Power Producers Podcast

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Kevin Surace, an inventor, keynote speaker, and the "father of the virtual assistant." They take a high-energy deep dive into the present-day impact of Artificial Intelligence (AI) on the insurance industry. Kevin explains that the AI revolution is not a future event—it's happening right now. He details how AI is set to transform every aspect of insurance, from automating claims processing and quotation to serving as a powerful co-pilot for salespeople. They discuss practical, actionable ways agents can use AI today to find new clients, refine their sales pitch, and handle objections more effectively. Key Highlights: The AI Revolution is Now, Not Later Kevin Surace delivers his core message with urgency: the "train has left the station" on AI. He argues that professionals must choose to become "robot overlords"—experts in leveraging AI—or they will be crushed by competitors who do. This isn't a future trend to watch; it's a present-day reality that demands immediate adoption. Automating the Insurance Back Office The conversation explores the massive operational impact of AI. Kevin explains how AI is already capable of automating huge portions of the insurance value chain, including claims processing (issuing payments in minutes based on photos) and underwriting (generating complex quotes in real-time), which will drastically lower costs for AI-first companies. AI as a Salesperson's Superpower This highlight covers the practical tools for producers. The discussion details how agents can use AI today as a personal research assistant for meeting prep, a sales coach to "poke holes" in their pitch, and a writing assistant to instantly craft perfect responses to client objections, giving them an insurmountable edge. The Rise of the AI Agent The episode looks at the next evolution of customer interaction: AI agents (video chatbots) with realistic avatars and voice cloning. Kevin discusses his own "virtual Kevin," which holds real-time conversations with website visitors 24/7. They explore how this technology can automate Tier 1 support and even close sales for simpler products, creating new, passive revenue streams. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Kevin Surace LinkedIn Visit Websites: Power Producer Base Camp Appvance Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In the fourth and final installment of this Shoptalk series, host David Carothers and Zane Goldthorp of ProWriters tackle a critical issue facing agents every day: the vast difference between a standalone cyber policy and a simple BOP or package endorsement. They call out the laziness of settling for an endorsement, highlighting the massive coverage gaps it leaves and the E&O exposure it creates for the agent. Zane shares real-world horror stories of agents discovering their client's six-figure loss wasn't covered by their BOP. The conversation provides a clear, strategic path for agents to transition clients to proper coverage and use the inadequacy of endorsements as a powerful competitive wedge against other agents. Key Highlights: Standalone Policy vs. BOP Endorsement: A Massive Chasm The core of the episode is a stark warning: a BOP endorsement for cyber is not real protection. Zane explains that when compared side-by-side, endorsements lack critical coverage, have minuscule sublimits for events like social engineering, and often omit coverage entirely for sophisticated attacks like invoice manipulation, leaving clients dangerously exposed. The E&O Nightmare of "Good Enough" Coverage Zane shares his experience taking calls from frantic agents whose clients have suffered a major loss, only to find their BOP endorsement is useless. These situations not only lead to losing the client but also put the agency's own E&O policy on the line for failing to provide adequate counsel and coverage. Cyber as the Ultimate Competitive Wedge If you're prospecting an account and discover their current agent has them on a BOP endorsement, it's "game over." David and Zane explain how an agent with a standalone offering can easily tear the endorsement apart, create immense doubt in the incumbent, and win not just the cyber business but likely the entire account. Breach vs. Privacy vs. System Failure The conversation clarifies that a cyber claim doesn't always require a security breach. Standalone policies respond to a wider range of events, including privacy breaches (like a lost laptop) and dependent system failures. Using the real-world CrowdStrike outage as an example, they illustrate a massive business interruption scenario that would be covered by a standalone policy but never by a BOP. Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ProWriters Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Austin Medlin of closedsales.com for a deep dive into the psychology of high-ticket sales. Austin, a sales expert with a 60% close rate on cold traffic, shares his journey from a natural-born hustler to a seven-figure closer. The conversation centers on overcoming the biggest hurdle for most salespeople: the fear of rejection and the need to be liked. Austin breaks down his framework for winning sales, which prioritizes deep discovery to build trust and emotional alignment before the pitch. He stresses the importance of being a leader in the sales process and why call review is the most critical tool for improvement. Key Highlights: Sales is Service: Overcoming the Need to be Liked Austin Medlin argues that the biggest failure in sales is prioritizing being liked over being trusted and effective. He explains that a salesperson's true role is to serve by telling the truth and helping a prospect make a decision that will improve their life. This requires a "temporary loss of likeness" in order to be "loved later" when the client achieves results. The Power of Deep Discovery This highlight details Austin's core sales strategy. Before any pitch, a salesperson must win the prospect's heart by asking deep, intelligent questions about their pain points and challenges. This process builds genuine trust, making the eventual pitch and objection handling feel like an act of service, not a pushy, commission-focused tactic. Scripts Fail, Frameworks Succeed The conversation covers the limitation of rigid sales scripts. Austin explains why he teaches a flexible framework instead. Because every human is different (masculine, feminine, rich, poor), a framework allows a salesperson to adapt their approach to the individual, leading to significantly higher close rates than trying to fit every prospect into the same box. Call Review: The Ultimate Growth Hack Austin and David agree that there is no substitute for reviewing your "game footage." The single most effective way to improve is to listen to your own sales calls and the calls of top performers on your team. They also debunk the "I don't have time" excuse, stating that if mastering your craft isn't a priority, you're in the wrong profession. Connect with: David Carothers LinkedIn Austin Medlin LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp CloseSales.com Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In the third installment of this Shoptalk series, host David Carothers and guest Zane Goldthorp of ProWriters shift the focus to proactive risk management for cyber insurance. They make the case that even in a soft market, a responsible business owner's focus should be on security, not just on meeting minimum carrier requirements. The conversation covers the essential security controls every business should have, including MFA, MDR, and employee training. They also dive into a real-world claim scenario that highlights a critical coverage gray area—the "Bring Your Own Device" (BYOD) issue—and discuss the potential conflicts between carrier-provided security services and an agent's referral relationships with Managed Service Providers (MSPs).   Key Highlights: Essential Risk Management Controls Zane Goldthorp outlines the foundational security measures agents should be discussing with their clients. While carriers may have relaxed some requirements, essentials like MFA (Multi-Factor Authentication), regular backups, and email security are non-negotiable. He also notes the industry's shift from EDR (Endpoint Detection and Response) to the more proactive MDR (Managed Detection and Response).   The Human Element: Employee Training The conversation stresses that one of the most effective and overlooked risk management tools is consistent employee training. With phishing and business email compromise being the source of most breaches, training employees to spot increasingly sophisticated attacks can be the make-or-break difference in preventing a major claim.   A Critical Coverage Lesson: The BYOD Problem David shares a story from a real claim that exposed a major potential coverage gap: whether a breach is covered if it originates on a personal device not owned by the company. This "Bring Your Own Device" (BYOD) issue highlights the critical importance of understanding policy nuances and working with an expert wholesaler who knows the forms inside and out.   Navigating Carrier Services and MSP Relationships Many cyber carriers now offer security services as part of their policies. While valuable, David cautions agents to be mindful of their referral relationships with MSPs (Managed Service Providers). An MSP may view these carrier offerings as direct competition, potentially damaging a crucial referral source. The key is clear communication to ensure all parties are aligned.   Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ProWriters Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers, co-host Kyle Houck, and returning guest Kevin Ring of the Institute of Work Comp Professionals come together for a special tribute to the legacy of an industry pioneer, Preston Diamond. The conversation is sparked by the release of "The Diamond Playbook," a new book compiling decades of Preston Diamond's influential weekly sales letters. Kevin shares the story behind the book's creation and offers a deep dive into Preston's timeless sales philosophy: being client-centric, using stories to build trust, and moving beyond a product-pushing mentality. They also discuss how Preston's critiques of agency websites from the 1990s are still shockingly relevant today. Key Highlights: Honoring a Legacy: The Diamond Playbook Kevin Ring details how the Institute of Work Comp Professionals discovered a massive archive of Preston Diamond's weekly sales letters, which began as a fax broadcast, and compiled them into a book. The project was a surprise tribute to honor Preston's immense and ongoing contribution to the insurance industry and the thousands of agents he has mentored. Preston's Timeless Sales Philosophy The conversation centers on the core of Preston's teachings: never be product-centric. Instead, agents must first focus on understanding a client's needs, wants, and fears. By building a relationship of trust and using powerful stories to explain complex concepts, the insurance sale becomes a natural and easy conclusion to a value-driven conversation. The Agency Website Problem: A 30-Year Echo A fascinating takeaway is an essay Preston Diamond wrote in the 1990s critiquing agency websites. Kevin and David discuss how his gripes—that most sites are just static "electronic business cards" instead of powerful tools for establishing expertise and credibility—are just as true today, highlighting a persistent missed opportunity for many agencies. Client Share Over Market Share The episode revisits another of Preston's core tenets: focus on deepening relationships with existing clients. They discuss the immense, low-hanging fruit available by rounding out accounts ("client share") and networking clients with each other. This creates powerful exit barriers and demonstrates a level of value that goes far beyond just placing a policy. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In the second episode of our multi-part Shoptalk series, host David Carothers, co-host Kyle Houck, and guest Zane Goldthorp of ProWriters dive into the strategy of selling cyber insurance in a soft market. The conversation begins with an update on ProWriters' expanded capabilities as a full-scale professional liability wholesaler. The core of the episode focuses on the agent's "duty to offer" and presents a powerful strategic argument for getting clients into a cyber policy now, before the market inevitably hardens. They provide tactical advice for overcoming client pushback and reframe the conversation from selling a policy to fulfilling an advisor's duty to protect a client's livelihood. Key Highlights: More Than Just Cyber: ProWriters' Full Capabilities Zane Goldthorp clarifies that ProWriters is a full-scale professional liability wholesaler, handling everything from Tech E&O and D&O to specialty programs for Contractors and A&E, now backed by their acquisition by Victor. He also explains that their platform is complemented by a team of expert brokers who handle complex risks offline, ensuring agents have support for any professional liability need. The "Duty to Offer" Cyber Insurance David makes a strong case that agents have professional and E&O-driven "duty to offer" cyber coverage. He argues that an agent's job is to protect a client's assets and livelihood, which makes the cyber conversation a non-negotiable part of the relationship, even when clients are facing rate increases on other lines of coverage. The Strategic Case for Buying in a Soft Market The conversation presents a compelling strategy: get your clients into a cyber policy now. By the time high-profile breaches and increased claims make clients want to buy coverage, the market will have already hardened. David and Zane argue that the smart play is to lock in coverage when pricing is low and underwriting is flexible, turning a difficult future new business placement into a much simpler renewal. Overcoming Client Pushback on Price When a client is facing other premium increases, the agent must reframe the cyber conversation. The key is to acknowledge the financial strain but explain that an uninsured cyber claim would be far more catastrophic to their business. The hosts provide advice on breaking the cost down into manageable business terms to show its affordability relative to the risk. Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ProWriters Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers sits down with Sam Louwrens, a young producer and artist known as "Can't shut up Sam" on X. The conversation explores the unique advantages of Gen Z producers, the flaws of the traditional agency model, and how to effectively compete with national brokers by being nimble and consultative. David and Sam stress the importance of moving beyond a salesperson mentality and becoming a strategic advisor who focuses on solving operational problems, not just selling a commodity. The episode also touches on the power of a fee-based compensation model and the critical need for agency cultures to support creativity and autonomy. Key Highlights: The Gen Z Producer's Advantage Sam Louwrens, a 23-year-old producer, shares how starting his career in a difficult market (California construction) forced him to specialize and learn quickly. He and David discuss how young, driven producers in the insurance industry have a significant head start on their peers in other professions, building wealth and expertise while others are still accumulating debt. From Salesman to Strategic Advisor The episode's core theme is the mindset shift from salesperson to advisor. David shares his strategy of targeting accounts with high experience mods because they represent solvable operational problems, which is far more profitable than competing on price for clean accounts. This approach allows a producer to sell solutions and operational improvement, not just a policy. The Power of Fee-Based Compensation David details his compensation model, which uses a flat fee plus a gain-share option to align his interests with the client's. He shares a real-world story of taking a large account and reducing its costs, leading to a much higher fee than the original commission while still saving the client a quarter-million dollars a year, completely flipping the flawed traditional commission model on its head. Mentorship, Freedom, and Agency Culture The conversation explores the need for agencies to provide freedom and mentorship to young producers. They argue that stifling creativity or segregating roles (as a retention tactic) will only push talented people to start their own agencies. They also emphasize the importance of a culture that values and appreciates both sales and service teams. Connect with: Sam Louwrens LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Lauer Creations Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this first episode of a new multi-part Shoptalk series on the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Zane Goldthorp of ProWriters to kick off a deep dive into the cyber insurance market. Zane brings everyone up to speed on the recent acquisition of ProWriters by Victor, explaining how it will expand their product offerings into E&O and other specialty lines. The main focus