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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 son If 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.com Podcast → The Power Producers Podcast Connect with me: Instagram → https://www.linkedin.com/in/monicaadwani/ LinkedIn → Monica Adwani NuRise Consulting → nuriseconsulting.com Follow 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

What does it really take for an independent insurance agency to survive the next 24 months? In this episode of Transcend with M, I sit down with Jason Cass, founder of Agency Intelligence, CEO of Virtual Intelligence, and the force behind IndieTech, to talk about the shift that is quietly rewriting how agencies operate. Jason breaks down the number one stress inside every agency: work getting routed to the wrong person. We get into his new routing engine, why he believes margins can move from 25% to 70%, and how licensed staff, unlicensed VEs, and agentic bots are about to work side by side. We also get into: → Why AI will not eliminate agents, but agents who use AI will eliminate those who do not → The real reason legacy agencies struggle to adopt new tools → What the labor shortage means for the next decade of insurance → Why the biggest AMS companies should be the most nervous → Usage based pricing and the end of per seat costs → What is coming at IndieTech and why he built it as neutral ground for agents This one is honest, fast, and full of ideas you can act on. If you lead an agency, work inside one, or build the technology that powers them, this conversation is for you. Connect with Jason Cass: https://www.linkedin.com/in/jasondcass/ Learn more about IndieTech: https://www.linkedin.com/company/indietech-showcase-experience/ Follow Transcend with M for more conversations with the people shaping the future of insurance and leadership. Listen on Spotify: Watch more episodes: https://www.youtube.com/watch?v=FBXyfVCDV8c&list=PLVLexvMhvFH-X1LnYN5F-fGWbwW5e5TDI #TranscendWithM #Season3 #Insurance #InsurTech #AI #WomenInInsurance #WomenLeaders #PersonalBrand #Leadership #Podcast #AgencyGrowth #IndieTech

This week I'm joined by Carey Wallace, founder of Agency Focus and one of the most trusted advisors in the independent insurance agency space. We talked about the part of the business most owners avoid. The valuation. The P&L. The benchmarks. The honest conversation about what your agency is actually worth and what's quietly hurting that number. In this episode: → Why 83% of independent agencies in the U.S. are under $1.25M in revenue and why that matters → The trap of comparing your agency to a headline sale price → Why you need 3 to 5 years of runway before a sale to actually move the number → The shift from transactional to advisory and why AI is going to force this conversation → My own 14-month acquisition story and what it taught me about my own blind spots If you're building an agency, leading one, or thinking about your next phase, this one is for you. Connect with me: Instagram → @monicaadwani LinkedIn → Monica Adwani #TranscendWithM #Season3 #WomenInInsurance #InsurancePodcast

What does it actually take to build an agency worth keeping →whether you sell it, pass it down, or hold it forever? This week I sat down with Matt Naimoli, co-founder of GNN Insurance and now M&A advisor at Legacy Advisors, for a conversation that's not about theory. It's about what most agency owners only learn the hard way. Matt and I built together inside GNN years before he walked me through the process of selling my own agency. So when he speaks about M&A, organic growth, and where thisn industry is heading, I listen → and you should too. In this episode: → Why you should operate your agency as if you were going to sell it (even if you never will) → The current M&A market and why organic growth is the new leverage → How AI is quietly reshaping who wins in the next 12 to 24 months → The 5 stages every owner has to go through (and where most get stuck) → The financial discipline that separates top valuations from millions left on the table → The question that changed how I led my agency every single month → What buyers are really looking for in 2026 If you own an agency, work at one, or are thinking about starting one → this episode is essential. CONNECT WITH MATT NAIMOLI LinkedIn: linkedin.com/in/matthewnaimoli Legacy Advisors: legacyadvisors.com CONNECT WITH MONICA ADWANI LinkedIn: linkedin.com/in/monicaadwani Instagram: @monicaadwani FOLLOW TRANSCEND WITH M LinkedIn: Transcend with M YouTube: youtube.com/@transcendwithm New episodes every week.

Five years ago, Melissa Gilbo was one of the first guests on Transcend with M. She came back for Season 3 a completely different woman. And so did I. Melissa is the Founder and CEO of Women’s Business League, a national platform for women in business now in its 8th year. She built it from zero. No playbook. No roadmap. Just one honest conversation with a stranger at a local pizza restaurant and the belief that women deserved a community built on real relationships, not transactions. In this episode we talk about what it really means to build something that lasts. Why the women who succeed aren’t the ones who network harder, they’re the ones who stopped performing and started connecting. What new insurance producers are still not being taught. And why community isn’t a nice-to-have. It’s the infrastructure. I also share something personal in this episode that I’ve never talked about publicly before. This one is for every woman who has ever been the only one in the room and wondered if she belonged there.

