Shows
Power Producers PodcastUnlocking the Future of Insurance Ops - with David LeFevreIn this episode of Power Producers Podcast, David Carotherswelcomes back David LeFevrefrom Sales Power to dive into thetransformative role AI is playing in the insurance industry. They explore howtechnology, specifically AI, can revolutionize data management, clientexperience, and operational efficiency in insurance agencies.David LeFevrebrings fresh insights into how AI can enhance agency processes by workingsmarter with data, streamlining the interaction between agency managementsystems and CRM platforms like HubSpot. They discuss the growing potential...
2025-04-1650 min
Power Producers PodcastDavid's Cold Calling RecapIn this episode of Power Producers Shoptalk, David Carothers provides a deep dive into effective prospecting tactics for insurance producers, challenging misconceptions about cold calling and outlining a comprehensive approach for sustained success. David highlights his recent experience with a 500-dial cold-calling challenge, underscoring the role of focused preparation and systematized tracking in lead generation success. He discusses the value of in-person marketing drops, HubSpot CRM's data insights, and the benefits of having a robust client database to streamline follow-ups and boost engagement.Key Points:Multi-Tool Approach:David stresses that...
2024-11-0131 min
Power Producers PodcastSolve the Problem NOT the SymptomIn this episode of Shoptalk, David Carothers shared insights from his interaction with Josh Braun on LinkedIn where they discussed the importance of addressing the underlying causes of a prospect's lack of interest, rather than just treating the symptoms. They emphasized the need for active listening and neutral questions to build trust and understand the prospect's needs. David shared a scenario where he helped another company reduce their workers' comp costs by addressing the root causes of high premiums, highlighting the negative impact of fraudulent claims on a company's finances and culture. He further emphasized the importance of identifying...
2024-07-2619 min
Power Producers PodcastAuthenticity Creates Victory with Marques OgdenIn this episode of the Power Producers Podcast, David Carothers and Marques Ogden discussed the challenges of maintaining a healthy ego while leading an organization, emphasizing the importance of striking a balance between confidence and arrogance. They shared personal experiences of struggling with ego in leadership roles and the significance of discipline, teamwork, and authenticity in achieving success. They also highlighted the importance of self-care, reflection, and visualization in personal and professional growth, and discussed the lack of diversity in their industry and its consequences. Key PointsEgo Management for Success in Sales
...
2024-07-1047 min
Power Producers PodcastHard Market Lesson - Never Stop ProspectingIn this episode of Shoptalk, David Carothers emphasizes the importance of prospecting in the current busy market, highlighting how neglecting it can lead to a lack of organic opportunities in the pipeline. He argues that prospecting should never be abandoned, even when inbound leads are abundant, to ensure agencies are writing the types of policies they want and can control their direct carriers.Key Points: Importance of prospecting in insurance sales despite busy periods· David Carothers thanks sponsors for supporting producers in paradise, highlighting IPFS's leadership.· David Carothers argues that agen...
2024-07-0119 min
Power Producers PodcastSolving the Hiring Riddle with HeritageIn this episode of Power Producers Podcast, David Carothers joined by three guests Jeromy Huerta, Caleb Walker and Michael Overstreet from Heritage, discussed their strategies for hiring and vetting new team members in the insurance industry, emphasizing the importance of aligning values and culture. They shared their experiences merging virtual agencies, highlighting the challenges of cultural differences and conflicting processes. They also discussed the importance of involving team members in the hiring process, creating a positive first impression for new hires, and personalizing the virtual onboarding experience. Finally, they discussed the use of virtual assistants in insurance agency operations...
2024-06-121h 00
Power Producers PodcastGurley Gold with Josh GurleyIn this episode of Power Producers Podcast, David Carothers and Josh Gurley explain the fundamental principles essential for success in the insurance industry. They emphasize the significance of adhering to basic principles, outsourcing tasks, and mastering effective prospecting techniques amidst the challenges of the current market. From maintaining professionalism in sales to balancing work and family life, they offer actionable advice and personal anecdotes to guide listeners towards achieving success while maintaining a fulfilling personal life.Key points:
Managing Work Comp Claims and Improving Risk Profiles: David Carothers discusses managing work comp claims and improving risk profile...
2024-05-011h 00
Power Producers PodcastThrowback: Your Prospect's Self-PerceptionIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to overcome a producer in the middle market and the significance of understanding perception.Episode Highlights:
David mentions the form that he uses every time he conducts an interview. (3:18)
How does David present the forms in a way that they wouldn’t feel hesitant? (4:04)
David shares why being unaware of the information is one of the biggest traps that anyone runs into. (6:30)
David mentions where he would see a big point of co...
2024-01-2619 min
Power Producers PodcastThrowback: The Common DenominatorIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about understanding the common denominators of insurance.Episode Highlights:
David mentions that it is essential to understand the common denominator because that is what we don’t necessarily need. (1:59)
David shares that if you want to be successful in the middle market production, you have to be uncommon in a common environment. (2:51)
Kyle shares that creating an agenda requires little effort, none of it is hard. (5:21)
David mentions that the agenda is an easy way to begin th...
2023-12-2925 min
Power Producers PodcastWhat is Your IdentityIn this episode of The Power Producers Podcast, David Carothers invites listeners to ponder a profound question: "What is your identity?". David discusses the importance of defining one's identity beyond work and shares personal insights on balancing professional success with family and personal well-being.Episode Highlights:
David discusses the importance of leaving a mark on the world and the value of true friendship based on trust and reliability. (2:12)
David shares the importance of balancing work and personal life, prioritizing family and relationships, and the realization that success in work does not equate to...
2023-12-0810 min
Power Producers PodcastThrowback: Why a Learning Management System is ImportantIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of learning management systems and utilizing them as a tool.Episode Highlights:
David doesn’t think that a lot of agencies are doing what they’re supposed to do with a management system. (2:15)
David mentions that Think HR can create customized learning tracks for every client. (3:13)
David shares that one of the details he likes most about Think HR is that they do the onboarding for their clients. (5:28)
David mentions one of the biggest issues is that s...