of the conversation is a detailed breakdown of the current soft market in cyber. Zane explains the cyclical nature of the market—how the hard market of 2021-22 led to massive profits, which in turn attracted new capacity and drove prices down, creating the current buyer's market. Key Highlights: ProWriters Acquired by Victor Zane Goldthorp discusses the recent acquisition, assuring agents that ProWriters will continue to operate independently while leveraging Victor's resources to offer a broader suite of products. This partnership will allow agents to access E&O and other specialty coverages for contractors, manufacturers, and A&E firms, creating new cross-selling opportunities. The Cyber Market Rollercoaster Explained Zane provides a clear timeline of the recent dramatic shifts in the cyber market. He explains how the influx of inexperienced carriers pre-COVID led to massive losses during the pandemic, triggering the intensely hard market of 2021-22. He then details how the high profitability of that period attracted new entrants, causing the market to rapidly soften again throughout 2023 and into the present. Why Now is the Best Time to Buy Cyber The conversation centers on the current soft market, which Zane describes as a fantastic buyer's market. With intense competition among carriers, clients can currently get broader coverage with lower underwriting requirements at the lowest prices seen in years. This makes it an ideal time for agents to proactively round out their books of business with cyber insurance. Navigating New Market Entrants With the soft market has come an influx of new carriers. Zane advises agents to look past low prices and vet new players by examining the experience of their leadership teams. He contrasts the philosophy of using technology to replace service versus ProWriters' approach of using it to enhance the expertise of their brokers. Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ProWriters Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Joshua Lauer of Lauer Creatives for a deep dive into the world of marketing intelligence. Joshua shares his unique journey from aspiring songwriter to a data-driven marketing consultant. The conversation focuses on the most common and costly mistake B2B companies make: losing marketing attribution as leads move from their website to their CRM. Joshua breaks down the technical solutions for creating a seamless data flow, discusses the complexities of tracking "dark social," and offers his perspective on the practical applications and limitations of AI in marketing analytics. Key Highlights: Fixing the Leaky Funnel: Website to CRM Attribution Joshua Lauer identifies the critical disconnect between marketing efforts and sales outcomes as the most common issue he encounters. He explains how crucial data—like which campaign a lead came from—is often lost as it moves through a CRM, leaving businesses blind to which marketing channels are actually driving revenue and resulting in inefficient ad spend. The Technical Fix: Hidden Inputs and Data Persistence The conversation dives into the solution for lost attribution. Joshua details his method of using hidden form fields on websites to capture UTM parameters and other tracking data. He stresses the importance of ensuring that this data persists as a lead is converted from a Lead to a Contact and then to an Opportunity within the CRM, providing true end-to-end visibility. Navigating Dark Social and Attribution Models David and Joshua discuss the challenge of tracking word-of-mouth referrals and "dark social," which often manifest as an increase in "direct traffic." They also touch on the pitfalls of platform-specific attribution models, like Facebook's aggressive view-through credit, highlighting the need for a critical and nuanced approach to analyzing marketing data. The Practical Role of AI in Marketing Intelligence While AI is transforming many areas, Joshua explains its current role in his field. He sees AI as a powerful tool for content optimization and creating conversational interfaces for data analysis, but clarifies that it cannot yet replace the human expertise required for the complex, business-specific logic of a proper tracking setup. Connect with: Joshua Lauer LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Lauer Creations Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In the fourth and final episode of The Captive Conversation on Power Producers Shoptalk, host David Carothers and Warren Cleveland of Captive Coalition unpack the conversation framework that allows agents to stay in control of their most valuable client relationships. They reframe the captive solution as the ultimate business continuity plan for an agent's book, ensuring long-term retention. The conversation provides tactical advice, including a powerful "pattern interrupt" to start the discussion, and stresses the importance of shifting from a salesperson to a true strategic advisor. They also cover the right and wrong times to introduce the captive concept and why agents must act as the "quarterback" to guide their clients. Key Highlights: Captives as Your Book's Continuity Plan David reframes the captive conversation away from being just another market. Instead, he positions it as the ultimate "continuity plan" and "finish line" for an agent’s best clients. Getting an account into a captive creates powerful financial and strategic ties that make them a client for life, effectively protecting them from competitors.1 The Strategic Advisor vs. The Salesperson This episode drills down on the critical mindset shift required to succeed. A captive is a long-term business strategy, not a quick premium-saving quote.2 The conversation contrasts the transactional salesperson who asks for loss runs