This episode of Power Producers Podcast featured Rocio Luna, a workers' compensation expert with a claims background, who discussed her journey from claims management to becoming a producer. Rocio shared insights into how her psychology studies and claims experience equipped her with the empathy and problem-solving skills necessary for success in sales.

Key Points:

Transition from Claims to Sales:

Rocio described how her claims background gave her a unique perspective and the tools to address clients’ concerns effectively, particularly in high-risk industries like construction and staffing.

Challenges in Sales:

Rocio shared the hurdles she faced as a young female producer entering a male-dominated industry, including imposter syndrome and the difficulty of establishing a personal brand.

Workers' Compensation Strategies: She emphasized the importance of understanding loss runs, controlling experience modifications, and helping clients make data-driven decisions over emotional ones to reduce total cost of risk.

Building a Personal Brand:

Rocio discussed how leveraging social media, particularly LinkedIn, transformed her approach to client engagement and established her as a thought leader.

Key Advice for New Producers:

Rocio stressed the importance of focusing on clients’ needs, being persistent, and starting each day fresh, regardless of previous setbacks.

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In this episode of Power Producers Podcast, David Carothers sits down with Andrew Kelly from AJ Wayne & Associates, Inc, a seasoned wholesaler specializing in professional liability. Together, they dive into the evolving landscape of professional exposures and the critical role wholesalers play in supporting producers and navigating the hardest market many have ever experienced. From Andrew’s inspiring 21-year journey in the industry to actionable advice for retail agents, this conversation offers valuable insights for anyone looking to sharpen their approach to professional liability.

Key Points:

Andrew Kelly’s Journey

Andrew shares his unique path from an admin role to becoming a trusted wholesaler, emphasizing the value of mentorship, persistence, and continuous learning.

The Importance of Complete Submissions

Andrew highlights how detailed, well-prepared submissions can foster better partnerships with wholesalers and lead to more efficient and effective results.

The Role of Education and Designations

Both David and Andrew stress the significance of professional designations like RPLU, CPCU, and others in building expertise and trust in the industry.

Navigating the Hard Market

The discussion explores strategies to thrive in today’s challenging insurance market, from focusing on relationship-building with underwriters to leveraging market conditions to differentiate as a producer.

The Power of Partnerships

Andrew emphasizes that insurance works best as a collaborative effort between agents, wholesalers, and underwriters, underlining the importance of mutual respect and long-term relationship investment.

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In this episode of Power Producers Podcast, David Carothers is joined by Ryan Smith, founder of RLS Consulting, to discuss the evolving world of cybersecurity and how insurance professionals can better navigate this complex space. Drawing on Ryan’s extensive experience, they delve into actionable strategies for producers to engage clients on cyber risk, overcome objections, and build meaningful solutions that go beyond the policy.

Key Points:

The Intersection of Cybersecurity and Insurance

Ryan highlights how cybersecurity and cyber liability are complementary solutions addressing the same problem: mitigating and transferring cyber risk. Understanding both perspectives helps producers connect the dots and provide more value to clients.

Education Over Fear

The conversation emphasizes the importance of educating clients about their cyber risks without resorting to fear-based selling. Producers are encouraged to focus on business impacts rather than technical vulnerabilities, fostering a consultative approach.

Assessing Risk and Incident Preparedness

Ryan shares insights on helping clients assess their cyber risks and prepare for incidents. He stresses the importance of asking key questions about incident response plans, compliance requirements, and the company’s readiness for cyber threats.

Shifting Client Mindsets

The discussion tackles common objections, such as overconfidence in IT departments or the belief that “it won’t happen to us.” Ryan suggests producers approach these scenarios with empathy and education, aligning solutions with clients’ business priorities.

Valuable Resources for Producers

Ryan points to trusted industry reports, such as Verizon’s Data Breach Investigations Report and IBM’s Cost of a Data Breach Report, as tools to support client conversations and reinforce the importance of proactive cyber risk management.

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In this episode of the Power Producers Podcast, David Carothers sits down with Larry Levine, author of Selling from the Heart and Selling in a Post-Trust World, to discuss authenticity, self-awareness, and the evolving landscape of sales. Larry shares his journey from selling office equipment to becoming a thought leader in building heart-centered sales cultures. Together, they explore the importance of investing in relationships, fostering genuine connections, and the discipline required for consistent success.

Key Points:

Sales Beyond Numbers

Larry emphasizes the value of discovering your authentic self and aligning it with your sales approach to create meaningful client relationships.

The Power of Mentorship

Both David and Larry share personal stories about seeking mentorship early in their careers and how vulnerability and curiosity opened doors to growth.

Heart-Centered Leadership

Larry introduces the concept of heart-centered leadership, highlighting the need for alignment between leadership values and sales team culture.

Daily Discipline and Reflection

Larry discusses his practice of intentional daily routines and journaling to capture wins, learning moments, and areas of improvement, fostering personal and professional growth.

Upcoming Projects

Larry teases his upcoming podcast, Culture from the Heart, which will spotlight CEOs and business leaders who exemplify heart-centered leadership.

