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  • Building a Sustainable Commercial Pipeline Episodes 1

    Building a Sustainable Commercial Pipeline Episodes 1
    2025/07/11
    In this Power Producers Podcast episode, David Carothers discusses the fundamentals of prospecting and building a successful leads list. Drawing from his own experiences and 20 years in the industry, he emphasizes the importance of starting with a strong foundation and avoiding the temptation to rely too heavily on technology and automated lead-building tools. David also highlights how using underwriter insights and geography-specific databases can unlock hidden opportunities in your market. The episode provides actionable tips for producers, including how to leverage public records, county databases, and specific industry niches to build a robust prospecting system. David encourages agents to think beyond the typical marketing tools and instead focus on finding unique, untapped business opportunities by using the data available right at their fingertips. Key Highlights: Back to Basics: Building a Leads List David stresses the importance of demographics and ideal prospect identification when building a leads list, highlighting that the fundamentals haven’t changed in 20 years, no matter how much technology evolves. Leveraging Underwriters for Niche Markets David recommends asking underwriters what business classes they’re good at but not receiving many submissions for. This often leads to discovering underutilized niches that can become high-opportunity areas. Using Local Databases for Prospecting David shares how he used local county databases to identify manufacturers who were likely to need insurance, providing a competitive advantage. He encourages producers to research local public databases like property appraisers and occupational licenses. The Importance of a Sustainable Prospecting System David highlights the benefits of building a long-term leads list, focusing on sustainability rather than quick wins. His system has led to years of continued success, proving the value of investing the time upfront. Technology vs. Traditional Prospecting David compares the rise of prospecting software tools like Leo and Buy Edge with traditional methods, warning that while these tools can improve efficiency, the foundation of building a strong prospect list still relies on manual work and research. Why the Foundation Matters David shares his personal story of starting from scratch, building a high-value prospecting list through hard work and research, and how this has continued to pay dividends throughout his career. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    20 分
  • Refocusing and Streamlining with Colby Tunick

    Refocusing and Streamlining with Colby Tunick
    2025/07/09
    In this episode of the Power Producers Podcast, host David Carothers welcomes back Colby Tunick from ReFocus AI. Colby dives deep into the company’s latest innovation that’s transforming the way insurance agencies service policies. Refocus AI, which started with helping agencies predict customer churn, has now transitioned to automating one of the most time-consuming aspects of insurance — quoting policies. Colby shares how their new technology is helping agencies scale efficiently without burning out staff, allowing producers to focus on building relationships and growing their book of business. Key Highlights: The Problem of Time-Intensive Service Work Refocus AI began by addressing the issue of time spent servicing existing policies. Colby discusses how insurance agencies spend a significant portion of their time on renewals, quoting, and policy servicing, which takes away from their ability to acquire new business. Introducing IntelliAgent: The Virtual Assistant for Insurance Agencies Refocus AI's new tool, IntelliAgent, acts as a virtual assistant that automates the quoting process. This AI-powered system logs into carrier portals, retrieves rates, and delivers bindable quotes, freeing up agents' time to focus on client relationships. Scaling without Burning Out Colby explains how automating the quoting process can help agencies scale without adding significant headcount. It allows agencies to quote on multiple lines with various carriers simultaneously, drastically reducing the time spent on manual quoting tasks. Changing the Game for Small Commercial and Personal Lines For small commercial and personal lines business, agencies often struggle with quoting efficiency. Colby shares how technology like IntelliAgent is solving this problem, making it easier for agencies to serve more clients without overwhelming their teams. Expanding to the ENS Market Refocus AI’s roadmap includes plans to expand into the ENS market, where underwriters are involved. By automating this process, Refocus AI will further streamline how agencies access bindable rates and service their clients, all while maintaining a high level of accuracy. Addressing Staff Burnout with Technology Colby shares the personal story of how working excessive hours led to burnout and a serious health condition. This experience fuels Refocus AI’s mission to help agencies reduce unnecessary workload and increase staff retention by allowing employees to focus on high-value tasks. Future Innovations: Know Your Customer & MGA Marketplace Colby gives a sneak peek into two new innovations coming soon. The Know Your Customer module will make updating account information faster and more efficient, while the MGA Marketplace will help agencies quickly find coverage for policy exclusions and better options for motor sports, flood, earthquake, and more. Connect with: David Carothers LinkedIn Colby Tunick LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ReFocus AI Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    48 分
  • The Surety Sales Advantage