with the strategic advisor who discusses growth, profitability, and preserving the bottom line—a conversation that wins 100% of the time. The Conversation Framework and Pattern Interrupt Warren provides a tactical opener to spark curiosity and bypass typical sales resistance. He shares his five-second "pattern interrupt"—"I show business owners how to own their own insurance company"—and explains how this simple phrase immediately elevates the conversation from a commodity sale to a high-level strategic discussion. Timing is Everything: When to Have the Talk The episode provides crucial advice on when to introduce the captive concept. They warn agents not to present it at renewal alongside traditional quotes, as that is a losing strategy. The right approach is proactive and educational, starting the conversation well in advance, such as 90 days after the previous renewal, to properly frame it as a long-term play. Connect with: Warren Cleveland LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Captive Coalition Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Valkyrie Holmes, the CEO and co-founder of FAURA, for a look into the future of risk assessment. Valkyrie explains how her background in data science at NASA and SpaceX led to the creation of FAURA, a platform that quantifies a property's ability to withstand natural disasters, a concept she calls property survivability. They discuss how this technology equips agents with the tools to explain risk, justify pricing in a hard market, and offer clients actionable steps for mitigation. The conversation covers the agent education gap, building codes as "minimum wage," and how granular, property-level data is changing the insurance landscape. Key Highlights: Introducing FAURA: Quantifying Property Survivability Valkyrie Holmes details how FAURA uses hundreds of data points to generate a simple 0-100 survivability score, moving beyond general climate risk to assess how a specific property will fare in a disaster. This provides a clear, understandable metric for agents and policyholders, empowering them with the principle that "if you can't explain the risk, you can't justify the price." Arming Agents in a Hard Market The conversation addresses the agent education gap. In a market where agents struggle to explain rate increases, FAURA provides property-specific data that acts as "weaponry," allowing them to have informed conversations about risk factors and justify pricing, ultimately helping them retain clients by offering proactive solutions instead of just bad news. From Assessment to Actionable Mitigation FAURA's platform is more than just a score; it's a solution. After an initial assessment, a digital inspection generates a detailed report with a prioritized list of mitigation actions. It then connects users with vetted local contractors, turning a complex problem into a manageable and actionable plan for homeowners. The Science of Wildfire & Hail Resilience The discussion dives into specific perils, revealing that simple, low-cost actions can dramatically increase a property's chance of survival. Valkyrie shares examples, such as ember-resistant screens for wildfire defense, showing how data-driven insights can lead to effective and accessible mitigation strategies that agents can share with their clients. Connect with: Warren Cleveland LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Captive Coalition Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In the third installment of our four-part series on Power Producers Shop Talk, host David Carothers and Warren Cleveland of Captive Coalition break down the fundamentals of captive insurance. This episode is designed to give agents the foundational knowledge needed to confidently discuss captives with clients. Warren demystifies the core concept, explains the different models, and provides a critical warning against the misused 831(b) tax election. They also tackle common misconceptions about size and risk, and outline the ideal prospect profile, emphasizing that commitment to risk management is non-negotiable for success. Key Highlights: Demystifying Captive Models Warren Cleveland explains that a captive is simply an insurance company owned by its members, designed to let them keep the underwriting profit. He clarifies the primary models agents will encounter: Group Captives (where multiple businesses pool risk), Single-Parent Captives (for very large companies insuring their own risk), and Cell Captives (an efficient structure where a business "rents" a legally separate cell from a larger captive). A Critical Warning on the 831(b) Tax Election A significant portion of the episode is dedicated to a crucial warning: stay away from the 831(b) tax election. Warren stresses that this is a tax classification, not a type of captive, and has been widely abused by promoters as a tax shelter. The IRS is aggressively and successfully prosecuting these cases, and agents should advise clients that any true captive must be about insurance first, not a tax play. Busting Common Agent Misconceptions The conversation addresses the myths that stop agents from exploring captives. They debunk the "you're not big enough" fallacy, clarifying that businesses spending $250,000 or more can be ideal candidates. They also tackle the "it's too risky" concern, explaining that an agent’s job is to help the client understand and quantify the risk, not avoid the conversation entirely. The Anatomy of an Ideal Captive Prospect Warren outlines the three pillars of a perfect captive candidate. First, they must have sufficient premium spend. Second, the business owner must be frustrated with the traditional market and willing to take on calculated risk. Third, and most importantly, they must have a deep-seated