TranscendWithM

In this episode of Transcend with M, I sat down with David Carothers, founder of Florida Risk Partners and one of the most respected voices in commercial insurance sales training.

We talked about the part of the job most producers get wrong → the belief that winning business is about getting the right quote.

David has spent nearly two decades in insurance and risk management. Through Killing Commercial and The Power Producers Podcast, he has trained thousands of producers on how to stop competing on price and start getting hired as an advisor before the insurance transaction ever happens.

Here's what we got into:

→ Why you have to know how to get hired before the insurance transaction ever exists
→ How to use AI to prep for a meeting by predicting the exact questions a CFO will ask you, and the ones you should be asking them
→ The mirror technique that buys you time when an objection catches you off guard
→ Why "I've been with my agent for 15 years" is a green flag, not a wall
→ How David turned a $7,500 account into $387,000 in premium by refusing to sell on price
→ Why almost every problem account traces back to bad prospecting
→ The shift from transactional producer to trusted advisor, and why AI is forcing this conversation now
→ What it really takes to build the next generation of producers, including his own son

If you're a producer, an agency owner, or someone building a book of business in this industry, this is the conversation that will change how you walk into every meeting.

This is Season 3 of Transcend with M, where I sit down with the people who are actually building, leading, and changing this industry from the inside.

David Carothers, CIC, CRM, is the principal of Florida Risk Partners, a middle-market commercial insurance and risk management firm. He is the founder of Killing Commercial, host of The Power Producers Podcast, and the author of The Extra 2 Minutes and The Dirty 130.

Connect with David:
LinkedIn → https://www.linkedin.com/in/davidrcarothers/
Website → http://killingcommercial.com
Podcast → The Power Producers Podcast

Connect with me:
Instagram → https://www.linkedin.com/in/monicaadwani/
LinkedIn → Monica Adwani
NuRise Consulting → nuriseconsulting.com

Follow Transcend with M on LinkedIn and follow me on Instagram @monicaadwani when you listen.

Subscribe so you don't miss what's coming next this season.

#TranscendWithM #Season3 #InsurancePodcast #CommercialInsurance #InsuranceSales #InsuranceProducers #AgencyOwners #WomenInInsurance #WomenInBusiness #InsuranceIndustry #IndependentInsuranceAgents #KillingCommercial #MonicaAdwani #DavidCarothers #FloridaRiskPartners

What does it really take for an independent insurance agency to survive the next 24 months?

In this episode of Transcend with M, I sit down with Jason Cass, founder of Agency Intelligence, CEO of Virtual Intelligence, and the force behind IndieTech, to talk about the shift that is quietly rewriting how agencies operate.

Jason breaks down the number one stress inside every agency: work getting routed to the wrong person. We get into his new routing engine, why he believes margins can move from 25% to 70%, and how licensed staff, unlicensed VEs, and agentic bots are about to work side by side.

We also get into:
→ Why AI will not eliminate agents, but agents who use AI will eliminate those who do not
→ The real reason legacy agencies struggle to adopt new tools
→ What the labor shortage means for the next decade of insurance
→ Why the biggest AMS companies should be the most nervous
→ Usage based pricing and the end of per seat costs
→ What is coming at IndieTech and why he built it as neutral ground for agents

This one is honest, fast, and full of ideas you can act on. If you lead an agency, work inside one, or build the technology that powers them, this conversation is for you.

Connect with Jason Cass: https://www.linkedin.com/in/jasondcass/
Learn more about IndieTech: https://www.linkedin.com/company/indietech-showcase-experience/

Follow Transcend with M for more conversations with the people shaping the future of insurance and leadership.

Listen on Spotify:
Watch more episodes: https://www.youtube.com/watch?v=FBXyfVCDV8c&list=PLVLexvMhvFH-X1LnYN5F-fGWbwW5e5TDI

#TranscendWithM #Season3 #Insurance #InsurTech #AI #WomenInInsurance #WomenLeaders #PersonalBrand #Leadership #Podcast #AgencyGrowth #IndieTech

This week I'm joined by Carey Wallace, founder of Agency Focus and one of the most trusted advisors in the independent insurance agency space.

We talked about the part of the business most owners avoid. The valuation. The P&L. The benchmarks. The honest conversation about what your agency is actually worth and what's quietly hurting that number.

In this episode:

→ Why 83% of independent agencies in the U.S. are under $1.25M in revenue and why that matters
→ The trap of comparing your agency to a headline sale price
→ Why you need 3 to 5 years of runway before a sale to actually move the number
→ The shift from transactional to advisory and why AI is going to force this conversation
→ My own 14-month acquisition story and what it taught me about my own blind spots

If you're building an agency, leading one, or thinking about your next phase, this one is for you.

Connect with me: Instagram → @monicaadwani
LinkedIn → Monica Adwani

#TranscendWithM #Season3 #WomenInInsurance #InsurancePodcast

What does it actually take to build an agency worth keeping →whether you sell it, pass it down, or hold it forever?

