Episodios

  • 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 m
  • 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 m
  • 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 m
  • From Submission Bottlenecks to Scalable Growth with Toby Hung

    From Submission Bottlenecks to Scalable Growth with Toby Hung
    Nov 5 2025
    In this episode of the Power Producers Podcast, host David Carothers sits down with Toby Hung, co-founder and COO of 1Fort, to discuss the practical application of AI in commercial insurance agencies. Toby shares his background on both the carrier and tech sides, explaining why he co-founded 1Fort to bridge the gap between insurance and technology. The conversation centers on how AI can automate the most time-consuming, non-revenue-generating tasks—like the submission-to-bind process—allowing agencies to 10x their revenue without 10x their headcount. They also explore why AI is the "great equalizer" for small and mid-sized agencies. Key Highlights: The All-in-One AI Solution Toby Hung addresses the frustration agents feel after buying multiple "point solutions" that overpromise and under-deliver. He details 1Fort's all-in-one approach, which uses AI to automate the entire commercial submission process—from extracting data and entering it into carrier portals to generating high-quality, white-labeled client proposals, coverage comparisons, and marketing summaries. AI as the "Great Equalizer" The conversation highlights how AI levels the playing field, enabling small and mid-sized agencies to compete directly with 100-pound gorillas. By using AI, smaller, hungrier agencies can achieve the same level of output, accuracy, and speed as their largest competitors, who are often backed by massive resources. Solving Agency Turnover and Burnout Toby explains that AI is a powerful tool for employee retention. By automating the manual, repetitive tasks that lead to burnout (like spending nine hours a week on submissions), agencies can empower their staff to do more meaningful, high-value work. It also helps attract younger talent (Gen Z, millennials) who expect modern technology in the workplace. Bridging the Tech and Insurance Gap Coming from both the carrier side at AIA and working in big tech, Toby explains that insurance people and tech people often "don't speak the same language." 1Fort was built with agency feedback to be an accessible tool that integrates directly into existing workflows, rather than being another complex piece of software that requires hours of training. Connect with: David Carothers LinkedIn Toby Hung LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp 1Fort Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    39 m
  • Becoming the Protege with Joe Hollier

    Becoming the Protege with Joe Hollier
    Oct 31 2025
    In this second episode of the "Becoming the Protégé" series on Power Producers Shop Talk, host David Carothers sits down with Protégé Season 3 contestant Joe Hollier, also known as "Mr. Hotel." Joe, a 20-year industry veteran, shares why he's joining the competition to accelerate his full transition into the commercial insurance space. The conversation covers his deep background in the hospitality industry, his niche focus on boutique and luxury hotels, and how he's building a brand focused on service over sales and improving hospitality culture to differentiate himself. Key Highlights: Why a 20-Year Veteran Joined the Protégé Joe Hollier explains that after 17 years primarily in personal lines, he made the full commitment to "kill commercial." He joined The Protégé to 10x his growth, gain new perspectives from top coaches, and be held accountable by industry professionals as he builds his hospitality and hotel niche. A Call for Industry Diversity & Ciara's Journey The episode opens with a candid discussion about the disappointing lack of female and minority applicants for Season 3. David and Joe champion the need for more diversity to combat the industry's "pale, male, and stale" image, using Ciara Gravier's personal and professional transformation as a powerful case study for how mentorship can build a "powerhouse" producer. Lessons from the Hospitality Trenches Joe shares how his extensive background in restaurants—from cooking school and the kitchen to bartending and management—provided invaluable lessons in human relationships. He explains how the high-stress hospitality world taught him how to read people, handle conflict, and connect with clients on a genuine level, skills that translate directly to sales. Building a Niche: Service Over Sales Joe details the challenges of the hotel niche, from price-shoppers in the economy tier to the difficulty of finding decision-makers. He explains his strategic pivot to move beyond being a "quoter" and instead offer a value proposition built on service over sales, improving hospitality culture, risk expertise, and storytelling. Connect with: Joe "Mr. Hotel" Hollier LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Garcia Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    55 m
  • Reclaiming Purpose in a Distracted World with Tania Khazaal

    Reclaiming Purpose in a Distracted World with Tania Khazaal
    Oct 29 2025
    In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck welcome Tania the Herbalist, a former top insurance salesperson turned holistic life advisor. Tania shares her journey from corporate burnout to helping people become the "CEO of their life" by finding purpose and balance across health, career, and relationships. The conversation delves into the scarcity mindset around time and energy, the societal programming that hinders women's confidence in the workplace, the detrimental effects of the "cutoff culture," and the importance of holistic independence from broken systems. Key Highlights: Becoming the CEO of Your Life Tania explains her core philosophy: you can have it all—a fulfilling career, vibrant health, strong relationships, and time for family—without compromise. She discusses tackling the common scarcity mindset around time and energy through practical audits, revealing that prioritizing even small daily actions can lead to significant life improvements. The Confidence Gap & External Validation Drawing on her insurance background, Tania addresses why women may feel held back or lack confidence in corporate settings. She argues it stems from deep societal programming emphasizing external validation over internal self-worth, exacerbated by social media, which statistically makes women less likely to speak up or pursue leadership roles. Escaping the Matrix: Holistic Independence Tania shares her perspective on achieving true independence by breaking free from reliance on potentially flawed systems (corporate, medical, governmental). This involves pursuing financial freedom, regaining bodily autonomy through holistic health practices (linking to her herbalist roots), and cultivating emotional resilience. Critiquing the "Cutoff Culture" & Distractions The conversation explores the modern phenomenon of estrangement (the "cutoff culture") and pervasive societal distractions. Tania traces its roots to person-centered therapy and pop psychology, arguing it hinders conflict resolution skills and distracts people from their purpose and building meaningful connections. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Tania Khazaal LinkedIn Visit Websites: Power Producer Base Camp Tania the Herbalist Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    46 m
  • Becoming the Protege with Sam Louwrens