2023-11-2418 min
Power Producers PodcastRemember Where You Came FromIn this episode of The Power Producers Podcast, David Carothers discusses the significance of personal and professional growth in the insurance industry and the value of remembering your roots and being thankful for the lessons learned from both successes and failures. Episode Highlights:
David mentions that it's important to understand our journey and how it can change our lives and families, but success shouldn't make us arrogant or condescending. (1:55)
David shares that keeping a binder of every agent of record letters received over the past 20 years helps him to combat self-doubt and regain c...
2023-11-1719 minPower Producers PodcastThrowback: Including Loss ControlIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about establishing client expectations and carrier relationships with loss control. They also discuss why people hate loss of control and how they can fix it.Episode Highlights:
Kyle thinks that some people probably go in with the wrong mindset on loss control from a carrier. (1:55)
Kyle mentions that he would prefer to know on the front end that there are some concerns rather than being told that everything’s fine. (3:29)
David mentions that if you're a producer ou...
2023-11-1019 min
Power Producers PodcastThrowback: Include the Auditor UpfrontIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, discuss how to build good client and carrier relationships and the significance of the audit.Episode Highlights:
David mentions that they have been recording a lot of episodes since April. (1:33)
David shares that he checked their podcast on iTunes and it got him thinking, maybe some people listened and they’ve made an impact on their life. (1:53)
David shares one of the aspects that he learned over the course of the last eight months is that nobody knows ho...
2023-10-2716 min
Power Producers PodcastThrowback: Including ClaimsIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about middle market accounts and setting them up. They also discuss why some agencies are not taking the claims adjusters to the point of sale.Episode Highlights:
David thinks that the only person that’s non-likely to be invited to an appointment to onboard an account is from claims. (5:11)
David mentions that he doesn’t see agencies taking claims people, claims adjusters, and VPS of claims out to the point of sale, but they should. (5:28)
David shares that...
2023-10-2021 minPower Producers PodcastEmpowering Your Team to Provide the Ultimate Client ExperienceIn this episode of The Power Producers Podcast, David Carothers explains why it is crucial for agencies to prioritize providing an outstanding client experience that exceeds expectations.Episode Highlights:
David emphasizes the importance of client experience and the need for clear communication with service staff. (1:38)
David discusses how important it is for agencies and businesses to prioritize providing an excellent client experience in order to leave a positive impression on clients. (14:04)
David shares his personal experience as a store manager who turned a mistake with a child's birthday cake into an opportunity by...
2023-10-1321 min
Power Producers PodcastThe Chase for Rare AirIn this episode of The Power Producers Podcast, David Carothers discusses the core of effective leadership, likening it to Michael Jordan’s legendary legacy, and how leadership skills are crucial for handling success pressures, improving relationships, and attaining unparalleled achievements in the insurance industry.Episode Highlights:
David mentions that great leadership is essential regardless of the situation or the people involved, as it sets high standards and pushes both oneself and others to be the best they can be. (4:10)
David discusses the pressure and expectations that come with success, using Michael Jordan as an...
2023-10-0617 min
Power Producers PodcastThe Ant and the GrasshopperIn this episode of The Power Producers Podcast, David Carothers gives listeners a sneak peek into the upcoming Producers in Paradise event, emphasizing its unique offerings this year and unpacks the enduring wisdom of "The Ant and the Grasshopper," spotlighting its relevance to the world of producers.Episode Highlights:
David discusses the story of “The Ant and the Grasshopper” as a way to show how important it is to be ready and focused in a tough market. (2:56)
David explains that the insurance industry is cyclical, just like the changing seasons, and it's crucial to p...
2023-09-2918 min
Power Producers PodcastThrowback: How to Defer GracefullyIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the different stages a company goes through in the buyer’s journey and the new business appointments they had.Episode Highlights:
David mentions his visit to Brunswick, Georgia. (1:26)
David shares a story about the new business appointment he had. (3:07)
What would David’s approach be if the client’s mod was jacked with the renewal coming out? (14:11)
David shares one of the things that the client said to him. (13:34)
David gives a piece of advice. (20:14)
...
2023-09-1523 min
Power Producers PodcastThrowback: Working Telemarketing LeadsIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about telemarketing and the machine that they’re building inside Florida Risk Partners.Episode Highlights:
Kyle gives his opinion on the issues in telemarketing. (1:32)
Does David think that it’s more impactful for the people to be in the middle market than a smaller company? (6:48)
David mentions one of the things they are all guilty of. (7:11)
David shares the telemarketing machine that they’re building inside Florida Risk Partners. (13:21)
David shares what to do when doing marketing drops...
2023-09-0823 minPower Producers PodcastThrowback: David's Renewal PredictionIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about projecting the mod and David shares a story about an agency he took.Episode Highlights:
David shares a story about an account he took from an agency last year. (3:05)
David shares what led Think HR to happen. (6:59)
Does David think that requesting loss runs could help your situation? (8:12)
Is it necessary to have a drug-free program? (10:46)
Kyle shares what he likes about the auto owner. (15:39)
David shares the moral lesson of the story. (16:09)
2023-09-0119 min
Power Producers PodcastSelling to Different GenerationsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the different generations of insurance buyers and share how to effectively communicate and sell to each generation. Episode Highlights:
David mentions that generational differences in the insurance industry are often overlooked, but understanding and adapting to the needs of each generation can improve sales. (2:45)
David explains the traits of the Silent Generation (1928-1945): trust in institutions, in-person interactions, risk aversion due to history, and value in low-deductible, cautious insurance. (6:33)
David shares how Baby Boomers (1946-1964) prioritize security and l...
2023-08-1130 min
Power Producers PodcastMaster Risk Advisor with David WatsonIn this episode of The Power Producers Podcast, David Carothers sits down with David Watson, CEO of Risk Advisor to discuss the changes and advancements in Risk Advisor technology over the past two years, highlighting the importance of technology in improving efficiency and potentially impacting pricing in the insurance industry.Episode Highlights:
David Watson discusses the importance of evaluating one's schedule and having a supportive partner when starting a new venture, highlighting the need for a strong base structure both in business and at home. (6:15)
David Watson shares his recent business activities, including...
