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Power Producers Podcast

Power Producers Podcast

Auteur(s): 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? Gestion et leadership Marketing Marketing et ventes Réussite personnelle Économie
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  • Becoming the Protege with Brian Shaw

    Becoming the Protege with Brian Shaw
    Nov 14 2025
    In the fourth installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers welcomes contestant Brian Shaw, the Principal at Alamo Insurance Professionals. Brian, a veteran of the US Army, law enforcement, and the financial services world, shares his powerful "why" for joining the competition. He discusses his unique challenge of feeling like he's "running in quicksand" while trying to grow his two-year-old agency and simultaneously train his son, who has Asperger's and type 1 diabetes. The conversation is a candid look at the father-son dynamic, the need for proven systems, and finding the discipline to succeed. Key Highlights: A Veteran's "Why": Building a Legacy Brian Shaw explains that after 20 years in the industry and a near-fatal battle with COVID that cost him his medical device business, he returned to commercial insurance. He joined The Protégé to find the systems and discipline he needs to train his son effectively, break his own "bad habits," and build a lasting legacy for his family. The Father-Son Dynamic & Overcoming Challenges Brian opens up about the unique joys and frustrations of working with his 31-year-old son, who is on the autism spectrum. He shares his personal struggles as a father and trainer, noting that his son is a "sponge" for information but struggles with focus and the father-son dynamic. Brian's goal is to use The Protégé's framework to become a better teacher and provide a clear path for his son to follow. Niche Focus: Construction and Agriculture With a deep personal background in agriculture (growing up on a farm in Indiana, 4-H, and FFA) and a strategic focus on construction (HVAC, electrical, and plumbing), Brian is working to establish his agency as a true risk management partner, not just a "policy peddler," in these specific niches. Fear of Failure: "I'm Most Concerned About Myself" When asked who he's most worried about in the competition, Brian gives the honest answer: himself. He shares his fear of letting his family and son down and his self-identified shortcoming of "tweaking" systems that are working instead of just executing. David's tip is to focus on the process—which is the real victory—rather than the competition. Connect with: David Carothers LinkedIn Brian Shaw LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Alamo Insurance Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    45 min
  • How AI and Automation are Reshaping the Industry with Jeff Harris

    How AI and Automation are Reshaping the Industry with Jeff Harris
    Nov 12 2025
    In this episode of the Power Producers Podcast, host David Carothers sits down with Jeff Harris, the CEO and co-founder of Appulate, widely considered the original Insurtech (founded in 2005). Jeff shares Appulate's journey from solving the "abysmal" problem of supplemental form generation to becoming an all-in-one AI solution for agencies. They discuss the critical gap between insurance and technology, how AI is reshaping the industry, and why Appulate is taking a conservative and reliable approach to its implementation. The conversation also covers the dangers of agents using public AI tools with client PII and how technology is the "great equalizer" for small agencies. Key Highlights: The Evolution of the Oldest Insurtech Jeff Harris details Appulate's nearly 20-year history, which began by solving the pain of manual supplemental forms. Today, their Producer Connect platform serves as a "bolt-on" to an agency's AMS, acting as a broad marketing platform that saves time on data entry, obtains loss runs, and integrates with thousands of carrier portals to eliminate redundant work. AI's Role: A Conservative and Reliable Approach While AI is changing the industry, Jeff emphasizes that it must be reliable and consistent. He compares it to Tesla's autonomous driving—it had to be perfected before users could trust it. Appulate currently uses AI where it excels, such as parsing data from loss runs and deck pages, but avoids areas where the industry (like carrier portals) isn't ready for full AI integration, which could cause more problems than it solves. The Danger of "Lazy" AI Implementation David and Jeff discuss the significant E&O and cyber risk of "fundamentally lazy" agents uploading policies with Personally Identifiable Information (PII) into public Chat-GPT. Jeff stresses the importance of using secure, vendor-provided AI solutions rather than unvetted public tools, highlighting that AI is already being effectively used in areas like fraud detection. AI as the "Great Equalizer" for Agencies Jeff explains that AI is a "once-in-a-generation opportunity" for small and mid-sized agencies to compete with the 100-pound gorillas. By automating manual, time-consuming tasks, AI reduces burnout and turnover, helps retain younger tech-savvy talent, and allows smaller agencies to achieve the same level of output and efficiency as their largest competitors without massive investments in headcount. Connect with: David Carothers LinkedIn Jeff Harris LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Appulate Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    39 min
  • Becoming the Protege with Lloyd Brown

    Becoming the Protege with Lloyd Brown
    Nov 7 2025
    In this third installment of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers sits down with contestant Lloyd Brown. David opens the show with a candid discussion on the need for greater diversity in the "pale, male, and stale" insurance industry, commending Lloyd for joining the competition. Lloyd shares his powerful personal journey, from attending ministry school for six years to become a pastor to finding his calling in the business world. He explains how his core strength of empathy has become his greatest asset, allowing him to build a successful niche serving churches, religious organizations, and schools in the challenging Florida market. Key Highlights: From the Pulpit to the Middle Market Lloyd Brown details his unique background, explaining his decision to take his spiritual foundation and purpose "outside the walls of the church" and into the business world. This transition led him to insurance and, after binging the podcast for guidance, to The Protégé competition. A Mission for Diversity and Meritocracy Lloyd shares his motivation for joining the show: to represent people of color and spotlight the insurance industry as a powerful vehicle for creating generational wealth. He emphasizes his strong belief in meritocracy over victimhood, stating that success in production is open to anyone with the hunger and desire to achieve it. Empathy as a Niche-Building Superpower After discovering empathy was his top result on StrengthsFinders, Lloyd learned to embrace it as his key differentiator. This strength allows him to connect deeply with leaders of churches and schools, understand their missions, and navigate the difficult coverages unique to their operations (like property, SAML, and pastoral legal liability). Reframing Savings as Mission Impact The conversation highlights the unique value of serving non-profits. Lloyd shares a story of saving a school $27,000 by reclassifying work comp codes (moving employees from 9101 to 8868), which the school used for employee bonuses. David adds a powerful tip: agents in this niche should get client testimonials and reframe savings not in dollars, but in mission terms (e.g., "10,000 more Bibles"). Connect with: Lloyd Brown LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp USI Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    39 min
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