Facebook
Twitter
LinkedIn

In this episode of The Power Producers Podcast, David Carothers interviews Doug Avrin. Doug discusses his expertise in Workers’ Comp and his goal to help lead and develop others.

Episode Highlights:

  • Doug shares his journey in the insurance industry, starting as a trainee and working his way up to leadership roles. (2:51)
  • Doug discusses the importance of providing great service and reducing experience mods for customers. (8:40)
  • Doug explains that supporting injured workers and prioritizing their well-being in the insurance industry prevents long-term negative effects on their lives and overall costs. (17:23)
  • Doug mentions that the insurance industry needs to do a better job educating people about the value and benefits of risk management and workers’ compensation, as many individuals don’t understand the importance until they experience it themselves. (28:11)
  • Doug explains that developing effective responses to objections is crucial in sales, as it allows you to confidently address them and improve your chances of closing deals. (44:27)
  • Doug shares that loss prevention engineers make recommendations that cost money, but when producers deliver the message, insured individuals are more likely to receive and act on it, leading to safer environments and reduced claims. (49:46)
  • Doug believes that building trust and long-term relationships in the insurance industry is crucial for success, and it requires being more than just competent, but also helping insureds lower losses and costs, and create a better environment for injured workers. (53:44)

Tweetable Quotes:

  • “Frankly, that’s kind of where I’m excited to be re-entering this industry is: let me lead some people again, let me develop them. Let me turn them into superstars so that they can crush it in the company that I end up working for will be able to do the same. I think this business is fun. I am competitive as the next guy. But this is how you win. I like to win.” – Doug Avrin
  • “Let’s be good at what we do out there. Let’s help these insureds lower their losses, lower their cost, and create a better environment for their injured workers. And when they get injured, let’s make sure we take care of them so they don’t want to go elsewhere. Save you the cost of turnover.” – Doug Avrin

Resources Mentioned:

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.

Read More »
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.

Read More »
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.

Read More »
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.

Read More »
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.

Read More »
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.

Read More »
Killing Commercial Login