Power Producers podcast

18:13

In this Power Producers Shoptalk episode, David Carothers continues the discussion on building and managing remote teams in the insurance industry, with a specific focus on culture and connection. In this second installment with the team from Insurance Futures, David dives into the importance of team-building activities in a virtual environment. This week, David is joined by Jeremy Huerta , Michael Overstreet , and Caleb Walker from Heritage , an insurance agency that has perfected the art of remote workforce management. Together, they explore the best ways to create meaningful connections, build strong cultures, and engage remote employees to foster long-term success in a virtual setting. Key Highlights: The Importance of Intentional Culture Building David stresses that building a strong culture in a virtual environment isn’t optional—it’s essential. Without it, a remote team can quickly lose its cohesion and effectiveness. Regular Communication: Finding the Right Balance David shares his approach to daily communication, emphasizing the need for intentional, face-to-face interactions like virtual huddles to foster connection and avoid miscommunications. Maintaining Culture in Virtual Teams The Heritage team discusses the challenges of keeping culture strong in a remote environment and the importance of intentionality in virtual team-building efforts. Team Meetings: Connecting on a Personal Level Heritage’s weekly meetings start with sharing personal highlights, allowing team members to connect beyond just work tasks and strengthen relationships. Employee Fulfillment and Personal Connection David reflects on his experiences in leadership and the importance of building genuine, long-term relationships with employees for a fulfilling work environment. Creative Team Building Activities The team shares fun and engaging virtual activities like charades and "Two Truths and a Lie," which help employees show their personalities and connect on a deeper level. The team offers a downloadable guide with a list of team-building activities that can be easily implemented to improve remote team culture. To download the full list of team-building activities and read the blog, click here In the coming weeks, David and the team will continue exploring more aspects of remote team management. Stay tuned for more actionable insights. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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How Insurance Agencies Leverage Alternative Risk with Eric Stein 43:35

7 days ago43:35

43:35

In this episode of Power Producers Podcast , David Carothers is joined by Eric Stein , the president of Insured Solutions and author of the newly published book The Blueprint . Eric brings a wealth of experience in the insurance industry, especially in alternative workers' compensation and risk management. Throughout the episode, he shares insights into the complexities of captives and alternative risk transfer, breaking down the steps agencies should take to prepare for these advanced insurance structures. From understanding high-deductible programs to managing collateral and underwriting, Eric emphasizes the importance of laying a solid foundation before transitioning into self-insured or captive models. He also delves into the practicalities of running a business with virtual assistants, outsourcing, and the technological tools that have helped him with scale operations. Key Points: Captives and Alternative Risk Transfer Eric Stein explains the transition process from guaranteed cost programs to alternative risk solutions like captives. He highlights the importance of proper preparation, risk management strategies, and collateral requirements that agents need to consider before taking the plunge into captives. Building Risk Management Programs Eric discusses how he built a successful alternative risk workers' comp program, including the creation of custom risk management packages for clients. He stresses the significance of managing risk effectively before committing to high deductible or self-insured programs. Leveraging Offshore Virtual Professionals Drawing from his experience, Eric shares how he successfully utilized offshore virtual assistants to scale his business. He talks about the process of outsourcing back-office work, from telemarketing to CSR tasks, and the importance of developing solid processes to ensure smooth operations. Documenting Processes for Virtual Assistants Eric emphasizes the necessity of having documented workflows before outsourcing tasks to virtual professionals. He provides valuable advice on how agencies can streamline their processes and integrate offshore support effectively, ensuring they get the most out of their virtual team. The Power of Automation and Marketing Eric also touches on how marketing automation has helped him grow his business. From email marketing to using systems like Salesforce and Pardot, he explains how automation frees up time for high-value activities, such as client relationship building and business development. Exclusive Offer For the first 10 listeners who email Eric at eric@insuredsolutions.net, he’s offering a free digital copy of his book The Blueprint , where he dives deeper into his unconventional journey and the strategies that led him to success in the insurance industry. Connect with: David Carothers LinkedIn Eric Stein LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insured Solutions Inc. Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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Everything Ties Back to Core Values 26:46

