Power Producers Podcast

In this episode of the Power Producers Podcast, David Carothers sits down with Ryan Mathison and Sean Mulhern to discuss the intersection of AI, agency operations, and technology adoption. While AI dominates industry conversations, the group emphasizes that technology is not a substitute for strong fundamentals. Agencies must first build solid processes, procedures, and operational discipline before automation and AI can create meaningful value. The conversation explores agency valuations, technology fatigue, workflow optimization, producer productivity, and the evolution of insurance technology platforms like GloveBox. David, Ryan, and Sean challenge agency owners to stay focused on their core mission—selling and servicing insurance—while using technology as a tool to improve efficiency, enhance client experience, and create scalable growth. Connect with: ⁠David Carothers LinkedIn⁠⁠⁠⁠⁠ Ryan Mathisen Linkedin⁠ Sean Mulhern Linkedin Visit Websites: ⁠⁠⁠⁠⁠Power Producer Base Camp⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Killing Commercial⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Crushing Content⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Power Producers Podcast⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Policytee⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠The Dirty 130⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠The Extra 2 Minute⁠⁠⁠⁠⁠

In this episode, David Carothers sits down with Matt Naumoff to discuss how cyber compliance, risk validation, and AI-powered technology are reshaping the cyber insurance marketplace. The conversation focuses on helping businesses identify cybersecurity gaps, improve underwriting outcomes, and position themselves for better cyber insurance coverage through stronger risk management and more accurate data. matt@waypointcomply.com Connect with: ⁠⁠⁠David Carothers LinkedIn⁠⁠⁠ Visit Websites: ⁠⁠⁠Power Producer Base Camp⁠⁠⁠ waypointcomply.com ⁠⁠⁠Killing Commercial⁠⁠⁠ ⁠⁠⁠Crushing Content⁠⁠⁠ ⁠⁠⁠Power Producers Podcast⁠⁠⁠ ⁠⁠⁠Policytee⁠⁠⁠ ⁠⁠⁠The Dirty 130⁠⁠⁠ ⁠⁠⁠The Extra 2 Minute⁠⁠⁠

In this episode of the Power Producers Podcast, David Carothers sits down with Justin Froeber to discuss how business owners and entrepreneurs can strategically use credit card points, loyalty programs, and business expenses to unlock luxury travel experiences and maximize financial efficiency. The conversation dives into travel hacking, reward optimization, business spending strategy, and the hidden opportunities most entrepreneurs overlook when it comes to points and miles. Connect with: ⁠David Carothers LinkedIn⁠ Visit Websites: ⁠Power Producer Base Camp⁠ ⁠Killing Commercial⁠ ⁠Crushing Content⁠ ⁠Power Producers Podcast⁠ ⁠Policytee⁠ ⁠The Dirty 130⁠ ⁠The Extra 2 Minute⁠

In this episode of the Power Producers Podcast, David Carothers sat down with Josh Braun to explore how sales is evolving in an AI driven world while reinforcing that human connection still wins. They discussed the role of AI in content creation, the importance of authenticity on platforms like LinkedIn, and why the best ideas often come from real conversations rather than manufactured posts. The conversation then shifted into Josh’s core philosophy around detachment, asking better questions, and replacing traditional sales pressure with curiosity. Through practical examples, they broke down how producers can uncover real problems, reduce resistance, and ultimately make sales conversations more natural and effective. Key points: AI is a Tool but Authenticity Still Matters Josh Braun explains that AI generated content is becoming increasingly hard to distinguish from human writing. However, what matters most is whether the message resonates, not who created it. David adds that his best content comes from real conversations, using AI only to refine and structure ideas rather than generate them from scratch. Better Sales Comes from Curiosity Not Convincing Traditional sales relies on explaining and persuading, which often creates resistance. Josh emphasizes that asking neutral, thoughtful questions shifts the dynamic. When prospects feel understood instead of pressured, they are more likely to engage and open up about real challenges. Detach from the Outcome to Reduce Pressure One of the biggest mindset shifts discussed is moving away from the need to book every meeting. Instead, the goal should be to identify whether a real problem exists. This detachment lowers pressure, changes tone, and makes conversations feel more natural, leading to better outcomes. Poking the Bear to Reveal Hidden Problems Josh introduces the concept of “poking the bear,” which involves asking questions that highlight risks or gaps prospects may not have considered. By illuminating potential issues rather than pitching solutions, sellers allow prospects to reach conclusions on their own, which builds trust and credibility. People Buy Outcomes Not Products The discussion highlights that buyers are not purchasing products themselves, but what those products represent. Whether it is status, efficiency, or risk reduction, understanding the underlying motivation changes how questions are asked and how conversations are guided. Mindfulness Improves Sales Conversations Josh shares that mindfulness and meditation help sales professionals avoid reactive behavior. By creating a pause between what a prospect says and how you respond, you can choose curiosity over defensiveness, leading to stronger relationships and better communication. Sorting is More Effective Than Selling Instead of trying to convert every prospect, the focus should be on qualifying quickly. Identifying early whether there is a fit saves time and energy, while also positioning the salesperson as honest and trustworthy rather than pushy. Human Connection Still Wins in an AI World Despite the rise of AI and automation, both David and