Juan Carlos (JC) Morales shares his unique perspective on the world of finance and how he has dedicated his career to strengthening and empowering the Latino community as the founder and CEO of Surfside Capital Advisors. He has led innovative financial strategies for companies in Boston and beyond and has been a key architect of initiatives that positively impact Latinos. From his prominent roles in Fortune 500 companies to his tenure as CEO of BNY Mellon Mexico and CFO at TIAA Asset Management and State Street Global Advisors, JC has shown unwavering commitment to the inclusion and economic advancement of Latino communities. His influence extends beyond corporate boundaries: as a co-founder of the Boston chapter of the Association of Latino Professionals for America (ALPFA) and creator of the Latino Equity Fund at The Boston Foundation, he has raised over $8 million to support Latino causes since 2013. His story inspires everyone to strive for financial freedom and to use their resources for collective well-being. Don't miss his inspiring journey in our latest episode, available now on Spotify! 🎧✨

The transformative power of taking control of your finances, and the impact it can have on your life. Meet Tess, a determined woman who discovered just that. In this episode, Tess shares her journey of mastering her financial future. Through her inspiring storytelling, she reveals how taking charge of her finances has transformed her life and empowered her to achieve her dreams. Reflect on your own financial habits and learn practical tips to take control of your financial destiny.

The importance of practicing self-compassion, leaving guilt behind, and taking care of oneself. Dulce Orozco, a standout immigrant therapist who is making an impact in the Latino community today. In this episode, Dulce shares her struggles in balancing her career and her Latina identity. Through her heartfelt storytelling, she reminds us of the importance of seeking help, leaning on others, and embracing our vulnerabilities as we pursue personal growth and fulfillment.

Have you ever discovered the beauty in the imperfection of your dreams? Have you found perfection in accepting the imperfect, despite our expectations? Have you experienced greatness within what you considered imperfect? Meet Paulette Piñero, who bravely followed her heart, leaving everything behind to create her own brand called Unstoppable Latina, helping brands reach the top. Her journey is a true inspiration, showing us that we can forge our own path and discover what success truly means to us. Discover how, from a job that seemed perfect, Paulette dared to follow her intuition and craft the life she truly desired.

How many times have we felt lost, unable to find our way? And how many times have we needed someone to accompany us in the process? Sometimes, we think we can do it alone, but is it really necessary to go through this process alone? Do you know what coaching is? Michelle Fermín, a prominent leader recognized for her outstanding leadership at Century 21 and for turning The Fermín Group into a global benchmark, shares with us how coaching helped her reach the top, both professionally and personally. Discover how Michelle achieved the number 1 position in her country and the third worldwide in the competitive world of Real Estate.

🌟 Discover the incredible story of Arianny Arias, a mortgage specialist who is making a difference in building generational wealth in the vibrant Latinx community of the United States. 🏡✨ From her beginnings as an immigrant to becoming an expert in mortgages, Arianny guides us through her exciting journey and shares why she believes building a lasting financial legacy is so crucial. 💼💡 "Teaching them about the importance of homeownership, investment, and financial planning is the key to building a solid future." Join Arianny Arias on her mission to inspire the Latinx community to reach new financial heights and build the legacy they deserve! 🚀🌎

🌟 Discover the incredible journey of Miguelina Peralta, a courageous Latina who transformed her life through the power of Networking in the United States! 🌟 🌍 Immerse yourself in the thrilling narrative of Miguelina, who left her homeland to pursue her dreams in the land of opportunities. Miguelina will exclusively share the secrets behind her success: Networking as the key to unlocking doors! Learn how she built strong relationships in the industry, connecting with influential professionals who guided her towards extraordinary job opportunities. 💼 Get ready to be inspired as Miguelina shares anecdotes, tips, and practical strategies for those who also dream of succeeding in a new country through Networking. This episode will motivate you to build your own network of connections to achieve the professional success you've always desired! 🎙️ Don't miss this episode full of excitement, achievements, and valuable lessons. Get to know the story of Miguelina Peralta and discover how Networking can be your passport to a brilliant future in the United States! 🌟