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In this episode of Power Producers Podcast, David Carothers is joined by Joe Erle from C3 Insurance in San Diego to dive deep into the world of cyber insurance. From navigating ransomware attacks to exploring the evolving threat landscape, the conversation covers practical strategies, trends, and insights to help agencies and businesses stay ahead in a rapidly changing digital world. Joe shares his expertise on the critical role of cyber coverage, emerging AI threats, and the need for proactive planning.

Key Points:

Cyber Insurance in Focus

Joe Erle discusses why cyber insurance is the most critical coverage today, sharing real-life cases and strategies to mitigate risks like ransomware and social engineering.

Emerging Threats and AI

The conversation highlights how hackers are leveraging AI for phishing, voice cloning, and malware, creating new challenges for businesses.

Practical Cyber Solutions

David and Joe explore tools like CyberCube, multi-factor authentication, and incident response plans to strengthen businesses’ defenses.

Industry Trends and Market Insights

Joe sheds light on the soft cyber insurance market and why businesses should seize the opportunity to secure comprehensive coverage now.

A Look Ahead

The episode concludes with a teaser for future discussions, including a deep dive into conspiracy theories surrounding AI and cybersecurity.

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In this episode of Power Producers Podcast, David Carothers takes a bold step outside the box to discuss an often avoided yet critical topic: Mental Health. Joined by Brenden Corr of The Loss Runs Pros and Justin Goodman of Total CSR, David dives into their passion-driven initiative, Project 55. The conversation highlights the growing openness around personal struggles on platforms like LinkedIn, emphasizing the need for real, vulnerable discussions on topics such as ADHD, alcoholism, anxiety, and depression.

Brenden and Justin share their mission to bring awareness, resources, and actionable support to those struggling in silence, as well as the impact that building a supportive community can have in workplaces and beyond.

Key Points:

Breaking the Silence on Mental Health

David, Brenden, and Justin discuss the importance of addressing mental health openly, sharing personal stories to inspire vulnerability and connection.

Introducing Project 55

Project 55 is a new nonprofit initiative aiming to equip individuals with mental health first responder training, providing tools to identify and support coworkers or loved ones struggling with mental health issues.

Community and Resources

Brenden and Justin highlight their vision for an online community where individuals can access free resources, share experiences, and find guidance without stigma or fear.

The Workplace Impact

The conversation underscores how mental health challenges affect productivity and team dynamics, particularly in high-pressure industries like insurance. Project 55 offers practical solutions to address these challenges at the grassroots level.

How to Get Involved

Listeners are encouraged to visit Project55.org to join the community and stay updated on the comprehensive training program launching in April 2025.

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In this special episode of Power Producers Shop Talk, David Carothers sits down with Nicholas Ayers from Glovebox to discuss the recent acquisition of Better Agency by Glovebox and what it means for the insurance industry. David shares his insights as an investor and friend, focusing on the impact this partnership will have on both companies, their customers, and the broader market. With reflections on entrepreneurship, growth, and innovation, this episode offers a deep dive into the journey of building something meaningful and adapting to change.

Key Points:

Acquisition Insights

Nicholas Ayers shares his journey with Better Agency, reflecting on its evolution and the sentimental yet optimistic transition into Glovebox’s ecosystem.

The Power of Synergy

David and Nicholas discuss how combining Glovebox and Better Agency creates a stronger, more versatile platform for agencies and their clients.

Technology’s Role in Service

Nicholas emphasizes the shift from “just a mobile app” to a robust client experience platform, redefining service delivery and customer engagement.

Entrepreneurial Growth and Reflection

Both David and Nicholas share personal experiences on the challenges, growth, and mindset shifts required to navigate the entrepreneurial journey.

Future of Client Experience

The conversation teases upcoming features, including CRM capabilities, enhanced client interaction tools, and a seamless integration with carrier systems, set to revolutionize agency operations.

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In this episode of the Power Producers Podcast, David Carothers welcomes Rob Gifford and Dan Abercrombie from Insurance Xdate. The trio dives into the journey of building an innovative tool for commercial insurance producers, exploring how Insurance Xdate simplifies pipeline management and prospecting. From leveraging data insights to overcoming challenges in a competitive market, Rob and Dan share actionable strategies and lessons from their experiences, making this a must-listen for producers looking to refine their sales game.

Key Points:

Innovative Pipeline Management

Rob and Dan discuss the inspiration behind Insurance Xdate and how it transforms prospecting with its seamless data aggregation and actionable insights.

Building Credibility Through Data

Rob shares how using rate filings and market-specific data gave him a competitive edge early in his career and how that philosophy drives the platform’s design today.

Navigating Hard Markets

The conversation highlights strategies for producers to stay proactive during market shifts, including the importance of consistent prospecting and leveraging tools to maximize efficiency.

Lessons in Collaboration

Rob and Dan reflect on the value of collaboration within the Power Producers and Killing Commercial communities, emphasizing the benefits of shared strategies and tools.

Entrepreneurial Insights

Dan shares his journey of entrepreneurial successes and failures, showcasing how adaptability and innovation can lead to game-changing solutions in the insurance industry.

