Episodios

  • Killing It with KPI's

    Killing It with KPI's
    May 2 2025
    In this Power Producers Shoptalk episode, David Carothers keeps the remote workforce series going with a deep dive into KPIs—why they’re crucial and how they should be tied to core values. David and his team from Insurance Futures discuss how measuring the right activities can lead to success and help remote agencies stay on track. This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker from Heritage, an insurance agency that’s figured out the formula for success with KPIs in a remote environment. They discuss how focusing on the right activities drives results, and how KPIs can be used to align teams with the company’s core values. Key Highlights: The Role of KPIs in Remote Teams David explains that KPIs are crucial for remote teams to measure success. Without them, employees lack clear direction and benchmarks, which can lead to confusion and inefficiency. Starting with Core Values Jeremy and Caleb emphasize that KPIs should be chosen after defining core values and agency goals. This ensures that the KPIs are relevant and measurable, aligning with the overall mission of the agency. Activity-Based KPIs The team discusses how they focus on activity-based KPIs, such as calls and marketing drops, instead of just sales outcomes. This helps them monitor daily tasks that contribute to long-term success. Keeping KPIs Simple & Clear The team advocates for keeping KPIs simple and clear. They stress that every team member should have a defined KPI tied to the agency’s goals, with no more than 3-5 metrics to focus on. Aligning KPIs with Core Values Finally, the team shares how they align KPIs, like "quality conversations," with their core values such as compassion. This ensures that employees not only meet targets but also embody the agency’s culture in their work. To download the KPI guide and read the blog, visit: How a Single Clear KPI Can Transform Your Remote Agency In the coming weeks, David and the team will continue discussing key strategies for managing remote teams, focusing on creating accountability, fostering culture, and driving business success. Be sure to tune in for more actionable insights! Connect with: Visit Websites:
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    16 m
  • Email Myths, Metrics and Moves with Jay Schwedelson

    Email Myths, Metrics and Moves with Jay Schwedelson
    Apr 30 2025
    In this Power Producers Podcast episode, David Carothers dives into the world of email marketing with Jay Schwedelson, founder of SubjectLine. The discussion focuses on how to refine your email marketing strategy, specifically the art of creating subject lines that boost open rates and increase engagement. David and Jay explore practical tips and insights on how to optimize your email outreach, avoid common mistakes, and ultimately build a more effective email marketing campaign. Key Highlights: Email Marketing Missteps: Common PitfallsDavid and Jay kick things off by discussing why many businesses struggle with email marketing, especially when it comes to automated cold outreach. Jay emphasizes the importance of shifting the mindset from "selling" to "providing value" in email marketing. The Power of the Subject Line Jay shares insights on the often-overlooked power of subject lines. He explains that small tweaks, like starting with a number, capitalizing words, or using brackets, can significantly increase open rates. He also debunks myths about spam trigger words and emphasizes the importance of clarity and relevance. Personalization Beyond the Name David and Jay discuss the value of using personalization in subject lines. Jay explains that the real magic happens when you personalize based on industry, job function, or company name, making the recipient feel like the email is specifically for them. The Art of Email Content The conversation shifts to the structure and content of email bodies. Jay suggests keeping emails concise, with no more than 75 words for new prospects and up to 150 words for existing customers. He also shares best practices for using bullet points, white space, and strong calls to action. Maximizing Click-Through Rates with Smart CTAsJay explains the importance of writing calls to action in first person. He emphasizes how this simple change can increase click-through rates by over 28%, and he gives practical examples of effective CTA phrasing. FOMO and Timing in Email Campaigns David and Jay talk about the role of urgency in email marketing. Jay advises using FOMO (fear of missing out) to drive action, like mentioning limited spots for events or expiring offers in the subject line and PS. Connect with: Visit Websites:
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    49 m
  • The Importance of Culture & Connection