2023-07-2446 min
Power Producers PodcastDetach from the OutcomeIn this episode of The Power Producers Podcast, David Carothers discusses the importance of detaching from outcomes, a powerful concept brought up by Josh Braun at Producers in Paradise. David also shares the structure of Producers in Paradise and a few of the lessons learned from the event. Episode Highlights:
David discusses the structure and concept of the Producers In Paradise conference. (2:28)
David shares how the sunset cruise in Key West provided an informal setting for sponsors and attendees to get to know each other. (3:21)
David mentions that Producers in Paradise is an a...
2023-07-1424 min
Power Producers PodcastPivoting Past the CommissionsIn this episode of The Power Producers Podcast, David Carothers shares his expertise on how to structure fee agreements and recoup costs when auditing accounts and discusses the importance of being transparent about compensation with clients. Episode Highlights:
David discusses the process of auditing accounts including how to split fees with clients and which policies are included in fee agreements. (2:42)
David shares the reason why he prefers to engage with clients a month after their account renewal. (6:32)
David discusses how to handle mistakes found during a mod audit and ways to get paid f...
2023-06-3026 min
Power Producers PodcastThe Successful Mind with David NeagleIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview David Neagle, Founder of Life Is Now, and host of The Successful Mind Podcast. David Neagle discusses the importance of having a positive mindset, and the significance of believing in oneself, charging the correct value for services, and being disciplined in sticking to one's business plan. Episode Highlights:
David Neagle explains what led him to start his business, Life Is Now, which helps others achieve success through a positive attitude and skill development. (9:55)
David Neagle and Kyle discuss t...
2023-06-2655 min
Power Producers PodcastKilling Commercial New Producers Call, A Glimpse Behind the CurtainIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss ways to address policy errors before they become a problem and the importance of getting to know your client's needs before trying to sell them anything. Episode Highlights:
David discusses two possible approaches to rectifying an erroneously drafted policy: one way is to proceed as usual, prepare a quote, and then present the client with the revised figures; the other way is to promptly address and rectify the issue. (1:39)
David explains that it's important to enlighten clients about t...
2023-06-2329 min
Power Producers PodcastThrowback: Messaging is CrucialIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of messaging, stewardship reports, and how to utilize the risk assessment report.Episode Highlights:
David shares that he always hears people complaining about losing their business and they feel that they’ve done everything right. (1:41)
David mentions that you must start with the onboarding before doing a stewardship report. (3:47)
David shares that if you structure your client to set their expectations appropriately on what they should expect from you, then you can update them in real-t...
2023-06-1616 min
Power Producers PodcastThrowback: David's Daily RoutineIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the daily routine that makes them the most productive and the most successful. David shares his process in finishing video content.Episode Highlights:
David mentions the first thing he does every day when he’s doing things the right way. (2:01)
David shares what he likes to read. (8:19)
Kyle mentions what Daniel Seong shared with him. (9:23)
What’s the content of David’s editorial calendar for the entire year? (11:38)
David mentions the first thing he does when he get...
2023-06-0927 min
Power Producers PodcastThrowback: Be a Problem SolverIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how important it is to solve problems instead of selling a product because as prospects share information, the higher the chances are of being able to close a sale. Episode Highlights:
David mentions that he’s beginning to believe that many agents do not understand how to identify and solve problems their prospects have. (3:37)
David explains how to increase your ability to close a sale by identifying the problems that you could solve for prospects instead of simp...
2023-05-1230 min
Power Producers PodcastMastermind on the Hard Market Session 1In this episode of The Power Producers Podcast, David Carothers and guest co-host Josh Gurley discuss the challenges of navigating the hard market in the insurance industry, the importance of understanding reinsurance, and providing accurate information to underwriters. Episode Highlights:
David mentions that it's essential to understand how to converse with clients and prospects about how the hard market comes to exist. (4:37)
David explains the impact of Auto Owners' rate increases on clients and workflow in the agency and the need for producers to be proactive in educating clients about market conditions. (7:37)
David d...
2023-04-2832 min
Power Producers PodcastMy Greatest Affliction is My Greatest Super PowerIn this episode of The Power Producers Podcast, David Carothers reveals that his single biggest affliction also serves as his most powerful superpower, and discusses the importance of self-care and how the pressure to emulate "perfect" role models can set newer producers up for disappointment. Episode Highlights:
David discusses his childhood experiences with ADHD and how it affected him in school, church, and at home. (2:13)
David shares that he was able to manage multiple tasks between Florida Risk Partners, Killing Commercial, and The Power Producers Podcast by learning to take his affliction and u...
2023-04-2117 min
Power Producers PodcastThrowback: Shady Games Contractors PlayIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about some of the difficulties they have encountered when working with construction accounts. Episode Highlights:
Kyle shares that learning centers are the best, and for him, the library is the original learning center. (1:33)
David shares his first new favorite thing, which he finds awesome. (4:48)
David explains how he tried to explain the necessary coverages to his client. (8:37)
David and Kyle agree that contractors hate insurance, but they aren’t sure why. (11:56)
David explains that if you're getting nor...
2023-04-0722 min
Power Producers PodcastThrowback: Total Cost of Risk – What Is It?In this throwback episode of The Power Producers podcast, David Carothers and co-host Kyle Houck talk about understanding the total cost of risk and some of its components and why you need to stop thinking of yourself as an insurance salesperson and start thinking of yourself as a risk manager. Episode Highlights:
What is the total cost of risk? (1:38)
David shares that a lot of people have been talking about the total cost of risk, but there's a huge understanding of what it is. (2:51)
David mentions that insurance premiums are a...
2023-01-0633 min
Power Producers PodcastThrowback: Understanding Fee for ServiceIn this throwback episode of The Power Producers podcast, David Carothers and co-host Kyle Houck talk about the significance of understanding the service fee and why it’s considered as a great tool.Episode Highlights:
David thinks that it’s significant to understand the difference between the fee for service as an agent and charging broker fees. (2:03)
David mentions that agents in the middle market don’t understand that a service fee is a great tool. (2:37)
Kyle thinks that most of the agent doesn’t know that it’s also an option...
