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.
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:
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:
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:
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:
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....
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....
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....
In this episode, Luke breaks down the 3 massive roadblocks he sees trapping benefits producers and how to get around, through, and over them....
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....
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....
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....
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....
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....
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....
In this episode, Trey talks with Top Producer, Tony Brunini.Tony Brunini didn't get into insurance until he was 40. Now he writes $750K+ a year specializing in a unique RE vertical....
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...
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....
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...
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....
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....
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...
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.
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....
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....
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....
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....
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:
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:
In this episode, Micah breaks down a real message from a new producer named Bob, just five months into the game and already hitting roadblocks.Bob's frustrated, doing all the “right” things:30–40 calls a dayTargeting $15K+ accountsFollowing up diligentlyEven sending handwritten notesBut the results aren't showing up yet. Sound familiar?This episode is packed with real-world coaching, mindset shifts, and practical tactics for producers who are still finding their rhythm.If you've ever felt stuck, overwhelmed, or unsure whether you're on the right track — this one's for you....This video is brought to you by:
Ever try to educate a prospect on a better way to buy insurance and end up sounding like a know-it-all?Yeah… we've all been that guy without meaning to.In this episode, we break down how to teach prospects about insurance without being a tool — so you come across as the trusted guide, not the condescending expert.Whether you're selling construction, trucking, or benefits — this one will help you educate, not alienate.This video is brought to you by:
In this episode, Micah pulls back the curtain on one of the biggest moves of his career: leaving a large national agency and starting over from scratch.Four years later, he shares the hard-won lessons, the doubts, the setbacks, and the breakthroughs that came with making the leap.If you're debating whether to change agencies, wondering if size and brand matter, or curious how to rebuild after walking away from a big book—this episode gives you the unfiltered truth.This video is brought to you by:
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In this episode, Micah unpacks the 3 biggest mistakes rookie producers make. And more importantly, what to do instead.If you're just starting out in commercial insurance or have new producers in your office you're mentoring, this is for you....This video is brought to you by:
In this episode, Micah and Trey break down the timeless principles of how to not be a jackass.Because in ProducerLand, success isn't about the lowest quote or the fastest follow-up. Deals tend to flow toward the producer people actually like.Whether you're brand new to commercial insurance or a seasoned vet, this episode will walk you through how to become more approachable, trustworthy, and magnetic in your day-to-day interactions so you can open more doors, build better relationships, and win more deals....This video is brought to you by:
In this episode, Micah breaks down 5 keys to effective follow up.In ProducerLand, deals don't usually go to the first producer to make a call. They go to the one who sticks around long enough to create trust, demonstrate value, and reach the right person.Whether you're a new commercial insurance producer or an old dawg, this episode will show you how to strategically, thoughtfully, and persistently follow up with prospects so you can get more at bats and win more deals. ...This video is brought to you by:
In this episode, Micah breaks down the unsexy truth behind retention.Winning a new deal is only half the battle. The real money is made when you master renewals and keep clients happy for years to come.Whether you're a new commercial insurance producer or an old dawg, this episode will show you how to build loyalty that lasts decades....This video is brought to you by:
In this episode of the Max Revenue Show, Micah breaks down the exact plan he used to help a brand-new producer write over $100,000 in revenue in his first year without experience, connections, or a pipeline.You'll learn:✅ How to pick the right niche (and why generalists struggle)✅ Why 40 cold calls a day is the magic number✅ What to say on the phone to start real conversations✅ How to pitch due diligence instead of quoting✅ The secret to referral partners who actually send business✅ Why boring consistency beats flashy tactics every time...This video is brought to you by:
In this episode, Micah and Trey tackle one of the biggest problems producers face: plateauing.Whether it's boredom, burnout, or bottlenecks in your book… we break down the mental, strategic, and tactical levers you can pull to finally break through.....This video is brought to you by:
In this episode, Trey and Micah break down what nobody tells you about the early years as a commercial insurance producer. Based on a real DM from a 22-year-old new to the game, they share personal war stories, hard truths, and a few spicy takes about what it really looks like to build your book from scratch.If you're in your first few years—or coaching someone who is—this is the brutally honest real talk you wish you had on Day 1....This video is brought to you by:
Ever wonder what a million-dollar insurance producer actually does all day?In this episode, Trey sits down with Micah Solas to break down his exact daily routine—from morning meditation and family time to 40 cold calls a day and handling client service work without burning out. You'll hear how Micah structures his calendar, why he swears by consistency over complexity, and how he juggles prospecting with retention.Plus, in a bonus segment, Micah shares his drop-in strategy—the same one that helped him build his book from scratch twice without networking events, referrals, or handouts.If you're a producer building a book the hard way—this one's for you.This episode is brought to you by:
In this episode of the Max Revenue Show, Micah answers real listener questions about how to qualify prospects, benchmark rates, and avoid drowning in service work.Micah breaks down how to build a million-dollar book by focusing on fewer, better clients.Whether you're trying to validate your first $400K or scale past $1M, this episode gives you the mindset and playbook to get there.This episode is brought to you by:
In this episode of The Max Revenue Show, we unpack the nuanced approach to quoting in commercial insurance. Micah and Trey go deep on when to walk away, when to quote, and how to use quoting as a strategic wedge, not a desperate Hail Mary.If you've ever struggled with finding the balance between BOR-only and quoting everything that moves, this is the blueprint you've been waiting for.This episode is brought to you by:
In this episode we break down the sales skill no one teaches - but every producer needs - storytelling.Micah and Trey unpack why vomiting stats and technical jargon isn't what closes deals. Instead, they walk through the exact stories, analogies, and real-life examples that have helped flip cold accounts, justify coverages, and land BORs.Whether you're struggling to explain complex coverages or just want to become more memorable in meetings, this episode shows you how to use storytelling as your most underrated sales weapon.This episode is brought to you by:Insurance XdateGenerate Leads. Win New Biz:https://www.insurancexdate.com/Resources Mentioned:Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbookTimestamps:00:00 – Intro + Insurance Xdate shoutout03:10 – Why stories matter more than stats07:22 – Real sales story: saving Bobby $150K09:35 – The Bible, history, and human memory11:12 – “Explain it like I'm 5” and why simplicity wins13:30 – Pollution story: Johnny the excavator's $2M mistake16:08 – Analogies that convert: sushi, real estate, Tom Brady24:20 – Who started these content trends anyway?28:05 – Real due diligence wins without quoting37:42 – What actually gets someone to fire their agent42:17 – The myth of overnight success44:00 – Wrap-up + Producer Playbook + YouTube CTAWant more?Subscribe for new episodes + tactical advice to grow your book of business from scratch.Like this episode?Drop a comment, leave a review, or share with a fellow Producer.#Storytelling #InsuranceSales #BrokerOfRecord #CommercialInsurance #MaxRevenueShow
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