Josh agree that real conversations, thoughtful questions, and genuine engagement are what truly differentiate top performers. Technology can enhance the process, but it cannot replace meaningful human interaction. Connect with: David Carothers LinkedIn Josh Braun LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Killing Commercial Braun Training Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this solo episode of Shoptalk, opened up about his single biggest affliction and why he believes it has also become his single biggest superpower. He shared personal stories from childhood, the frustration of being misunderstood, and the challenges of living with an undiagnosed attention issue in a time when people did not talk about ADHD the way they do now. explained how getting clarity on how his brain works helped him redesign his workday, build systems that support his focus, and turn what once felt like a limitation into a source of output, creativity, and momentum. The episode is a direct message to listeners who feel different, unheard, or hesitant to seek help, with a clear reminder that adversity can be reframed into opportunity. Key points: Success Stories Often Hide the Mess Behind Them challenges the perception that high performers have it all together. He warns that newer producers can set themselves up for disappointment by trying to emulate a polished image instead of understanding the human reality behind it. The core theme is that struggle and success can exist at the same time. Growing Up Without a Diagnosis Creates Lasting Damage He described childhood experiences of constant discipline for behavior that was not understood. The examples ranged from impulsivity and blurting things out to restlessness and difficulty focusing on reading or remembering tasks. His point is that what gets labeled as difficult or undisciplined is sometimes a brain wiring issue that needs understanding, not punishment. A Diagnosis Creates Clarity and the Power to Adapt explained that once he understood the issue, he could build his day around it instead of fighting it. He shared how medication was not the long term answer for him personally, but awareness was the turning point. The goal became adjusting habits, structure, and expectations to match how his mind actually works. Organized Chaos Can Be a High Performance System described how he works across multiple monitors and rotates between tasks to keep his mind stimulated. What looks like distraction from the outside is a deliberate structure that keeps him engaged and productive. He credits the insurance industry for providing constant variety and new problems that align with how he operates. Many People Are Misunderstood Because They Are Different He spoke directly about impulsivity, interruptions, distraction, and losing a thought mid sentence. David emphasized he is not sharing this for sympathy, but to normalize the experience and encourage people to seek support and coping tools. The episode frames difference as something that can be managed and even leveraged. Stop Treating ADHD Like a Joke He pushed back on casual language that turns mental health into a punchline. David explained why he does not use slides when he speaks and how people often laugh without realizing it is not a joke. He argued that when society trivializes these struggles, it loses access to the creativity and potential of people who could contribute at a high level. Choosing to Be Yourself is the Real Win closes with a call to draw a line in the sand and prioritize self care and self understanding. He invites listeners to reach out if they need to vent or want guidance. The final message is about embracing who you are, building systems that work for you, and refusing to shrink into a version of yourself that feels acceptable but untrue. 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

In this episode of the Power Producers Podcast, David Carothers welcomed Joe from Sembley to discuss a range of topics impacting agencies, from personal lines to AI-powered tools. David shared insights on the challenges of building a personal lines division from scratch, how tech investments have streamlined workflows, and the importance of agency owners evaluating their tech stack to maximize efficiency. They dove into the power of custom intake forms, e-signatures, and integrations with systems like Hawksoft. The conversation also emphasized the shift towards automation to save time and resources in an industry that’s increasingly tech-driven. Key points: Personal Lines Challenges and Tech Adaptation David discussed how launching personal lines at Florida Risk has been a learning experience, especially in integrating new technology and adapting workflows. The move forced a deeper look into their tech stack and how it could support scalability and efficiency. Building Custom Intake Forms for Streamlined Workflows Joe explained how custom intake forms in Sembley can simplify data gathering, especially with conditional logic, and how it saves agents time by pre-populating accord forms, sub-apps, and client profiles. Tech-Driven Time Savings and Reducing Manual Work David emphasized that many agencies waste time on repetitive tasks like data entry and supplementals. He highlighted how tech can free up agents’ time to focus on high-value work, including meaningful client interactions and prospecting. The Hawksoft Integration and Two-Way Data Flow Joe shared how Sembley now integrates with Hawksoft, allowing agents to push data directly into their system, significantly cutting down on manual entry and improving data accuracy. The Importance of Making Strategic Tech Investments David encouraged agency owners to evaluate their tech stacks with an “abundance mindset” to avoid being left behind. He stressed that technology is an investment in saving time, increasing accuracy, and building stronger client relationships. The