Podcast
Power Producers Podcast
Hosted by David Carothers · EN
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 professionals. Real stories. Real results. Are you ready to feel the power?
16episodes
Episodes
Newest firstAll episodes
Turning Business Expenses Into Luxury Travel with Justin Froeber
1w ago00:45:44Tap to summarizeIn this episode of the Power Producers Podcast, David Carothers sits down with Justin Froeber to discuss how business owners and entrepreneurs can strategically use credit card points, loyalty programs, and business expenses to unlock luxury travel experiences and maximize financial efficiency. The conversation dives into travel hacking, reward optimization, business spending strategy, and the hidden opportunities most entrepreneurs overlook when it comes to points and miles. Connect with: David Carothers LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute
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Top-Tier Presence: Elevating Your Professional Brand with Daniel Wakefield
May 600:50:10Tap to summarizeIn this episode of the Power Producers Podcast, host David Carothers welcomes Daniel Wakefield from Top Tier Headshots to discuss the critical role of high-end visual branding in a digital-first economy. The conversation explores how professional photography serves as a foundation for personal authority, even as AI-generated imagery becomes more prevalent. The Core Message: The goal of a professional headshot isn't just to have a profile picture; it is to project a "future self" that commands authority and builds immediate trust with high-level prospects. Key Takeaways AI as a Force Multiplier, Not a Replacement While AI tools like ChatGPT and image generators are rising, Daniel’s business has actually grown because high-achieving clients want to showcase their real selves, not an avatar approximation. David uses his professional headshots as the "seed" for AI-generated content, allowing for hyper-branded, consistent visuals across all marketing platforms. The Psychology of the "Future Self" A high-quality image acts as a psychological tool; when a professional sees themselves looking powerful and confident on screen, their internal behavior and confidence levels often rise to match that image. The aim is to provide a look at where a professional wants to be in 5–10 years, creating a visual benchmark for their career aspirations. Digital Real Estate & Positioning LinkedIn profiles should be treated as landing pages rather than resumes. Using "action shots"—such as boardroom or speaking images—on banners helps position individuals as in-demand experts, which has directly led to paid speaking engagements for Daniel’s clients. Humanizing the Brand through Community David emphasizes that "humanizing the brand" is the most effective way to attract the right audience and repel the wrong one. Success in sales often requires a support system; David highlights the importance of including spouses in professional communities (like Producers in Paradise) to build a sustainable career foundation. Connect with: David Carothers LinkedIn Daniel Wakefield LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Top Tie headshots Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute
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The Science of Sorting: Lowering Resistance and Using AI as a Copilot with Josh Braun
Apr 2200:49:25Tap to summarizeIn this episode of the Power Producers Podcast, David Carothers sat down with Josh Braun to explore how sales is evolving in an AI driven world while reinforcing that human connection still wins. They discussed the role of AI in content creation, the importance of authenticity on platforms like LinkedIn, and why the best ideas often come from real conversations rather than manufactured posts. The conversation then shifted into Josh’s core philosophy around detachment, asking better questions, and replacing traditional sales pressure with curiosity. Through practical examples, they broke down how producers can uncover real problems, reduce resistance, and ultimately make sales conversations more natural and effective. Key points: AI is a Tool but Authenticity Still Matters Josh Braun explains that AI generated content is becoming increasingly hard to distinguish from human writing. However, what matters most is whether the message resonates, not who created it. David adds that his best content comes from real conversations, using AI only to refine and structure ideas rather than generate them from scratch. Better Sales Comes from Curiosity Not Convincing Traditional sales relies on explaining and persuading, which often creates resistance. Josh emphasizes that asking neutral, thoughtful questions shifts the dynamic. When prospects feel understood instead of pressured, they are more likely to engage and open up about real challenges. Detach from the Outcome to Reduce Pressure One of the biggest mindset shifts discussed is moving away from the need to book every meeting. Instead, the goal should be to identify whether a real problem exists. This detachment lowers pressure, changes tone, and makes conversations feel more natural, leading to better outcomes. Poking the Bear to Reveal Hidden Problems Josh introduces the concept of “poking the bear,” which involves asking questions that highlight risks or gaps prospects may not have considered. By illuminating potential issues rather than pitching solutions, sellers allow prospects to reach conclusions on their own, which builds trust and credibility. People Buy Outcomes Not Products The discussion highlights that buyers are not purchasing products themselves, but what those products represent. Whether it is status, efficiency, or risk reduction, understanding the underlying motivation changes how questions are asked and how conversations are guided. Mindfulness