12 days ago26:46

26:46

In this Power Producers Shop Talk episode, David Carothers kicks off a six-week series focused on the growing trend of remote workforces in the insurance industry. Rather than just relying on virtual assistants, David and his team are diving into the process of building and managing remote teams within the United States, specifically focused on highly skilled professionals. This week, David is joined by Jeremy Huerta , Michael Overstreet , and Caleb Walker , all partners at Heritage , an insurance agency that’s already perfected the remote workforce model. Together, they share how they’ve scaled their business by embracing remote work and managing teams across multiple states, breaking down what’s working for them and what others in the industry can learn from their experience. Key Highlights: Building a Remote Workforce The team discusses how the need to build a remote workforce arose from merging multiple agencies and expanding across states like Missouri, Washington, Utah, and Arizona. They share how remote work helped them overcome logistical hurdles, giving them access to great talent across the country without the constraints of physical office space. Core Values: The Foundation of Everything Jeremy , Michael , and Caleb dive deep into why core values are critical when building a remote team. They explain how defining core values early on shapes every decision—hiring, firing, and everyday interactions. They emphasize that core values are more than just words on a wall; they must be actively practiced, reinforced, and consistently tied to everything the team does. Why Less is More with Core Values The partners discuss how they kept their core values simple and easy to remember, and how it’s essential for their remote team to live and breathe these values daily. They draw on examples from other successful companies like Ritz-Carlton, whose attention to detail and consistency in core values creates a replicated experience every time. Michael, Jeremy, and Caleb share the secret of keeping core values alive within the team, even remotely. Turning Core Values into Actionable Results It’s one thing to have core values, but it’s another to live by them. The team explains how they use weekly meetings, peer recognition, and real-time feedback to keep the values front and center. From providing feedback on employee performance to using recognition programs and even offering rewards like gift cards, they actively reinforce the behaviors they want to see in the team. Handling Turnover and Maintaining a Strong Culture David and the team discuss the role turnover plays when defining and sticking to core values. They emphasize that turnover can be a positive thing when it means only those who align with the company’s values remain. Michael, Jeremy, and Caleb share how they’ve navigated turnover while ensuring their culture remains strong. Practical Takeaways At the end of each episode, the team provides downloadable resources, including worksheets to help define and implement core values within your own agency. Whether you’re building a new remote team or refining an existing one, these resources are designed to help you put these principles into action. To download the resources and read the full blog, visit: Core Values Resources In the coming weeks, David and the team will continue to dive into the aspects of remote team management, focusing on culture, connection, and team-building activities. Be sure to tune in for more practical insights and actionable strategies to help you build a winning remote team. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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Unlocking the Future of Insurance Ops - with David LeFevre 50:42

14 days ago50:42

50:42

In this episode of Power Producers Podcast , David Carothers welcomes back David LeFevre from Sales Power to dive into the transformative role AI is playing in the insurance industry. They explore how technology, specifically AI, can revolutionize data management, client experience, and operational efficiency in insurance agencies. David LeFevre brings fresh insights into how AI can enhance agency processes by working smarter with data, streamlining the interaction between agency management systems and CRM platforms like HubSpot. They discuss the growing potential of using AI to clean and unify agency data, making it cleaner, more accurate, and easier to leverage for automation and decision-making. Key Highlights: The AI Revolution in Insurance David unpacks the hype around AI, focusing on its real-world applications for insurance agencies. From AI’s ability to assist with data-driven decision-making to streamlining day-to-day operations, they discuss the growing role of AI in enhancing agency performance. The Role of Clean Data in AI Success David LeFevre explains the importance of good, unified data for AI systems to work effectively. He shares how AI’s effectiveness is directly tied to data quality and why agencies need to focus on having clean, well-maintained data for AI to deliver accurate and valuable results. HubSpot as a Comprehensive CRM Solution The conversation shifts to the capabilities of HubSpot as an all-in-one solution for insurance agencies. David LeFevre highlights how HubSpot, integrated with agency management systems, is positioning itself as a viable alternative to traditional AMS platforms. He explains how agencies can leverage HubSpot to not only manage leads and client information but also streamline their operational workflow. PowerSync: Solving the Data Integration Problem The episode dives deep into PowerSync, a product by Sales Power designed to sync agency management systems with HubSpot. David and David discuss how PowerSync solves the data integration problem, allowing agencies to have a single, accurate source of truth for all client information across systems. This integration enhances customer experience and provides a more streamlined workflow. AI-Driven Customer Service & Account Management David shares how agencies can use HubSpot’s Service Hub combined with AI to enhance client experience and improve account management. With features like unified inboxes, AI assistance, and ticket management, agencies can respond to customer needs faster, more efficiently, and with less room for human error. The Importance of Continuous Data Cleanup One of the challenges discussed in the episode is the need for continuous data auditing and cleanup. David explains how agencies can use automation tools like robotic process automation (RPA) to streamline this process and ensure that data remains clean, even as it flows across multiple systems. The Future of AI in Insurance The conversation wraps up with a discussion on where the future of AI is headed in the insurance industry. From sentiment analysis in customer interactions to improved data management, David LeFevre emphasizes that AI’s potential is vast, but agencies must first ensure they have the right infrastructure and clean data in place to fully capitalize on it. This episode is a must-listen for insurance agency owners and leaders looking to integrate AI into their operations and harness the full potential of clean, actionable data for driving growth and improving client relationships. Connect with: David Carothers LinkedIn David LeFevre LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp SalesPower Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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Cracking the Code on Producer Equity with Colby Allen 47:56