    Becoming the Protege with Sam Louwrens
    Oct 24 2025
    In this first episode of a special 12-part Power Producer Shop Talk series titled "Becoming the Protégé," host David Carothers introduces the contestants and coaches for The Protégé Season 3. Kicking off the series is Sam Louwrens (Can't shut up Sam on X), whose application video generated significant buzz. David sets the stage, explaining his motivation for reviving The Protégé—to give back, train new talent, and challenge the industry's often inadequate approach to developing producers. Sam shares his creative background, why he decided to jump into the competition, the story behind his unique application video, and the early media attention he's already receiving. Key Highlights: Introducing Sam Louwrens: Confidence and Creativity Sam Louwrens, a young producer specializing in construction from Jefferson Financial and Insurance Services, joins the show. Known for his confidence and creative flair (musician, graphic designer, and keytar player in a punk band), Sam discusses how he uses his artistic skills in his insurance career and the story behind his memorable Protégé application video, filmed with a Goodwill suit and a metal detector prop. David's "Why" Behind The Protégé David Carothers shares his deep-seated reasons for bringing back The Protégé. Stemming from his own frustrating entry into the industry 20 years ago, his goal is to provide real-world training, give back, highlight the need for new talent, and prove that his successful sales process is replicable—debunking skepticism about industry coaching programs. Why Sam Joined: Pushing Comfort Zones & Agency Support Sam reveals that the discomfort of "building in public" was exactly why he felt compelled to join the competition. He shares how he got immediate buy-in from his agency owner, who even committed to investing in new agency tech (AMS/CRM) to support his participation and growth. Early Buzz and Building a Base The conversation touches on the immediate attention Sam received, including interest from Reuters. David emphasizes the importance of building a following ("getting your base") early on, drawing lessons from Season 1 winner Derek Hayden, who dominated the final vote through relentless local promotion. Making Insurance Sexy: An Impossible Task? Sam brings up David's stated goal for The Protégé: to "make insurance sexy." They discuss the challenge of changing the public perception of a typically mundane industry and how highlighting the entrepreneurial opportunity and financial success available might be the key, similar to shows like Million Dollar Listing. Connect with: Sam Louwrens LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Lauer Creations Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    42 m
  • From Confusion to Clarity with Ashley Napier

    From Confusion to Clarity with Ashley Napier
    Oct 22 2025
    In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck welcome back Ashley Napier of Solomon Strategic Advisors, a key supporter of Producers in Paradise. Ashley, who transitioned from an agency COO to a leadership consultant, shares her insights into the common struggles facing insurance organizations today. The conversation explores the critical need for organizational clarity, the difference between mission and vision, and why many leaders lack the self-awareness and other-awareness required to build high-performing teams. They also discuss the pitfalls of promoting top producers into leadership roles they aren't suited for and the cultural challenges presented by mergers and acquisitions. Key Highlights: The Leadership Skill Gap Ashley Napier shares her own journey, realizing that leadership isn't just about being good at a job; it's about people, organizational clarity, self-awareness, and understanding the needs of others. She sees many agency leaders today promoted without these essential skills, leading to frustration, turnover, and unclear direction. The Power of Organizational Clarity The discussion emphasizes that true clarity goes beyond daily tasks. Ashley outlines the essential components: a clear Mission (why we exist), Vision (where we're going), Values (our guiding principles), SWOT (understanding our position), strategic Pillars, long-term Objectives, yearly Goals, and daily Tactics. Many organizations mistakenly start with tactics, leading to confusion and inefficiency. Rethinking the Path to Success: Ownership vs. Production David challenges the industry perception that agency ownership is the only path to ultimate success. He argues that not every top producer is suited for leadership or ownership, and they can often achieve greater financial success and work-life balance by focusing purely on production within a supportive agency that fosters an entrepreneurial spirit. Navigating Culture in Mergers & Acquisitions The episode touches upon the frequent cultural clashes during agency mergers and acquisitions. Ashley notes that the stronger culture typically dominates, often leaving employees feeling disconnected from a mission, vision, or leadership style they didn't sign up for. Establishing a common leadership language proactively can help mitigate these challenges. Intentional Leadership: Fighting for the Highest Good Ashley leaves listeners with a call to action: be intentional, not accidental, in leadership. This involves fighting for your highest good and the highest good of those you lead. Leaders must get clear on their goals, write them down, make a plan, run after it, and avoid distractions to make a real impact. Connect with: David Carothers LinkedIn Kyle Houck LinkedIn Ashley Napier LinkedIn Visit Websites: Power Producer Base Camp Solomon Strategic Advisors Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    56 m