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Power Producers Podcast

Power Producers Podcast

De : 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? Direction Economie Management et direction Marketing et ventes
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    Épisodes
    • Why Total Cost of Risk Wins in a Softening Market - Part 1

      Why Total Cost of Risk Wins in a Softening Market - Part 1
      Jan 23 2026
      In this episode of Power Producer Shoptalk, host David Carothers kicks off the new year with a deep dive into the shifting dynamics of the reinsurance market and what producers need to do to prepare for a softening market. He emphasizes that the "bad news" hard market—where price shopping is rampant—is giving way to a "good news" soft market, where incumbents are harder to displace. David also outlines his aggressive goal to write $1 million in new business revenue in 2026, promising to "show, not tell" by documenting every step of the process. The core of this episode focuses on the Total Cost of Risk (TCOR) sales conversation: how to have it, why it works best in the $100k-$250k premium space, and why getting a Letter of Engagement before going to market is non-negotiable for serious producers. Key Highlights: The Shift from Hard to Soft Market David discusses the recent reinsurance renewals and the early signs of a softening market. He warns producers that the strategies used during the hard market (competing on price when incumbents deliver bad news) will no longer work. In a soft market, incumbents deliver rate decreases, making it harder to get appointments. Now is the time to "sew your seeds" and pivot your messaging. The "Show, Don't Tell" 2026 Challenge David announces his personal goal to write $1 million in new business revenue in 2026. He commits to documenting the entire journey—prospecting, meetings, and closing—in real-time, shifting his content focus back to the trenches of Florida Risk Partners to prove that his methods work in today's environment. Mastering the Total Cost of Risk (TCOR) Conversation This episode is a masterclass on the TCOR sales process. David explains why he never goes to market without a signed Letter of Engagement on middle-market accounts. He breaks down the ideal premium sweet spot ($100k-$250k) where this conversation is most effective, noting that accounts in this range are often hearing about TCOR and broker selection for the first time. Qualifying the Decision Maker David shares a critical soft-skill tactic for identifying the true decision maker without offending your point of contact. Instead of bluntly asking "Are you the decision maker?", he suggests asking: "Is there anyone else who is typically part of the decision-making process that we should include in our next meeting?" This question preserves relationships while ensuring you aren't wasting time pitching to someone who can't sign the check. Stop "Quoting and Hoping" The episode challenges the traditional "quote and hope" strategy of waiting 90 days out to shop a renewal. David argues that this method commoditizes the producer. Instead, he advocates for a consultative approach that secures the client's commitment before doing the work, using a Letter of Engagement to validate the relationship and take control of the market. 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 min
    • Profiling, Preparation and Persuasion with Don Weber

      Profiling, Preparation and Persuasion with Don Weber
      Jan 21 2026
      In this episode of the Power Producers Podcast, host David Carothers interviews Don Weber of DR Weber Coaching. Don’s background reads like an international spy thriller—from selling diamonds in Antwerp to conducting intelligence operations for the U.S. and French governments. He joins the show to discuss how the skills he learned in those high-stakes environments translate to elite sales performance and corporate training. They dive into the art of profiling C-Suite executives before a meeting, the psychology of manipulation vs. persuasion, and why Don believes chasing money and power is ultimately unfulfilling. If you want to learn how to read people like an intelligence operative and communicate with absolute confidence, this episode is a must-listen. Key Highlights: From Diamonds to Intelligence Operative Don Weber shares his fascinating journey from being a commercial insurance broker to a diamond trader in Antwerp, which eventually served as his cover for intelligence work. He reveals how a background of "getting into trouble" made him a perfect recruit for government operations that required him to live under assumed identities in dangerous territories. Profiling the C-Suite Drawing on his intelligence background, Don explains the importance of building a psychological profile of your prospect before you ever step into the room. He and David discuss how to research a CEO or CFO—looking beyond just company stats to understand their personal motivations, lifestyle (e.g., home value, charitable giving), and risk tolerance to tailor the perfect pitch. The "Root Cause" of Sales Success Don and David agree that most salespeople fail because they focus on the product (insurance policies) rather than the root cause of the client's problem. Whether it's a dirty workers' comp mod or a lack of safety culture, identifying and fixing the underlying issue is the key to winning the account and delivering true value. Communication is the Ultimate Skill While hard skills are important, Don argues that communication is the ceiling on your potential. He shares how he helps corporate executives polish high-stakes presentations and master the art of engagement, ensuring that their message lands with impact—whether they are speaking to a board of directors or a room full of politicians. The Empty Cup of Materialism Having lived a life full of danger, money, and power, Don offers a sobering perspective on success. He warns against the trap of materialism, noting that many of the wealthiest people he knows are also the loneliest. True fulfillment, he argues, comes from helping others and living with purpose, not just accumulating "stuff." Connect with: David Carothers LinkedIn Don Weber LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Dr Weber Coaching Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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      50 min
    • 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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      58 min
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