    The Importance of Culture & Connection
    Apr 25 2025
    In this Power Producers Shoptalk episode, David Carothers continues the discussion on building and managing remote teams in the insurance industry, with a specific focus on culture and connection. In this second installment with the team from Insurance Futures, David dives into the importance of team-building activities in a virtual environment. This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker from Heritage, an insurance agency that has perfected the art of remote workforce management. Together, they explore the best ways to create meaningful connections, build strong cultures, and engage remote employees to foster long-term success in a virtual setting. Key Highlights: The Importance of Intentional Culture Building David stresses that building a strong culture in a virtual environment isn’t optional—it’s essential. Without it, a remote team can quickly lose its cohesion and effectiveness. Regular Communication: Finding the Right Balance David shares his approach to daily communication, emphasizing the need for intentional, face-to-face interactions like virtual huddles to foster connection and avoid miscommunications. Maintaining Culture in Virtual Teams The Heritage team discusses the challenges of keeping culture strong in a remote environment and the importance of intentionality in virtual team-building efforts. Team Meetings: Connecting on a Personal Level Heritage’s weekly meetings start with sharing personal highlights, allowing team members to connect beyond just work tasks and strengthen relationships. Employee Fulfillment and Personal Connection David reflects on his experiences in leadership and the importance of building genuine, long-term relationships with employees for a fulfilling work environment. Creative Team Building Activities The team shares fun and engaging virtual activities like charades and "Two Truths and a Lie," which help employees show their personalities and connect on a deeper level. The team offers a downloadable guide with a list of team-building activities that can be easily implemented to improve remote team culture. To download the full list of team-building activities and read the blog, click here In the coming weeks, David and the team will continue exploring more aspects of remote team management. Stay tuned for more actionable insights. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    18 m
  • How Insurance Agencies Leverage Alternative Risk with Eric Stein

    How Insurance Agencies Leverage Alternative Risk with Eric Stein
    Apr 23 2025
    In this episode of Power Producers Podcast, David Carothers is joined by Eric Stein, the president of Insured Solutions and author of the newly published book The Blueprint. Eric brings a wealth of experience in the insurance industry, especially in alternative workers' compensation and risk management. Throughout the episode, he shares insights into the complexities of captives and alternative risk transfer, breaking down the steps agencies should take to prepare for these advanced insurance structures. From understanding high-deductible programs to managing collateral and underwriting, Eric emphasizes the importance of laying a solid foundation before transitioning into self-insured or captive models. He also delves into the practicalities of running a business with virtual assistants, outsourcing, and the technological tools that have helped him with scale operations. Key Points: Captives and Alternative Risk Transfer Eric Stein explains the transition process from guaranteed cost programs to alternative risk solutions like captives. He highlights the importance of proper preparation, risk management strategies, and collateral requirements that agents need to consider before taking the plunge into captives. Building Risk Management Programs Eric discusses how he built a successful alternative risk workers' comp program, including the creation of custom risk management packages for clients. He stresses the significance of managing risk effectively before committing to high deductible or self-insured programs. Leveraging Offshore Virtual Professionals Drawing from his experience, Eric shares how he successfully utilized offshore virtual assistants to scale his business. He talks about the process of outsourcing back-office work, from telemarketing to CSR tasks, and the importance of developing solid processes to ensure smooth operations. Documenting Processes for Virtual Assistants Eric emphasizes the necessity of having documented workflows before outsourcing tasks to virtual professionals. He provides valuable advice on how agencies can streamline their processes and integrate offshore support effectively, ensuring they get the most out of their virtual team. The Power of Automation and Marketing Eric also touches on how marketing automation has helped him grow his business. From email marketing to using systems like Salesforce and Pardot, he explains how automation frees up time for high-value activities, such as client relationship building and business development. Exclusive Offer For the first 10 listeners who email Eric at eric@insuredsolutions.net, he’s offering a free digital copy of his book The Blueprint, where he dives deeper into his unconventional journey and the strategies that led him to success in the insurance industry. Connect with: David Carothers LinkedIn Eric Stein LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insured Solutions Inc. Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    44 m
  • Everything Ties Back to Core Values