Improves Sales Conversations Josh shares that mindfulness and meditation help sales professionals avoid reactive behavior. By creating a pause between what a prospect says and how you respond, you can choose curiosity over defensiveness, leading to stronger relationships and better communication. Sorting is More Effective Than Selling Instead of trying to convert every prospect, the focus should be on qualifying quickly. Identifying early whether there is a fit saves time and energy, while also positioning the salesperson as honest and trustworthy rather than pushy. Human Connection Still Wins in an AI World Despite the rise of AI and automation, both David and Josh agree that real conversations, thoughtful questions, and genuine engagement are what truly differentiate top performers. Technology can enhance the process, but it cannot replace meaningful human interaction. Connect with: David Carothers LinkedIn Josh Braun LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Braun Training Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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Upping Your Telesales with Lynn Hidy
Apr 1500:52:28Tap to summarizeIn this episode of the Power Producers Podcast, David Carothers spoke with Lynn Hidy, founder of Up Your Tele Sales, LLC, about the evolution of sales and how inside sales is often undervalued compared to outside sales. With over 30 years of experience in the field, Lynn shared insights from her journey and her new book Mastering Inside Sales Leadership. They discussed key strategies for success in telesales, the importance of emotional intelligence, and how AI can enhance sales processes rather than replace the human touch. Lynn also emphasized how inside sales teams are just as valuable as their outside counterparts, especially when the right tools and strategies are leveraged to engage with clients effectively. Key points: Sales Evolution and the Role of Inside Sales Lynn explains how inside sales have evolved over the years, noting that although it may not have been the initial career goal for many, it has become an essential part of modern sales. Inside sales teams can drive significant revenue by making the sales process more efficient and scalable. Inside Sales vs. Outside Sales: Skill Set Differences Inside sales professionals need a different skill set than outside sales reps. Lynn and David discuss the challenges of transitioning from inside to outside sales and why success in one doesn’t automatically translate to success in the other. Emotional intelligence and active listening are key to excelling in either role. Leveraging AI to Enhance Sales Lynn discusses the role of AI in the modern sales process, advising salespeople to leverage AI tools to gather insights and make better-informed decisions. While AI can help with data analysis and CRM management, it still requires the human touch to interpret and act on those insights effectively. The Power of Asking the Right Questions Lynn emphasizes the importance of asking the right questions to truly understand a prospect’s needs. She highlights the value of not assuming anything and using AI as a tool to enhance question-asking, rather than relying solely on preconceived information. The Future of Sales: Combining Human Skills with Technology David and Lynn agree that while technology like AI can assist with research and provide valuable insights, it can never replace the need for human connection in sales. Understanding the client’s unique challenges and engaging with them on a personal level will always be crucial for long-term success. Lynn’s Success Strategies and Leadership in Inside Sales Throughout the episode, Lynn shared strategies she uses to successfully lead inside sales teams. From providing recognition to understanding the value inside sales brings to the table, she offers practical advice for managing and motivating inside sales teams effectively. Connect with: David Carothers LinkedIn Lynn Hidy LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Up Your Tele Sales, LLC Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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My Greatest Affliction is My Greatest Super Power
Mar 400:18:02Tap to summarizeIn this solo episode of Shoptalk, opened up about his single biggest affliction and why he believes it has also become his single biggest superpower. He shared personal stories from childhood, the frustration of being misunderstood, and the challenges of living with an undiagnosed attention issue in a time when people did not talk about ADHD the way they do now. explained how getting clarity on how his brain works helped him redesign his workday, build systems that support his focus, and turn what once felt like a limitation into a source of output, creativity, and momentum. The episode is a direct message to listeners who feel different, unheard, or hesitant to seek help, with a clear reminder that adversity can be reframed into opportunity. Key points: Success Stories Often Hide the Mess Behind Them challenges the perception that high performers have it all together. He warns that newer producers can set themselves up for disappointment by trying to emulate a polished image instead of understanding the human reality behind it. The core theme is that struggle and success can exist at the same time. Growing Up Without a Diagnosis Creates Lasting Damage He described childhood experiences of constant discipline for behavior that was not understood. The examples ranged from impulsivity and blurting things out to restlessness and difficulty focusing on reading or remembering tasks. His point is that what gets labeled as difficult or undisciplined is sometimes a brain wiring issue that needs understanding, not punishment. A Diagnosis Creates Clarity and the Power to Adapt explained