Power Producers Podcast

By David Carothers

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 professi... more

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FAQs about Power Producers Podcast:

How many episodes does Power Producers Podcast have?

The podcast currently has 713 episodes available.

Power Producers Podcast episodes:

July 24, 2020Prospecting
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the significance of understanding how prospecting fits in the sales process and share some tricks of the trade.
Episode Highlights:
David explains why this episode is beneficial to everyone. (1:35)
Kyle mentions that you can acquire a vast majority of business through referrals. (2:44)
David talks about his paperwork for Chubb. (2:51)
David shares that the past two years of his career have been ridiculous. (3:38)
David mentions that he loved the strategy of prospecting and building the pipeline. (4:48)
David explains his thoughts when attending a new business appointment. (5:35)
David shares that he’s very interested in writing about building a prospect database. (6:18)
David shares one of his favorite tricks. (8:38)
David shares the people’s impression of being in sales. (10:08)

Kyle explains the significance of gathering information on the front-end. (13:00)

David talks about the conspiracy theory about COVID testing. (15:28)
David thinks that the reason why clients come across sales agents is because of their lack of patience. (18:33)
What is Kyle’s favorite resource or tool in the prospecting piece? (21:01)
Kyle talks about the workers’ compensation mod. (21:30)
David says that knowing the carriers and the methods in sharing their programs is relevant. (25:02)
Tweetable Quotes:
“You don't have to put a hard sell on anybody if you take the time to educate them appropriately.” - David Carothers
“Just be yourself from the beginning. You're going to attract those who are attracted to you and you're going to repel those who aren't.” - David Carothers
As you're doing your research, figure out who it is that you want to go after and what they look like, not just the types of business, but size, what kind of culture you want them to have.” - Kyle Houck
Resources Mentioned:
David Carothers LinkedIn
Kyle Houck LinkedIn
The Extra 2 Minutes
...more
30min
July 22, 2020Brewing up Big Developments with Bobby Schmidt
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bobby Schmidt, Director of Digital and Product Marketing at Zywave. Bobby discusses the cloud-based portfolio of solutions and how they are continually working to strengthen the technology platform.

Episode Highlights:
David introduces Bobby Schmidt. (1:29)
Bobby shares his work background. (2:06)
David mentions that Zywave is an excellent tool and he uses it at Florida Risk Partners. (5:04)
Bobby says that two of their flagship products are the Broker Briefcase and ModMaster. (6:48)
Bobby shares that they wanted to invest substantially in R&D and obtain a thought- out acquisition strategy to become a central partner. (9:00)
Bobby says the Broker Briefcase has the ability to boost sales and marketing. (9:19)
Are data points done on an individual account by account basis or by industry segment? (13:01)
Kyle says the Zywave was introduced to him by when they first met to discuss his onboarding. (15:05)
Does the level of data that we get through using the Broker Briefcase campaigns lag compared to what we can get from HubSpot? (24:01)
Bobby says they use a marketing automation system in their marketing team. (26:51)
Does Bobby foresee anything on the horizon where we’re able to use Zapier integrations? (27:24)
What’s on the horizon for Zywave right now? (31:25)
Bobby says that leveraging data from miEdge makes prospecting smarter and easier. (32:25)
Bobby talks about the MyWave to Client Cloud portal. (37:06)
Bobby says that Zywave’s advanced learning management system is applicable to P&C. (37:50)
Bobby believes that they can meet the needs of any agency because they have different suite options that are certain solutions packaged together at different levels. (39:48)
Tweetable Quotes:
“A full-service insurance agency, that's absolutely something Zywave does provide.” - Bobby Schmidt.
“The possibilities really are endless, and how to fuel the other technology that we've already built are currently in the works.” - Bobby Schmidt
“Your system of truth is your source of truth.” - Bobby Schmidt
Resources Mentioned :
David Carothers LinkedIn
Kyle Huock LinkedIn
Florida Risk Partners
Bobby Schmidt LinkedIn
Zywave
...more
59min
July 17, 2020War Stories from the Sales Game
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck share some of their more bizarre past client experiences and the lessons they learned from those experiences.