    Everything Ties Back to Core Values
    Apr 18 2025
    In this Power Producers Shop Talk episode, David Carothers kicks off a six-week series focused on the growing trend of remote workforces in the insurance industry. Rather than just relying on virtual assistants, David and his team are diving into the process of building and managing remote teams within the United States, specifically focused on highly skilled professionals. This week, David is joined by Jeremy Huerta, Michael Overstreet, and Caleb Walker, all partners at Heritage, an insurance agency that’s already perfected the remote workforce model. Together, they share how they’ve scaled their business by embracing remote work and managing teams across multiple states, breaking down what’s working for them and what others in the industry can learn from their experience. Key Highlights: Building a Remote Workforce The team discusses how the need to build a remote workforce arose from merging multiple agencies and expanding across states like Missouri, Washington, Utah, and Arizona. They share how remote work helped them overcome logistical hurdles, giving them access to great talent across the country without the constraints of physical office space. Core Values: The Foundation of Everything Jeremy, Michael, and Caleb dive deep into why core values are critical when building a remote team. They explain how defining core values early on shapes every decision—hiring, firing, and everyday interactions. They emphasize that core values are more than just words on a wall; they must be actively practiced, reinforced, and consistently tied to everything the team does. Why Less is More with Core Values The partners discuss how they kept their core values simple and easy to remember, and how it’s essential for their remote team to live and breathe these values daily. They draw on examples from other successful companies like Ritz-Carlton, whose attention to detail and consistency in core values creates a replicated experience every time. Michael, Jeremy, and Caleb share the secret of keeping core values alive within the team, even remotely. Turning Core Values into Actionable Results It’s one thing to have core values, but it’s another to live by them. The team explains how they use weekly meetings, peer recognition, and real-time feedback to keep the values front and center. From providing feedback on employee performance to using recognition programs and even offering rewards like gift cards, they actively reinforce the behaviors they want to see in the team. Handling Turnover and Maintaining a Strong Culture David and the team discuss the role turnover plays when defining and sticking to core values. They emphasize that turnover can be a positive thing when it means only those who align with the company’s values remain. Michael, Jeremy, and Caleb share how they’ve navigated turnover while ensuring their culture remains strong. Practical Takeaways At the end of each episode, the team provides downloadable resources, including worksheets to help define and implement core values within your own agency. Whether you’re building a new remote team or refining an existing one, these resources are designed to help you put these principles into action. To download the resources and read the full blog, visit: Core Values Resources In the coming weeks, David and the team will continue to dive into the aspects of remote team management, focusing on culture, connection, and team-building activities. Be sure to tune in for more practical insights and actionable strategies to help you build a winning remote team. Connect with: David Carothers LinkedIn Jeromy Huerta LinkedIn Michael Overstreet LinkedIn Caleb Walker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Insurance Future Heritage Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    27 m
  • Unlocking the Future of Insurance Ops - with David LeFevre

    Unlocking the Future of Insurance Ops - with David LeFevre
    Apr 16 2025
    In this episode of Power Producers Podcast, David Carothers welcomes back David LeFevre from Sales Power to dive into the transformative role AI is playing in the insurance industry. They explore how technology, specifically AI, can revolutionize data management, client experience, and operational efficiency in insurance agencies. David LeFevre brings fresh insights into how AI can enhance agency processes by working smarter with data, streamlining the interaction between agency management systems and CRM platforms like HubSpot. They discuss the growing potential of using AI to clean and unify agency data, making it cleaner, more accurate, and easier to leverage for automation and decision-making. Key Highlights: The AI Revolution in Insurance David unpacks the hype around AI, focusing on its real-world applications for insurance agencies. From AI’s ability to assist with data-driven decision-making to streamlining day-to-day operations, they discuss the growing role of AI in enhancing agency performance. The Role of Clean Data in AI Success David LeFevre explains the importance of good, unified data for AI systems to work effectively. He shares how AI’s effectiveness is directly tied to data quality and why agencies need to focus on having clean, well-maintained data for AI to deliver accurate and valuable results. HubSpot as a Comprehensive CRM Solution The conversation shifts to the capabilities of HubSpot as an all-in-one solution for insurance agencies. David LeFevre highlights how HubSpot, integrated with agency management systems, is positioning itself as a viable alternative to traditional AMS platforms. He explains how agencies can leverage HubSpot to not only manage leads and client information but also streamline their operational workflow. PowerSync: Solving the Data Integration Problem The episode dives deep into PowerSync, a product by Sales Power designed to sync agency management systems with HubSpot. David and David discuss how PowerSync solves the data integration problem, allowing agencies to have a single, accurate source of truth for all client information across systems. This integration enhances customer experience and provides a more streamlined workflow. AI-Driven Customer Service & Account Management David shares how agencies can use HubSpot’s Service Hub combined with AI to enhance client experience and improve account management. With features like unified inboxes, AI assistance, and ticket management, agencies can respond to customer needs faster, more efficiently, and with less room for human error. The Importance of Continuous Data Cleanup One of the challenges discussed in the episode is the need for continuous data auditing and cleanup. David explains how agencies can use automation tools like robotic process automation (RPA) to streamline this process and ensure that data remains clean, even as it flows across multiple systems. The Future of AI in Insurance The conversation wraps up with a discussion on where the future of AI is headed in the insurance industry. From sentiment analysis in customer interactions to improved data management, David LeFevre emphasizes that AI’s potential is vast, but agencies must first ensure they have the right infrastructure and clean data in place to fully capitalize on it. This episode is a must-listen for insurance agency owners and leaders looking to integrate AI into their operations and harness the full potential of clean, actionable data for driving growth and improving client relationships. Connect with: David Carothers LinkedIn David LeFevre LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp SalesPower Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute
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    51 m
  • Cracking the Code on Producer Equity with Colby Allen

