Power Producers Podcast

By: David Carothers
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  • Summary

  • 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?
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Economics Leadership Management & Leadership Marketing Marketing & Sales
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Episodes
  • 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

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