belief that investing in risk management, safety, and training will directly improve their financial outcomes. A captive exposes risk management flaws; it doesn't fix them. Connect with: Warren Cleveland LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Captive Coalition Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers sits down with Ema Roloff of Roloff Consulting for a deep dive into modern digital marketing for the insurance industry. They discuss the critical shift from traditional sales tactics to building trust through educational content, a strategy Ema calls the “Favorite Teacher Framework.” The conversation tackles the biggest hurdles for agents to talk about and lack of time—and offers practical solutions for creating a sustainable content engine. They also explore the right and wrong ways to leverage AI, the trap of vanity metrics, and why authenticity is the most important currency in today’s digital landscape. Key Highlights: The Favorite Teacher Framework Ema Roloff explains her core philosophy, which is rooted in her past as a high school teacher. The framework encourages agents to step out of a boastful, sales-focused mindset and into the role of an educator. By consistently providing value and teaching your audience, you build trust at scale, which has become the foundation of modern sales and marketing. Overcoming Content Creation Excuses David and Ema dismantle the two most common excuses for not creating content: “I don’t have time” and “What do I talk about?” They argue it’s an issue of priority, not time, and offer the simple advice to “start” and “don’t stop.” They share practical tips, like recording daily client calls and internal conversations, to generate an endless supply of real-world, valuable content ideas. Authenticity in the Age of AI As AI makes it easier to produce generic content, a genuine human voice is more valuable than ever. The conversation stresses that being the same person online as you are in person is the ultimate trust-builder. The goal isn't to appeal to everyone; it's to be yourself and let the right audience find you, which means being okay when people unsubscribe or unfollow. Vanity Metrics vs. Meaningful Engagement This segment addresses the common mistake of chasing likes and impressions. Ema and David explain that the goal isn't millions of views, but reaching the right few hundred people. They discuss the power of “dark social”—the vast audience that consumes your content without ever publicly engaging—and emphasize that the true measure of success is the business opportunities your content generates, not its viral potential. Using AI as a Tool, Not a Crutch David shares his sophisticated workflow for using AI as an organizational powerhouse, not a content writer. He explains how he uses it to transcribe and summarize community calls, pull key quotes, create blog post outlines, and even structure entire training courses. The key is leveraging technology to accelerate your process while ensuring your human expertise and authentic voice remain the core of the final product. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Ema Roloff LinkedIn Visit Websites: Power Producer Base Camp Roloff Consulting Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this second episode of our four-part series on Power Producers Shop Talk, host David Carothers is joined again by Warren Cleveland of Captive Coalition. They dive deep into the three primary mental roadblocks that prevent agents from successfully presenting captive insurance solutions to their clients. The conversation quickly evolves into a powerful critique of flawed commission models, with David making a compelling case for a fee-based compensation structure that aligns an agent's success directly with client savings. They break down common agent fears, provide tactical advice on educating clients, and explain why mastering these concepts is critical to retaining your best accounts. Key Highlights: Breaking Down the Three Mental Roadblocks Warren Cleveland identifies the top fears agents have about captives: not understanding how they work, the fear of losing control of the client relationship, and the excuse of not having time to learn. David and Warren dismantle each roadblock, arguing that these are mindset issues, not legitimate barriers, and that failing to overcome them is a direct path to losing your largest and most valuable clients. The Compensation Conundrum: Commission vs. Fees The discussion pivots to the fourth, unstated roadblock: fear of talking about compensation. David explains why the traditional commission model is broken—it often pays agents more when their clients perform worse. He outlines his strategy of using a transparent service fee with a gain-share option, which stabilizes producer income and proves immense value by tying increased pay directly to increased client savings. A Strategic Path to Captives The episode provides a clear roadmap for producers. Instead of jumping directly to a captive, agents can gauge a client’s risk tolerance by introducing other loss-sensitive options first, such as a retro program. This approach helps educate the client, forces them to implement better controls, and creates a natural progression toward a captive solution. Mastering Core Insurance Mechanics To be a true consultant, an agent must be able to explain how an insurance company makes money. Using a workers' comp carrier's 65% loss ratio as an example, David demonstrates how this knowledge allows an agent to justify premium to clients with poor loss runs and, more importantly, highlight the profit they are giving away for those with excellent loss control. Connect with: Warren Cleveland LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Captive