    Cracking the Code on Producer Equity with Colby Allen
    Apr 11 2025
    In this episode of Power Producers Shoptalk, David Carothers is joined by Colby Allen from Agency Brokerage Consultants for an in-depth discussion on producer equity. This conversation picks up where they left off in their previous episode on cracking the code of producer compensation, diving into the nuances of equity, ownership, and how to properly structure compensation plans for producers. Colby brings his expertise to the table, sharing insights into the challenges and opportunities surrounding producer equity in the insurance industry. From understanding the difference between ownership and equity to navigating non-qualified deferred compensation plans, Colby breaks down the complex world of producer equity and helps agency owners make smarter, more informed decisions. Key Highlights: Producer Equity vs. Ownership David and Colby discuss the difference between true ownership and compensation plans that resemble equity, clarifying what producers are really signing up for. Perpetuating the Agency Colby explains why producer equity should be viewed as a retention tool and how it helps agencies transition successfully. Deferred Compensation Plans The duo talks about deferred compensation programs, or "golden handcuffs," and how they impact recruitment and retention of talent in the agency world. Phantom Equity Explained Colby breaks down phantom equity, which mimics stock ownership without giving away actual shares, and how it benefits producers. Agency Size & Equity The conversation touches on how the size of an agency affects the feasibility of implementing equity programs. Strategic Planning Colby advises agency owners to structure their compensation plans carefully and consult professionals to ensure compliance and avoid financial issues. Equity for All Employees David shares his vision of including non-producers in equity programs, ensuring that long-term employees are rewarded. Tax & Compliance Considerations Colby highlights the importance of adhering to tax and compliance rules when setting up compensation programs. Connect with: David Carothers LinkedIn Colby Allen LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Agency Brokerage Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    48 m
  • Building Your Book and Your Brand with Madison Baker

    Building Your Book and Your Brand with Madison Baker
    Apr 9 2025
    In this episode of Power Producers, David Carothers is joined by Madison Baker, Vice President at Marsh McLennan, to discuss her unique journey in the insurance industry, the power of building a personal brand, and the challenges and advantages of being a female producer in a traditionally male-dominated field. Madison shares her story of entering the insurance world through a path that was anything but traditional, finding her passion for risk management and production at an early stage. She talks about the critical role that LinkedIn has played in establishing her as an authority and how she’s used social media to build authentic connections and trust with clients and prospects. Key Highlights: Building a Personal Brand in Insurance Madison emphasizes the importance of investing in your personal brand. She discusses how standing out as an individual producer can lead to better opportunities, stronger relationships, and a more fulfilling career. She encourages producers to be authentic, educational, and show their personalities on platforms like LinkedIn, as your name and reputation are what ultimately drive success. The Challenges of Being a Female Producer Madison opens up about the challenges she faced as a female producer in an industry that’s often considered an “old boys’ club.” She reflects on how societal expectations, such as the pressure to golf or drink at industry events, didn’t align with her personal values. Instead, she leveraged her unique approach to relationship-building, focusing on authenticity and mental clarity to set herself apart. Success Through Persistence and the Right Strategy Madison explains how she went from a property broker to a successful producer by honing her skills in client-facing roles, solving problems, and offering value. She reflects on how finding the right client profile and developing long-term relationships are more important than transactional sales tactics, stressing that producers need to be patient and strategic in their approach. The Power of Vulnerability and Authenticity Throughout the conversation, Madison shares how her journey of giving up alcohol has impacted her productivity, mental clarity, and confidence. She discusses the benefits of being vulnerable and transparent with her audience on LinkedIn, which has not only improved her business but also inspired others to make healthier lifestyle changes. Navigating the Industry’s Changing Landscape As the conversation wraps up, Madison and David discuss the evolving nature of the insurance industry, how agencies and producers can better support their people, and the need to focus on quality over quantity when it comes to producer development. Madison offers insights into how being an authentic leader and creating space for personal growth can help producers thrive in this competitive industry. This episode is packed with valuable insights for anyone looking to redefine their career in insurance, build a lasting personal brand, and succeed in the fast-paced world of sales. Connect with: David Carothers LinkedIn Madison Baker LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Marsh McLennan Agency Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute
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    56 m
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