that once he understood the issue, he could build his day around it instead of fighting it. He shared how medication was not the long term answer for him personally, but awareness was the turning point. The goal became adjusting habits, structure, and expectations to match how his mind actually works. Organized Chaos Can Be a High Performance System described how he works across multiple monitors and rotates between tasks to keep his mind stimulated. What looks like distraction from the outside is a deliberate structure that keeps him engaged and productive. He credits the insurance industry for providing constant variety and new problems that align with how he operates. Many People Are Misunderstood Because They Are Different He spoke directly about impulsivity, interruptions, distraction, and losing a thought mid sentence. David emphasized he is not sharing this for sympathy, but to normalize the experience and encourage people to seek support and coping tools. The episode frames difference as something that can be managed and even leveraged. Stop Treating ADHD Like a Joke He pushed back on casual language that turns mental health into a punchline. David explained why he does not use slides when he speaks and how people often laugh without realizing it is not a joke. He argued that when society trivializes these struggles, it loses access to the creativity and potential of people who could contribute at a high level. Choosing to Be Yourself is the Real Win closes with a call to draw a line in the sand and prioritize self care and self understanding. He invites listeners to reach out if they need to vent or want guidance. The final message is about embracing who you are, building systems that work for you, and refusing to shrink into a version of yourself that feels acceptable but untrue. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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Why Total Cost of Risk Is the Missing Link in Marketing and Prospecting - Part 3
Feb 2700:19:37Tap to summarizeIn this episode of Shoptalk, David Carothers continued his exploration of total cost of risk, focusing on how producers can integrate it into their sales cadence without overhauling existing approaches. He explained that introducing total cost of risk doesn’t mean abandoning transactional sales calls but supplementing them with deeper, long-term risk assessments. David emphasized how asking the right discovery questions and sharing stories of past success can demonstrate value and build trust. This episode also touched on a key shift: moving from being just another vendor to becoming a trusted advisor who proactively identifies risks and delivers solutions. Key points: Total Cost of Risk and Sales Cadence David stresses that integrating total cost of risk into your sales process doesn't mean overhauling everything. It means supplementing your cadence with conversations that consider the full scope of risk, allowing you to prospect year-round instead of focusing only on renewal periods. It’s okay to make transactional calls, but be ready to pivot into more consultative discussions when the opportunity arises. Building Trust Without Saying "What Makes You Different" David advocates for asking open-ended questions like, “What claims frustrate you?” or “What unexpected expenses have you encountered?” He explains that the stories you tell, not the “I’m different because…” statements, are what truly set you apart. Sharing specific examples from past experiences builds credibility and positions you as a valuable partner in their business operations. Creating a Holistic Service Team for Your Clients David discussed how he rebranded Florida Risk's value proposition with a team approach that brings together wealth management, cybersecurity, and business coaching to protect margins and ensure long-term financial health for clients. He explained how this multidisciplinary team addresses total cost of risk by covering areas outside of traditional insurance, giving clients comprehensive protection. How Operational Efficiency Translates to Cost Savings David shared a real-world example of how a service contractor client saved over $100,000 by addressing issues in their experience mod and shifting to a total cost of risk approach. By understanding the client’s operations deeply, David was able to identify inefficiencies and help reduce operational risk, showcasing how comprehensive risk management directly impacts profitability. Shifting the Mindset from Transactional to Advisory David emphasized the importance of thinking beyond price and focusing on the value you bring as a trusted advisor. By consistently asking the right questions and identifying hidden risks, producers can differentiate themselves, retain clients longer, and position themselves as integral to the client’s success—not just their insurance provider. The Power of Proactive Communication David urges producers to be proactive in communicating with clients, especially when it comes to identifying and mitigating risks that can affect the client’s bottom line. He encourages producers to book time with experts to troubleshoot roadblocks and deepen their understanding of total cost of risk, positioning themselves as go-to advisors. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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How Smart Agencies are Using AI, Automation and Workflow Design with Joe Ems