19 days ago47:56

47:56

In this episode of Power Producers Shoptalk , David Carothers is joined by Colby Allen from Agency Brokerage Consultants for an in-depth discussion on producer equity. This conversation picks up where they left off in their previous episode on cracking the code of producer compensation, diving into the nuances of equity, ownership, and how to properly structure compensation plans for producers. Colby brings his expertise to the table, sharing insights into the challenges and opportunities surrounding producer equity in the insurance industry. From understanding the difference between ownership and equity to navigating non-qualified deferred compensation plans, Colby breaks down the complex world of producer equity and helps agency owners make smarter, more informed decisions. Key Highlights: Producer Equity vs. Ownership David and Colby discuss the difference between true ownership and compensation plans that resemble equity, clarifying what producers are really signing up for. Perpetuating the Agency Colby explains why producer equity should be viewed as a retention tool and how it helps agencies transition successfully. Deferred Compensation Plans The duo talks about deferred compensation programs, or "golden handcuffs," and how they impact recruitment and retention of talent in the agency world. Phantom Equity Explained Colby breaks down phantom equity, which mimics stock ownership without giving away actual shares, and how it benefits producers. Agency Size & Equity The conversation touches on how the size of an agency affects the feasibility of implementing equity programs. Strategic Planning Colby advises agency owners to structure their compensation plans carefully and consult professionals to ensure compliance and avoid financial issues. Equity for All Employees David shares his vision of including non-producers in equity programs, ensuring that long-term employees are rewarded. Tax & Compliance Considerations Colby highlights the importance of adhering to tax and compliance rules when setting up compensation programs. Connect with: David Carothers LinkedIn Colby Allen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Agency Brokerage Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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Building Your Book and Your Brand with Madison Baker 56:05

21 days ago56:05

56:05

In this episode of Power Producers , David Carothers is joined by Madison Baker , Vice President at Marsh McLennan , to discuss her unique journey in the insurance industry, the power of building a personal brand, and the challenges and advantages of being a female producer in a traditionally male-dominated field. Madison shares her story of entering the insurance world through a path that was anything but traditional, finding her passion for risk management and production at an early stage. She talks about the critical role that LinkedIn has played in establishing her as an authority and how she’s used social media to build authentic connections and trust with clients and prospects. Key Highlights: Building a Personal Brand in Insurance Madison emphasizes the importance of investing in your personal brand. She discusses how standing out as an individual producer can lead to better opportunities, stronger relationships, and a more fulfilling career. She encourages producers to be authentic, educational, and show their personalities on platforms like LinkedIn, as your name and reputation are what ultimately drive success. The Challenges of Being a Female Producer Madison opens up about the challenges she faced as a female producer in an industry that’s often considered an “old boys’ club.” She reflects on how societal expectations, such as the pressure to golf or drink at industry events, didn’t align with her personal values. Instead, she leveraged her unique approach to relationship-building, focusing on authenticity and mental clarity to set herself apart. Success Through Persistence and the Right Strategy Madison explains how she went from a property broker to a successful producer by honing her skills in client-facing roles, solving problems, and offering value. She reflects on how finding the right client profile and developing long-term relationships are more important than transactional sales tactics, stressing that producers need to be patient and strategic in their approach. The Power of Vulnerability and Authenticity Throughout the conversation, Madison shares how her journey of giving up alcohol has impacted her productivity, mental clarity, and confidence. She discusses the benefits of being vulnerable and transparent with her audience on LinkedIn, which has not only improved her business but also inspired others to make healthier lifestyle changes. Navigating the Industry’s Changing Landscape As the conversation wraps up, Madison and David discuss the evolving nature of the insurance industry, how agencies and producers can better support their people, and the need to focus on quality over quantity when it comes to producer development. Madison offers insights into how being an authentic leader and creating space for personal growth can help producers thrive in this competitive industry. This episode is packed with valuable insights for anyone looking to redefine their career in insurance, build a lasting personal brand, and succeed in the fast-paced world of sales. Connect with: David Carothers LinkedIn Madison Baker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Marsh McLennan Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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Cracking the Code on Producer Compensation with Colby Allen 43:13

