The Max Revenue Show

In this episode, Brandon breaks down two big stories hitting the P&C world this week, plus a warning every producer needs to hear on property valuations......Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Micah explains how producers can avoid being backed into a corner to quote by aggressive and closed-minded insureds without starting a fight or caving to their request......Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Trey sits down with David Foster, producer and principal of Three Arbor Insurance in Birmingham, AL, to break down the exact qualifying process his team uses to protect their time and win more of the deals worth winning......Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

An OpenAI model broke out of its sandbox, hacked Hugging Face using a zero-day nobody had ever documented, and executed 17,000 autonomous actions in under two days, before OpenAI even knew it happened. Then Anthropic disclosed three similar incidents. Then Meta.In this Monday Brief, Trey sits down with Brandon Schuh to break down the latest news, trends, and insights in ProducerLand.- What's going on with AI models breaking out and the #1 question to ask your insureds- Why the E&S market is flush with capacity and getting cheaper- American Family's $1.2B acquisition of Bowhead, and what it signals.....Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Micah and Trey sit down with Colby Allen, an M&A advisor, valuation and exit planning consultant. Colby deep dives on the current state of compensation, valuations, and perpetuation, but from the producer side of things. They talk post-acquisition golden handcuffs, how lift-outs actually get done, what it really means to vest into your book......Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Micah and Trey pick up where they left off last time with industry expert Larry Linne. Larry shares how top insurance producers can 2x, 3x, and even 4x their current book of business.Grab your seat to Larry's Elite Producer Training, October 28–29, in Denver, CO, at The Gaylord below:👉 https://www.incitepg.com/elite-producer-training ........Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠

In this episode, Brandon breaks down what the Willis Towers Watson vs. Brown & Brown AI spending war really means underneath the headlines.Also on the show:👉 Corgi under the microscope: tech-forward insurtech or risk retention group with a wig?👉 Man vs. machine underwriting: the case for human relationships in insurance business👉 Selling against the AI-first players: Brandon's take on differentiation through deep specialization👉 Credit default swaps make a comeback: breakdown of rising private credit risk in AI/data-center debt

In this episode, Trey and Micah sit down with J Foster, a 20-year veteran and Top Producer, to unpack the real debate between networking and cold outbound, and how to actually build a 30-year career instead of just surviving the first three.Jay also opens up about his executive coaching journey, how mastering "energy management" transformed his business, and the lifestyle decision that changed his life for good.........Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Micah Salas breaks down a wild story of a brand-new producer with zero insurance experience who landed two BORs last week, totaling $75K in revenue (Yes, we can confirm it's true).That kicks off a bigger debate: does cold calling actually scale, or is networking the real long-term play? Micah and Trey steelman both sides.Then Micah goes deep on his actual cold calling framework, the mindset trick he still uses to kill call reluctance, his exact opener script, how to handle silence and pushback on the phone, and why collapsing the time between your first meeting and your AOR/BOR pitch can make or break the deal.........📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to [email protected] or call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Brandon Schuh and Trey Shields break down the latest news and trends in the world of insurance, including the headline-making AI integration at Brown and Brown, McKenzie's latest insurance industry analysis, and the recent state of P&C insurance rates. They explore how technology is transforming the industry and what mid market agencies can do to stay competitive.00:00 Introduction and episode overview02:37 Brown and Brown's AI big reveal explained05:00 Brandon's critique of Brown and Brown's AI claims07:25 Support staff implications of AI at Brown and Brown12:01 McKinsey's industry analysis and critique15:53 Insurance rate trends and K-shape recovery23:45 Small business insurance challenges and statistics

In this episode Trey and Micah talk with Brent Gilliland, Agency Principal at Clandestine Insurance Agency. Brent shares how he went from getting fired after his first year, to six years later, he's running a one-man agency clipping along at $400K in revenue, built entirely around a niche nobody else wanted to touch.In this episode:How Brent got fired after year one for chasing a nicheLanding with an outdoor rec agency and learning from program presidentsWhy relationships with underwriters matter more than almost anything elseBuilding a firearms-specific insurance program from scratchWhat it looks like to run (and start scaling) a one-man agencyAdvice for producers in their first 3-5 years who feel stuckThe rise of the "broker of one" and why solo producers don't need to give up 70-80% of their paycheck to an aggregatorIf you're a producer thinking about niching down, or wondering whether you can build something on your own without a big agency behind you, this one's worth the full watch.🎙️ Max Revenue Show — hosted by Trey Shields and Micah Salas👉 Subscribe for more conversations with agents and agency owners building real revenue in insurance.

