Explore every episode of the podcast The Max Revenue Show

In this episode, Trey sits down with Abe Gibson of Burns & Wilcox, a finalist for Rising Star in Cyber Insurance, for a deep dive on all things cyber. Abe explains why pricing keeps dropping even as claims climb, and why that soft market is a big opening for hungry producers. They get into why the $150 cyber endorsement on a GL policy barely covers anything, how sublimited first-party coverage and contingent business interruption can win you accounts, and how to get blue-collar clients to care by framing cyber around fake invoices instead of hackers.

Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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 Micah and Trey talk with Jeramie Holt to learn how he ditched cold calling for good by building in-person summits that write almost $200K a year in new business, plus his exact playbook for venue, agenda, and the follow-up that turns "good food and great info" into won deals.

Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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 breaks down the insurance industry's biggest insurance news including Marsh's big push for single parent captives for data centers and why SPC's are actually a big nothingburger.Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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, Micah breaks down why principles beat price every time, and why complacency, not the other agent, is your biggest competitor.

Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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, Trey and Micah chat with Matt Sturgeon who breaks down how he built a $1.7M book doing the opposite of what the experts say. He shares how a scrappy networking group of like-minded peers became his biggest growth lever, why he still says yes to the small accounts everyone tells him to drop, and what's actually driving his last three years of $300k+ revenue per year.

........

Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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 breaks down the insurance industry's biggest insurance news including reports that Michael Dell's family office is taking the Baldwin Group private in a $7.7B deal, and last week's AI extinction-risk headlines.

In this episode, Micah breaks down "surrender to win," the idea that letting go of pride, ego, and the need to control outcomes actually leads to better results. He talks through the areas where producers fight hardest when they should surrender the most: cold calling and prospecting, chasing meetings, being right on the first call, client complaints, and the constant urge to check email.

Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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, Trey and Micah welcome back two-time guest Guffy Wright to unpack his new book, Attach High, and the idea of attaching to a client's best interest while detaching from your own commission. Guffy breaks down his V3 framework for removing friction from high-stakes decisions, sharing the story of losing a deal despite being $400,000 cheaper as the moment that changed how he thinks about sales. The conversation covers how elite advisors guide buyers through tough decisions, why timing and self-investment matter at every career stage, and where to grab the book.

Link to Attach High: https://a.co/d/0eqb8LF8

.....

Resources & Links:

💼 Find Your Next Agency:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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 break down insurance's biggest headlines: Aon's $17B acquisition of USI and what it means for producers and competing agencies, the Lockton/Kawhi Leonard salary-cap controversy and its potential fallout, and a deep dive into Corgi's unorthodox risk retention and reinsurance structure. Plus a detour into how Warren Buffett once rescued Lloyd's of London from collapse.

In this episode, Trey and Micah welcome Pat Corrigan of Palladium Point, Max Revenue Show's new preferred recruiting partner, to talk through what producers should actually look for when considering a move to a new agency. Sparked by the breaking Aon-USI news, they dig into Pat's "career fiduciary" approach and why top producers really leave a shop, culture and legacy over pure comp.

.....

Resources & Links:

💼 Find Your Next Agenncy:

https://www.palladiumpoint.com/max

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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/

Brandon gives you his hot take on all things Aon and USI acquisition.

In this episode, Brandon and Trey cover Bill Gates' new essay on AI and the future of work, the collapse of Meta's blockbuster social media harm settlement, and fresh data on nuclear verdicts (plus a new state ban that looks promising).

In this episode, Trey and Micah sit down with Brian Crisp of Element 22 to talk all things habitational — why E&S is beating admitted markets right now, and what's going on with builder's risk and wind buy downs.

.....

Resources & Links:

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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

In this episode, Trey and Micah break down how producers can future-proof themselves and beat the tech bros at their own game. They dig into a real call Micah had with a prospect who left his traditional broker for an AI broker, why he said he did it, and how to prevent the same happening to you.

.....

Resources & Links:

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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

Trey and Brandon break down a New Jersey ruling that's putting the D&O "capacity exclusion" back in the spotlight — what happens when a board member accused of wrongdoing sits on multiple boards, and why insurers can deny coverage if the alleged conduct ties back to a different company. They also cover a reinsurance 101 for producers: what reinsurance actually is, the difference between treaty and facultative coverage, who the major players are (Munich Re, Swiss Re, Lloyd's, the Bermuda market), and why retail brokers should care about reinsurance pricing even though they never touch that market directly.

.....

Resources & Links:

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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

In this episode, Trey Shields sits down with David Cooper, who built his own risk purchase group (RPG) focused on public entity transit programs after entering insurance at 44. They also get into his journey through Larry Linne"s IncitePerformance Group and Million Dollar Challenge, hitting $2M+ in seven years, and what keeps him grounded outside of insurance.

.....

Resources & Links:

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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

Resources & Links:

📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠

https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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, 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: maxrevenue@element22ins.com

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, 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: maxrevenue@element22ins.com

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/

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: maxrevenue@element22ins.com

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, 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: maxrevenue@element22ins.com

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, 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: maxrevenue@element22ins.com

Or 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: maxrevenue@element22ins.com

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, 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 maxrevenue@element22ins.com 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 niche
• Landing with an outdoor rec agency and learning from program presidents
• Why relationships with underwriters matter more than almost anything else
• Building a firearms-specific insurance program from scratch
• What it looks like to run (and start scaling) a one-man agency
• Advice for producers in their first 3-5 years who feel stuck
• The rise of the "broker of one" and why solo producers don't need to give up 70-80% of their paycheck to an aggregator

If 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: maxrevenue@element22ins.com

Or 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 & welcome
00:40 – Setting up today's episode
01:18 – Revenue update: $800K and on pace for $1.1–1.3M
02:07 – How the deals come together: micro summits
04:35 – Case study: winning a large orthopedic practice
07:06 – Case study: 300-life group closed in one month
09:26 – Finding the right AI consultant
12:05 – How he vetted and hired his AI consultant
13:02 – Is the consultant taking new clients?
13:22 – How much growth is AI vs. compounding hard work
16:02 – Productive vs. busy: using AI for clarity
16:34 – Free resources: weekly planning PDFs
17:46 – Timeline to get the AI agent live & training the team
19:14 – AI as an enablement layer, not a job-killer
20:56 – Data security & compliance concerns
22:09 – What this actually costs to run
23:32 – Applying AI to P&C, not just EB
25:40 – The cost of compute and staying ahead
26:34 – Five-year outlook: agencies, producers, and AI
28:02 – Where CSRs and account managers fit in
31:06 – Corgi and the tech-first vs. legacy agency race
33:23 – Protecting relationship-based business from disruption
34:03 – What's next: revenue targets and the $10M book goal
36:54 – Where to start: building your own AI agent
39:18 – Creating a single "brain" for your agency's data
41:01 – Combining marketing data with AI for prospecting
42:50 – Investing in yourself and your team
45:02 – Leadership lessons from making the first move
45:30 – 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: maxrevenue@element22ins.com

Or 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: maxrevenue@element22ins.com

Or 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 is
• How to tell if a prospect is truly loyal or just avoiding confrontation
• The curiosity framework for getting insureds to take a second look
• How hard-selling a "happy" client can backfire
• Staying top-of-mind without coming across as pushy

If 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: maxrevenue@element22ins.com

Or call Brian at 843-296-3376

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........

Resources & Links:

📕 Sims' Social Selling Playbook:

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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:⁠⁠⁠⁠⁠⁠

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🔗 Work with Element22:

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📬Sign up for The Max Revenue Letter:

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........

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 Topics

• Market structural shifts and leverage trend in healthcare
• Fiduciary risk and data ownership for employers
• The rising cost and complexity of specialty drugs
• The role of AI in insurance analysis and client management
• Reinsurance market volatility and broker strategies

• The Future of Employee Benefits: Market Shifts and Strategies
• How 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."

........

Chapters

00:00Introduction and Market Overview

04:49Structural Shifts in Employee Benefits

13:13The Role of Specialty Drugs

17:12Stop Loss Dynamics and Data Quality

25:10Fiduciary Risk and Employer Responsibilities

30:42Navigating 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 filed
• A "pollutant" doesn't have to be hazardous or toxic — it's anything introduced to an environment that causes harm
• If you're in the chain of title on a contaminated property, you can be held liable even if you didn't cause it
• Not bringing up environmental coverage is an E&O exposure for producers
• Gradual 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: maxrevenue@element22ins.com

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Resources & Links:

📈 Free Trial of Insurance Xdate:

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🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

Or call Brian at 843-296-3376

📬Sign up for The Max Revenue Letter:

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Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrev...🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr 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.

Keywords

insurance sales, prospecting, pipeline management, agency growth, cold calling, deal closing, insurance strategies

Chapters

00:00 From Despair to Success: A Journey of Resilience

09:41 The Roller Coaster of Sales: Managing Expectations

18:02 The Importance of Pipeline Management

29:05 Understanding Revenue Metrics and Conversion Rates

34:29 Exploring Deal Dynamics

38:14 The Importance of Follow-Up Strategies

42:59 Captive Insurance Insights

44:22 Cold Calling Success Stories

49:56 Service vs. Price in Winning Deals

55:56 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:

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🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠

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⁠⁠⁠⁠⁠⁠........

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 Show

00:54 Sales Process Insights: BOR vs. Quoting

05:09 The Importance of Prospecting and Relationships

08:09 Targeting Industries and Building a Pipeline

12:28 Building Lead Lists and Utilizing Data

16:35 The Role of Technology in Sales Conversations

20:23 Understanding Client Needs and Closing Deals

25:09 Navigating Client Relationships and Reputation

30:49 The Power of Education in Insurance

32:28 Moments of Truth: Educating Clients

34:06 Understanding Risk Profiles and Loss Drivers

36:13 Indirect Costs and Operational Efficiency

40:14 Curiosity and Solutions in Insurance

42:59 The Importance of Specialized Knowledge

50:43 Helping Others: The Heart of the Industry

56:24 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:⁠⁠⁠⁠⁠⁠

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🔗 Work with Element22:

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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 Relationships

Key Topics

• Building niche insurance verticals
• Leveraging relationships with underwriters
• Implementing SEO strategies for lead generation

• Focus on niche markets to accelerate growth
• Build strong relationships with underwriters for program access
• Use SEO to generate inbound leads at scale

• From Rookie to Niche Leader: Andrew Wagley's Insurance Success Story
• How 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"

Chapters

00:00 Introduction to Andrew Wagley

01:50 Andrew's Journey into Insurance

04:19 Building a Successful Agency

06:15 The Importance of Relationships in Insurance

07:39 Expanding into New Verticals

09:41 Leveraging SEO for Lead Generation

12:37 Creating Exclusive Programs14:32Scaling the Business

18:41 Retention and Client Relationships

21:28 Exclusive Products and Partnerships

25:12 Generalist vs. Niche Focus

28:38 The Power of Consistency

31:59 Challenges of Starting an Agency

33:52 Advice for Aspiring Entrepreneurs

39:13 Key Takeaways for Success

Resources & Links:

📈 Free Trial of Insurance Xdate:

⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue

🔗 Work with Element22:

Email submissions to: maxrevenue@element22ins.com

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📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠

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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:

smoak@rossandyerger.com

Resources & Links:

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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 pdfs

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