producers Podcast, David Carothers is joined by Bob Paskins for a deep dive into the final leg of the sales journey: closing the deal. They unpack the transition from presentation to securing a commitment, offering insights and strategies on overcoming objections and clinching sales.
In this episode of The Power Producers Podcast, David Carothers is joined by Nick Berry, Dan Mory, and Patrick McBride, the brains behind TechMarketer. They discuss the world of marketing, automation, and how it intersects with the insurance industry.
In this episode of The Power Producers Podcast, David Carothers and Bob Paskins continue their discussion, focusing on the transition from prospect to presentation. They delve into essential strategies and levers to employ during this phase to secure the client’s interest and commitment.
In this episode of The Power Producers Podcast, David Carothers interviews Lisa Lounsbury, President & CEO of the Big I New York & Big I Connecticut and Co-Founder and President of Board of Directors at Catalyit. Lisa discusses the transformative impact of mentorship, the necessity of legislative advocacy, and the influence of technology and innovation on the insurance industry.
In this episode of The Power Producers Podcast, David Carothers sits down with Bob Paskins as they discuss the process of identifying potential leads to converting them into committed prospects. They break down the journey, offering key strategies for enhancing your sales approach.
In this episode of The Power Producers Podcast, David Carothers alongside Daniel Seong, Aron Robertson, and Grayson Carothers, dive into the exhilarating recount of their bucket list trip to Alaska. They discuss the unforgettable adventures, challenges, and camaraderie experienced in the Alaskan wilderness, from deep sea fishing to close encounters with the local wildlife and the profound impact of stepping out of their comfort zones.
In this episode of The Power Producers Podcast, David Carothers sits down with Bob Paskins, a speaker, business consultant, and sales strategist. David and Bob discuss the importance of keeping sales strategies simple and provide listeners with practical tips for enhancing their sales approach.
In this episode of The Power Producers Podcast, David Carothers sits down with Pranav Pasricha, Managing Principal at Bluepond Capital. Pranav discusses Bluepond’s new product called the BrokerCoPilot platform which aims to improve efficiency and accuracy by assisting insurance agents, brokers, and wholesalers with various tasks using AI technology.
Middle-mazrket businesses face unique challenges when it comes to managing their workers’ compensation programs. Unlike large enterprises, they often lack dedicated in-house resources for safety, compliance, and claims oversight; yet unlike small businesses, their scale subjects them to more sophisticated regulatory scrutiny and larger potential losses. In this environment, commercial insurance producers who master an integrated approach—combining precise prospecting data, impactful compliance applications, and exceptional claims handling—can both win new accounts and build lasting client relationships.
In the most challenging insurance market many of us have ever seen, independent agencies are grappling with a familiar foe: limited carrier access. Whether you’re a former captive agent trying to break into the independent space or a small agency trying to grow your commercial book, the obstacles are real. Direct appointments are hard to come by, especially for shops under $5 million in revenue, and wholesale markets can feel intimidating or like a last resort.
But they don’t have to be. With the right partner, wholesale and brokerage relationships can become a strategic advantage, not just a stopgap. This post explores how agencies can leverage smart market access to grow confidently, preserve profitability, and position themselves for long-term success.
The insurance industry is undergoing a profound transformation as middle-market agencies recognize the benefits and challenges of embracing a fully remote workforce. No longer viewed as a temporary workaround, remote models offer the potential to tap into nationwide and offshore talent pools, reduce overhead, and increase flexibility in an increasingly digital world. Yet, flipping the switch to virtual operations can expose gaps in documentation, dilute corporate culture, and strain traditional oversight mechanisms. In this post, we’ll explore the four pillars essential to building a high-performing remote insurance team—core values, hiring practices, onboarding processes, and KPI strategies—while also delving into best practices for managing domestic versus offshore employees, ensuring data security, leveraging productivity tools, and fostering trust and autonomy.
In today’s hard commercial insurance market, middle market business owners are more open than ever to solutions that give them greater control over their insurance costs. While guaranteed cost programs remain the default option, they often lack the flexibility and long-term savings that high-performing businesses crave. That’s where captive insurance comes in—a powerful but often misunderstood tool that enables clients to turn insurance from a sunk cost into a strategic asset.
Middle-market insurance agencies have long wrestled with the legacy “buy-bill-collect” model, in which carriers invoice agencies, agencies collect premiums from clients, and only then remit payment to carriers. This antiquated workflow creates operational friction, delayed cash flow, and elevated chargeback risks—all of which can erode profitability and client satisfaction. Today, however, powerful innovations in digital payments and agency management systems are enabling a modern “bill-collect-buy” paradigm that dramatically accelerates fund availability, minimizes disputes, and unlocks new revenue streams through premium financing.
The truth about professional sales isn’t flashy, and it certainly isn’t about charisma. If you think selling is about having the “gift of gab,” winging it on calls, or leaning on your likability to win deals, you’re doing it wrong—and that’s why you’re struggling. In this post, we’re breaking down lessons from a brutally honest conversation with Benjamin Dennehy, the UK’s Most Hated Sales Trainer®, about why so many producers in commercial insurance and other industries fall short—and what the top performers do differently.
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