Growing Role of AI and Automation in the Industry Joe and David discussed how AI and automation tools are revolutionizing the insurance industry, from data gathering to policy renewal, and how adopting these technologies can be a game-changer for agencies looking to stay competitive. Connect with: David Carothers LinkedIn Joe Ems LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Sembley Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, David Carothers welcomed Kevin Ring from the Institute of Work Comp Professionals to discuss what he is seeing in workers’ compensation heading into 2026. The conversation covered long term rate trends, signs that the market may be approaching the bottom, growing audit scrutiny, Nevada’s major payroll cap change, AI’s role in policy analysis, and the evolving legislative landscape around marijuana and the gig economy. As always, the discussion blended practical strategy for producers with broader industry outlook and regulatory insight. Key points: Workers’ Comp Rates May Be Nearing the Bottom Kevin explains that while most states are still seeing rate decreases, the pace has slowed. California recently posted a rate increase for the first time in over a decade, which could signal broader market shifts. Slowing wage inflation and continued medical cost pressure suggest that long term downward trends may not continue indefinitely. Premium Audits Are Becoming More Aggressive Auditors are digging deeper, especially when reviewing uninsured subcontractors. Instead of relying solely on certificates of insurance, they are checking state coverage verification databases to confirm continuous coverage. This shift increases the importance of proper certificate tracking and creates exposure if subcontractor coverage lapses during the policy term. Certificate Management Is No Longer a Simple Box Check The conversation highlights how certificates are only a snapshot in time and may not reflect actual coverage intent. With exclusions for additional insured status and evolving endorsement language, producers must understand what policies truly provide. AI driven policy analysis tools are likely to accelerate compliance reviews and uncover hidden coverage gaps. Nevada’s Payroll Cap Change Is a Game Changer Nevada historically capped payroll at thirty six thousand dollars per employee, effectively removing many audit conversations from relevance. Beginning October 1, 2026, that cap will shift to a formula based on state wage data, significantly increasing reportable payroll. This change will create new audit exposure and education opportunities for producers who understand remuneration rules. Legislation Remains Quiet but Marijuana and Gig Economy Issues Persist While broad workers’ comp reform activity is limited due to overall system profitability, marijuana policy continues to evolve. Questions around drug free workplace credits, reimbursement for medical marijuana, and federal rescheduling remain unresolved. At the same time, classification disputes involving gig economy workers may eventually reshape how companies structure labor relationships. Producers Must Know What They Are Selling David reinforces that as AI tools make policy analysis easier, producers cannot rely on surface level understanding. Reviewing forms and endorsements, requesting specimen copies, and understanding exclusions are critical. The risk of losing an account or facing an errors and omissions claim increases when coverage does not align with client expectations. Connect with: David Carothers LinkedIn Kevin Ring LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Institute of WorkComp Professionals Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers is joined by Warren Cleveland from Captive Coalition for a wide ranging conversation on specialization, creativity, and why producers must narrow their focus to survive in the middle market. Building off recent discussions around parametrics and alternative risk strategies, they explain how captives, benefits captives, and disciplined education can prevent producers from losing high value clients. The episode centers on asking better questions, using the right partners, and positioning captives as a long term strategic tool rather than a last minute reaction. Key points: Why Specialization Beats Generalization David and Warren both stress that producers trying to write everything will struggle. They recommend limiting focus to three core classes of business and closely related peripheral industries. Deep operational knowledge creates credibility, sharper discovery, and better risk solutions that generalists simply cannot match. Creativity Comes From Asking Better Questions The conversation ties parametrics and captives together through one core idea. Partners can build solutions around clients, but only if producers identify the right risks. That requires curiosity, comfort with asking questions, and a willingness to look beyond traditional coverage conversations. Phone a Friend Instead of Losing the Account Warren emphasizes that producers do not need to be captive experts to win. They need to know when to call for help. He shares real examples of agents saving accounts by reaching out early, using talking points, and letting specialists support client conversations before competitors step in. Captives Reward Performance in a True Meritocracy David frames captives as one of the purest merit based systems in insurance. Well performing accounts can retain underwriting profit instead of giving it away. He argues there is no excuse for missing captive conversations when clients consistently complain about paying premiums without seeing returns. Benefits Captives Are the Next Frontier Warren outlines why benefits captives paired with self funding can outperform traditional approaches. With better data, wellness programs, and accountability, employers can finally align