Episodes

  • There's More than Maple Syrup in Vermont with Drew & Alan Kinney

    There's More than Maple Syrup in Vermont with Drew & Alan Kinney
    Feb 12 2025
    In this episode of Power Producers Podcast, David Carothers takes a deep dive into the journey of Drew and Alan Kinney, owners of Kinney Insurance, as they share their experience in transforming a family agency into a modern, digitally driven business. From humble beginnings without a website to scaling into a multi-location operation with a strong online presence, the Kinneys discuss the challenges and strategies behind their success. Key Points: From Tradition to Innovation Drew and Alan share how they took over their family agency and modernized it, transitioning from outdated processes to a digital-first approach. Building a Strong Online Presence The Kinneys emphasize the importance of consistent branding and digital marketing in scaling their business and attracting clients. Scaling While Maintaining Culture Expanding to three locations and 22 employees required structured systems and leadership to maintain efficiency and company culture. The Power of Succession Planning They discuss the need for clear roles, leadership development, and long-term planning to ensure sustainable agency growth. Adapting to Market Challenges The brothers share strategies for navigating industry shifts, leveraging technology, and improving operational efficiency. Registration Link for AON Sales Accelerator Series: https://events.teams.microsoft.com/event/226f199d-45cc-49ff-9a94-bcb86976d81b@94cfddbc-0627-494a-ad7a-29aea3aea832 Webinar Link: //www.aonprograms.com/webinar Connect with: David Carothers LinkedIn Alan Kinney LinkedIn Drew Kinney LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Kinney Insurance Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    56 mins
  • Mastering Niche Development Session 3

    Mastering Niche Development Session 3
    Feb 7 2025
    In this episode of Power Producers Shoptalk, David Carothers dives into an overlooked strategy for building credibility and positioning yourself as an expert—getting published. He shares insights on leveraging niche industry publications, self-publishing books, and using content marketing as a powerful tool to generate inbound opportunities. David emphasizes that credibility isn’t about being the most well-known—it’s about being the most trusted, and one of the fastest ways to build trust is by putting valuable knowledge in front of your ideal audience. Key Points: Industry Publications as an Untapped Opportunity Most industry magazines lack content on safety, insurance, and risk management. David explains how offering well-written articles can establish credibility, create new business opportunities, and even lead to ongoing contributor roles. The Power of Self-Publishing Publishing a book isn’t as complicated or expensive as people think. David shares how niche professionals can self-publish books for minimal cost, control their audience data, and use them as high-value marketing assets. Maximizing Content Repurposing A single webinar, blog series, or podcast can be repackaged into multiple formats—books, emails, short-form videos, and more. David outlines how professionals can leverage this approach to create a steady stream of valuable content. Building a Captive for Long-Term Gains For those looking to take niche expertise further, David discusses how captive insurance models allow agencies to retain underwriting profits, offering a smarter way to manage risk while increasing revenue. Next Episode: Making Trade Shows Work David previews next week’s topic—how to turn trade shows into high-value lead generators rather than just handing out business cards. He’ll break down strategies to maximize return on time and money spent. 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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    18 mins
  • Farming Insurance Opportunities with Terren Moore

    Farming Insurance Opportunities with Terren Moore
    Feb 5 2025
    In this episode of Power Producers Podcast, David Carothers sits down with Terren Moore, founder and owner of MFI Agency, to discuss the unique challenges of closing out the year in a hard market while balancing the distractions of the holiday season. With just a few weeks left in the year, many businesses start slowing down—while top producers are pushing harder than ever. David and Terren dive into what it takes to maintain momentum and close the year strong, while also reflecting on Terren’s journey from Texas Farm Bureau to launching his own agency in 2021. Key Points: Navigating the Hard Market & Holiday Slowdown David and Terren discuss the difficulties of prospecting and closing deals as the year winds down. While many clients shift their focus to holiday planning, top producers stay aggressive, ensuring a strong pipeline going into the next quarter. Terren shares his experience of pushing through the seasonal slowdown and how discipline plays a key role in overcoming market challenges. Building an Agency with a Long-Term Vision Terren reflects on his decision to leave a stable salary at Farm Bureau to start MFI Agency in the middle of COVID-19. He highlights the importance of financial independence, learning from experienced agency owners, and making strategic moves to build a business that thrives despite industry challenges. Farming, Business, and Lessons in Patience A first-generation farmer, Terren shares how his passion for agriculture led him to create AgriStar, a nonprofit that helps young farmers get started in agriculture. He discusses how the discipline and patience required in farming—planting, nurturing, and waiting for a harvest—closely mirror the process of growing an insurance book of business. The Power of Niching Down With agriculture as a massive industry, Terren is working to refine his niche, focusing on farm insurance solutions that go beyond policy sales. He emphasizes the lack of agent education in farm insurance, particularly in areas like workers’ compensation and the H-2A visa program, where proper coverage is essential for compliance and financial security. By leveraging industry knowledge and relationships, he aims to offer real value beyond just price. Creating a Competitive Edge in Farm Insurance David and Terren discuss the challenges of underwriting agricultural risks, where many mainstream carriers struggle to provide competitive options. They explore how data, risk assessments, and industry-specific reporting can give farm owners better insights into cost-saving opportunities, making insurance about profitability and sustainability rather than just coverage. The Power of Community in Business Growth Terren shares how his involvement in FFA (Future Farmers of America) introduced him to farming and later helped him connect with agricultural clients. He recalls how word-of-mouth referrals have become a driving force in his business, with one client turning into multiple opportunities simply by showing up and offering value. Final Thoughts: David and Terren wrap up the episode with insights on how discipline, strategic planning, and niche expertise can turn a challenging market into an opportunity. As 2025 approaches, the key to success lies in proactive prospecting, continuous learning, and positioning yourself as an industry authority. Connect with: David Carothers LinkedIn Terren Moore LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp MFI Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    1 hr and 3 mins
  • Mastering Niche Development Session 2

    Mastering Niche Development Session 2
    Jan 31 2025
    In this episode of Power Producers Shop Talk, David Carothers dives into the art of tailoring solutions for clients and prospects, emphasizing the importance of operational insights alongside insurance expertise. He breaks down strategies for creating value through differentiation, building industry-specific niches, and leveraging tools and resources to position yourself as a true advisor in your client’s business. Key Points: Tailored Solutions Beyond Insurance Address operational challenges, like safety programs or compliance, to build trust and go beyond just selling policies. Stand Out in a Hard Market Differentiate yourself through industry-specific content, personalized marketing, and proactive problem-solving. Build Credible Niches Develop 3-5 focused niches aligned with your expertise, using tools like SEO and vanity domains to drive engagement. Maximize Trade Shows and Content Leverage trade events and evergreen content like blogs and videos to showcase expertise and attract leads. Commit to Lifelong Learning Invest in continuing education and industry knowledge to build trust and position yourself as an advisor. 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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    18 mins
  • Making your Online Brand Top-Tier with Daniel Wakefield

    Making your Online Brand Top-Tier with Daniel Wakefield
    Jan 29 2025
    In this episode of Power Producers Podcast, David Carothers sits down with photographer and “first impression architect” Daniel Wakefield to discuss how powerful headshots can elevate a producer’s personal brand. Daniel shares the backstory of his transition from high-school science teacher to professional headshot photographer, explaining how his passion for genuine human expression drives him to capture that perfect, confidence-boosting shot. David and Daniel also talk about how stellar imagery can set producers apart on platforms like LinkedIn, foster stronger connections, and open doors to speaking engagements and leadership opportunities. Key Points: From Hobby to Business Daniel reveals how wildlife photography piqued his interest in capturing real human emotions—eventually leading him to study under renowned headshot photographer Peter Hurley. This drive for authenticity now shapes his entire approach to building standout personal brands. The Power of a Confident Image David and Daniel emphasize how a headshot that reflects genuine warmth and approachability can spark curiosity, convey professionalism, and differentiate producers from the sea of generic online profiles—particularly on LinkedIn. Personal Branding and Storytelling Daniel illustrates how posting truly engaging images on social media fosters deeper connections than mere self-promotion. David underscores the value of contributing to community and highlighting the successes of others to grow one’s own presence and credibility. Speaking Engagements and Marketing Collateral Through examples with clients like Ciara Gravier, Daniel highlights how top-tier photos help secure keynote spots, stand out at conferences, and broadcast an executive or producer’s readiness to deliver tangible value. Going Beyond the Studio Daniel explains that his services extend well beyond Florida. Traveling nationwide, he recreates studio setups within agencies and corporate offices, ensuring each final image reflects a subject’s best angle—and best professional self. Connect with: David Carothers LinkedIn Daniel Wakefield LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Top-Tier Headshots Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    54 mins
  • Mastering Niche Development Session 1