2022-12-3030 min
Power Producers PodcastThrowback: The Sedlak Sessions 3In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Stephen Sedlak. David, Kyle, and Stephen discuss strategies for making connections, boosting your credibility, and how to have productive meetings with your clients. Episode Highlights:
David shares that Christian DeLozier is now officially in Killing Commercial. (1:16)
David talks about his phone conversation with the new member of Power Producer Mastermind. (5:57)
David explains that he struggles to poke holes in smaller accounts since he doesn't know the players as much as he does in the middle mar...
2022-12-1632 min
Power Producers PodcastThrowback: The Ware Sessions 2In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Crystal Ware. David, Kyle, and Crystal discuss their motivations, goals, fears, and challenges in their journey.Episode Highlights:
Crystal believes that making money as a motive is not a bad thing. (3:15)
David talks about his goal setting and motivation. (3:36)
Crystal explains why she decided to start her own agency with David. (3:35)
David says that from an entrepreneurial perspective, he’s absolutely fearless. (9:15)
David states that he is a competitive person. (13:45)
Crystal talks about her fear whe...
2022-11-1831 min
Power Producers PodcastThrowback: The Ware Sessions 1In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Crystal Ware. David, Kyle, and Crystal share insight into the power and importance of having more women in the insurance industry. Episode Highlights:
David shares insights about earning a great weekend. (1:26)
David discusses how things are when he is not at work. (4:17)
Crystal explains why there are so few women working in the insurance industry. (10:11)
David explores the issue of women and minorities working as producers in the insurance industry. (16:31)
Crystal explains how she overcame a...
2022-11-1135 min
Power Producers PodcastOur Best Cyber HackIt’s Cyber Awareness Month and in this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck share their Number 1 hack for writing Cyber in bulk.Episode Highlights:
David explains that Managed Services Providers "MSP’s" are one of the areas where we have the ability to generate opportunities right now. (2:11)
Kyle believes that there are a number of MSP’s that assume they know more than everyone else just because they are IT professionals who understand how things operate and how to defend themselves. (3:36)
Kyle shares his observation that severa...
2022-11-0415 min
Power Producers PodcastBe a Problem SolverIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how important it is to solve problems instead of selling a product because as prospects share information, the higher the chances are of being able to close a sale. Episode Highlights:
David mentions that he’s beginning to believe that many agents do not understand how to identify and solve problems their prospects have. (3:37)
David explains how to increase your ability to close a sale by identifying the problems that you could solve for prospects instead of simply selling an insurance prod...
2022-10-2830 min
Power Producers PodcastThe Deeds Sessions 1In this episode of The Power Producers Podcast, David Carothers sits down with Ryan Deeds of Ennabl. Ryan asks David to go through a typical Ennabl discovery process to illustrate what Ennabl does specifically to enable agencies to make themselves better.Episode Highlights:
Ryan discusses his experiences working with insurance agencies and Insurtech companies. (3:23)
David discusses having his staff, particularly his account managers, work remotely these days. (9:28)
David explains that the only way he could go out and create middle market accounts was to identify who his ideal prospect was and stick to...
2022-09-0949 min
Power Producers PodcastFleet Safety for Sales IIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck address the importance of establishing driver selection criteria upfront and communicating it to your client.Episode Highlights:
David believes that everyone searching for work in the trades right now has a bad driving record since those who don't are always employed. (4:14)
David explains that the dissatisfaction comes from the agents' failure to properly prepare their clients for what they must do on their end. (7:25)
David mentions that anyone who needs a driver selection criteria template can write him an...
2022-06-0314 min
Power Producers PodcastThrowback: Using CRM and Automation to Reel in The Big Fish with David LeFevreIn this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, interview David Lefevre, who works in the marketing department of Florida Risk Partners and Salespwr.com. David talks about how to use CRMs to ensure your salespeople have the tools they need to be successful, and the importance of knowing and being able to talk about your customers.Episode Highlights:
You are not an insurance agency until you close a deal and you have to do policy administration. Until that point, you are a sales organization. (8:55)
The difference...
2022-06-011h 05
Power Producers PodcastShady Games Contractors PlayIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about some of the difficulties they have encountered when working with construction accounts. Episode Highlights:
Kyle shares that learning centers are the best, and for him, the library is the original learning center. (1:33)
David shares his first new favorite thing, which he finds awesome. (4:48)
David explains how he tried to explain the necessary coverages to his client. (8:37)
David and Kyle agree that contractors hate insurance, but they aren’t sure why. (11:56)
David explains that if you're getting normal ren...
2022-03-0422 min
Power Producers PodcastMake it a Financial DiscussionIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to use a financial discussion with your client or your prospect to make your point and drive the wedge. Episode Highlights:
David shares a place where you can learn and collaborate with other agents in the Power Producers Mastermind. (1:16)
David recalls an experience with a plumbing contractor. (04:58)
David explains that if you can assume a revenue threshold, and assume a profit margin on a company, it can create opportunities for conversation. (11:27)
David shares that most high m...
2022-02-2524 min
Power Producers PodcastThrowback: CRM 6In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They discuss how to utilize your CRM for service functions in the agency.Episode Highlights:
David Lefevre mentions that HubSpot comes with a generic CRM. (1:40)
David Carothers mentions what he likes about the way the service piece is done. (3:12)
David Lefevre shares some of the ways to utilize CRM from a service aspect. (6:51)
David Lefevre mentions why it’s significant to have a certificate of insurance. (7:32)
David Lefevre shares how to...
2021-12-3116 min
Power Producers PodcastThrowback: CRM 5In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They discuss how any CRM begins to take action through marketing automation, workflows, and sequences.Episode Highlights:
David Lefevre shares what marketing automation is. (5:01)
David Carothers mentions who Christian Delozier is. (6:41)
David Lefevre shares how to take advantage of the data that you have in your CRM. (8:09)
David Lefevre explains what happens if you don't have a plan or process on how to communicate. (11:16)
David Carothers mentions the most significant...
