Power Producers Podcast

David Carothers
  • 4,9 (116)
  • ENTREPRENARIAT
  • DEUX FOIS PAR SEMAINE

We are refining and redefining the sales game. A place where sales professionals can come to learn from other sales professionals and thought leaders who have mastered their craft. Real sales professionals. Real stories. Real results. Are you ready to feel the power?

  1. -7 H

    Becoming the AI-First Agency with Kevin Surace

    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

    52 min

  2. -5 J

    Why Stand Alone Cyber Beats BOPT Extensions Every Time with Zane Goldthorp

    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

    30 min

  3. 8 OCT.

    Why Being Liked is Killing Your Sales with Austin Medlin

    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

    35 min

  4. 3 OCT.

    Cyber Insurance Risk Management with Zane Goldthorp

    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

    24 min

  5. 1 OCT.

    The Diamond Letters with Kevin Ring

    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

    49 min

  6. 26 SEPT.

    Why Every Agent Should Lead with Cyber with Zane Goldthorp

    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

    21 min

  7. 24 SEPT.

    Producers vs. Processors with Sam Louwrens

    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

    59 min

  8. 19 SEPT.

    Why the Soft Cyber Market is Your Best Opportunity with Zane Goldthorp

    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

    23 min
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À propos

We are refining and redefining the sales game. A place where sales professionals can come to learn from other sales professionals and thought leaders who have mastered their craft. Real sales professionals. Real stories. Real results. Are you ready to feel the power?

Informations

  • Création
    David Carothers
  • Années d’activité
    2020 - 2025
  • Épisodes
    717
  • Classification
    Tous publics
  • Site web de l’émission
    Power Producers Podcast

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