    The Surety Sales Advantage
    2025/07/04
    In this episode of the Power Producers Shop Talk, David Carothers shares an insightful conversation with Ciara Gravier from The Bunker Insurance & Risk Management and Zach Matter from ZipBonds. This episode is a must-listen for anyone involved with contractors, particularly those navigating the world of surety bonds. Ciara and Zach discuss how contractors can face challenges with messy financials and how these issues can impact their ability to qualify for larger projects. They dive into the importance of having tidy books, understanding bond requirements, and using bonds as a way to build strong client relationships. Zach also highlights the essential three C's for bond approval—character, capacity, and capital—and explains how producers can add value by properly presenting these factors to underwriters. This episode is packed with practical strategies for agents to help contractors and clients navigate the complexities of surety bonds while building stronger, more profitable relationships. Key Highlights: Understanding Bonds for Contractors Ciara explains how she used bonds as an educational tool to connect with contractors and help them understand the importance of having clean financials. She also shares how SEO and email marketing strategies can help agents engage contractors on bond topics. The Three C's of Bond Approval Zach breaks down the three key factors for bond approval: character, capacity, and capital, and how agents can provide valuable insights to help contractors qualify for bonds. Expanding the Bond Conversation Beyond Construction Zach emphasizes that bonds aren't just for construction. From liquor licenses to ERISA bonds for 401(k) plans, many industries require bonds, making it an essential conversation for all agents to have with their clients. Using Bonds as a Client Relationship Builder Ciara shares how she leveraged bonds to build relationships with CPAs, contractors, and even business attorneys, turning bonds into a valuable revenue stream and referral source. Subcontractor Default Insurance vs. Surety Bonds Zach talks about the growing use of subcontractor default insurance (SDI) and how it can impact the bond process. He explains the additional work involved when a subcontractor cannot qualify for SDI and how to handle it as a producer. Connect with: David Carothers LinkedIn Zach Matter LinkedIn Ciara Gravier LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ZipBonds The Bunker Insurance & Risk Management Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    33 分
  • Where Access Meets Opportunity with Ted Stuckey

    Where Access Meets Opportunity with Ted Stuckey
    2025/07/02
    In this episode of the Power Producers Podcast, David Carothers sits down with Ted Stuckey, President of Local Edge Brokerage, to discuss the evolution of the insurance market, especially for independent agents. Ted shares insights on the challenges agencies face, especially as the market hardens, and how Local Edge offers a valuable solution for agents seeking market access and diversification. They dive into the importance of cultivating strong relationships with wholesalers and the advantages of rolling book business when direct carrier appointments are no longer feasible. Ted also highlights Local Edge's commitment to empowering local agents with the right tools, guidance, and market access to thrive in today’s competitive market, while addressing common struggles agents face, such as losing contracts, acquiring new appointments, and gaining access to hard-to-get markets. This conversation provides practical advice for agencies looking to expand their commercial lines and better manage their carrier relationships. Key Highlights: Adapting to a Changing Market Ted shares how Local Edge is evolving from its Nationwide Brokerage Solutions roots to become a key partner for local agencies, providing access to sub-direct markets, commercial lines, and mid-market solutions. Diversity of Carrier Access The conversation covers how Local Edge offers over 400 carriers for agents, ranging from national and regional markets to niche, specialty lines. Ted emphasizes how they help agencies access hard-to-find carriers without the need for direct appointments. The Value of a Wholesale Partner Ted discusses how working with a wholesaler like Local Edge can help agencies consolidate their market access and better serve their clients without getting overwhelmed by the volume of appointments needed. Strategic Use of Wholesale Relationships Ted highlights the importance of agents using wholesalers strategically, especially for hard-to-place risks or accounts they’re not 100% sure about. He explains how wholesalers provide the flexibility to test markets without taking on too much risk. Wind-Hail Deductible Buybacks One of the most sought-after products currently is wind-hail deductible buybacks, which Ted describes as a game changer for agents looking to help their clients reduce exposure to storm damage while maintaining affordability. Building for the Future Ted talks about how agents can build their business for long-term success by leveraging relationships with wholesalers and carefully selecting the right admitted and non-admitted markets. Connect with: David Carothers LinkedIn Ted Stuckey LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Local Edge Brokerage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    54 分
  • Don't Forget Where you Came From