Latasha Hughes Thomasson is a professional comedian and wellness coach. She was born and raised in Worcester. As a divorced mother of five, she recently became a new grandmother to a beautiful granddaughter. Latasha has worked as a social worker for twenty years, serving as the Family Networks Coordinator at DCF Worcester West and as a Resources Development Specialist for the Worcester office of DYS. Currently, she is a Community Organizer with a specialization in Environmental Justice. Episode Highlights: Do what you got to do to achieve what you need. (2:32) You can do anything you put your mind to. (8:00) Managing career passion and incorporating it into your life. (12:30) The importance of writing down your goals. (17:08) You are meant for more. (22:15) How does it feel to be more than just a mom? (28:16) The importance of loving yourself. (33:30) The power of your voice. (38:37) Tasha’s first show. (43:13) Key Takeaway: "If you feel a burning desire within you, it's a sign that you're meant to pursue it. Take the leap and go after what you truly want in life. Trust that it's already yours and take the necessary steps to make it a reality." Resources: Facebook Instagram

Margie Breault is a woman on a mission, a mother of three with her hands full and her heart even fuller. She is deeply committed to giving back to her community, with a strong passion for entrepreneurship, DEI&B, LGBTQ+, and women's rights. Margie actively volunteers and serves on the Fund Development Committee for Girls on the Run, Worcester County. She also holds a position on the board of the Central Massachusetts Conference for Women and dedicates her time as a mentor for entrepreneurs in EforAll programs. With a diverse background in various practices such as energy medicine, flow coaching, and crystal healing, Margie is a lifelong student, learning from respected instructors like Lisa Ishwari Murphy and receiving guidance from root teachers at Power and Grace Yoga, SvaHa Yoga, and Synergy of Sound Academy. Additionally, she has had the privilege of being mentored by Nicole Peppin from Light of One Hundred Thousand Suns. Margie is currently undergoing training to teach classes, adding to her extensive knowledge. She holds a bachelor's degree in human services with a minor in philosophy from Fitchburg State University, leadership training through WRCC, and certification in entrepreneurship and business life coaching from the CPD-accredited Transformational Academy. With over six years of experience working with businesses and teams, Margie possesses a deep understanding of both microcosmic and macrocosmic business systems. Rooted in mentorship and a spirit of exploration, Margie is dedicated to leadership through service, ensuring she meets her clients where they are. She utilizes her wisdom and practices to assist others in their growth through her business endeavors and as a cohost on the radio show "Now I Thrive with Armida and Margie" on Unity Radio. Margie strives to embody and exemplify her values in every space she occupies. Episode Highlights: Working in energy medicine. (1:23)The power of unification and harmony. (6:06)Shifting your awareness. (11:32)You can take it or leave it. (15:07)Natural law is like bonpo pre-religion. (20:38)Natural Law of vibration. (22:12)How to recenter yourself. (27:59)Connecting with the planet. (32:33)Resiliency is the recipe for continuous success. (37:04) "Self-care is crucial for effectively caring for others. If your cup is empty, you won't be able to show up and support others in the way you intend. Prioritize filling your cup first and ensure it's overflowing with energy and abundance." Resources: Facebook

Ceylan is a dedicated social changemaker who has worked for the past 20 years to remove barriers for women, girls, and marginalized communities. In her latest venture, Ceylan founded Fihri - a social enterprise aimed at eliminating period poverty worldwide sustainably with specially customized initiatives. 500 million menstruators across the globe lack access to menstrual products each month and 1 out of 5 students in the US face similar obstacles. Fihri's Student Sponsorship Program offers individuals the opportunity to directly support students who can't purchase their menstrual products. Additionally, Fihri offers "Period Paloozas" - a sustainable and socially good team bonding experience that allows attendees to assemble period kits for those in need. Ceylan started her career at the Massachusetts Office for Refugees and Immigrants. She later became a social entrepreneur, was appointed to be a Commissioner for the MetroWest Commission on the Status of Women, and ran for State Representative. Ceylan's vast experience in gender equality issues, combined with her BA in political science from Northeastern University and MBA from Babson College, allows her to use her knowledge and power for good - reaching ever closer towards a world free from gender-based inequity. Why is period poverty happening in Massachusetts? (1:40) How she became interested in helping women and girls. (3:39) The magnitude of the earthquake. (6:17) Giving back to our communities. (8:36) Why is it so important to ask the right questions? (10:24) The Ii bill. (12:27) How is it seen on a bigger scale? (14:09) Raising awareness and raising money. (16:30) How to support students in need. (18:28)Key Takeaway:"Taking action and sharing stories are powerful catalysts for personal growth and positive change in both individuals and communities. By taking action, we actively engage with the world around us, turning our intentions into tangible outcomes. Whether it's pursuing a goal, solving a problem, or making a difference, action propels us forward and brings us closer to our desired results."Resources:WebsiteLinkedInFacebookInstagram