In this episode, Trey Shields kicks off a new Monday segment with Brandon Schuh, breaking down the biggest stories in insurance so producers can stay ahead without drowning in their inbox.

In this episode Trey sits down with Luke Berry, Max Revenue's resident Employee Benefits expert, to break down how he's on pace for his best year ever — $800K in revenue through six months, projected to hit $1.1–1.3M by year end.Luke gets specific about what's actually driving the growth: giving away value through "micro summit" events, a custom-built AI agent trained on his agency's own data, and a complete rethink of how his team processes information. They dig into real (anonymized) deals, including a 300-life AOR win closed in a single month, walk through what it took to build a fully HIPAA/SOC2-compliant in-house AI system, and talk through the real cost, ROI, and security questions every agency owner is asking right now.They also zoom out to the bigger picture — where AI is headed for producers, CSRs, and account managers over the next five years, the "agency of one" theory, tech-first insurtechs vs. legacy agencies, and why the foundation of great production will always be listening, not tools.If you're a producer or agency principal wondering how to actually start using AI (not just dumping policies into ChatGPT), this episode is the playbook.........📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠⏲️ Luke's Productive Producer PDFs:https://www.maxrevenuegroup.com/products/planner-pdf-s........00:00 – Intro & welcome00:40 – Setting up today's episode01:18 – Revenue update: $800K and on pace for $1.1–1.3M02:07 – How the deals come together: micro summits04:35 – Case study: winning a large orthopedic practice07:06 – Case study: 300-life group closed in one month09:26 – Finding the right AI consultant12:05 – How he vetted and hired his AI consultant13:02 – Is the consultant taking new clients?13:22 – How much growth is AI vs. compounding hard work16:02 – Productive vs. busy: using AI for clarity16:34 – Free resources: weekly planning PDFs17:46 – Timeline to get the AI agent live & training the team19:14 – AI as an enablement layer, not a job-killer20:56 – Data security & compliance concerns22:09 – What this actually costs to run23:32 – Applying AI to P&C, not just EB25:40 – The cost of compute and staying ahead26:34 – Five-year outlook: agencies, producers, and AI28:02 – Where CSRs and account managers fit in31:06 – Corgi and the tech-first vs. legacy agency race33:23 – Protecting relationship-based business from disruption34:03 – What's next: revenue targets and the $10M book goal36:54 – Where to start: building your own AI agent39:18 – Creating a single "brain" for your agency's data41:01 – Combining marketing data with AI for prospecting42:50 – Investing in yourself and your team45:02 – Leadership lessons from making the first move45:30 – Wrap-up & where to find Luke

In this episode Clayton Wood, CEO of Pinnacle Benefit Partners, breaks down his simple yet powerful cold-calling strategy that helped him scale his book from zero to seven figures. If you’ve ever thought cold outreach is dead or felt too intimidated to pick up the phone, this episode is for you. Clayton reveals how volume, confidence, and a relentless approach turn cold calls into revenue. He shares his proven scripts, tactics for overcoming gatekeepers, and the mindset shifts that transform beginners into confident pros.........Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠👕Check out our Max Revenue merch:https://max-revenue-store.printful.me/

In this episode Micah and Trey talk with Mega Producer and Insurance Nerd, Brandon Schuh. Brandon explains where the market is, why it is where it is, and maybe even more importantly, where it's going.Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠👕Check out our Max Revenue merch:https://max-revenue-store.printful.me/

In this episode, Micah breaks down his curiosity-based approach to moving those "I'm happy with my agent" prospects without resorting to pressure or manipulation.Topics covered:Why the "low-hanging fruit" 10-20% isn't where the real money isHow to tell if a prospect is truly loyal or just avoiding confrontationThe curiosity framework for getting insureds to take a second lookHow hard-selling a "happy" client can backfireStaying top-of-mind without coming across as pushyIf you got value out of this episode, subscribe, follow, and leave a review — it helps us out a ton.........Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠👕Check out our Max Revenue merch:https://max-revenue-store.printful.me/

Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠

Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠

........Resources & Links:📕 Sims' Social Selling Playbook:https://www.maxrevenuegroup.com/products/social-selling-playbook📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠

In this episode, Trey and Micah sit down with David Steenstra of Christensen Group, a commercial insurance producer who wrote over $900K in new business in 2.5 years entirely through drop-ins.If you've been wondering whether face-to-face prospecting still works in today's world, this one's for you. David breaks down his entire drop-in playbook: how he structures his days, what he says when he walks in the door, how he handles gatekeepers, and how he wins business on coverage and service, not price.........Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠........Timestamps:00:00 — Intro & meet David Steenstra02:31 — How Federated shaped David's drop-in foundation05:00 — The "howdy call" philosophy & why small talk isn't dead07:18 — Micah on the "bring value" debate & what buyers actually want10:41 — Do you need X-dates before dropping in?12:20 — Handling gatekeepers & who to ask for14:08 — Cadence: how often should you drop in?16:04 — Why the hard-to-crack prospects are David's favorites17:02 — Asking questions you'll need answers to later18:36 — How much of his $900K came from drop-ins vs. other methods?38:49 — BOR vs. quoting: how David decides which path to take43:15 — Coverage, service, or price? What's actually driving David's wins45:41 — "Are you ready to fire your agent?" — a bold close that worked48:06 — The loss call: what to do after you don't get the business51:47 — How David organizes his territory using Google Maps55:00 — Advice for a $500K producer who wants to start dropping in58:02 — In 12.5 years, only kicked out twice — just walk in the door

In this episode, Trey Shields and Luke Barry discuss the evolving landscape of employee benefits, market shifts, and innovative strategies to stay ahead. They explore topics like fiduciary risk, pharmacy drug costs, and the impact of AI on brokerage practices.........Key TopicsMarket structural shifts and leverage trend in healthcareFiduciary risk and data ownership for employersThe rising cost and complexity of specialty drugsThe role of AI in insurance analysis and client managementReinsurance market volatility and broker strategiesThe Future of Employee Benefits: Market Shifts and StrategiesHow AI is Transforming Insurance Brokerage"Employers need a five-year cost basis.""Specialty drugs are the central driver in benefits strategy.""E plus R equals O — your response determines your outcome."........Chapters00:00Introduction and Market Overview04:49Structural Shifts in Employee Benefits13:13The Role of Specialty Drugs17:12Stop Loss Dynamics and Data Quality25:10Fiduciary Risk and Employer Responsibilities30:42Navigating Difficult Conversations and Future Trends

In this episode, Micah and Trey talk with industry expert Larry Linne. Larry shares how top insurance producers can scale their revenue from six figures to seven figures a year!

In this episode, Trey sits down with Tanya Andolsen of Argosy Risk, a 30-year veteran of the environmental insurance industry, to break down everything producers need to know.From why premiums are surprisingly affordable to the hidden gaps in standard GL and property policies, Tanya walks us through site pollution, contractor's pollution liability, transportation coverage, non-owned disposal sites, products pollution, and more. Whether you're a generalist trying to round out accounts or a niche producer looking to go deeper, this episode will change how you look at every renewal.........Timestamps:00:01 — Welcome & intro00:45 — Tanya's background: 30 years in environmental insurance (carrier, retail, wholesale)01:13 — Why are environmental claims large but premiums so cheap?03:35 — Why standard contractors (HVAC, roofing, plumbing, flooring) are buying environmental coverage04:44 — Biggest mistake producers make: not bringing it up (and the E&O exposure that creates)06:18 — Environmental Insurance 101: where standard GL/property ends and environmental picks up06:29 — The two main towers: site-specific coverage vs. contractor's pollution liability08:08 — On-site vs. off-site exposures; strict liability and the "chain of title" rule12:02 — Contractor's pollution liability: asbestos, mold, lead, soil contamination13:57 — Transportation pollution liability: in-transit exposures, loading/unloading gaps17:32 — The generator vs. transporter debate — who's responsible when something spills in transit?20:22 — Non-owned disposal sites and Potentially Responsible Party (PRP) liability23:58 — Products pollution: the gap nobody talks about (valves, coatings, solvents, containers)28:40 — Tanya's environmental exposure checklist for producers (available on request)30:27 — Surprising contractors who need environmental coverage: street & road, roofing, HVAC, plumbing, landscaping, drone applicators35:14 — How to sell environmental coverage to resistant clients (claim scenarios + education)38:18 — What producers should bring to a submission — and what they almost never do44:30 — How environmental risk is actually rated (site, revenue, units — not filed rates)48:06 — Sudden & accidental vs. gradual coverage explained simply51:00 — Which is bigger: remediation costs or third-party liability?53:00 — What we didn't cover: M&A, property acquisition, due diligence gaps56:38 — Wrap-up and how to reach Tanya........Key Takeaways:95% of environmental coverage is written on non-admitted (E&S) paper — forms and rates are not filedA "pollutant" doesn't have to be hazardous or toxic — it's anything introduced to an environment that causes harmIf you're in the chain of title on a contaminated property, you can be held liable even if you didn't cause itNot bringing up environmental coverage is an E&O exposure for producersGradual coverage is broader than sudden & accidental — know the difference before recommending limits........

In this episode, Micah breaks down his framework for identifiying "three-star" prospects with huge upside, before everyone else starts knocking their door down.........Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe

Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrev...⁠🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe...

Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrev...🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe...

In this episode, Micah Salas shares how he dug himself out of the worst slump of his career. From tough loss after lough loss to finally getting skins on the wall.Keywordsinsurance sales, prospecting, pipeline management, agency growth, cold calling, deal closing, insurance strategiesChapters00:00 From Despair to Success: A Journey of Resilience09:41 The Roller Coaster of Sales: Managing Expectations18:02 The Importance of Pipeline Management29:05 Understanding Revenue Metrics and Conversion Rates34:29 Exploring Deal Dynamics38:14 The Importance of Follow-Up Strategies42:59 Captive Insurance Insights44:22 Cold Calling Success Stories49:56 Service vs. Price in Winning Deals55:56 Forecasting Future Revenue

In this episode, Trey and Micah sit down with commercial insurance legend David Carothers to break down exactly how he prospects with data and sells with total cost of risk. David pulls back the curtain on his full sales process.........Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠........Keywords:Insurance sales, Prospecting, Risk management, Middle market, Insurance strategies, Client relationships, Underwriting, Mod analysis, Agency growth........Chapters:00:00 Introduction to the Max Revenue Show00:54 Sales Process Insights: BOR vs. Quoting05:09 The Importance of Prospecting and Relationships08:09 Targeting Industries and Building a Pipeline12:28 Building Lead Lists and Utilizing Data16:35 The Role of Technology in Sales Conversations20:23 Understanding Client Needs and Closing Deals25:09 Navigating Client Relationships and Reputation30:49 The Power of Education in Insurance32:28 Moments of Truth: Educating Clients34:06 Understanding Risk Profiles and Loss Drivers36:13 Indirect Costs and Operational Efficiency40:14 Curiosity and Solutions in Insurance42:59 The Importance of Specialized Knowledge50:43 Helping Others: The Heart of the Industry56:24 Maximizing Opportunities in Insurance

In this episode, Will Allen shares his journey of starting a captive, the nuances of selling captives today versus 10 years ago, and how brokers can leverage captives for long-term success.Resources & Links🚀 Captive 10-Question Cheet Sheet:https://www.maxrevenuegroup.com/products/10-questions-to-ask-about-captives📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠

In this episode, Trey sits down with Andrew Wagley. Andrew shares his journey from insurance rookie to niche domination, building a successful agency with innovative SEO strategies and programmatic insurance solutions. Discover how he leverages relationships, technology, and niche focus to scale rapidly and efficiently as a one-man agency. Keywords:Insurance, Niche Markets, SEO, Agency Growth, Program Insurance, Home Care, Business Development, Industry RelationshipsKey TopicsBuilding niche insurance verticalsLeveraging relationships with underwritersImplementing SEO strategies for lead generationFocus on niche markets to accelerate growthBuild strong relationships with underwriters for program accessUse SEO to generate inbound leads at scaleFrom Rookie to Niche Leader: Andrew Wagley's Insurance Success StoryHow Andrew Wagley Built a 350-Client Home Care Insurance Empire"Nationwide SEO strategy for home care leads""The sky's the limit for agency growth""Retention rates are very high"Chapters00:00 Introduction to Andrew Wagley01:50 Andrew's Journey into Insurance04:19 Building a Successful Agency06:15 The Importance of Relationships in Insurance07:39 Expanding into New Verticals09:41 Leveraging SEO for Lead Generation12:37 Creating Exclusive Programs14:32Scaling the Business18:41 Retention and Client Relationships21:28 Exclusive Products and Partnerships25:12 Generalist vs. Niche Focus28:38 The Power of Consistency31:59 Challenges of Starting an Agency33:52 Advice for Aspiring Entrepreneurs39:13 Key Takeaways for Success

Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: [email protected] call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠

In this episode, Trey sits down with Scott Moak, multi-million dollar EB Producer and Sales Leader at Ross & Yerger. Scott shares his insights on building and recruiting top producers. Discover how culture, comp, and equity are the ultimate formula for growing a stable of top producers.Connect with Scott:[email protected] & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

What happens when you spend 15 years chasing money and status, sacrifice everything to get there, and then finally hit the goal and feel absolutely nothing?Scott Barker went from door-to-door sales to becoming the youngest director at a $4 billion software company, to co-founding his own venture fund. By every scoreboard our industry uses, he won. Then he stepped down, sold his house, sold everything in it, and spent the last year traveling the world looking for better questions.This is one of the most honest conversations we've had on this show and Trey and Micah get personal too. If you're a high performer who hasn't hit the wall yet, this one's especially for you.In this episode:00:00 — Intro03:00 — Scott's background: BDR to venture fund founder05:30 — The first cracks: alcoholism, Adderall, sleeping pills, and the perform-escape-sleep loop10:00 — The lie high performers tell themselves ("just one more crazy quarter")14:00 — What the universe does when you stop listening to your body16:00 — Hitting the $50M goal and feeling nothing — the moment everything changed21:00 — Trey's story: panic attacks, a health scare, and quitting his job23:00 — Selling everything and traveling the world: what Scott found27:00 — Why slowing down is now a competitive strategy31:00 — What to say to the person who's never hit the wall yet35:00 — The 48-hour attention audit and why silence is a superpower44:00 — Optimization is dead. Integration is the new game.52:00 — What 10 days of silent meditation actually teaches you58:00 — Micah's "free agent" framework: why enough is a strategyFind Scott Barker:The Wake Up Call — podcast & SubstackLinkedIn: Scott BarkerIf this episode hit home, the best thing you can do is leave us a review and share it with one person in your life who needs to hear it. It helps more people find the show.

Resources & Links:⏱️ Download Productive Producer pdfshttps://www.maxrevenuegroup.com/products/planner-pdf-s📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

⏱️ Download Productive Producer pdfshttps://www.maxrevenuegroup.com/products/planner-pdf-s📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Trey and Micah put Sean through a full AI hot seat — no softballs. Sean Stuart, co-founder of Rosella, spent years doing boots-on-the-ground research. Literally walking into random insurance offices in major metros, knocking on doors, and asking brokers to explain their world. What he found led him to build something most insuretech founders miss: a brokerage that respects the craft while using AI to do things the old guard can't move fast enough to copy.What we cover:- Why Rosella targets under $100K premium accounts- Their "Moneyball" approach to insurance- How AI phone assist is helping junior producers validate in months instead of years- Why building your own tech stack from scratch beats bolting AI onto Applied Epic- The real reason insurtechis a graveyard — and why Rosella is approaching it differently- Trey and Micah's unfiltered take on vertical selection, niche strategy, and what they'd do if they were building this themselvesConnect with Sean:Email: [email protected] & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Rich Varrato breaks down exactly how he used group captives as an entry point to build a $2M book of business, why most producers are underusing (or misrepresenting) captives, and what it really takes to make it in commercial insurance.What we cover:- How Rich discovered captives three years into his career with under $100K in revenue — and what changed- The five-year look-back framework and how to use it to open conversations with contractors- Why $200K in premium is the real minimum threshold (and why going below it gets risky)- The defensive vs. offensive captive pitch — and why one kills deals- Why big brokers don't lead with captives (it's not what you think)- The activity gap between average producers and the top 1% — and what -Rich sees on his Top Gun calls- How Rich's service team of four handles a captive-heavy book and still turns certs in under five minutesResources mentioned:captivekings.com — Rich's free five-year look-back tool for captive prospects

Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Trey talks with Justin Tatum, a top producer and top producer mentor. He shares how he grew a multi-million dollar book, to leading a national firm, to his new venture building a groundbreaking approach to agency equity and profit sharing.Inside you’ll discover:- How to hit your full revenue potential with just two strategic meetings per week- The flawed industry standards pushing producers toward burnout and failure—and what to do instead- Why renewal retention rates are collapsing and how proactive sales strategies can flip the script- The truth about agency consolidation, private equity’s role, and what small, nimble firms will do differently- Justin’s blueprint for recruiting, training, and motivating young producers—plus his insights on building an agency team that lastsWe break down the nuances of commissions, equity, and buy-in models—sharing transparent, practical frameworks for how to structure your agency’s financial future. Justin’s candid take on industry pitfalls, from overwork to buy-and-strip tactiques, is a wake-up call for any producer who wants to build resilience and long-term wealth.This episode is perfect for ambitious agents feeling stuck, industry veterans seeking a fresh perspective, and aspiring agency owners ready to disrupt the status quo. Whether you’re looking to scale or simply want to earn more with less chaos, Justin’s insights will inspire you to rethink what’s possible in insurance.Justin Tatum is the founder of HG Risk, leading a new generation of agents focused on strategic growth and technology-driven success. His expertise comes from decades of building high-performance teams, navigating the waves of industry consolidation, and creating innovative agency models that prioritize profit sharing and genuine client value.If you’re ready to challenge old norms, unlock scalable strategies, and build an agency that thrives in the modern market, this episode is your blueprint. Hit play and start transforming your insurance career today.

In this episode, Luke and Trey sit down with Alex Rodriguez, a blue chip benefits broker out of Arizona. Alex shares his journey from HR to building a thriving employee benefits book. He shares his strategies for prospecting, tips for building lasting client relationships, and how to do it all while still have fun along the way.Key Topics:Alex’s transition from PR and HR into insurance sales and hitting his first 1 million dollar book (years 1-8)The importance of confidence & organic prospecting methods (face-to-face meetings, dinners, introducing yourself, avoiding overcomplication)Building a consultative, agnostic approach to advising clients on funding mechanisms (fully insured, level funded, captives)Pros and cons of market maturity across regions (Arizona vs Southeast, influence of claims data)Strategies for onboarding new agents: prospecting mistakes, building relationships, and avoiding common pitfallsThe structure of Alex’s team: client executives, account managers, client managers, and data specialistsMaintaining work-life harmony: setting expectations, family calendar integration, being fully presentLessons from failures: the grind year, ego management, and continuous self-assessmentTimestamps:(00:00) - Introduction and Alex’s background(03:44) - How Alex started organic prospecting in insurance(07:57) - Building confidence through experience and client wins(12:05) - Strategies for prospecting and relationship building(16:31) - Navigating different regional markets and regional claims impact(21:00) - Transitioning into captives and alternative funding models(26:44) - Common mistakes new agents make and how to avoid them(32:28) - Alex’s biggest failures and lessons learned(48:42) - Balancing professional growth with family life(53:33) - Closing remarks and appreciationResources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Micah and Trey talk with top producer Dave Slocum. Dave shares his journey from grinding it out for the first twelve years, to his rapid growth in the last 4 years.Dave shares his strategies for prospecting, client meetings, risk selling, and scaling his book.Keywords:insurance sales, agency growth, prospecting, client meetings, risk management, insurance brokerage, sales strategies, agency building, niche marketing, insurance industry insightsKey TopicsProspecting and cold calling strategiesEffective client meeting frameworksRisk selling and underwriter relationshipsBuilding a niche and going up marketAgency growth and team buildingTimestamps00:00 Introduction to the Max Revenue Show05:51 Dave Slocum's Journey in Insurance10:39 Growth and Partnership with Superior15:52 Transitioning to Larger Accounts20:22 Prospecting and Cold Calling Strategies25:28 Meeting Preparation and Client Engagement30:21 Closing Deals and Building Relationships36:41 Effective Communication in Client Meetings40:09 Navigating the Middleman Role41:12 Building Trust with Carriers43:55 The Importance of Reputation in Insurance46:06 Creating Ideal Submissions49:45 Learning from Failures55:07 Structuring Productive First Meetings01:01:23 Rebuilding from Scratch: Strategies for SuccessResources:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

Tim is the CEO of Gibson, one of the top independent agencies in the Midwest. Before becoming CEO he was a top EB Broker builing two separate $3 million books across three different markets.In this episode, Tim joins Luke to break down exactly what separates elite EB producers from everyone else, what it actually means to be a subject matter expert in EB today, and why math is a secret weapon most EB brokers ignore.Key Topics:- Tim's background and how he entered the insurance industry out of college- Strategies to build and scale multiple EB books efficiently- The importance of relationship-building and becoming a trusted resource- Adapting to market changes, vendor stack management, and risk financing strategies- Mentorship, leadership, and team collaboration for continued growth- Leveraging technology, organization, and soft skills to increase productivity- Tips for new producers: overcoming obstacles and establishing a sustainable pipeline- Navigating complex client needs and managing expectations effectivelyTimestamps:00:00 - Introduction and Tim's industry origin story04:43 - Evolution of EB industry training and onboarding trends08:04 - The next generation of EB producers: mindset and motivation10:20 - Advice for young producers: persistence, resilience, and relationship focus12:25 - Developing a pipeline and avoiding resource drain on bad clients13:47 - Effective use of social media and in-person networking for growth15:42 - Cold outreach tactics and building local relationships17:32 - The importance of continuous learning and industry expertise20:07 - Rebuilding multiple books and market segmentation strategies22:14 - Lessons learned from building relationships and handling large accounts26:32 - The significance of partnership with PNC producers and cross-referrals31:52 - The value of team collaboration and leadership in scaling a book36:43 - Financial literacy and understanding complex financial statements42:20 - Managing increasing vendor options and point solutions in health benefits44:43 - Implementing effective client communication and change management54:19 - Planning for event responses and managing client expectations55:51 - Finding top talent: filters, motivation, and evaluation60:48 - The importance of life organization, time management, and soft skills64:11 - Strategic mindset: intrapreneurship, teaming, and long-term visionResources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Houston Harris shares his 20+ years of insights, including his personal transformation from transactional to a value-driven consultative approach.Key Topics:-Houston’s origin story from East Texas to helping lead a $60M agency- The importance of maintaining independence for long-term growth- Mindset shifts: from transactional to consultative insurance selling- Strategies for prospecting and building a targeted, high-quality book- The value of relationships, niche expertise, and resource gatekeeping- Leveraging technology and AI to provide advanced client services- How to develop a team that executes a proactive stewardship plan- The significance of safety culture and risk management in reducing claims- Practical advice for early-stage producers seeking to grow their booksTimestamps:00:00 - Introduction and episode overview02:45 - Houston’s background and early career shift09:06 - Maintaining a 20+ year tenure at the same agency12:37 - The long-term mindset in agency growth20:21 - Transition to a more strategic, value-driven approach31:22 - Building a consultative, risk management-focused business42:50 - How to approach prospects with no immediate pain55:55 - Prospecting strategies for new producers and agents64:07 - Resources for implementing pre-hire, post-hire, and claims processes66:10 - Final thoughts and Houston’s advice for aspiring insurance professionalsResources:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Trey and Luke sit down with Dr. Eric Bricker and Joe Wilson of Frontier Direct Care to break down everything you need to know about Direct Primary Care — what it is, where it works, and why most brokers are leaving money on the table by ignoring it....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Micah talks with top producer Guffy Wright. After being stuck for multiple years at $600K he shares the radical mindset shift that propelled him to $2.5M+ and sustainable, unstoppable momentum. If you're feeling stuck, unsure how to break through stagnation, or overwhelmed by the pressure to constantly perform, this episode is your blueprint for transformation....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode Micah and Trey sit down with David Goldsmith. He shares his story from starting as an intern to becoming a heavy hitter at a top firm. In this episode, we break down the real journey from zero to top producer including the habits, mindset shifts, and hard lessons that actually move the needle....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Luke breaks down the 3 massive roadblocks he sees trapping benefits producers and how to get around, through, and over them....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Trey talks with Top Producer Team, Myriam Leal and Ryan Garzon. They share how they got started together, how they're scaling their book to $10M and beyond, and the many lessons they've learned along the way. Instant classic....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode, Luke discusses all things "vendor stack". Why you need one, how to build one, and how to deploy without overwhelming clients. Luke also touches on recent regulatory changes affecting pharmacy benefit managers (PBMs) and the implications for your clients....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

In this episode we talk with Trey Griffy, an HOA insurance specialist. He reveals the behind-the-scenes strategies that took him from struggling producer (he tried to quit 3 times) to building a $1M+ book in a unique niche.Whether you're a new producer in need of motivation, or a seasoned producer looking to sharpen your saw, this episode is for you....📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/