Feb 2500:54:55Tap to summarizeIn this episode of the Power Producers Podcast, David Carothers welcomed Joe from Sembley to discuss a range of topics impacting agencies, from personal lines to AI-powered tools. David shared insights on the challenges of building a personal lines division from scratch, how tech investments have streamlined workflows, and the importance of agency owners evaluating their tech stack to maximize efficiency. They dove into the power of custom intake forms, e-signatures, and integrations with systems like Hawksoft. The conversation also emphasized the shift towards automation to save time and resources in an industry that’s increasingly tech-driven. Key points: Personal Lines Challenges and Tech Adaptation David discussed how launching personal lines at Florida Risk has been a learning experience, especially in integrating new technology and adapting workflows. The move forced a deeper look into their tech stack and how it could support scalability and efficiency. Building Custom Intake Forms for Streamlined Workflows Joe explained how custom intake forms in Sembley can simplify data gathering, especially with conditional logic, and how it saves agents time by pre-populating accord forms, sub-apps, and client profiles. Tech-Driven Time Savings and Reducing Manual Work David emphasized that many agencies waste time on repetitive tasks like data entry and supplementals. He highlighted how tech can free up agents’ time to focus on high-value work, including meaningful client interactions and prospecting. The Hawksoft Integration and Two-Way Data Flow Joe shared how Sembley now integrates with Hawksoft, allowing agents to push data directly into their system, significantly cutting down on manual entry and improving data accuracy. The Importance of Making Strategic Tech Investments David encouraged agency owners to evaluate their tech stacks with an “abundance mindset” to avoid being left behind. He stressed that technology is an investment in saving time, increasing accuracy, and building stronger client relationships. The Growing Role of AI and Automation in the Industry Joe and David discussed how AI and automation tools are revolutionizing the insurance industry, from data gathering to policy renewal, and how adopting these technologies can be a game-changer for agencies looking to stay competitive. Connect with: David Carothers LinkedIn Joe Ems LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Sembley Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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Why Total Cost of Risk Is the Missing Link in Marketing and Prospecting - Part 2
Feb 2000:18:33Tap to summarizeIn this episode of Shoptalk, David Carothers discussed the concept of "found money" and the importance of auditing experience mods. By identifying claims that were overstated on NCCI worksheets, producers can get insurers to recalculate and issue refunds for overpaid premiums. David also delved into how agencies can add value by asking better, emotionally-driven questions to prospects, focusing on underlying issues like lost productivity, workers' comp claims, and operational risks. He warned against telemarketing agencies that pitch audit work for a 10% revenue share and emphasized that these tasks should be handled internally for maximum benefit. Key points: Found Money and the Power of Mod Audits David explained how auditing experience mods for discrepancies between reported claims and actual closed claims can uncover "found money" for clients. By having NCCI recalculate the mod, agents can help clients recover overpaid premiums, creating a significant opportunity to build trust and add value. Watch Out for Outsourced Auditors David cautioned against agencies that pitch themselves as mod audit specialists and ask for a 10% share of account revenue. These telemarketing agencies often aim to infiltrate your book of business. Instead, he suggests learning how to perform these audits internally, which will benefit both the client and the agency. The Right Questions Can Drive Change David emphasized that asking open-ended questions, especially those that tap into emotional responses, is key to uncovering clients' pain points. Asking about frustrations with claims, such as workers’ comp issues, can uncover financial impacts that need to be addressed, which moves the conversation beyond just quoting policies. Total Cost of Risk Focus Leads to Better Conversations Instead of focusing solely on premium and coverage, David encouraged producers to address the total cost of risk. Asking questions about financial impacts, downtime, and claims frustrations helps shift the conversation to a more consultative and strategic role, ultimately positioning the producer as a trusted advisor. Diagnostic Approach to Risk Management Drawing parallels to the medical profession, David shared that producers should act as diagnosticians for their clients. By asking the right questions and understanding the full scope of the client’s risks, producers can move beyond transactional sales and develop deeper, long-term relationships with clients. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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Workers' Compensation in 2026 with Kevin Ring
Feb 1800:52:42Tap to summarizeIn this episode of the Power Producers Podcast, David Carothers welcomed Kevin Ring from the Institute of Work Comp Professionals to discuss what he is seeing in workers’ compensation heading into 2026. The conversation covered long term rate trends, signs that the market may be approaching the bottom, growing audit scrutiny, Nevada’s major payroll cap change, AI’s role in policy analysis, and the evolving legislative landscape around marijuana and the gig economy. As always, the discussion blended practical strategy for producers with broader industry outlook and regulatory insight. Key points: Workers’ Comp Rates May Be Nearing the Bottom Kevin explains that while most states are still seeing rate decreases, the pace has slowed. California recently posted a rate increase for the first time in over a decade, which could signal broader market shifts. Slowing wage inflation and continued medical cost pressure suggest that long term downward