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In this episode of the Power Producers Podcast, David Carothers talks with Sivan Iram from Flow Specialty. They discuss Flow Specialty’s innovative approach to using AI in insurance to enhance wholesale relationships, improve underwriting response times, and reduce operational friction for agents. Flow Specialty combines human expertise with AI-driven tools to speed up quote turnaround and improve accuracy without requiring agents to use portals. Sivan highlights that Flow’s AI is an internal tool supporting brokers rather than replacing them, positioning the company as a "caddy" for agents. Flow’s AI manages various tasks, such as analyzing quotes, market insights, and carrier communications. This combination allows agents to handle complex insurance transactions efficiently and frees up time to focus on larger accounts.

Key Points:

Introduction to Sivan Iram and Flow

David Carothers introduces Sivan Iram from Flow, highlighting producer challenges with traditional wholesalers. Sivan shares his transition from software to innovating traditional industries. Founded three and a half years ago, Flow provides enterprise-level service to mid-market and small commercial spaces, addressing inefficiencies like slow responses and lack of expertise through AI.  

Flow's Approach to Wholesale Efficiency  

Flow uses algorithmic underwriting and API integrations for faster turnaround. Acting as a "quarterback," Flow manages submissions and automates tasks traditionally done by retailers. Unlike wholesalers, Flow takes full ownership of the process.  

User Experience with Flow  

Sivan explains Flow’s AI agents offer speed, expertise, and tailored insights for brokers. These agents analyze quotes, compare options, and communicate with carriers, enhancing brokers' work without replacing them.  

Addressing AI Concerns  

David compares AI to a golf caddy, supporting rather than replacing people. Sivan agrees, noting that Flow reduces portal fatigue while keeping human oversight. Agents appreciate AI's ability to deliver faster, better service without compromising expertise.  

Growth and Future of Flow  

Flow is growing rapidly, tripling revenue monthly and signing 60+ agencies. With a strong carrier network and investments in technology, Flow balances human expertise with AI-driven insights, providing unmatched market value.  

Conclusion and Call to Action  

David encourages listeners to try Flow and highlights its potential to transform wholesale markets. Sivan provides contact information and reassures agencies about the ease of working with Flow. Both express excitement for Flow's future.  

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In this impactful episode of the Power Producers Shoptalk, David Carothers brings on guest Raghav Tana to discuss the personal challenges and profound purpose behind Raghav's initiative, the Little Sparks Project. This nonprofit organization aims to provide financial and emotional support to families of children with complex medical needs, sparked by Raghav’s experiences with his son, who was born with Apert Syndrome. David shares his own journey with his son Ethan, who has special needs, reflecting on the emotional and financial toll of ensuring adequate care. They discuss the importance of advocacy, community support, and how their personal hardships have led to a shared mission of helping others facing similar struggles. The episode highlights the upcoming Little Sparks Project gala in December, emphasizing the importance of donations and community involvement.

Key Points

Introduction to the Little Sparks Project

Purpose:

The Little Sparks Project was founded to assist families financially when they have children with medical complexities, alleviating some of the financial strain that comes with hospital stays, surgeries, and extra care for children under 12.

Inspiration:

Raghav shares how his son’s rare condition, Apert Syndrome, motivated him to start the organization. He and his wife realized how fortunate they were to afford the costs associated with his son’s care and wanted to help other families facing similar situations but lacking resources.

The Emotional and Financial Burdens of Special Needs Care

Emotional Toll:

David and Raghav talk openly about their experiences as fathers of children with special needs. They emphasize the importance of having a support system and the mental challenges that come with the “why me” question when navigating these situations.

Financial Costs:

The episode sheds light on the often-hidden financial burdens, from medical bills to daily expenses related to special needs care. For example, Raghav mentions spending over $42,000 in the first 14 months of his son’s life on healthcare-related costs, a financial load many families are unprepared for.

Advocacy and Support Networks

Importance of Advocacy:

David shares how he and his wife advocate for their son in school and medical environments, often facing challenges but ensuring he gets the resources he needs. This proactive approach in advocating for children is critical, and it’s something Little Sparks also aims to support.

Emotional Support:

Both David and Raghav emphasize that asking for help is not a weakness but a necessity. They encourage listeners going through similar situations to seek out emotional and social support, which is crucial for maintaining resilience.

The Little Sparks Gala

Event Details:

The Little Sparks Project is hosting a black-tie gala on December 19 at the State Room in Boston, with limited tickets remaining. The gala is a unique opportunity for supporters in the insurance and wider business community to come together, raise funds, and create awareness for the cause.

Impact and Support:

The gala will have a silent auction and speakers, with all proceeds going toward supporting families in need. Raghav and David encourage listeners who can't attend in person to contribute financially, helping provide resources for families facing similar journeys.

How to Support Little Sparks

For listeners who wish to make a difference, a donation link is available in the show notes, and every contribution, no matter the size, is meaningful. David stresses that financial support can significantly relieve families of financial stress, allowing them to focus on their children's needs without added financial anxiety.

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