    Don't Forget Where you Came From
    2025/06/27
    In this solo episode of the Power Producers Podcast, David Carothers reflects on the journey of success in the insurance industry, sharing personal stories and lessons learned along the way. David delves into the importance of staying grounded and avoiding the trap of arrogance that can come with success. He talks about the subtle ways ego can influence behavior and how staying humble is key to long-term fulfillment, both personally and professionally. With practical advice on maintaining self-awareness, practicing gratitude, and giving credit where it’s due, David encourages listeners to build meaningful relationships and give back to others without seeking recognition. Key Highlights: The Trap of Arrogance David opens up about how easy it is to fall into the trap of arrogance after achieving success. He stresses the importance of staying grounded and aware of how our actions can affect others. The Role of Humility in Success David reflects on his own journey from humble beginnings and highlights how staying humble, even in the face of success, is critical to maintaining meaningful relationships and avoiding narcissism. The Importance of Gratitude David emphasizes the need to practice gratitude daily. He shares how taking time to thank those who have supported you can strengthen relationships and help you stay focused on what truly matters. Give Credit and Lift Others Up David encourages listeners to publicly recognize others for their contributions. He talks about the impact of lifting others up and how it only serves to enhance your own success. Serving Without Recognition David advocates for doing kind deeds in private without seeking attention. He explains how acts of service, when done with humility, leave a lasting impact on others. Building and Nurturing Relationships Reflecting on his own experiences, David reminds listeners of the importance of maintaining authentic relationships, especially with those who helped you get to where you are today. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    23 分
  • Beyond the Quote Game with Warren Cleveland

    Beyond the Quote Game with Warren Cleveland
    2025/06/25
    In this episode of the Power Producers Podcast, David Carothers is joined by Warren Cleveland, founder of Captive Coalition, to dive into the world of captive insurance. Warren offers a fresh perspective on captives, emphasizing how independent agents can add value by helping their clients save money and increase profitability. With practical insights, they discuss the benefits of captives, the right clients for this model, and how agents can monetize their expertise by advising clients on alternative risk transfer solutions. David and Warren also share personal stories, including their shared love of barbecue, which adds a light-hearted touch to the discussion. The episode sheds light on the educational resources Captive Coalition offers to help agents learn the ropes of captives and how they can take control of their clients' insurance costs in a way that's both profitable and sustainable. Key Highlights: Understanding Captives Warren explains how captive insurance works, breaking down complex terms and providing agents with tools to help their clients understand the benefits of risk-sharing and self-insurance. The Value of Risk Management They discuss the importance of risk management and training, especially when it comes to loss history and how it directly impacts the success of a captive program. The Right Fit for Captives Not all businesses are suited for captives. Warren outlines the key traits that make a business a good candidate, including a solid risk management track record and a willingness to take on some risk. Educating Clients and Agents David and Warren discuss how agents can get ahead by learning the process of captives and using that knowledge to provide more value to clients, ensuring they aren’t left behind when other agents are introducing captives as an option. Building a Strong Partnership The episode emphasizes the importance of agent-client relationships and how Captive Coalition works alongside agents to make them heroes in the eyes of their clients by providing valuable, actionable advice. Connect with: David Carothers LinkedIn Warren Cleveland LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Captive Coalition Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    58 分
  • Comp Classifications with Kevin Ring