    Mastering Niche Development Session 1
    Jan 24 2025
    In this episode of Power Producers Shop Talk, David Carothers dives deep into the art of building niches for agencies while balancing the benefits of specialization with the versatility of generalist strategies. With actionable advice, he breaks down how agencies can create impactful niches without putting all their eggs in one basket, emphasizing long-term sustainability and strategic growth. Key Points: The Importance of Building a Niche David Carothers advocates for creating three to five complementary niches that align with an agency's expertise and market opportunities. He stresses the importance of becoming a credible authority within these niches while cautioning against over-specialization that could leave agencies vulnerable in volatile markets. Producers should develop expertise that enables them to stand out and deliver tailored solutions for clients. Balancing Generalist and Specialist Approaches While niches offer credibility and focused growth, David explains that agencies benefit from maintaining a generalist structure with specialized producers. This hybrid approach ensures agencies can attract a wide audience through broad marketing efforts while offering deep expertise when prospects become clients. Branding and Credibility David highlights the power of branding to establish instant credibility with prospects. By using targeted vanity domains and building niche-specific landing pages, agencies can position themselves as experts in specific industries. He shares examples of how a producer’s consistent branding—like Jim DeWitt's Taco Tuesday posts—can build recognition and even inspire niche opportunities, such as insuring Mexican food trucks or restaurants. Content Strategy and Website Optimization David underscores the critical role of a well-developed website and evergreen content. He explains how blogs, videos, and dynamic content can enhance SEO, improve engagement, and attract niche-specific leads. Using tools like AI for content outlines or creating video-first strategies, agencies can generate valuable assets to drive traffic and conversions. Measuring Success David concludes by stressing the importance of measuring campaign success not through likes or impressions but through actionable metrics like bounce rates, time spent on site, and conversions. He emphasizes that investing time in website development and content creation is a crucial step toward long-term growth and profitability. 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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    20 mins
  • From Claims to Crushing the Production Game with Rocio Luna

    From Claims to Crushing the Production Game with Rocio Luna
    Jan 22 2025
    This episode of Power Producers Podcast featured Rocio Luna, a workers' compensation expert with a claims background, who discussed her journey from claims management to becoming a producer. Rocio shared insights into how her psychology studies and claims experience equipped her with the empathy and problem-solving skills necessary for success in sales. Key Points: Transition from Claims to Sales: Rocio described how her claims background gave her a unique perspective and the tools to address clients’ concerns effectively, particularly in high-risk industries like construction and staffing. Challenges in Sales: Rocio shared the hurdles she faced as a young female producer entering a male-dominated industry, including imposter syndrome and the difficulty of establishing a personal brand. Workers' Compensation Strategies: She emphasized the importance of understanding loss runs, controlling experience modifications, and helping clients make data-driven decisions over emotional ones to reduce total cost of risk. Building a Personal Brand: Rocio discussed how leveraging social media, particularly LinkedIn, transformed her approach to client engagement and established her as a thought leader. Key Advice for New Producers: Rocio stressed the importance of focusing on clients’ needs, being persistent, and starting each day fresh, regardless of previous setbacks. Connect with: David Carothers LinkedIn Rocio Luna LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Rocio Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    1 hr and 1 min
  • The Only Job I've Had with Andrew Kelly

    The Only Job I've Had with Andrew Kelly
    Jan 15 2025
    In this episode of Power Producers Podcast, David Carothers sits down with Andrew Kelly from AJ Wayne & Associates, Inc, a seasoned wholesaler specializing in professional liability. Together, they dive into the evolving landscape of professional exposures and the critical role wholesalers play in supporting producers and navigating the hardest market many have ever experienced. From Andrew’s inspiring 21-year journey in the industry to actionable advice for retail agents, this conversation offers valuable insights for anyone looking to sharpen their approach to professional liability. Key Points: Andrew Kelly’s Journey Andrew shares his unique path from an admin role to becoming a trusted wholesaler, emphasizing the value of mentorship, persistence, and continuous learning. The Importance of Complete Submissions Andrew highlights how detailed, well-prepared submissions can foster better partnerships with wholesalers and lead to more efficient and effective results. The Role of Education and Designations Both David and Andrew stress the significance of professional designations like RPLU, CPCU, and others in building expertise and trust in the industry. Navigating the Hard Market The discussion explores strategies to thrive in today’s challenging insurance market, from focusing on relationship-building with underwriters to leveraging market conditions to differentiate as a producer. The Power of Partnerships Andrew emphasizes that insurance works best as a collaborative effort between agents, wholesalers, and underwriters, underlining the importance of mutual respect and long-term relationship investment. Connect with: David Carothers LinkedIn Andrew Kelly LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp AJ Wayne & Associates, Inc Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    57 mins