This week I sat down with Matt Naimoli, co-founder of GNN

Insurance and now M&A advisor at Legacy Advisors, for a conversation that's not about theory. It's about what most agency owners only learn the hard way.

Matt and I built together inside GNN years before he walked me through the process of selling my own agency. So when he speaks about M&A, organic growth, and where thisn industry is heading,

I listen → and you should too.

In this episode:

→ Why you should operate your agency as if you were going to sell

it (even if you never will)

→ The current M&A market and why organic growth is the new leverage

→ How AI is quietly reshaping who wins in the next 12 to 24 months

→ The 5 stages every owner has to go through (and where most get stuck)

→ The financial discipline that separates top valuations from

millions left on the table

→ The question that changed how I led my agency every single month

→ What buyers are really looking for in 2026

If you own an agency, work at one, or are thinking about starting

one → this episode is essential.

CONNECT WITH MATT NAIMOLI

LinkedIn: linkedin.com/in/matthewnaimoli

Legacy Advisors: legacyadvisors.com

CONNECT WITH MONICA ADWANI

LinkedIn: linkedin.com/in/monicaadwani

Instagram: @monicaadwani

FOLLOW TRANSCEND WITH M

LinkedIn: Transcend with M

YouTube: youtube.com/@transcendwithm

New episodes every week.

Five years ago, Melissa Gilbo was one of the first guests on Transcend with M. She came back for Season 3 a completely different woman. And so did I.

Melissa is the Founder and CEO of Women’s Business League, a national platform for women in business now in its 8th year. She built it from zero. No playbook. No roadmap.

Just one honest conversation with a stranger at a local pizza restaurant and the belief that women deserved a community built on real relationships, not transactions.

In this episode we talk about what it really means to build something that lasts. Why the women who succeed aren’t the ones who network harder, they’re the ones who stopped performing and started connecting. What new insurance producers are still not being taught. And why community isn’t a nice-to-have. It’s the infrastructure.

I also share something personal in this episode that I’ve never talked about publicly before.

This one is for every woman who has ever been the only one in the room and wondered if she belonged there.

Juan Carlos (JC) Morales shares his unique perspective on the world of finance and how he has dedicated his career to strengthening and empowering the Latino community as the founder and CEO of Surfside Capital Advisors. He has led innovative financial strategies for companies in Boston and beyond and has been a key architect of initiatives that positively impact Latinos.

From his prominent roles in Fortune 500 companies to his tenure as CEO of BNY Mellon Mexico and CFO at TIAA Asset Management and State Street Global Advisors, JC has shown unwavering commitment to the inclusion and economic advancement of Latino communities. His influence extends beyond corporate boundaries: as a co-founder of the Boston chapter of the Association of Latino Professionals for America (ALPFA) and creator of the Latino Equity Fund at The Boston Foundation, he has raised over $8 million to support Latino causes since 2013.

His story inspires everyone to strive for financial freedom and to use their resources for collective well-being. Don't miss his inspiring journey in our latest episode, available now on Spotify! 🎧✨

The transformative power of taking control of your finances, and the impact it can have on your life. Meet Tess, a determined woman who discovered just that.

In this episode, Tess shares her journey of mastering her financial future. Through her inspiring storytelling, she reveals how taking charge of her finances has transformed her life and empowered her to achieve her dreams. Reflect on your own financial habits and learn practical tips to take control of your financial destiny.

The importance of practicing self-compassion, leaving guilt behind, and taking care of oneself. Dulce Orozco, a standout immigrant therapist who is making an impact in the Latino community today.

In this episode, Dulce shares her struggles in balancing her career and her Latina identity. Through her heartfelt storytelling, she reminds us of the importance of seeking help, leaning on others, and embracing our vulnerabilities as we pursue personal growth and fulfillment.

Have you ever discovered the beauty in the imperfection of your dreams? Have you found perfection in accepting the imperfect, despite our expectations? Have you experienced greatness within what you considered imperfect?

Meet Paulette Piñero, who bravely followed her heart, leaving everything behind to create her own brand called Unstoppable Latina, helping brands reach the top. Her journey is a true inspiration, showing us that we can forge our own path and discover what success truly means to us. Discover how, from a job that seemed perfect, Paulette dared to follow her intuition and craft the life she truly desired.

How many times have we felt lost, unable to find our way? And how many times have we needed someone to accompany us in the process? Sometimes, we think we can do it alone, but is it really necessary to go through this process alone? Do you know what coaching is?

Michelle Fermín, a prominent leader recognized for her outstanding leadership at Century 21 and for turning The Fermín Group into a global benchmark, shares with us how coaching helped her reach the top, both professionally and personally. Discover how Michelle achieved the number 1 position in her country and the third worldwide in the competitive world of Real Estate.