incentives and participate in underwriting profit rather than subsidizing poor performers. Education Is the Real Differentiator Captive Coalition positions education as the core offering. From webinars to one on one coaching and ready to use client materials, the goal is to make producers comfortable having the conversation. Warren stresses that missing these discussions often comes from fear and lack of knowledge, not lack of opportunity. Captives as a Long Term Retention Strategy Instead of selling captives reactively, both speakers encourage preparing clients years in advance. Building a three to five year roadmap keeps clients engaged, reduces churn, and eliminates surprise competition. Once clients buy into a long term plan, price driven defections become far less likely. Using Tools You Already Have David closes by reminding producers that captives are simply another tool. Losing accounts because a tool was never used is more frustrating than losing on price. The message is clear. Learn the tools, use the partners available, and stop leaving opportunities on the table. Connect with: David Carothers LinkedIn Warren Cleveland LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Captive Coalition Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of Power Producers Podcast, David Carothers sat down with Brian Thompson from Descartes Underwriting to break down parametric coverage and why it is becoming a serious differentiator for producers. Brian explained parametric as a predefined payout tied to a predefined event, with payment triggered by the event and supported by a loss attestation. They explored how parametric can address gaps traditional insurance does not, especially economic loss, non damage business interruption, and revenue disruption tied to access and supply chain issues. David emphasized that producers do not need to be experts, but they do need to know parametric exists and ask better discovery questions to uncover risks that can be solved with these programs. Key points: Parametric 101 and How It Actually Works Brian Thompson explains that parametric coverage is built around pre negotiated payouts for predefined events. Instead of adjusting the claim, coverage triggers based on the event, and the insured attests they suffered a loss. This structure can allow funds to arrive within days, helping clients recover faster and avoid long delays. Economic Loss Matters More Than Physical Damage A major takeaway is that parametric can cover full economic loss, not just physical damage. That includes revenue disruption after a storm, cancellations, loss of access, and increased operating costs. This is where many producers get stuck because they assume insurance only responds to visible property damage. Real World Use Cases Beyond Property Insurance They shared examples like a casino location in Macau where coverage was tied to access over a bridge, resulting in a fast payout after a typhoon closed access. Another example involved Mississippi River water levels impacting barge shipments, forcing higher costs through trucking and rail. These scenarios show how parametric can insure risks that usually fall outside standard policies. How Pricing and Structuring Really Happens David pushed for clarity on pricing, and Brian explained that rate depends on frequency, severity, and what the client wants to retain versus transfer. The structuring process is iterative, often requiring several quote revisions. Back testing is a key advantage because teams can model how coverage would have performed during past events. Why Generalists Will Struggle Going Forward David reinforced that generalist producers will lose because they miss nuanced operational risks. Parametric requires deeper discovery to uncover what truly threatens profitability, liquidity, and continuity. Knowing how to ask the right questions helps producers create wedge opportunities and win accounts. Education Resources and How Producers Can Get Started Brian shared that education is a major part of adoption, and Dart runs webinars, publishes a newsletter, and provides case studies and examples. The most important step is sending a what if scenario and using real quotes to understand how the product behaves. Producers can lean on the carrier team as an in house expert until they build confidence. Connect with: David Carothers LinkedIn Brian Thompson LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Descartes Underwriting Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers sits down with Dan Sachkowsky, a business growth expert and founder of Big D Coaching. Recorded on location in Florida, this raw and unfiltered conversation traces Dan’s roller-coaster journey from growing up in "the hood" of New Jersey to building and selling three companies for over $30 million—and losing everything in between. They dive deep into the trap of the "hustle culture," why most businesses are unsellable because the owner is the bottleneck, and how to transition from an operator to a true CEO. Whether you run an insurance agency or a service-based business, this episode is a blueprint for scaling without burnout. Key Highlights: The Bon Jovi Moment & The Bankruptcy Dan shares his powerful origin story. At 15, seeing Jon Bon Jovi's house challenged his father's limiting beliefs about wealth. Motivated by books like Rich Dad Poor Dad, Dan started his first business at 17 and made $3.8 million by age 24. However, the 2008 crash wiped him out, leading to bankruptcy. He explains how hiring a coach at 25 was the pivot point that allowed him to rebuild even bigger. Operator vs. Owner: Escaping the Bottleneck Most business owners think working harder equals more success, but Dan argues this leads to burnout and a business that cannot exist without them. They discuss the necessity of building systems and processes that allow the business to run while the owner steps back to