Coalition Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers joined by Jon Bassford, author of the insightful book, "The Curious Leader," to discuss the transformative power of curiosity in leadership, sales, and personal growth. We explore how an inquisitive mindset fuels innovation, the crucial distinction between a salesperson and a true consultant, and the flaws within the insurance industry's compensation models. The conversation also touches on the parallels between endurance challenges like running marathons and the journey of leadership, emphasizing the importance of vulnerability, building diverse teams, and fostering psychological safety. Key Highlights: The Power of the Curious Leader Jon Bassford shares the core message from his book, explaining how fostering an inquisitive mindset is the engine for genuine innovation. We discuss the importance of educated risk-taking and creating an environment where acknowledging mistakes is seen as a vital part of individual and organizational development, not a failure. Salesperson vs. Consultant in the Insurance Industry The conversation shifts to the insurance sector, where we critique flawed compensation models that incentivize policy-pushing over problem-solving. Using real-world examples like the Fisker Auto bankruptcy, we highlight how true value comes from objective audits and a consultative approach that enhances a client's risk profile, drawing a clear line between surface-level sales and deep operational consulting. Leadership Lessons from Marathons and Writing We explore the powerful metaphors of running a marathon and writing a book. Jon and I discuss how these challenging, introspective journeys teach profound lessons in vulnerability, perseverance, and self-discovery, mirroring the trials and tribulations faced by any effective leader. Building Psychologically Safe & Diverse Teams This segment focuses on common leadership pitfalls and the critical need for psychological safety. Jon Bassford offers compelling insights on how leaders can empower their teams by building diverse groups where every individual feels safe to contribute, challenge ideas, and innovate without fear of reprisal. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Jon Bassford LinkedIn Visit Websites: The Curious Leader (Book) Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers is joined by one of his favorite content creators in the industry, Alexander Dopazo of Dopazo & Associates Insurance. They tackle the challenges of the brutal Florida insurance market, which Alexander describes as a 20-year hard market. The conversation centers on the crucial themes of resiliency and homeowner accountability, exploring why agents must educate clients on proactive mitigation rather than relying on insurance as a maintenance plan. They discuss the tough conversations around aging roofs, the real meaning of Actual Cash Value (ACV), and how agents can use automation to handle mundane tasks, freeing up more time for the essential work of building relationships and providing real value. Key Highlights: The Florida Market: A Lesson in Resiliency Alexander Dopazo explains that while the rest of the country is now feeling the pain of a hard market, South Florida has been operating in this environment for over two decades. He emphasizes that building codes and a focus on resiliency, born from catastrophes like Hurricane Andrew, have created a mindset of proactive property protection that is now essential for agents to teach nationwide. Insurance vs. Maintenance: The Roof Dilemma David and Alexander dive into the common conflict over Actual Cash Value (ACV) for aging roofs. They discuss the client misconception that an insurance policy should function as a savings account for a new roof. They argue that carriers are right to push back and that it's the agent's job to set realistic expectations that insurance is for unforeseen events, not predictable wear and tear. The Agent's True Job: Education and Risk Management The conversation highlights that the agent's most important role is to be an educator and risk advisor. Alexander shares his philosophy of helping clients make better decisions about risk so they know what to do when a loss occurs. It's about shifting the focus from simply selling a product to building long-term, profitable relationships based on trust and education. Personal Accountability is Non-Negotiable Both hosts agree that a lack of personal accountability is a major issue. From homeowners expecting a full roof replacement on a 30-year-old roof to not taking simple preventative measures like changing washing machine hoses, the discussion stresses that the only person who can truly protect a client is the client themselves. Leveraging Automation to Deepen Relationships Towards the end, Alexander explains how his agency uses automation not to replace conversations but to enhance them. By automating reminders, signatures, and other low-value tasks, his team frees up valuable time to have meaningful, strategic conversations with clients about their future goals and how to properly prepare for them. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Alexander Dopazo LinkedIn Visit Websites: Power Producer Base Camp Dopazo & Associates Insurance Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this Power Producers Shoptalk episode, in continuation of our conversation inspired by Chris Langille, we dig deeper into strategies that help insurance agencies thrive in a crowded digital landscape. Part 2 focuses on how Google Business Profiles, local SEO, and personal branding can attract high-intent leads and convert them into loyal clients. If you caught Part 1, we covered the basics of why Google Business Profiles are now your most powerful lead-generation tool. Here in Part 2, we go further—exploring actionable steps and real-world examples that you can implement today. What You’ll Learn in This Episode: Optimizing Google Business Profiles for Maximum Impact: Understand why your profile is often the first impression potential clients see, and how to make it a conversion powerhouse. Local SEO that Actually Works: Learn why ranking for distant locations is a waste of resources, and how to dominate your local market using smart SEO strategies. High-Intent Leads in the AI Era: Discover how AI-generated summaries and search filters are changing lead quality, and how to position your agency to capture serious prospects. The Human Factor: Personal Branding for Agencies: Chris Landry emphasizes that while technology drives visibility, personal connection drives conversions. We share tips for building authentic content and showcasing your team. Trust Over Price: Learn why clients often choose familiarity and trust over cost, and how personal branding can make your agency the obvious choice. Connect with: David Carothers LinkedIn Chris Langille LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Advisor Evolved Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers is joined by Jonathan Maloney, the founder of InsurStream, to discuss the intersection of insurance and technology. Jonathan, with over 25 years in the industry, shares his insights into the rapidly evolving insure-tech space, specifically the tools he's building to bridge the gap between technology and insurance operations. Jonathan talks about InsurStream's expert marketplace and the development of a bot marketplace, designed to help insurance professionals solve problems efficiently by connecting them with tech experts. The conversation explores the challenges of integrating new technology into traditional insurance practices and how AI and automation are transforming workflows. Key Highlights: Expert Marketplace for Insurance Tech Jonathan explains how InsurStream is creating a platform to connect agents with domain experts who can help build the right tech solutions for their agencies. This marketplace allows for tech to be tailored to the insurance industry's needs, ensuring quality solutions. AI-Driven Innovation Jonathan discusses the rapid advancements in AI and how InsurStream is leveraging AI to streamline tech integration. He talks about the modular approach to building technology that allows for easy updates and quicker integrations, addressing the evolving needs of the insurance industry. Streamlining Insurance Operations with Technology Jonathan dives into the importance of data structure and how agents can better manage their workflows using AI tools. He highlights how technology can make operations more efficient and enable agents to make smarter, faster decisions with the right tools at their disposal. Tech Adoption Challenges David and Jonathan explore the challenges faced by agents when adopting new technologies. They highlight the disconnect between tech-savvy agents and those hesitant to embrace innovation, stressing the need for solutions that simplify and integrate rather than complicate. The Future of Insurance Tech Jonathan shares his thoughts on the future of the insurance tech space, including the potential of AI agents to manage tasks, the importance of standardized tech across the industry, and how emerging innovations are reshaping the insurance landscape. Connect with: David Carothers LinkedIn Jonathan Maloney LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp InsurStream Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this Power Producers Shoptalk episode, David Carothers is joined by Chris Langille to discuss the evolving role of websites in the age of AI and large language models (LLMs) like ChatGPT. They explore how agencies can refine their digital strategies while keeping websites relevant in a rapidly changing environment. Chris shares his insights on the current state of digital marketing, emphasizing that while AI is shifting the landscape, websites remain crucial for agency success. David and Chris dive into the importance of content creation, video marketing, and Google Business Profiles, offering practical advice for agency owners to enhance their online presence and stay ahead of the competition. Key Highlights: The Role of Websites in the Age of AI Chris explains that while AI and LLMs are changing how people find businesses, websites will still play a key role in providing valuable data points for AI. Websites remain essential for agency branding and online presence. AI's Impact on Content Creation AI is revolutionizing content creation, but Chris stresses that businesses must keep creating high-quality content. Video content, in particular, will become more important in capturing audience trust and authority. Importance of Video Content Chris highlights the shift towards video marketing as the most effective way to humanize your brand. Video helps agencies connect with prospects and clients on a deeper level, offering a unique opportunity for differentiation. Maximizing Google My Business Profiles Chris discusses how Google Business Profiles are more important than ever for agencies. With increasing traffic from Google Maps and integration with AI searches, optimizing your Google My Business profile can significantly drive website visits and calls. Google vs. AI in Search While Google remains the dominant search engine, AI tools like ChatGPT are gaining traction. Chris explains how these technologies will work together, with AI utilizing data from websites to recommend businesses. Connect with: David Carothers LinkedIn Chris Langille LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Advisor Evolved Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes