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.

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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.

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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.

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·        

Colby Allen LinkedIn

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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.

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·       

Giancarlo

Stanton LinkedIn

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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/

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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.

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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.

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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.

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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.

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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.

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