2021-12-2431 min
Power Producers PodcastThrowback: CRM 3In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They continue to discuss what CRM is all about and what kind of customizations an agency principal is looking for.Episode Highlights:
David Carothers shares what an agency principal must look at when it comes to CRM systems. (4:25)
David Lefevre mentions the new name of Infusionsoft. (7:40)
David Lefevre explains what all of the CRMs have in common. (8:01)
David Lefevre shares why you must do account based selling. (9:59)
David Carothers shares...
2021-12-1027 min
Power Producers PodcastThrowback: CRM 2In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They continue to discuss the basics of CRM and how to bring a CRM to your insurance agency.Episode Highlights:
David Lefevre shares the first thing to do when bringing a CRM to your insurance agency. (1:42)
David Lefevre explains why it’s significant to have companies and contacts if you're doing commercial lines. (2:29)
David Carothers shares why his VA has been helpful in his agency. (5:19)
David Lefevre shares one of th...
2021-12-0326 min
Power Producers PodcastThrowback: CRM 1In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They discuss what CRM is all about and why people should utilize it.Episode Highlights:
David Lefevre explains what a CRM is. (3:59)
David Carothers shares how CRM has changed. (5:31)
David Lefevre shares why marketing is one aspect of communication. (6:38)
David Lefevre mentions what they’re doing at Florida Risk. (7:43)
David Carothers mentions the problem with AMS and CRM. (8:54)
David Carothers shares which CRM people should use. (11:27)
David Lefevre shares why pe...
2021-11-2630 min
Power Producers PodcastShoptalk EP #72In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the risks and benefits of writing Cyber. Episode Highlights:
David and Kyle talk about the dos and don'ts for writing Cyber. (2:12)
David and Kyle share insight into the increase in premiums. (4:25)
Davis shares what he likes about what ProWriters has done. (10:25)
Kyle tells David his experience in Masterclass. (14:34)
David and Kyle talk about grills. (16:27)
David and Kyle talk about Chris Voss. (18:35)
David and Kyle share some Football insights. (21:18)
Tweetable Quotes:
“If my pre...
2021-11-1926 min
Power Producers PodcastThe Execution is What is LackingIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about their budding relationship with KPA and how it is providing them with the tools and factual data they need to make their case with underwriters. Episode Highlights:
David and Kyle explain how KPA is helping them. (3:09)
David talks about his difficult plumbing account situation. (4:00)
Kyle explains how KPA is helping them with benchmarking and total compensation reports. (6:43)
David discusses how they used KPA to help with their non-renewal. (8:35)
David shares the outcome of what happened with his c...
2021-11-1217 min
Power Producers PodcastThe Ware Sessions 2In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Crystal Ware. David, Kyle, and Crystal discuss their motivations, goals, fears, and challenges in their journey.Episode Highlights:
Crystal believes that making money as a motive is not a bad thing. (3:15)
David talks about his goal setting and motivation. (3:36)
Crystal explains why she decided to start her own agency with David. (3:35)
David says that from an entrepreneurial perspective, he’s absolutely fearless. (9:15)
David states that he is a competitive person. (13:45)
Crystal talks about her...
2021-10-2931 min
Power Producers PodcastThe Ware Sessions 1In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Crystal Ware. David, Kyle, and Crystal share insight into the power and importance of having more women in the insurance industry. Episode Highlights:
David shares insights about earning a great weekend. (1:26)
David discusses how things are when he is not at work. (4:17)
Crystal explains why there are so few women working in the insurance industry. (10:11)
David explores the issue of women and minorities working as producers in the insurance industry. (16:31)
Crystal explains how she overcame adversity t...
2021-10-2235 min
Power Producers PodcastThe Sedlak Sessions 3In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by Stephen Sedlak. David, Kyle, and Stephen discuss strategies for making connections, boosting your credibility, and how to have productive meetings with your clients. Episode Highlights:
David shares that Christian DeLozier is now officially in Killing Commercial. (1:16)
David talks about his phone conversation with the new member of Power Producer Mastermind. (5:57)
David explains that he struggles to poke holes in smaller accounts since he doesn't know the players as much as he does in the middle market. (8:32)
Dav...
2021-10-0832 min
Power Producers PodcastPrepping Producers for Positive Experiences with David WatsonIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview David Watson, Partner & Director of Sales at Mappus Insurance Agency, Inc. David talks about his idea of the risk advisor process and how it became a game-changer for their agency.Episode Highlights:
David gives a short background of Mappus Insurance Agency. (3:49)
David shares how he transitioned from being in a captive world. (5:13)
David shares his career at Mappus Insurance Agency. (11:50)
David explains where his idea of risk advisor came from. (18:17)
David shares how it's been since the risk...
2021-07-1456 min
Power Producers PodcastCRM 6In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They discuss how to utilize your CRM for service functions in the agency.Episode Highlights:
David Lefevre mentions that HubSpot comes with a generic CRM. (1:40)
David Carothers mentions what he likes about the way the service piece is done. (3:12)
David Lefevre shares some of the ways to utilize CRM from a service aspect. (6:51)
David Lefevre mentions why it’s significant to have a certificate of insurance. (7:32)
David Lefevre shares how to ut...
2021-07-0916 min
Power Producers PodcastCRM 5In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They discuss how any CRM begins to take action through marketing automation, workflows, and sequences.Episode Highlights:
David Lefevre shares what marketing automation is. (5:01)
David Carothers mentions who Christian Delozier is. (6:41)
David Lefevre shares how to take advantage of the data that you have in your CRM. (8:09)
David Lefevre explains what happens if you don't have a plan or process on how to communicate. (11:16)
David Carothers mentions the most significant process...
2021-07-0231 min
Power Producers PodcastCRM 3In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They continue to discuss what CRM is all about and what kind of customizations an agency principal is looking for.Episode Highlights:
David Carothers shares what an agency principal must look at when it comes to CRM systems. (4:25)
David Lefevre mentions the new name of Infusionsoft. (7:40)
David Lefevre explains what all of the CRMs have in common. (8:01)
David Lefevre shares why you must do account based selling. (9:59)
David Carothers shares where...
