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Power Producers Podcast

Power Producers Podcast

Written by: David Carothers
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 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? Economics Leadership Management & Leadership Marketing Marketing & Sales
Episodes
  • AI, Authenticity and the Future of Elite Production with Craig Bender

    AI, Authenticity and the Future of Elite Production with Craig Bender
    Jan 14 2026
    In this episode of the Power Producers Podcast, David Carothers welcomes back Craig Bender, founder of INSUREU2, INC. What started as a marketing venture has evolved into a comprehensive ecosystem for insurance professionals, culminating in the launch of a new AI software designed to provide real-time guidance to producers. David and Craig discuss the noise in the industry regarding "coaches vs. doers," the pitfalls of hiring Virtual Assistants (VAs) without proper systems, and the difference between static chatbots and dynamic AI learning models. David also drops a major announcement about his personal production goals for 2026, pledging to document his journey to writing $1 million in new business revenue to prove that his strategies work in the current market. Key Topics Discussed: Insure You 2 AI Craig reveals his new software solution that sits on a producer's desktop and provides guidance in 0.5 seconds during live calls. Whether it is objection handling, cross-selling opportunities, or immediate quoting eligibility, the AI acts as an expert whisperer (or a "digital David Carothers") on the agent's shoulder. David’s 2026 "Show, Don't Tell" Challenge Tired of "keyboard warriors" and coaches who no longer produce, David announces his goal to write $1,000,000 in new business revenue in 2026. He plans to film and document every step of the process—from the cold calls to the closing meetings—celebrating every $100k milestone with a rare Cohiba Spectre cigar. The Virtual Assistant Dilemma The duo discusses why many agencies fail with VAs. Craig argues that VAs are often hired without the necessary guardrails or systems. He explains how his new AI solution pairs with VAs to monitor sentiment and compliance in real-time, ensuring they stay within authorized parameters. Operational vs. Sales AI David breaks down how he currently uses AI in his agency for operations (Refocus for renewals), content (Synthesia), and knowledge management (Delphi), while Craig contrasts this with his software's focus on live, front-end sales execution and sentiment analysis. Global Insurance Solutions Craig discusses taking Insure You 2 international, with operations in London and Asia, aiming to build a tech stack that is universally applicable across the global insurance industry. Connect with: David Carothers LinkedIn Craig Bender LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp INSUREU2, INC Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    56 mins
  • From Imposter Syndrome to Intentional Growth with Heather McKinnon

    From Imposter Syndrome to Intentional Growth with Heather McKinnon
    Jan 7 2026
    In this episode of the Power Producers Podcast, host David Carothers interviews Heather McKinnon, a "Protege" contestant from Horizon Insurance Services in Columbus, Ohio. Heather shares her atypical journey into the insurance world, transitioning from a background in biochemistry and CPG brand management to joining her husband's agency. They discuss the chaotic reality of balancing family life (including holiday stress and broken appliances) with the demands of being a producer, why "solving and serving" is the most effective form of selling, and how new producers can leverage referral networks to build trust before they even walk in the room. Key Highlights: The "Atypical" Path to Insurance Heather describes her background in biochemistry and brand management before being "recruited" by her husband to join the family agency. While she jokingly calls herself atypical, David points out that almost no one plans to go into insurance—most successful producers stumble into it from other careers. Solving and Serving IS Selling Heather admits she doesn't like "selling" in the traditional sense but loves solving problems. David validates this, noting that the best producers are often educators and problem solvers who don't need to use high-pressure tactics because they lead with value and solutions. The Power of Walking Away David shares a detailed story about a prospect with messy data and four other agents involved. By setting boundaries, demanding transparency (unredacted policies), and being willing to walk away, he flipped the power dynamic and won the account. This serves as a masterclass for new producers on why scarcity creates value. Time Management Sprints David breaks down his 50/10 rule for productivity: working with intense focus for 50 minutes (no phone, no email) and then taking a 10-minute break. This simple system eliminates distractions and ensures that no client waits longer than an hour for a response. Building a Referral Ecosystem For new producers battling imposter syndrome, David advises building a referral network with B2B salespeople (payroll, IT, etc.) who are calling on the same accounts. By establishing regular accountability meetings and sharing target lists, producers can generate warm leads and bypass the cold-calling grind. Connect with: David Carothers LinkedIn Heather McKinnon LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Horizon Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    59 mins
  • Becoming the Protege with Rich Bales

    Becoming the Protege with Rich Bales
    Jan 2 2026
    In the tenth installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers sits down with Rich Bales of the Avanti Group to discuss his journey from medical device sales to becoming an agency owner and contestant on The Protégé Season 3. Rich shares his entrepreneurial story, detailing why he left a high-stress corporate career to build a business with more freedom and control. They also dive into the realities of starting in personal lines versus commercial, the power of risk management over selling policies, and why Rich believes his background in medical sales gives him a unique edge in targeting healthcare accounts. Key Highlights: From Corporate Grind to Agency Ownership Rich explains his transition from a demanding career in medical device sales to launching his own independent agency. Motivated by a desire for better work-life balance and tax advantages, he left behind the "golden handcuffs" of corporate quotas to build something sustainable for his family. Starting Where You Want to Finish David and Rich discuss the common advice given to new producers to start in personal lines. David challenges this notion, arguing that there is zero correlation between selling a $500 auto policy and closing a $25,000 revenue commercial account. Rich agrees, noting that while personal lines provided "at-bats," his goal is to move entirely into the commercial space. Risk Management vs. Selling Insurance The duo emphasizes that the most successful producers don't sell insurance—they sell risk management. David shares his strategy of opening meetings by explicitly stating, "This is not an insurance conversation," focusing instead on solving operational problems that naturally lead to the sale. Leveraging Past Experience Rich discusses his plan to target the healthcare vertical, utilizing his deep understanding of hospital administration and medical groups from his previous career. He and David explore how private equity is consolidating the space, creating opportunities for agents who can offer sophisticated risk management solutions rather than just transactional policies. The "Protege" Mindset When asked why he joined The Protégé, Rich admits he wants to be the "dumbest guy in the room" to maximize his learning. He views the competition not just as a contest, but as a priceless opportunity to steal best practices from top industry leaders and implement them immediately to scale his agency. Connect with: David Carothers LinkedIn Rich Bales LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp The Avanti Group Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    43 mins
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