Episode Highlights:
David says that if you’ve been a road warrior in sales, you have at least one good war story to tell. (1:36)
How many people perceive agencies are operating efficiently against the rest? (3:43)
Kyle shares a story about a guy that needed help on compensation. (6:04)
David says he had a pocket of business over in Melbourne. (8:47)
David shares a story about his appointment with one of the partners in the firm. (12:26)
Kyle shares a story about a building next to his client’s company. (17:06)
David shares a lesson he learned back when he used to sell satellite dishes in West Virginia. (18:43)
David mentions that he created a cable interest survey. (19:29)
David shares a story about a call that he received from Hot Rod 4 years ago. (23:16)
Kyle says that getting offered a job in the field was one of his favorites. (25:07)
Kyle shares that he used to sell residential hurricane proof windows and doors back in college. (26:43)
David shares that he earned $250 of commission from his first deal. (28:08)
Tweetable Quotes:
“Everybody out there, if you've been a road warrior in sales, has had at least one good war story” - David Carothers
“All you agency people out there, hold your people to a higher standard.” - David Carothers
“I made a commitment to myself all those years ago that I would never prequalify anybody again, a lead is a lead.” - David Carothers
Resources Mentioned:
David Carothers LinkedIn
Kyle Houck LinkedIn
...more
33min
July 15, 2020Riding the Acquisition Trail with Greg Hogan
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Greg Hogan, CIC, CRM, President of Curabba Agency in New York. Greg talks about how he got into the insurance industry, the nuts and bolts of purchasing an agency, and what has contributed to his agency’s success. Greg also shares how his agency has been managing during the COVID-19 situation.

Episode Highlights:
David introduces Greg Hogan. (1:24)
How easy was it for Greg to transition to working remotely? (2:39)
David shares that technology works better when working remotely than working in the office. (3:17)
Has Greg had any technology issues since working on remote? (3:25)
Greg says EZLynx is a very meticulous website for quoting. (9:02)
David uses Swift as his benchmark when he runs everything through the quote rush. (10:13)
Greg uses PL Rater and all of their company uses it. (10:16)
David asks, what's going to happen when the chargebacks start hitting? (16:37)
Greg says that personal lines are the driver of the renewal stream income. (19:55)
Greg says the revenue growth spike could also be a revenue dive when you lose one of the accounts. (21:54)
Greg shares what it was like when he acquired an agency vs. acquiring a book of business (23:15)
Greg talks about his agency career. (23:51)
Why did Greg buy the whole agency instead of the assets or the book? (26:32)
Greg mentions what his old mentor said to him. (27:09)
Greg shares that he digitized the whole agency and retrain his employees in using the database. (32:09)
How is Better Agency working for Greg’s agency? (38:14)
David mentions that we live in an instant society where everybody wants everything instantly. (40:39)
Tweetable Quotes:
“You have stuff and you just don't know all the features and uses of it.” - Greg Hogan
“When you buy an agency, you're buying things that have been done wrong.” - Greg Hogan
“If you buy garbage data, you're going to have garbage data until you clean it.” - Greg Hogan
Resources Mentioned :
David Carothers LinkedIn
Kyle Houck LinkedIn
Florida Risk Partners
Greg Hogan LinkedIn
Curabba Agency
...more
1h
July 10, 2020Easy Wedges to Drive for any Commercial Agent
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to use mods, audits, certificates of insurance, and other simple tactics to create doubt, drive wedges, and close deals.