26 days ago43:13

43:13

In this episode of Power Producers Shoptalk , David Carothers dives into a crucial topic that every agency principal and producer need to hear: Producer Compensation and Producer Equity . Joining him is Colby Allen , VP of Agency Consulting and Valuation for Agency Brokerage Consultants , who brings his expert insight into the complexities of agency compensation models, including how to attract and retain top-producing talent through the right mix of pay and equity. David shares his personal experiences transitioning from the retail industry into insurance, and how those early struggles shaped his approach to compensation and agency culture. Colby , on the other hand, provides an objective perspective based on working with hundreds of independent agencies, and discusses what truly drives success for producers in today’s competitive market. Key Highlights: Producer Compensation Models David and Colby discuss the wide variation in compensation plans across agencies, emphasizing the need to align producer pay with long-term agency success. Setting Producers Up for Success Colby highlights the importance of systems and support to enable producers to thrive, rather than just offering a higher commission rate. The Role of Producers Beyond Sales David talks about the frustration of producers being given a Rolodex without adequate training or leadership, while Colby stresses the broader role producers play in maintaining relationships. The Impact of Agency Margins Colby explains how agency margins influence compensation. Agencies with more resources can offer lower commissions while still helping producers succeed. Equity as a Retention Tool Colby discusses how offering equity or ownership can help retain top talent, with clear agreements in place for buy-sell terms. The Entrepreneurial Producer Mindset David and Colby emphasize that good producers want more than a paycheck—they want the opportunity for growth and ownership. Connect with: David Carothers LinkedIn · Colby Allen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Agency Brokerage Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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Dreyev Fleet Costs 49:55

28 days ago49:55

49:55

In this episode of Power Producers Podcast , David Carothers sits down with the team from Dreyev , an innovative solution transforming fleet safety and risk management. The team— Frank Centner , Roberto Sicconi , and Giancarlo Stanton —shares how Dreyev’s cutting-edge technology can help producers reduce the total cost of risk for fleet accounts, all while improving safety and performance. Dreyev offers a unique approach to risk management by using AI-driven video analytics and telematics to monitor and coach drivers in real time. Whether it’s improving the behavior of fleet drivers or mitigating the risks associated with distracted or drowsy driving, Dreyev provides a comprehensive solution for any fleet operator. Key Highlights: The Need for Safer Fleet Operations The team discusses the challenges fleet managers face in ensuring their drivers remain safe and the tools available to better monitor and influence driver behavior. With Dreyev, fleet owners can track driving behaviors like speeding, harsh braking, and distracted driving, and provide instant coaching to improve performance. The Technology Behind Dreyev Frank Centner explains his decision to join the Dreyev team , after being impressed by its ability to improve commercial automobile safety. By combining human-machine interfaces with AI, Dreyev gives fleet drivers a “co-pilot” to enhance safety, track risks, and reduce costly incidents in real time. Solving the Problem, Not Just Selling a Product David emphasizes how agents and producers need to focus on solving problems rather than simply selling products. Dreyev offers a tangible solution to a serious problem within the fleet industry: how to reduce risky behavior on the road and minimize losses while providing a competitive edge at the point of sale. Real-Time Feedback & Driver Scoring Roberto Sicconi explains how Dreyev's real-time feedback system improves driver performance and safety, with scoring systems that track risky behavior and provide positive reinforcement for safe driving. He highlights how contextual alerts for things like drowsiness or distracted driving lead to safer outcomes and long-term improvement. Fleet Safety and Insurance Premiums The conversation dives into how the insurance industry is changing and how adopting proactive risk management strategies can help reduce premiums. Dreyev’s technology allows fleet owners to prove their commitment to safety, leading to improved underwriting outcomes and cost savings. The Cost of Safety With a price point as low as $17 a month for individual drivers, the team stresses how Dreyev is an affordable, effective solution that reduces total cost of risk. For larger fleets, the solution is scalable, offering real-time monitoring and customizable reports that can drive down the cost of insurance and improve overall fleet safety. Behavior-Based Risk Management David concludes by discussing the importance of behavior-based risk management and how Dreyev helps monitor, correct, and reward drivers for safe behavior. With the ability to track progress over time, this system offers fleet owners and producers a comprehensive, measurable way to reduce risk, improve outcomes, and build better, safer fleets. This episode is a must-listen for anyone in the fleet management or commercial insurance industry looking for a real solution to reducing risk, improving driver behavior, and driving down costs. Connect with: David Carothers LinkedIn Frank Sentner LinkedIn Roberto Sicconi LinkedIn · Giancarlo Stanton LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Dreyev Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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Charismatic Contract Review with Noelle McCall 45:35

