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Power Producers Podcast

Power Producers Podcast

By: 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? Economics Leadership Management & Leadership Marketing Marketing & Sales
Episodes
  • Marketing Intelligence for Insurance Agencies with Joshua Lauer

    Marketing Intelligence for Insurance Agencies with Joshua Lauer
    Sep 17 2025
    In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Joshua Lauer of Lauer Creatives for a deep dive into the world of marketing intelligence. Joshua shares his unique journey from aspiring songwriter to a data-driven marketing consultant. The conversation focuses on the most common and costly mistake B2B companies make: losing marketing attribution as leads move from their website to their CRM. Joshua breaks down the technical solutions for creating a seamless data flow, discusses the complexities of tracking "dark social," and offers his perspective on the practical applications and limitations of AI in marketing analytics. Key Highlights: Fixing the Leaky Funnel: Website to CRM Attribution Joshua Lauer identifies the critical disconnect between marketing efforts and sales outcomes as the most common issue he encounters. He explains how crucial data—like which campaign a lead came from—is often lost as it moves through a CRM, leaving businesses blind to which marketing channels are actually driving revenue and resulting in inefficient ad spend. The Technical Fix: Hidden Inputs and Data Persistence The conversation dives into the solution for lost attribution. Joshua details his method of using hidden form fields on websites to capture UTM parameters and other tracking data. He stresses the importance of ensuring that this data persists as a lead is converted from a Lead to a Contact and then to an Opportunity within the CRM, providing true end-to-end visibility. Navigating Dark Social and Attribution Models David and Joshua discuss the challenge of tracking word-of-mouth referrals and "dark social," which often manifest as an increase in "direct traffic." They also touch on the pitfalls of platform-specific attribution models, like Facebook's aggressive view-through credit, highlighting the need for a critical and nuanced approach to analyzing marketing data. The Practical Role of AI in Marketing Intelligence While AI is transforming many areas, Joshua explains its current role in his field. He sees AI as a powerful tool for content optimization and creating conversational interfaces for data analysis, but clarifies that it cannot yet replace the human expertise required for the complex, business-specific logic of a proper tracking setup. Connect with: Joshua Lauer 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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    39 mins
  • The Captive Conversation Part 4

    The Captive Conversation Part 4
    Sep 12 2025
    In the fourth and final episode of The Captive Conversation on Power Producers Shoptalk, host David Carothers and Warren Cleveland of Captive Coalition unpack the conversation framework that allows agents to stay in control of their most valuable client relationships. They reframe the captive solution as the ultimate business continuity plan for an agent's book, ensuring long-term retention. The conversation provides tactical advice, including a powerful "pattern interrupt" to start the discussion, and stresses the importance of shifting from a salesperson to a true strategic advisor. They also cover the right and wrong times to introduce the captive concept and why agents must act as the "quarterback" to guide their clients. Key Highlights: Captives as Your Book's Continuity Plan David reframes the captive conversation away from being just another market. Instead, he positions it as the ultimate "continuity plan" and "finish line" for an agent’s best clients. Getting an account into a captive creates powerful financial and strategic ties that make them a client for life, effectively protecting them from competitors.1 The Strategic Advisor vs. The Salesperson This episode drills down on the critical mindset shift required to succeed. A captive is a long-term business strategy, not a quick premium-saving quote.2 The conversation contrasts the transactional salesperson who asks for loss runs with the strategic advisor who discusses growth, profitability, and preserving the bottom line—a conversation that wins 100% of the time. The Conversation Framework and Pattern Interrupt Warren provides a tactical opener to spark curiosity and bypass typical sales resistance. He shares his five-second "pattern interrupt"—"I show business owners how to own their own insurance company"—and explains how this simple phrase immediately elevates the conversation from a commodity sale to a high-level strategic discussion. Timing is Everything: When to Have the Talk The episode provides crucial advice on when to introduce the captive concept. They warn agents not to present it at renewal alongside traditional quotes, as that is a losing strategy. The right approach is proactive and educational, starting the conversation well in advance, such as 90 days after the previous renewal, to properly frame it as a long-term play. Connect with: Warren Cleveland LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Captive Coalition Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    22 mins
  • Turning Risk Into Opportunity with Valkyrie Holmes

    Turning Risk Into Opportunity with Valkyrie Holmes
    Sep 10 2025
    In this episode of the Power Producers Podcast, host David Carothers and co-host Kyle Houck are joined by Valkyrie Holmes, the CEO and co-founder of FAURA, for a look into the future of risk assessment. Valkyrie explains how her background in data science at NASA and SpaceX led to the creation of FAURA, a platform that quantifies a property's ability to withstand natural disasters, a concept she calls property survivability. They discuss how this technology equips agents with the tools to explain risk, justify pricing in a hard market, and offer clients actionable steps for mitigation. The conversation covers the agent education gap, building codes as "minimum wage," and how granular, property-level data is changing the insurance landscape. Key Highlights: Introducing FAURA: Quantifying Property Survivability Valkyrie Holmes details how FAURA uses hundreds of data points to generate a simple 0-100 survivability score, moving beyond general climate risk to assess how a specific property will fare in a disaster. This provides a clear, understandable metric for agents and policyholders, empowering them with the principle that "if you can't explain the risk, you can't justify the price." Arming Agents in a Hard Market The conversation addresses the agent education gap. In a market where agents struggle to explain rate increases, FAURA provides property-specific data that acts as "weaponry," allowing them to have informed conversations about risk factors and justify pricing, ultimately helping them retain clients by offering proactive solutions instead of just bad news. From Assessment to Actionable Mitigation FAURA's platform is more than just a score; it's a solution. After an initial assessment, a digital inspection generates a detailed report with a prioritized list of mitigation actions. It then connects users with vetted local contractors, turning a complex problem into a manageable and actionable plan for homeowners. The Science of Wildfire & Hail Resilience The discussion dives into specific perils, revealing that simple, low-cost actions can dramatically increase a property's chance of survival. Valkyrie shares examples, such as ember-resistant screens for wildfire defense, showing how data-driven insights can lead to effective and accessible mitigation strategies that agents can share with their clients. Connect with: Warren Cleveland LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Captive Coalition Power Producer Base Camp Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes
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    56 mins
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