    Comp Classifications with Kevin Ring
    2025/06/20
    In this Power Producers Podcast episode, David Carothers is joined by Kevin Ring, lead analyst at the Institute of Work Comp Professionals, for a deep dive into workers' compensation classifications. The discussion focuses on the challenges of ensuring that businesses are properly classified, the importance of getting class codes right, and strategies to avoid common mistakes that could lead to costly audits. With firsthand experience from multiple NCCI audits, David shares his insights on how to navigate the complexities of workers’ comp class codes and protect clients from unnecessary errors. Kevin also covers the most recent changes in the industry, such as NCCI’s update to code 8720 for construction estimators, and explains how businesses need to stay updated on classification changes to avoid issues down the line. This episode is packed with practical advice for agents looking to stay ahead in the workers' comp space. Key Highlights: The Importance of Classifications David and Kevin discuss why workers' compensation class codes are crucial and how an incorrect classification can result in higher premiums and audits. They emphasize the importance of understanding both the business operations and how they should be classified. Navigating NCCI Audits David shares his experience with NCCI audits, including the thorough process involved and how misunderstandings about class codes can lead to disputes. He explains why getting the right people involved upfront can prevent these issues. Changes in Workers' Comp Classifications Kevin discusses recent changes to class codes, including the addition of construction estimators to code 8720 and the merging of long-haul and short-haul trucking codes. He explains how these changes can impact businesses and how agents need to stay on top of these adjustments. Understanding Standard Exception Classifications Kevin explains standard exception classifications (like clerical, outside sales, and drivers) and how they can be applied separately from the governing class code. He also touches on the importance of understanding each code’s detailed criteria to ensure accuracy. Classifying Businesses in Construction and Manufacturing Kevin dives into the complexity of classifying businesses in industries like construction and manufacturing, where different activities within the same business can require separate codes. He provides examples of how to apply the right codes depending on the work performed. The Role of Agents in Accurate Classifications David and Kevin discuss the role of insurance agents in accurately classifying businesses and ensuring that clients’ operations align with the right class codes. They highlight how thorough knowledge and documentation can prevent issues during audits and save clients money. 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
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    33 分
  • The Most Hated Podcast Episode Ever with Benjamin Dennehy

    The Most Hated Podcast Episode Ever with Benjamin Dennehy
    2025/06/18
    In this episode of Power Producers Podcast, David Carothers is joined by Benjamin Dennehy famously known as the UK’s Most Hated Sales Trainer for a brutally honest and wildly entertaining conversation about what’s wrong with the modern sales game. From confronting imposter syndrome to challenging outdated sales scripts, Benjamin shares why most salespeople fail and what it actually takes to dominate. The duo explores the parallels between law and sales, the importance of detachment from outcomes, and why truly great sellers don’t wing it they operate with ruthless precision. Packed with hard truths, tactical tips, and some serious laughs, this is a must-listen for anyone in the sales world who’s tired of the fluff. Key Points: Owning the “Most Hated” Title Benjamin shares how embracing a polarizing brand identity helped him stand out and why being liked is overrated in sales. Salespeople Are Wingin’ It The average salesperson lacks structure, accountability, and intentionality. Dennehy argues that sales success comes from rigorous process not charm or “winging it.” Lawyer Mindset, Sales Success Sales, like law, is a game of discovering the truth. Dennehy breaks down how to lead meetings like a deposition and make your prospect reveal what matters most. Questions Build Credibility It’s not the answers, but the questions that earn trust. Learn how to ask with intention and why the first question is rarely the real one. Stop Selling to Everyone David and Benjamin hammer home that elite producers sell on their terms. Sales is not about begging for business — it’s about qualifying the buyer and owning your worth. 🎁 Special Offer for Listeners: DM “David” to Benjamin on Instagram to access two free sales courses plus a chance to join a private live Q&A coaching session. Connect with: • David Carothers LinkedIn • Benjamin Dennehy LinkedIn • Kyle Houck LinkedIn Visit Websites: • Power Producer Base Camp • salesmatrixcourses • Killing Commercial • Crushing Content • Power Producers Podcast • Policytee • The Dirty 130 • The Extra 2 Minutes
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    50 分