5 weeks ago45:35

45:35

In this episode of Power Producers Podcast , David Carothers dives deep with Noelle McCall from Contract Risk Academy to explore the crucial topic of contract review and how insurance agents can add value by properly reviewing contracts for their clients. Noelle, with her impressive background in commercial insurance and contract management, breaks down how producers can avoid common pitfalls in contract review and offer true consulting to their clients. Noelle shares her journey from starting in personal lines to becoming an expert in contract review, eventually leading the creation of Contract Risk Academy. She explains how agents can navigate contract language, identify gaps in insurance coverage, and become the trusted advisor clients need. This episode highlights the importance of understanding additional insured endorsements, contractual liability, and the critical nature of reviewing contracts before clients sign them. Key Points: The Role of Contract Review in Risk Management Noelle discusses how contract review can be a game changer for insurance agents, helping them go beyond policy placement and providing true consulting services. This can lead to better client retention and differentiation in a crowded market. Common Contract Pitfalls Noelle identifies some of the most common mistakes agents make in contract review, especially when dealing with additional insured endorsements. She provides invaluable insights on how to properly manage these endorsements to avoid uninsured losses and potential E&O risks. The Importance of Being a Trusted Advisor Instead of simply selling policies, Noelle emphasizes the need for insurance agents to position themselves as trusted advisors. By understanding contract language and insurance requirements, agents can help clients avoid coverage gaps and better manage their risks. Contract Risk Academy Noelle explains how Contract Risk Academy is helping agents and brokers learn how to properly review contracts, offering tools, templates, and live coaching to ensure they're providing the best value to their clients. AI and Contract Review Noelle talks about the potential for AI in the contract review process, including tools like Evident ID that help automate the review of insurance certificates and endorsements. She shares how these technologies can help save time and reduce the chances of overlooking critical coverage gaps. This episode is packed with essential insights for insurance producers who want to elevate their practice and provide real value to their clients. Whether you're new to contract review or looking to refine your approach, Noelle’s expertise is a must-listen. Noelle is offering a $1,000 discount on Contract Risk Academy for a limited time—check the link for more details: https://www.contractriskacademy.com/power/ Connect with: David Carothers LinkedIn Noelle McCall LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Contract Risk Academy Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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Leadership Lessons and Midlife Fulfillment with Bernie Borges 53:23