Episode Highlights:
David shares why he wants to talk about doubt. (1:53)
David says that he’s good at creating doubt by asking a question and presenting scenarios to people. (2:26)
Kyle feels that the stuff they have in their solicitation calendar is based on driving a wedge and creating doubt. (3:31)
David shares the perfect time to validate our mod if it’s getting higher than the average. (5:12)
What type of updates does Kyle have for his last runs about the current situation? (5:42)
Kyle says they noticed that people don’t know what their dividend looks like for the policy. (07:51)
David thinks that the most effective way to get somebody from zero to 60 is their audits or the amount of time that it takes to get certificates. (11:21)
David thinks that the reason why agents fail is that no one educates them about the audit. (12:10)
David says if you want a good strategy for driving a wedge around certificates of insurance, look at what the certificate is requesting and what the certificate request looks like. (14:34)
David shares the two questions he always asks about surrounding property. (16:48)
David says that if we just sit back, make things as fundamental as possible, and execute 100% on it, we’re going to write more business. (20:11)
Kyle explains why he’s looking for low dollar indemnity claims. (22:44)
David explains why we need to make sure that agents understand or validate every single step of the process. (29:00)
A lot of David’s friends that own agencies are talking about how they’re getting hammered because of COVID. (31:03)
Tweetable Quotes:
“If you guys take the information that we have given you in this podcast, and you just dissect it, study it, and execute on it. You're gonna kill it absolutely.” - David Carothers
“When we're meeting with somebody, or even if you're just on a first appointment with a gatekeeper we want to create enough doubt or buzz, to get past the objection and get these people to start thinking the way you want them to think.” - David Carothers
“All this all of this stuff is super simple that anybody can do, you don't have to be an expert to make this happen. It's simple sales 101.” - Kyle Houck
Resources Mentioned :
The Power Producer’s Podcast
David Carothers LinkedIn
Kyle Houck LinkedIn
Killing Commercial Insurance
Florida Risk Partners
...more
34min
July 08, 2020Going Rogue with Ryan Hanley
In this episode of The Power Producers Podcast, David Carothers, and co-host Kyle Houck interview Ryan Hanley, the founder of Rogue Risk. Ryan shares what he has learned since starting his agency from scratch including the importance of believing your value proposition, investing in yourself and listening, and learning from others.
Episode Highlights:
David introduces Ryan Hanley. (1:24)
Ryan considers himself as an agency owner in name only at this point. (2:57)
Ryan mentions that he uses QQ Catalyst and Agency Zoom. (7:05)
David explains that the internet has created a competitive environment. (8:30)
David says that automation is a buzzword. (9:02)
David mentions that there is nothing more basic than direct mail. (11:10)
What were the obstacles that Ryan faced? (11:27)
What exactly is Ryan trying to figure out? (15:36)
David says that people get frustrated with telemarketing or calling to set appointments, and they give up. (18:19)
David shares why you don't have to be the smartest person in this industry to succeed. (21:54)
Ryan shares what has learned a lot in seven weeks of selling insurance. (27:26)
How many carriers are forcing webinars daily? (28:28)
Ryan says that you will learn a ton by calling your carrier to ask questions. (28:48)
David shares that he wants to create a community rather than a training program. (34:02)
Ryan says that he has so much respect for IAOA. (35:06)
Kyle talks about marketing drops. (38:57)
Key Quotes
“You do not just go out and people come running up to you for insurance.” - Ryan Hanley
“You learn more from the ones that you lose than the ones that you win.” - Ryan Hanley
“Once I start to really believe my value proposition that I am coming in to help you, it gets so much easier. Because now if you don't want to do business with me, that's fine. But I know I'm helping you. ” - Ryan Hanley

Resources Mentioned:
David Carothers LinkedIn
Kyle Houck LinkedIn
Ryan Hanley LinkedIn
Rogue Risk
...more
1h 38min
July 03, 20203 Things to Focus on Coming out of Covid
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the significance of management liability, cyber exposure, and buy-sell agreements given the current COVID19 situation.

Episode Highlights:
David says COVID is going to present opportunities to grow in front of accounts that they may not have before. (3:38)
David talks about cyber exposure. (4:06)
David thinks that there are cyber concerns with people who are not going back to the office. (4:18)
David says that employers are not having difficulty with agents who are working at home because they're more productive than before. (4:37)
The first thing we need to do is go out and get educated on what exposures are included in cyber coverage. (5:48)
Kyle says that most of the people who are engaged with cyber don’t think that they have cyber exposure. (9:33)
David says that managed service providers are the ones who can assist with actual system integration and things that need to happen to make sure the company is protected. (13:18)
David explains why you should include a marketing piece or a program to provide the best practices for cybersecurity and a remote workforce. (14:53)
David explains why we’re going to see increased sensitivity to claims for wrongful termination, discrimination, and harassment. (17:07)
David shares why he feels better bringing in 401k experts. (20:16)
David says that he’s looking for companies that have grown fast to make sure that they have enough to fund management liability. (21:54)
David provides tips on how to discuss a buy-sell agreement during this time (22:38)
Kyle says that worker’s compensation is always relevant. (26:55)
Kyle thinks that cyber, management liability and buy-sell agreements are good ways to differentiate yourself in the current situation. (24:42)
Tweetable Quotes:
“We all have opportunities that we let slip through the cracks every single day.” -David Carothers
“If you don't have relationships with retirement planners, or services providers in the cyber area, or any of these people that can really come in and drive value, to assist with those things that an insurance program is not going to help with, you're missing the boat,” -David Carothers
“There's going to be people that are going out and trying to get back in the swing of things and they're gonna all be doing the same thing that they were doing before, they're going to be doing you know, what everybody else is doing but I think if you can just differentiate yourself...with these three things here with the cyber with the management liability, and with the buy-sell stuff, that's all perfect in terms of the current situation right now.” Kyle Houck
Resources Mentioned:
David Carothers LinkedIn
Kyle Houck LinkedIn
...more
31min
July 01, 2020Sometimes You Gotta be a Renegade with Mike McDonough
In this episode of The Power Producers Podcast, David Carothers, and co-host Kyle Houck interview Mike McDonough, the leader of Worker’s Comp Renegade and director of McDonough Insurance Services. Mike talks about how he shifted his career from being in the food industry into the insurance services, the Worker’s Comp Renegade being a strategic partner, and the impact that the Worker’s Comp creates in an employer’s life.

Episode Highlights:
Mike shares his background story and the key to his success. (5:52)
Mike explains how he handles different personalities when management changes. (7:57)
Mike attributes his success with Farmers to his training at State Farm. (10:29)
Mike shares how they evolved through the insurance business and industry. (11:32)
Mike realized that controlling Worker’s Comp makes an impact on an employer’s life. (12:07)
Mike explains how they help employers, primarily by setting up a proactive program and working with them throughout the claims procedure. (18:46)
What's the biggest obstacle Mike faces when trying to engage with an employer that has an issue? (19:15)
Mike shares that there are employers that will consider a deductible, and there are employers that will look at a self-insured program. (25:34)
Mike states that when you're self-insured, you're involved in the whole claims process, and you're hiring a TPA that's in alignment with your company. (26:23)
Mike explains why their litigation rate is below 15% because of the triage. (40:57)
Mike shares the advantage of having a bilingual on his team. (42:51)
Mike believes that brokers can really do a good job and help employers to improve their bottom line. (1:02:18)
Mike says if you don't understand worker's comp, contact people that do know workers comp, and are willing to mentor you. (1:02:54)
Mike states that if you're going to write a worker's comp, do yourself and your clients a favor, and learn as much as you can about it because that's the only way you're going to benefit them. (1:04:10)
Key Quotes:
“I'm just a firm believer that if you do the right thing, the money will come”. - Mike McDonough
“They make mistakes. We all make mistakes, but the bottom line is that you need to have accountability”. - Mike McDonough
“The worker’s comp is a huge profit center for these PEOs.” - Mike McDonough
Resources Mentioned :
David Carothers LinkedIn
Kyle Houck LinkedIn
Mike McDonough LinkedIn
Workers Comp Renegade
McDonough Insurance Services
...more
1h 8min
June 26, 2020 Transferring Sales Skills to Insurance
In this episode of The Power Producers Podcast with David Carothers and co-host Kyle Houck, Kyle shares his background story, what he has learned along the way in the insurance industry, and the secret to his success.
...more
31min
June 24, 2020Planning, Preparing and Patience with Jennifer Klages
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Jennifer Klages, owner of My Choice Insurance Group PLLC. Jennifer shares how she became an agency owner, the challenges she faced, and how her passion and resilience have helped her become the great agency owner she is today.

Episode Highlights:
How Jennifer joined the insurance world (03:04)
Jennifer’s experience at Allstate insurance (05:45)
What inspired Jennifer to start her agency? (13:54)
How many carriers does Jennifer work with currently? (17:42)
Ethan’s story and how it inspires David and lessons we can learn from Ethan (22:19)
What systems does Jennifer use in her agency to help keep up with everything in her agency? (35:09)
What stands out in how Jennifer operates her agency? (38:58)
Has COVID affected Jennifer’s business? (39:52)
What’s Jennifer building in her garage? (47:12)
Where does one acquire the skill set to build a trailer from the ground? (47:27)
Jennifer’s advice to anybody who is looking to become an insurance agency owner (51:21)
Apart from insurance, what is Jennifer’s other passion? (55:25)
Tweetable Quotes:
“For me, if I want something and I get a, no, it doesn’t mean never. It just means no right now.”-Jennifer
“Every challenge creates an opportunity if you are paying attention.”- Jennifer
“Your success is a reflection of how successful you are.”
Resources Mentioned:
David Carothers LinkedIn
Kyle Houck LinkedIn
Jennifer Klages LinkedIn
My Choice Insurance Group PLLC.
...more
1h

FAQs about Power Producers Podcast:

How many episodes does Power Producers Podcast have?

The podcast currently has 713 episodes available.

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