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Never take advice from someone who inherited their book from daddy. Listen to this podcast instead. Every week Trey Shields and Micah Salas talk prospecting, sales, and productivity for growth-minded Producers building their book from scratch.
135 Episodes
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In this episode, Trey, Micah, and Luke dive into the latest news, and trends in the insurance industry, including WithCoverage and the AI impact on traditional broker models, the complexities of GLP-1 drugs and the ADA , and the ever evolving landscape of healthcare pricing.
In this episode, Trey sits down with Michael Campbell, a 7-figure producer in the faith space.Michael reveals how he built his book writing exclusively churches and nonprofits, while working at a smaller agency.A great conversation with an even greater guy....📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com📬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 talk with Brandon Schuh, a multi-million dollar producer in the product liability space.Brandon shares his unique insight into the Howden vs. Brown & Brown drama as an ex-Hays Cos producer, and it's implications for brokerage valuations, and the future of non-solicit agreements in the commercial insurance industry.The conversation also covers the importance of building relationships, the challenges faced by new producers, and how to structure successful teams....📈 Insurance Xdate:https://www.insurancexdate.com📬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, Tony Brunini. Tony didn't get into insurance until he was 40. Now he writes $750K+ a year specializing in a unique RE vertical. Tony shares how he did it, what its like now trying to scale to $5M and beyond, and what he'd do if he had to start all over again....📈 Insurance Xdate:https://www.insurancexdate.com📬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 grills Micah with objections live, and Micah responds with no prep.Plus, the most powerful phrase in cold calling, gatekeeper strategies, and when NOT to overcome objections.After 15 years in insurance sales and building a $1M+ book through cold outbound, these are the objection responses that actually work for Micah in 2026.
In this episode, the guys discuss:Nearly half of top insurers are terrible at insurance Class action lawsuits are exploding and what producers need to knowPolitical risk is the new business risk (and nobody's ready for it)The loneliness epidemic is crushing the workforce Voluntary benefits are having a moment, here's whyCommission structures are shifting, adapt or get left behindWhy "client-first" isn't just a slogan anymore, it's survival...📈 Insurance Xdate:https://www.insurancexdate.com📬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/
Luke Berry went from selling Cutco knives to building a $3M insurance book by 33.In this episode, he breaks down exactly how he did it—and how he'd do it even faster if starting over....📈 Insurance Xdate:https://www.insurancexdate.com📬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 breaks down:- Why "meditation" (aka sitting quietly) makes you better at cold calls- How silence helps you stop emotionally vomiting on prospects- The exact ROI of slowing down to speed up your sales cycle- Why top producers seem weirdly calm when deals blow upPlus: Q&A on writing books that land $30K deals, structuring follow-ups without overthinking it, and whether you should call outside your home state.
In this episode of Last Week In Insurance, Micah, Trey, and Luke discuss the news you need to know, including:- The ongoing legal issues faced by Brown and Brown- The impact of AI on claims adjusters- Legislative changes regarding pharmacy benefits- The evolving conversation around medical marijuana in workers' comp...📈 Insurance Xdate:https://www.insurancexdate.com📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab The Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
In this episode, we sit down with Raymond White, the kid phenom from Roark & Sutton. Raymond shares how he found his lane in the insurance business, the strategies he uses to differentiate himself from others in his niche, and what he'd do all over again if he had to start from scratch....📈 Insurance Xdate:https://www.insurancexdate.com📬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 explains why tough renewals don't have to mean lost clients. He reveals how to start the renewal conversation, how to set expectations so clients don't lose their minds, and the exact communication cadence that keeps clients dialed in. If you're a producer who wants to learn how to navigate the tricky waters of tough renewals this episode is for you....📈 Insurance Xdate:https://www.insurancexdate.com📬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 answers your DMs.What we're covering:→ How to pre-qualify prospects → Cold calling that actually works→ The follow-up cadence that separates top producers→ Why most people quit right before it starts working→ When to expand your niche without losing your edgeTimestamps:03:09 Listener Q&A Introduction06:10 Pre-Qualifying Prospects in Insurance08:47 Cold Calling Strategies and Best Practices12:05 Sales Cadence and Follow-Up Techniques16:00 Transitioning to Cold Calling18:55 Mindset and Simplifying Cold Calls21:58 Expanding Your Niche and Territory28:00 Final Thoughts and Closing Remarkss...📈 Insurance Xdate:https://www.insurancexdate.com📬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 of Last Week in Insurance, Trey and Micah break down what's actually happening in the insurance world without boring you to tears.We're diving into the M&A feeding frenzy (including some hostile takeovers that got spicy), why commercial insurance pricing is finally acting normal again, California's latest regulatory drama, and OSHA deciding they're done playing nice with enforcement.If you're a producer who wants to sound smart at the next agency meeting or just needs to know what's coming so you're not blindsided—this is for you. The industry moves fast. We help you keep up without the boring parts.
In this episode Micah discusses the pressures that come with relying on a few deals, the importance of maintaining a consistent prospecting strategy, and the need for tracking and accountability in sales activities. ...📈 Insurance Xdate:https://www.insurancexdate.com📬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 breaks down the REAL story behind how he won a mid-market account even though he was 25% higher than the imcumbent agent.If you're a commercial insurance producer and you keep losing deals to “cheaper agents,” this episode is going to change how you sell forever....📈 Insurance Xdate:https://www.insurancexdate.com📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab The Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
Hitting $1M is one game. Writing your next million? Different sport entirely.In this episode, Micah shares the 5 things top producers do differently once they hit seven figures, and what's changing in his own process right now to get to the next level....📈 Insurance XdateGenerate Leads. Win New Biz.https://www.insurancexdate.com📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab The Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
In this episode, Micah explains how he took a skeptical prospect from “We love our agent” to “We’d be dumb not to do this" and how you can too.If you're a new or stuck insurance broker tired of blindly quoting or getting nowhere with your BOR pitch, this episodes for you....📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab Our Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
In this episode, Micah breaks down a practical path to coverage mastery: smart designations, how to use AI as a learning accelerant, and why nothing replaces live reps from real prospects. We also share Micah’s weekly outbound numbers and a funny data-fail story that still turned into a warm opportunity....📈 Insurance XdateGenerate Leads. Win New Biz.https://www.insurancexdate.com📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab The Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
In this episode, Micah dives deep into all things submissions:- Why every agency does it differently (and how to adapt)- The biggest dos and don’ts that make or break your underwriting relationships- How to package risk like a pro so carriers actually want your business- Real-life submission horror stories and what you can learn from themWhether you’re new to production or writing $1M+ in revenue, this episode will show you how to stand out in the inbox, and turn sloppy submissions into bound accounts....This video is brought to you by:📈 Insurance XdateGenerateLeads. Win New Biz.https://www.insurancexdate.comResources 📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab The Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
In this episode, Micah breaks down his pre-game routine. And it's not:- Over-prepping accounts- Rewriting scripts over and over- “Getting in the zone” with hype videosIf you’ve ever found yourself busy but not moving the needle, this is for you....This video is brought to you by:📈 Insurance XdateGenerateLeads. Win New Biz.https://www.insurancexdate.comResources 📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📒 Grab The Producer Playbook:https://maxrevenuegroup.kartra.com/page/playbook
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