6 weeks ago53:23

53:23

In this episode of Power Producers Podcast , David Carothers welcomes a longtime friend and mentor, Bernie Borges , back to the show for an insightful conversation on leadership, fulfillment, and creating a culture of engaged employees. Bernie shares his journey from marketing expert to developing a leadership framework that focuses on helping leaders empower their teams to achieve both personal and professional fulfillment. David and Bernie dive deep into the difference between happiness and fulfillment, and why fulfillment, a deeper, more enduring sense of satisfaction, should be the ultimate goal for leaders. Bernie explains how his Fulfillment-Centric Leadership Framework has been designed to help leaders support their teams in reaching their fullest potential, resulting in more engaged, loyal, and productive employees. This episode is packed with real-world advice on how leaders can navigate the modern workforce by focusing on fulfillment, recognizing the value of personal relationships, and creating a work environment that fosters achievement at all levels. Bernie also opens up about his experiences developing this framework, the challenges he’s faced, and the incredible feedback he’s received from both individuals and organizations looking to make a positive impact in their workplaces. Key Points: Happiness vs. Fulfillment Bernie explains the difference between happiness (fleeting emotion) and fulfillment (deep, lasting achievement), and why leaders should prioritize fulfillment. The Five Key Life Pillars Bernie introduces the Five Pillars: health, fitness, career, relationships, and legacy, and how leaders can use them to guide teams towards fulfillment. The Fulfillment-Centric Leadership Framework Bernie outlines a 10-step leadership framework to help leaders assess their own fulfillment and lead teams with conscious competence. Addressing Employee Disengagement With 77% of the workforce disengaged, Bernie advocates for leaders to focus on personal and professional fulfillment to boost engagement and productivity. The Power of Leadership That Understands Fulfillment Bernie shares a story of how understanding an employee’s needs and offering support led to greater productivity and career success. Connect with: David Carothers LinkedIn Bernie Borges LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Thrive Media Book a call with Bernie Borges Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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Somewhere Over the Rainbow with Brennen Grone 56:48

7 weeks ago56:48

56:48

In this episode of Power Producers Podcast , David Carothers sits down with Brennen Grone , EVP of Sales at Rainbow , an InsureTech MGA specializing in restaurant coverage. They dive deep into the world of InsureTech, underwriting flexibility, and how Rainbow is redefining the insurance experience for agents looking to place complex risks. Brennen shares insights into the company's growth, their unique approach to risk selection, and why independent agents should pay attention to emerging tech-driven solutions in commercial insurance. Key Takeaways: From Decline to Bind Brennen shares real-life examples of how Rainbow’s hybrid underwriting approach—leveraging both technology and human expertise—turns complex risks into bound policies. Learn how agents can work with their underwriting team to get tough placements across the finish line. The Restaurant Insurance Niche Why did Rainbow double down on restaurant insurance, and what makes them different from other carriers? Brennen explains how they’ve built a streamlined quoting process while providing deeper underwriting flexibility, making them a top choice for agents specializing in hospitality. Why InsureTech Isn’t Just About Speed While many InsureTechs focus solely on quick bindable coverage, Rainbow’s model balances automation with human insight, ensuring that risks are properly priced and covered. They discuss why this approach matters in a hard market and how it helps agents win more business. Building a Differentiation Strategy for Agents David and Brennen talk about how independent agents can leverage InsureTech solutions to stand out. From unique underwriting models to client education tools, they cover how producers can create a competitive edge that goes beyond price. Overcoming Brand Objections in Sales New carrier names can sometimes create friction at the point of sale. Brennen and David discuss strategies to build trust with clients, handle objections, and position carriers like Rainbow as valuable partners—even when the insured has never heard of them before. The Future of MGA Innovation Beyond restaurants, what’s next for Rainbow? Brennen shares insights into their expansion plans, including new specialty programs in beauty & wellness, body piercing studios, and more. He also hints at the future of tech-enabled quoting, self-service tools, and expansion into new states. Connect with: David Carothers LinkedIn Brennen Grone LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial RAINBOW Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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The Psychology of Bestsellers with Michael Drew 47:53

8 weeks ago47:53

47:53

In this episode of Power Producers Podcast , David Carothers sits down with Michael Drew , a publishing expert with an astonishing track record—131 consecutive books placed on the New York Times bestseller list. Michael shares the insider strategies he’s developed over decades in the industry, helping authors not only publish their books but also build powerful marketing platforms that drive real influence. Together, they unpack the process of turning ideas into successful books, the importance of audience engagement, and why simply making a bestseller list isn’t enough to sustain long-term success. If you’ve ever thought about writing a book to enhance your authority, grow your business, or share your expertise, this episode is packed with insights you won’t want to miss. Key Points: The Reality of Bestseller Lists Michael explains how New York Times and other bestseller lists work—and why they’re about more than just book sales. Beyond Writing: The Power of Marketing A great book isn’t enough. Michael shares because thought leadership, audience engagement, and smart marketing drive long-term success. Understanding Your Audience Using Hollywood-style buyer personas, Michael helps authors connect deeply with readers to create lasting impact. Why Bestseller Status Alone Won’t Cut It Hitting a bestseller list won’t magically change your business— Michael explains the real strategies that make an impact. Time vs. Money: Focus on What You Do Best David and Michael discuss why outsourcing book marketing (or any specialized work) leads to better results and long-term growth. Connect with: David Carothers LinkedIn Michael Drew LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Promote A Book Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute…