trends may not continue indefinitely. Premium Audits Are Becoming More Aggressive Auditors are digging deeper, especially when reviewing uninsured subcontractors. Instead of relying solely on certificates of insurance, they are checking state coverage verification databases to confirm continuous coverage. This shift increases the importance of proper certificate tracking and creates exposure if subcontractor coverage lapses during the policy term. Certificate Management Is No Longer a Simple Box Check The conversation highlights how certificates are only a snapshot in time and may not reflect actual coverage intent. With exclusions for additional insured status and evolving endorsement language, producers must understand what policies truly provide. AI driven policy analysis tools are likely to accelerate compliance reviews and uncover hidden coverage gaps. Nevada’s Payroll Cap Change Is a Game Changer Nevada historically capped payroll at thirty six thousand dollars per employee, effectively removing many audit conversations from relevance. Beginning October 1, 2026, that cap will shift to a formula based on state wage data, significantly increasing reportable payroll. This change will create new audit exposure and education opportunities for producers who understand remuneration rules. Legislation Remains Quiet but Marijuana and Gig Economy Issues Persist While broad workers’ comp reform activity is limited due to overall system profitability, marijuana policy continues to evolve. Questions around drug free workplace credits, reimbursement for medical marijuana, and federal rescheduling remain unresolved. At the same time, classification disputes involving gig economy workers may eventually reshape how companies structure labor relationships. Producers Must Know What They Are Selling David reinforces that as AI tools make policy analysis easier, producers cannot rely on surface level understanding. Reviewing forms and endorsements, requesting specimen copies, and understanding exclusions are critical. The risk of losing an account or facing an errors and omissions claim increases when coverage does not align with client expectations. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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Why Total Cost of Risk Is the Missing Link in Marketing and Prospecting - Part 1
Feb 1300:23:17Tap to summarizeIn this episode of Power Producers Shoptalk, David Carothers went deeper on how producers should introduce total cost of risk and experience mod conversations at the point of sale. He explained why many producers freeze when it is time to bring up total cost of risk, and why others lose the room by leading with technical safety language too early. David shared how his early success came from having strong risk services deliverables behind the sales process, and he emphasized that agencies need those deliverables if they want to sell this approach with confidence. He also broke down a practical prospecting sequence that starts with a short appointment setting call, moves into a fast discovery meeting over Zoom, and then transitions into a value focused on person meeting where the producer earns the right to present work product and ask for engagement. Key points: Why Producers Freeze When Total Cost of Risk Comes Up David says the most common failure point is hesitation. Many producers go into meetings with good intentions but revert to familiar quoting talk once the conversation starts. He argues that total cost of risk should be introduced early, especially when prospects naturally mention premium pain, because it is the cleanest transition into what is driving cost. Do Not Lead with Technical Safety Talk The second big mistake is bringing too much heat too soon. David explains that producers overwhelm prospects with jargon like light duty, return to work, and program terms that the prospect does not understand. When you sound overly technical at the appointment setting stage, you also sound expensive, and prospects assume you will add cost instead of solving it. You Need Deliverables Before You Sell the Strategy David ties confidence to capability. He shares that his early success was supported by a built-in risk services team that could deliver on what he promised. He warns that many agencies fail to go all in on total cost of risk because they have not built the worksheets, processes, and service deliverables needed to support the conversation after the sale. Appointment Setting is Not Education David stresses that the goal of the first call is to book the meeting, not to teach the prospect the full framework. Most decision makers will meet with someone every year anyway, because they believe shopping is normal. Producers lose because they try to sell the entire approach in a short call instead of earning the right to have a deeper conversation. A Simple Multi Step Meeting Sequence Wins He outlines a sequence that starts with a short Zoom fact finding call, followed by a longer in person meeting where value and service cadence are explained. After that, the producer does the work product, then returns to present findings and ask the prospect to hire them. This structure reduces friction, keeps the prospect engaged, and shifts the process from quoting to advisory. Found Money Can Fund the Relationship Before Renewal David shares a compensation strategy that helps producers avoid doing months of work with no guarantee of getting paid. If a producer can identify mod errors, claims reporting issues, or refund opportunities, the agency can propose a shared savings approach where recovered money is split. This can compensate the agency before the policy is placed and creates a stronger commitment from the prospect. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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