The Max Revenue 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: sean@rosellabrokerage.comResources & 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/

In this episode, Luke dives into his entire sales process for Benefits Producers. Discover how to convert suspects into prospects and prospects into clients with Luke's innovative "Four Door Approach." Gain insights into building trust, adding value, and mastering the sales process to achieve long-term success.EB Playbook coming soon!...

In this episode, we sit down with Bryce Ellis, a rising star producer in his 20's.Despite starting his career during the chaos of COVID, being at a small shop, and completely inexperienced fresh out of college, Bryce didn't let any of it slow him down. Bryce is Exhibit A that age and experience aren't prerequisites for building a serious book.Whether you're a new producer wondering if you have what it takes, or a seasoned producer looking to refine your systems, this episode is for you.

In this episode, Luke reveals the 5 biggest mistakes employee benefit producers make—and how to avoid them.Whether you're brand new or a 20-year benefits veteran, you're probably making at least one of these.This isn't theory. Luke's built one of the most respected practices in the industry (topping $1M in revenue in 2025 alone) and he's breaking down exactly what works and what doesn't....📈 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/