2021-06-1827 min
Power Producers PodcastCRM 2In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They continue to discuss the basics of CRM and how to bring a CRM to your insurance agency.Episode Highlights:
David Lefevre shares the first thing to do when bringing a CRM to your insurance agency. (1:42)
David Lefevre explains why it’s significant to have companies and contacts if you're doing commercial lines. (2:29)
David Carothers shares why his VA has been helpful in his agency. (5:19)
David Lefevre shares one of the th...
2021-06-1126 min
Power Producers PodcastCRM 1In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck are joined by David Lefevre, Owner of SalesPWR. They discuss what CRM is all about and why people should utilize it.Episode Highlights:
David Lefevre explains what a CRM is. (3:59)
David Carothers shares how CRM has changed. (5:31)
David Lefevre shares why marketing is one aspect of communication. (6:38)
David Lefevre mentions what they’re doing at Florida Risk. (7:43)
David Carothers mentions the problem with AMS and CRM. (8:54)
David Carothers shares which CRM people should use. (11:27)
David Lefevre shares why people sh...
2021-06-0430 min
Power Producers PodcastBuilding Passive Revenue StreamsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how to make passive income in their agencies through utilizing a quote, bind, and issuing products.Episode Highlights:
David mentions why his week flew by fast. (1:51)
David shares why he wanted to discuss passive revenue streams. (2:26)
David mentions their webinars. (2:45)
David mentions his experience with wedding insurance. (3:28)
David shares the product they launched. (6:05)
David shares what they talked about at their recent webinar. (10:40)
Tweetable Quotes:
“I think by and large, the insurance companies fr...
2021-05-2815 min
Power Producers PodcastWhat's Your BudgetIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss budget and people’s budget specifically as it stands for the sales process.Episode Highlights:
David mentions why infrared thermal scanners are significant. (2:58)
Does David think that agencies must have a yearly budget on the middle market or look at it on just a case by case scenario? (5:28)
David shares why producers must also be looking at the budget as well. (5:43)
David mentions one of the reasons why he likes the service fee model. (6:56)
David shares some of th...
2021-05-2118 min
Power Producers PodcastHow to Defer GracefullyIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the different stages a company goes through in the buyer’s journey and the new business appointment they had.Episode Highlights:
David mentions his visit to Brunswick, Georgia. (1:26)
David shares a story about the new business appointment he had. (3:07)
What would David’s approach be if the client’s mod was jacked with the renewal coming out? (14:11)
David shares one of the things that the client said to him. (13:34)
David gives a piece of advice...
2021-05-0723 min
Power Producers PodcastDriving Wedges with Loss RunsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about everything we need to know about loss runs.Episode Highlights:
David shares a story about a call with a gentleman that he was helping with a mod analysis. (3:13)
David explains why checking the indemnity column is the first thing he does. (7:33)
David explains why most of the time producers get loss runs. (12:10)
Kyle mentions that most people forget about near misses. (15:56)
David shares why sending copies of accident and incident reports are significant. (16:09)
David mentions one of...
2021-04-3029 min
Power Producers PodcastBe a TeacherIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about teaching what every client and prospect needs to know about the insurance industry.Episode Highlights:
Kyle shares a story about his client that was new to insurance. (3:04)
David mentions why his favorite is the blacked-out deck page. (5:02)
Kyle mentions what he felt after his conversation with the client. (7:26)
David acknowledges Daniel Seong. (10:52)
David shares what he found to be ironic. (11:35)
David mentions part of the issue with the insurance industry. (14:31)
David shares why he prefers CRM to C...
2021-04-2333 min
Power Producers PodcastDon't Be An Expense LineIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about why people should sell value not expenses, and how to effectively represent somebody's business.Episode Highlights:
David mentions what producers need to figure out. (1:35)
Kyle mentions that a learning management system is an expensive tool. (2:53)
David shares the only problem they can’t address most of the time. (4:08)
David mentions when he hears about the training programs. (7:18)
David shares a call he had from a guy at Killing Commercial. (8:43)
David shares how to effectively represent somebody's business ev...
2021-04-1622 min
Power Producers Podcast3 Old School Sales Tactics that Still WorkIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the three old types of sales tactics that are still utilized.Episode Highlights:
David shares that the first type is cold call marketing drops. (2:29)
David mentions why cold call marketing drops are the best. (6:31)
David shares why the pandemic has made cold calling interesting. (7:09)
David shares that the second type is the phones. (8:13)
David shares what to do when you cold call with and without real knowledge. (9:26)
David shares that the third type is the...
2021-04-0223 min
Power Producers PodcastWorking Telemarketing LeadsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about telemarketing and the machine that they’re building inside Florida Risk Partners.Episode Highlights:
Kyle gives his opinion on the issues in telemarketing. (1:32)
Does David think that it’s more impactful for the people to be in the middle market than a smaller company? (6:48)
David mentions one of the things they are all guilty of. (7:11)
David shares the telemarketing machine that they’re building inside Florida Risk Partners. (13:21)
David shares what to do when doing...
2021-03-1923 min
Power Producers PodcastDavid's Renewal PredictionIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about projecting the mod and David shares a story about an agency he took.Episode Highlights:
David shares a story about an account he took from an agency last year. (3:05)
David shares what led Think HR to happen. (6:59)
Does David think that requesting loss runs could help your situation? (8:12)
Is it necessary to have a drug-free program? (10:46)
Kyle shares what he likes about the auto owner. (15:39)
David shares the moral lesson of the story. (16:09)
2021-03-0519 min
Power Producers PodcastDreaming of SuccessIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how they manage success and their process in reaching their goals.Episode Highlights:
David shares a story about his very first college appearance at Marshall. (4:09)
David mentions why he has no problem delaying gratification. (7:22)
David mentions his opinion about money. (8:23)
David shares why he and his wife would always discuss their goals. (9:13)
Kyle mentions his process in achieving his goals. (11:22)
Kyle shares his stretch goals. (15:46)
Tweetable Quotes:
2021-02-2619 min
Power Producers PodcastHow Do You Help Your Clients Make MoneyIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about one of the issues that most producers are having problems with and give a piece of advice to the producers.Episode Highlights:
David shares a story about his trip to St. Louis. (3:25)
David mentions why a lot of producers are going to be able to relate to this topic. (3:58)
David shares the issue in the GC. (4:26)
David shares the process involved in a mod that’s higher than one should to qualify for work. (5:15)
Da...