Power Producers Podcast

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From Abacus to AI in Agency Accounting with Crystal Temple Frawley 42:33

9 weeks ago42:33

42:33

In this episode of Power Producers Shoptalk , David Carothers dives into a topic that every insurance producer cares about—commissions. But instead of breaking it down himself, he brings in the expert who handles it all: Crystal Temple Frawley from The Pemberley Group . Crystal, a seasoned insurance accounting professional, shares her insights on agency bill, commission reconciliation, and the technology that’s reshaping bookkeeping for insurance agencies. She discusses the unique challenges agencies face when managing their books, the common pitfalls of relying on generic bookkeeping services, and the importance of leveraging specialized expertise. The conversation also touches on how advancements in automation and AI are streamlining commission reconciliation, saving agencies time, and ensuring financial accuracy. Key Points: Mastering Commission Reconciliation David and Crystal discuss why commission reconciliation is one of the most critical yet challenging aspects of agency accounting. Crystal explains how audits, tracking, and technology can help agencies ensure they’re getting paid accurately—and on time. The Role of Technology in Bookkeeping The insurance industry has long struggled with outdated processes, but Crystal highlights how technology is finally catching up. From automation to AI-driven commission tracking, she shares how modern tools can eliminate inefficiencies and reduce costly errors. Outsourcing vs. DIY Accounting Crystal breaks down when an agency should consider outsourcing bookkeeping rather than managing it in-house. She explains why using generic accounting services like QuickBooks Live often leads to costly cleanup work and why specialized expertise is essential for accurate financial management. The Human Element in Financial Oversight Despite technological advancements, Crystal emphasizes that human expertise is irreplaceable when it comes to financial oversight. She explains how automated tools can handle data entry, but strategic decision-making and financial analysis still require a hands-on approach from an experienced bookkeeper. Knowing When It’s Time to Delegate David and Crystal explore how agency owners often hesitate to outsource financial management, believing they can handle it themselves. Crystal explains the signs that indicate it’s time to delegate bookkeeping—like spending more time reconciling commissions than selling policies. If you’re an agency owner wondering how to streamline your financial processes, ensure accurate commission reconciliation, and make smarter decisions with your accounting, this episode is packed with valuable insights you won’t want to miss. Connect with: David Carothers LinkedIn Crystal Temple-Frawley LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial The Pemberley Group Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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The Inertia of Legacy with Chris Cline 52:40

9 weeks ago52:40

52:40

In this episode of Power Producers Podcast , David Carothers kicks off the new year with an insightful conversation featuring Chris Cline , author of The Inertia of Legacy . They dive into the book’s core themes—how individuals and businesses can shape their own legacy by embracing intentional change rather than remaining stuck in routine. Chris shares his unconventional journey from a fine art major to leading distribution for an insurance company, illustrating how creativity and problem-solving can transform traditional industries. The discussion explores the intersection of structure and innovation, the evolving role of independent agencies, and why legacy should be seen as an ongoing process rather than an outcome. Key Points: Creativity Meets Strategy Chris Cline’s transition from graphic design to insurance leadership highlights the value of unconventional perspectives in structured industries. He and David discuss how creative problem-solving within existing frameworks leads to innovation and long-term success. The Power of Intentional Change Cline introduces the Inertia of Legacy concept, explaining how individuals and businesses often default to inaction unless external forces push them forward. He emphasizes taking control of one’s direction through intentional action rather than waiting for change to happen. Independent Agencies & Industry Evolution Chris reflects on his move to the Big I, where he now works to support independent agencies on a national scale. He discusses the challenges and opportunities agents face as technology reshapes the industry, emphasizing the importance of adaptability. Content Creation & AI’s Role in Business Growth David and Chris also touch on AI’s impact on content creation, from writing books to automating sales training. They discuss how AI can enhance efficiency while still requiring a human touch to ensure authenticity and value. This episode is packed with insights on leadership, legacy, and the future of the insurance industry. Whether you're an agency owner, a business leader, or someone navigating career shifts, there’s something valuable to take away. Connect with: David Carothers LinkedIn Chris Cline LinkedIn Alan Versteeg LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial The Inertia of Legacy Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes…

Power Producers Podcast

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It's More Than a Job with Alan Versteeg 51:24

10 weeks ago51:24