The Anti-Average Agent: How David Carothers Built a Business Without Asking Permission

“I understand we’re in a regulated industry… but when it comes to how I grow my business? I’m not wired to ask for permission.”

There’s a certain kind of operator in insurance who doesn’t just play the game. They rewrite the rules.

David Carothers is one of them.

As Principal of Florida Risk Partners and the force behind Killing Commercial and Power Producer Basecamp, David has built a reputation for doing things differently. Not for the sake of being different but because “average” was never the goal.

The Foundation: Family First, Always

Before business, before production, before anything else—David is clear about what matters most.

“My number one role in life is to be the best husband I can be and the best dad.”

It’s the filter through which everything else runs. In an industry that often glorifies hustle at the expense of everything else, David’s perspective is grounding. Success isn’t just measured in revenue. To David, it's measured inside the four walls of your home.

That perspective deepens when life throws curveballs.

Raising a child with special needs reshapes priorities fast. It forces clarity on what matters and what doesn’t.

“You learn a lot about yourself… and what you really value when someone relies on you that heavily.”

Falling Into Insurance… and Seeing the Opportunity

Like many in the industry, David didn’t grow up dreaming about insurance.

He fell into it.

But what he found was something most people overlook.

At a pivotal moment early in his career, he heard something that stuck:

“The insurance industry is full of average people… and it rewards average.”

That’s either discouraging or incredibly exciting.

For David, it was the latter.

If average wins, what happens when you’re not?

Betting on Himself Before It Was Comfortable

After that realization, David didn’t hesitate.

He quit his job, moved cities, lived in a spare bedroom, studied for his license during the day, and installed swimming pools at night to make ends meet.

Then he did something simple, but powerful. He went back to the job sites where he had built relationships and asked for their business.

“I made friends with all the subcontractors… and went back to write their insurance.”

Instead of relying on marketing tactics or automation, he focused on building relationships.

The “Five Twenties” Mindset

Early in his career, David was introduced to a concept that shaped how he thinks about growth and revenue.

Every client relationship holds multiple opportunities. Commercial insurance is just one piece. There’s personal insurance, benefits, retirement, and life—each representing a share of the overall relationship.

“The goal is to capture as many of those twenties as possible.”

This isn’t about selling more for the sake of it. It’s about protecting the relationship and delivering complete value. If you leave gaps, someone else will fill them, and they may not stop at just one.

Why He Walked Away From Corporate

Despite early success, David hit a different kind of ceiling—not in income, but in autonomy.

“I’m too entrepreneurial to be part of the system… I’m not wired to ask for permission.”

That realization led to the creation of Florida Risk Partners.

Specialization Without Limitation

Today, Florida Risk Partners focuses heavily on middle market commercial insurance. But David never abandoned the broader philosophy behind the “five twenties.”

Instead, he approached it differently.

Rather than building every capability internally, he built strategic partnerships that allow him to serve clients holistically while staying focused on his core strength.

“Anything we don’t do directly, we have formal relationships where we share financially.”

It’s a model that protects accounts, expands opportunity, and avoids unnecessary complexity.

The Overlooked Growth Lever

While commercial drives the agency, one of the biggest growth opportunities sits right next to it. Personal lines.

Not as a separate business line, but as an extension of existing relationships.

“Our average client has well over 100 employees… that’s over 100 personal lines prospects.”

Instead of chasing cold leads, David leans into the trust he’s already built.

One of his most effective strategies is educational sessions for employees, helping people understand their coverage, their limits, and their risks. From there, the business naturally follows.

The Reality of Insurtech

David’s perspective on insurtech cuts through the noise.

There’s no shortage of innovation. In fact, there are more tools than ever solving very specific problems across the insurance workflow.

The issue isn’t a lack of solutions. It’s fragmentation.

“We have a piece here, a piece here, a piece here… but nothing that brings it all together.”

The vision is clear: a seamless flow from intake to quoting to proposal to bind.

The reality is that most agencies are still stitching that together themselves.

The agents who can connect those dots effectively will be the ones who win.

Relationships Are Still the Edge

If there’s a consistent thread through everything David does, it’s this: relationships drive results.

“Business will always follow after the relationship.”

That belief shapes how he sells, how he builds partnerships, and even how he approaches events.

Rethinking the Industry Event

Most insurance conferences follow a familiar formula—structured sessions, vendor booths, and limited time for real conversations.

David flipped that model on its head with Producers in Paradise.

Instead of packing the schedule, he created space. Less time in formal sessions, more time for real interaction. Shared experiences replace presentations, and relationships are built in environments where people can actually be themselves.

“We flipped it upside down—less formal time, more real connection.”

The result isn’t just a better experience. It’s better business outcomes.

Stop Waiting

At the core of David’s story is a mindset that shows up again and again.

Stop waiting. Stop waiting for permission, perfect conditions, or more certainty.

Because none of those things create momentum.

“The opportunities are limitless… it’s based on the effort you’re willing to put in.”