2021-02-1920 min
Power Producers PodcastDavid's Daily RoutineIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the daily routine that makes them the most productive and the most successful. David shares his process in finishing video content.Episode Highlights:
David mentions the first thing he does every day when he’s doing things the right way. (2:01)
David shares what he likes to read. (8:19)
Kyle mentions what Daniel Seong shared with him. (9:23)
What’s the content of David’s editorial calendar for the entire year? (11:38)
David mentions the first thing he does w...
2021-02-1227 min
Power Producers PodcastBreaking Down Appointment SettingIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about appointment setting and its other pieces.Episode Highlights:
Kyle mentions that appointment setting is something that you must do. (1:19)
David mentions that they’re doing an appointment setting machine. (3:05)
What’s the thought process of doing an appointment setting machine? (3:10)
David shares the part of his theory behind setting appointments. (6:05)
David shares his experience with soliciting appointments. (9:19)
Has David’s VA’s been helpful at Florida Risk? (11:43)
Tweetable Quotes:
2021-02-0517 min
Power Producers PodcastPlan BackwardsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how many people are effectively using their business planning, process planning, and most significantly, their behavior planning.Episode Highlights:
David shares why a lot of people are utilizing business planning. (2:18)
How would David put an effective action plan that's going to produce the results that he’s looking for? (6:24)
David mentions an ideal prospect profile. (8:03)
How many people do you have to present to get 10 orders? (9:20)
Kyle shares prospecting from the way that he ha...
2021-01-2919 min
Power Producers PodcastYour Prospect's Self-PerceptionIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about how to overcome a producer in the middle market and the significance of understanding perception.Episode Highlights:
David mentions the form that he uses every time he conducts an interview. (3:18)
How does David present the forms in a way that they wouldn’t feel hesitant? (4:04)
David shares why being unaware of the information is one of the biggest traps that anyone runs into. (6:30)
David mentions where he would see a big point of contention, an...
2021-01-2219 min
Power Producers PodcastDon't Sell Yourself Short!In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the importance of not selling yourself short as a producer and how to get your worth in 2021. Episode Highlights:
David shares why you need to put a value on your time. (2:45)
David explains the importance of setting expectations when meeting with prospects. (5:47)
What are two traps that producers easily fall into? (9:03)
David challenges listeners to do two things going into 2021. (13:31)
Kyle explains why it’s all about mindset. (15:56)
Tweetable Quotes:
“Sometimes we're so wo...
2021-01-1516 min
Power Producers PodcastMessaging is CrucialIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of messaging, stewardship reports, and how to utilize the risk assessment report.Episode Highlights:
David shares that he always hears people complaining about losing their business and they feel that they’ve done everything right. (1:41)
David mentions that you must start with the onboarding before doing a stewardship report. (3:47)
David shares that if you structure your client to set their expectations appropriately on what they should expect from you, then you can update them in real-time...
2021-01-0816 min
Power Producers PodcastWhy a Learning Management System is ImportantIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of learning the management systems and utilizing them as a tool.Episode Highlights:
David doesn’t think that a lot of agencies are doing what they’re supposed to do with a management system. (2:15)
David mentions that Think HR can create customized learning tracks for every client. (3:13)
David shares that one of the details he likes most about Think HR is that they do the onboarding for their clients. (5:28)
David mentions one of the biggest issues is that some people are...
2020-12-1818 min
Power Producers PodcastThe Common DenominatorIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about understanding the common denominators of insurance.Episode Highlights:
David mentions that it is essential to understand the common denominator because that is what we don’t necessarily need. (1:59)
David shares that if you want to be successful in the middle market production, you have to be uncommon in a common environment. (2:51)
Kyle shares that creating an agenda requires little effort, none of it is hard. (5:21)
David mentions that the agenda is an easy way to begin the meeting. (5:41)
David shares th...
2020-12-1120 min
Power Producers PodcastIncluding Loss ControlIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about establishing client expectations and carrier relationships with loss control. They also discuss why people hate loss of control and how they can fix it.Episode Highlights:
Kyle thinks that some people probably go in with the wrong mindset on loss control from a carrier. (1:55)
Kyle mentions that he would prefer to know on the front end that there are some concerns rather than being told that everything’s fine. (3:29)
David mentions that if you're a producer out there, you must ha...
2020-12-0419 min
Power Producers PodcastIncluding ClaimsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talks about middle market accounts and setting them up. They also discuss why some agencies are not taking the claims adjusters to the point of sale.Episode Highlights:
David thinks that the only person that’s non-likely to be invited to an appointment to onboard an account is from claims. (5:11)
David mentions that he doesn’t see agencies taking claims people, claims adjusters, and VPS of claims out to the point of sale, but they should. (5:28)
David shares that if you've never writ...
2020-11-2708 min
Power Producers PodcastInclude the Auditor up FrontIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, discuss how to build good client and carrier relationships and the significance of the audit.Episode Highlights:
David mentions that they have been recording a lot of episodes since April. (1:33)
David shares that he checked their podcast on iTunes and it got him thinking, maybe some people listened and they’ve made an impact on their life. (1:53)
David shares one of the aspects that he learned over the course of the last eight months is that nobody knows how to onboard middle ma...
2020-11-2016 min
Power Producers PodcastEstablishing Carrier-Client RelationshipsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how to build effective carrier and client partnerships from the very beginning and how to establish credibility in the middle market.Episode Highlights:
David thinks that today’s topic is the area where they missed the boat and if you’re new to the middle market, you certainly have no idea that it’s an option. (3:18)
David shares that sometimes, agents don't want to involve the carrier to build the relationship because they're trying to slide a small detail in the underw...
