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.
Wade Millward discusses his journey into franchising and how he developed a solution to streamline insurance compliance for franchisors. By integrating technology and becoming a preferred broker, Wade has successfully scaled his operations.
David and Wade delve into the challenges faced by producers, emphasizing the need for structured goals, training, and consistent activity to achieve long-term success.
They highlight the critical role of having standardized processes and operating procedures, likening them to a “franchise manual” that ensures consistency, scalability, and efficiency.
Wade shares insights on starting processes manually to identify inefficiencies before automating tasks, focusing on enhancing human-to-human interactions.
Both agree that insurance is a byproduct of relationships, and building trust through meaningful interactions is key to standing out in a crowded marketplace.
Wade and David encourage new producers to identify their unique value propositions, invest in building processes, and stay adaptable in a rapidly evolving industry.
Connect with:
Visit Websites:
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.
In the modern commercial insurance landscape, trust is no longer built solely through in-person meetings, networking events, or polished brochures. It’s earned digitally—often before a prospect ever takes your call. As sales dynamics shift and competition tightens, the producers who will thrive are those who understand one thing: educational content is the new handshake.
Most commercial insurance producers think of referral networks as an afterthought—something that might generate a lead or two if they attend enough events, shake enough hands, or stay active in their BNI chapter. But the producers who consistently dominate the middle market think differently. They treat referral networks like revenue engines, built with the same discipline as a sales pipeline, and they use those relationships not only to generate appointments but to recruit the next generation of elite producers.
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