focus on strategy and lifestyle. Employees vs. Teams Dan emphasizes a critical mindset shift: You don't have employees; you have a team. He and David discuss why hiring the cheapest labor off Indeed is a recipe for failure. True scaling comes from building a culture where people feel valued and part of a mission, not just a line item on a P&L. The "Show, Don't Tell" Era David and Dan discuss the shifting landscape of marketing. A static website with stock photos no longer works. To win in 2026, you must build a personal brand through video and social proof. David reiterates his commitment to "showing" his work by documenting his path to $1M in new revenue, rather than just talking about theory. Generational Wealth & Mindset The duo reflects on the differences between their generation's "grind" mentality and the younger generation's approach to leverage and passive income. They discuss how modern entrepreneurs are often involved in multiple ventures, taking smaller cuts of bigger pies to mitigate risk and maximize freedom. Connect with: David Carothers LinkedIn Dan Sachkowsky LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp DanSachkowsky.com Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

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

In this episode of the Power Producers Podcast, host David Carothers interviews Heather McKinnon, a "Protege" contestant from Horizon Insurance Services in Columbus, Ohio. Heather shares her atypical journey into the insurance world, transitioning from a background in biochemistry and CPG brand management to joining her husband's agency. They discuss the chaotic reality of balancing family life (including holiday stress and broken appliances) with the demands of being a producer, why "solving and serving" is the most effective form of selling, and how new producers can leverage referral networks to build trust before they even walk in the room. Key Highlights: The "Atypical" Path to Insurance Heather describes her background in biochemistry and brand management before being "recruited" by her husband to join the family agency. While she jokingly calls herself atypical, David points out that almost no one plans to go into insurance—most successful producers stumble into it from other careers. Solving and Serving IS Selling Heather admits she doesn't like "selling" in the traditional sense but loves solving problems. David validates this, noting that the best producers are often educators and problem solvers who don't need to use high-pressure tactics because they lead with value and solutions. The Power of Walking Away David shares a detailed story about a prospect with messy data and four other agents involved. By setting boundaries, demanding transparency (unredacted policies), and being willing to walk away, he flipped the power dynamic and won the account. This serves as a masterclass for new producers on why scarcity creates value. Time Management Sprints David breaks down his 50/10 rule for productivity: working with intense focus for 50 minutes (no phone, no email) and then taking a 10-minute break. This simple system eliminates distractions and ensures that no client waits longer than an hour for a response. Building a Referral Ecosystem For new producers battling imposter syndrome, David advises building a referral network with B2B salespeople (payroll, IT, etc.) who are calling on the same accounts. By establishing regular accountability meetings and sharing target lists, producers can generate warm leads and bypass the cold-calling grind. Connect with: David Carothers LinkedIn Heather McKinnon LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp Horizon Insurance Services Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

In this episode of the Power Producers Podcast, host David Carothers interviews Terrence McLean, Co-Founder and CEO of SageSure. Terry joins the show from Silicon Valley to discuss how SageSure has grown into a powerhouse in the catastrophe-exposed property market. They dive deep into the philosophy of running toward risk when others run away, the critical importance of physical inspections, and why independent agents remain the ultimate experts in distribution. Key Highlights: The "Go Left" Philosophy Terry explains why SageSure enters markets that national carriers flee. While others retrench, SageSure finds fertile ground in difficult territories by understanding the risk better than anyone else and "going left" when the industry goes right. Boots on the Ground: The Inspection Mandate Despite advancements in technology, Terry emphasizes that AI and aerial imagery are not yet ready to replace physical inspections. He details why SageSure relies on boots-on-the-ground to verify insurance-to-value (ITV) and condition, ensuring they only write the best risks to protect their capacity. Carriers Can't Be Everything Terry argues that insurance carriers cannot be "all things to all people." Their job is to manage capital and margin. He highlights that independent agents are the necessary experts who must navigate the market on behalf of the consumer to find the right fit when a carrier's appetite is full. The "Parting Gift": Market Stabilization Terry offers a positive forecast for the future, predicting double-digit price decreases in reinsurance by 2026. This signals that the worst of the hard market is likely behind us, which should eventually lead to primary price stabilization for consumers. Top Tier Agency Partners When asked what separates a top-tier partner from the rest, Terry points to relationships and trust. SageSure aims to be a "top 3" carrier for their partners, and in return, they prioritize agents who maintain open communication and consistent volume. Connect with: David Carothers LinkedIn Terrence McLean LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp SageSure Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes