What Every Insurance Agency Owner Needs to Know About Advising in 2026 | David Carothers | S3 E05

In this episode of Transcend with M, I sat down with David Carothers, founder of Florida Risk Partners and one of the most respected voices in commercial insurance sales training.We talked about the part of the job most producers get wrong → the belief that winning business is about getting the right quote.David has spent nearly two decades in insurance and risk management. Through Killing Commercial and The Power Producers Podcast, he has trained thousands of producers on how to stop competing on price and start getting hired as an advisor before the insurance transaction ever happens.Here's what we got into:→ Why you have to know how to get hired before the insurance transaction ever exists→ How to use AI to prep for a meeting by predicting the exact questions a CFO will ask you, and the ones you should be asking them→ The mirror technique that buys you time when an objection catches you off guard→ Why "I've been with my agent for 15 years" is a green flag, not a wall→ How David turned a $7,500 account into $387,000 in premium by refusing to sell on price→ Why almost every problem account traces back to bad prospecting→ The shift from transactional producer to trusted advisor, and why AI is forcing this conversation now→ What it really takes to build the next generation of producers, including his own sonIf you're a producer, an agency owner, or someone building a book of business in this industry, this is the conversation that will change how you walk into every meeting.This is Season 3 of Transcend with M, where I sit down with the people who are actually building, leading, and changing this industry from the inside.David Carothers, CIC, CRM, is the principal of Florida Risk Partners, a middle-market commercial insurance and risk management firm. He is the founder of Killing Commercial, host of The Power Producers Podcast, and the author of The Extra 2 Minutes and The Dirty 130.Connect with David:LinkedIn → https://www.linkedin.com/in/davidrcarothers/Website → http://killingcommercial.comPodcast → The Power Producers PodcastConnect with me:Instagram → https://www.linkedin.com/in/monicaadwani/LinkedIn → Monica AdwaniNuRise Consulting → nuriseconsulting.comFollow Transcend with M on LinkedIn and follow me on Instagram @monicaadwani when you listen.Subscribe so you don't miss what's coming next this season.#TranscendWithM #Season3 #InsurancePodcast #CommercialInsurance #InsuranceSales #InsuranceProducers #AgencyOwners #WomenInInsurance #WomenInBusiness #InsuranceIndustry #IndependentInsuranceAgents #KillingCommercial #MonicaAdwani #DavidCarothers #FloridaRiskPartners