2020-11-1327 min
Power Producers PodcastYou Can Compete with the Big Boys and GirlsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, discuss how to have the right mindset when getting into an account and closing the deal, and the benefits of being in a community that has the same goal.Episode Highlights:
David shares that there’s a huge problem with agents who think that they don’t have what it takes to compete with the big ones. (2:29)
David shares that if you're dealing with an agency that doesn't specialize in middle-market commercial and they lose an account to an agency that...
2020-11-0620 min
Power Producers PodcastTotal Cost of Risk - How is it Used?In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck continue to discuss the total cost of risk. They talk about how companies utilize the total cost of risk and how they can relay it to their clients and prospects.Episode Highlights:
David shares his experience when he went to the National Alliance and received his CRM designation. (7:13)
What's the certification process look like? (7:33)
David shares that one of the benefits of using the total cost of risk is that it helps people make informed risk management decisions. (7:58)
David mentions that making...
2020-10-3024 min
Power Producers PodcastTotal Cost of Risk - What is it?In this episode of The Power Producers podcast, David Carothers and co-host Kyle Houck talk about understanding the total cost of risk and some of its components and why you need to stop thinking of yourself as an insurance salesperson and start thinking of yourself as a risk manager. Episode Highlights:
What is the total cost of risk? (1:38)
David shares that a lot of people have been talking about the total cost of risk, but there's a huge understanding of what it is. (2:51)
David mentions that insurance premiums are a part of the total cost of r...
2020-10-2333 min
Power Producers PodcastBroker of Record Letters are NOT the DevilIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the Broker of Record letter, how it can be utilized as a tool in the industry, and why a lot of people see it as a devil in the insurance industry.Episode Highlights:
David mentions that he loves the broker of records, but a lot of people don't. (5:38)
Kyle mentions that the broker of records letter is a wonderful topic. (5:43)
David explains why people don’t like it. (5:49)
David shares that a small percentage of agents and agencies are a li...
2020-10-1626 min
Power Producers PodcastUnderstanding Fee for ServiceIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of understanding the service fee and why it’s considered as a great tool.Episode Highlights:
David thinks that it’s significant to understand the difference between the fee for service as an agent and charging broker fees. (2:03)
David shares that he learned about service fees from the first agency that he worked at. (3:58)
In terms of service, did David plateau at some point? (4:55)
David shares a story about an international restaurant chain that they represented. (4:59)
David explains why...
2020-10-0900 min
Power Producers PodcastHow Much Do You Work per Hour?In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about their per hour work rate and the significance of staying in your lane.Episode Highlights:
How much is Kyle’s work rate per hour? (1:30)
David mentions that he made four dollars per hour at his first job. (1:53)
David shares a conversation he had with someone about the Grain of Salt theory. (2:47)
David mentions that back in the day, minimum wage was as low as it was because there wasn't much of a change. (4:36)
What’s the current minimum wage? (4:46)
David shar...
2020-10-0221 min
Power Producers PodcastTalking to Clients in Defined TermsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how you can relate issues to your clients or prospects in defined terms, and how you can calculate the total cost of risk.Episode Highlights:
David mentions that there’s a gentleman who's currently recruiting for an insurance sales representative in his branded office. (2:00)
David thinks that most of the time when they get in front of their clients, we start explaining, and expect them to understand insurance jargon. (3:17)
David shares that a lot of people don't do the total cost of...
2020-09-2526 min
Power Producers PodcastDo You Disclose Your Compensation?In this episode of The Power Producers podcast, David Carothers and co-host Kyle Houck share some of their personal experiences with disclosing commissions.Episode Highlights:
David shares a story about last night when he was up working until almost four o'clock in the morning. (1:56)
Has Kyle heard the story about David and Steven Stamkos at the Philadelphia airport? (2:34)
Kyle feels that a lot of people don't really recognize hockey players. (4:07)
David mentions that a little while back, he was in a thread regarding commissions inside of one of the agency groups that he’s in. (6:44)
David sh...
2020-09-1825 min
Power Producers PodcastWild Claims StoriesIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about claims that have had an impact on their careers and personal lives as well. Episode Highlights:
Kyle mentions that David has more experience in claims than him. (1:38)
David mentions that he will be sharing three of his personal experiences about claims. (1:51)
David shares that personally and in his career, claims have shifted his thought process and made him look at things a little bit differently. (2:05)
David talks about the day he went to Key West for Father’s Day...
2020-09-0428 min
Power Producers PodcastThe Biggest WinsIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the winning situations in their career, the challenges they have experienced, and what they have learned from it.Episode Highlights
Kyle shares the best win situations in his career. (4:04)
Kyle talks about another situation where they had to use all of the resources that they have. (7:29)
Kyle says that when he thinks of a win, it is the overall process and the battles that he had to win in order to get in front of the right person and g...
2020-08-2832 min
Power Producers PodcastWorking the PhonesIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss the value of working the phones, proper phone etiquette, and how to build trust and establish credibility.Episode Highlights:
David starts by explaining that they are going to talk about one thing that salespeople hate with a passion. (1:34)
Is there anybody who loves working on the phone? (1:48)
David mentions that open enrollment is ending soon. (2:08)
David thinks that robo calling and open enrollment made it worse. (2:26)
David shares why getting a random call from a local number makes him very mad. (2:29)
...
2020-08-0727 min
Power Producers PodcastLeading with Workers' CompIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck discuss how to use Workers’ Compensation to start a sales conversation and the three key things to lead with. Episode Highlights:
David mentioned that they use workers comp to start a sales conversation. (3:57)
David believes that the mod tells a lot of stories, and it's an easy way to start the conversation because it's tangible. (5:23)
What does David mean by presenting audit the right way? (10:37)
Kyle says that most of the business owners don’t know how the mod works. (12:35)
David...
2020-07-3126 min
Power Producers PodcastProspectingIn 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...
2020-07-2429 min
Power Producers PodcastWar Stories from the Sales GameIn 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...
2020-07-1732 min
Power Producers PodcastEasy Wedges to Drive for any Commercial AgentIn 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...
2020-07-1033 min
Power Producers Podcast3 Things to Focus on Coming out of CovidIn 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 pr...
2020-07-0330 min