Episodes

  • The Psychology of Bestsellers with Michael Drew

    The Psychology of Bestsellers with Michael Drew
    Mar 5 2025
    In this episode of Power Producers Podcast, David Carothers sits down with Michael Drew, a publishing expert with an astonishing track record—131 consecutive books placed on the New York Times bestseller list. Michael shares the insider strategies he’s developed over decades in the industry, helping authors not only publish their books but also build powerful marketing platforms that drive real influence. Together, they unpack the process of turning ideas into successful books, the importance of audience engagement, and why simply making a bestseller list isn’t enough to sustain long-term success. If you’ve ever thought about writing a book to enhance your authority, grow your business, or share your expertise, this episode is packed with insights you won’t want to miss. Key Points: The Reality of Bestseller Lists Michael explains how New York Times and other bestseller lists work—and why they’re about more than just book sales. Beyond Writing: The Power of Marketing A great book isn’t enough. Michael shares because thought leadership, audience engagement, and smart marketing drive long-term success. Understanding Your Audience Using Hollywood-style buyer personas, Michael helps authors connect deeply with readers to create lasting impact. Why Bestseller Status Alone Won’t Cut It Hitting a bestseller list won’t magically change your business—Michael explains the real strategies that make an impact. Time vs. Money: Focus on What You Do Best David and Michael discuss why outsourcing book marketing (or any specialized work) leads to better results and long-term growth. Connect with: David Carothers LinkedIn Michael Drew LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Promote A Book Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minute
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    48 mins
  • From Abacus to AI in Agency Accounting with Crystal Temple Frawley

    From Abacus to AI in Agency Accounting with Crystal Temple Frawley
    Feb 28 2025
    In this episode of Power Producers Shoptalk, David Carothers dives into a topic that every insurance producer cares about—commissions. But instead of breaking it down himself, he brings in the expert who handles it all: Crystal Temple Frawley from The Pemberley Group. Crystal, a seasoned insurance accounting professional, shares her insights on agency bill, commission reconciliation, and the technology that’s reshaping bookkeeping for insurance agencies. She discusses the unique challenges agencies face when managing their books, the common pitfalls of relying on generic bookkeeping services, and the importance of leveraging specialized expertise. The conversation also touches on how advancements in automation and AI are streamlining commission reconciliation, saving agencies time, and ensuring financial accuracy. Key Points: Mastering Commission Reconciliation David and Crystal discuss why commission reconciliation is one of the most critical yet challenging aspects of agency accounting. Crystal explains how audits, tracking, and technology can help agencies ensure they’re getting paid accurately—and on time. The Role of Technology in Bookkeeping The insurance industry has long struggled with outdated processes, but Crystal highlights how technology is finally catching up. From automation to AI-driven commission tracking, she shares how modern tools can eliminate inefficiencies and reduce costly errors. Outsourcing vs. DIY Accounting Crystal breaks down when an agency should consider outsourcing bookkeeping rather than managing it in-house. She explains why using generic accounting services like QuickBooks Live often leads to costly cleanup work and why specialized expertise is essential for accurate financial management. The Human Element in Financial Oversight Despite technological advancements, Crystal emphasizes that human expertise is irreplaceable when it comes to financial oversight. She explains how automated tools can handle data entry, but strategic decision-making and financial analysis still require a hands-on approach from an experienced bookkeeper. Knowing When It’s Time to Delegate David and Crystal explore how agency owners often hesitate to outsource financial management, believing they can handle it themselves. Crystal explains the signs that indicate it’s time to delegate bookkeeping—like spending more time reconciling commissions than selling policies. If you’re an agency owner wondering how to streamline your financial processes, ensure accurate commission reconciliation, and make smarter decisions with your accounting, this episode is packed with valuable insights you won’t want to miss. Connect with: David Carothers LinkedIn Crystal Temple-Frawley LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial The Pemberley Group Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    43 mins
  • The Inertia of Legacy with Chris Cline

    The Inertia of Legacy with Chris Cline
    Feb 26 2025
    In this episode of Power Producers Podcast, David Carothers kicks off the new year with an insightful conversation featuring Chris Cline, author of The Inertia of Legacy. They dive into the book’s core themes—how individuals and businesses can shape their own legacy by embracing intentional change rather than remaining stuck in routine. Chris shares his unconventional journey from a fine art major to leading distribution for an insurance company, illustrating how creativity and problem-solving can transform traditional industries. The discussion explores the intersection of structure and innovation, the evolving role of independent agencies, and why legacy should be seen as an ongoing process rather than an outcome. Key Points: Creativity Meets Strategy Chris Cline’s transition from graphic design to insurance leadership highlights the value of unconventional perspectives in structured industries. He and David discuss how creative problem-solving within existing frameworks leads to innovation and long-term success. The Power of Intentional Change Cline introduces the Inertia of Legacy concept, explaining how individuals and businesses often default to inaction unless external forces push them forward. He emphasizes taking control of one’s direction through intentional action rather than waiting for change to happen. Independent Agencies & Industry Evolution Chris reflects on his move to the Big I, where he now works to support independent agencies on a national scale. He discusses the challenges and opportunities agents face as technology reshapes the industry, emphasizing the importance of adaptability. Content Creation & AI’s Role in Business Growth David and Chris also touch on AI’s impact on content creation, from writing books to automating sales training. They discuss how AI can enhance efficiency while still requiring a human touch to ensure authenticity and value. This episode is packed with insights on leadership, legacy, and the future of the insurance industry. Whether you're an agency owner, a business leader, or someone navigating career shifts, there’s something valuable to take away. Connect with: David Carothers LinkedIn Chris Cline LinkedIn Alan Versteeg LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial The Inertia of Legacy Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    53 mins
  • It's More Than a Job with Alan Versteeg

    It's More Than a Job with Alan Versteeg
    Feb 19 2025
    In this episode of Power Producers, David Carothers sits down with Alan Versteeg from Growth Matters International, bringing in fresh perspectives on sales from outside the insurance industry. Some of the best sales strategies come from those who aren't in the daily grind, and Alan delivers just new ideas, different approaches, and a mindset shift that can elevate any producer’s book of business. Key Points: Sales is a Profession, not a Job Alan shares how his early failures in sales came from treating it as a job rather than a craft. Success came when he started studying sales as a profession, starting with psychology. Great Salespeople Don’t Always Make Great Leaders David and Alan discuss the mistake of promoting top sales producers into leadership roles without proper training. Sales leadership requires an entirely different skill set. Sell Perspectives, Not Just Products Successful salespeople don’t push products—they shift mindsets. Instead of focusing on price, they educate and guide prospects toward long-term solutions. Conviction Drives Sales Success Alan emphasizes that confidence in sales starts with belief in what you sell. When you have conviction in your value, persuasion comes naturally. The Pipeline Problem David warns that many producers fail because they don’t consistently prospect. A strong pipeline prevents reliance on hard market conditions for success. Sales Leadership is the Missing Link Many sales teams underperform due to weak leadership, not lack of effort. Sales managers should focus on impact, not just numbers. Final Takeaway: Sales isn’t about transactions—it’s about trust, conviction, and long-term impact. Treat it like a profession, invest in leadership, and success will follow. Connect with: David Carothers LinkedIn Alan Versteeg LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Growth Matters International Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    51 mins
  • 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