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 of The Max Revenue Show, we break down the exact framework Micah uses to run highly effective first meetings with insurance prospects.Whether you're a new producer trying to write your first $100k, or a seasoned vet looking to tighten up your process, this episode gives you the real-world playbook for turning curiosity into conversion.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 shoutout02:12 – Why the cold call often becomes the first meeting05:47 – The perfect first meeting opening script10:30 – 3 core discovery questions to uncover hidden pain13:22 – The #1 follow-up that reveals buying intent17:15 – How to explain “The Insurance Game” to any buyer23:05 – Visual tools that help prospects get it26:49 – Due diligence pitch: what it is and how to position it31:50 – Fallback strategy: when quoting makes sense36:20 – Why being flexible 3–4X'd Micah's revenue41:03 – When a first call should be cut short44:15 – How to track meetings the right way47:40 – Wrap-up + Producer Playbook + YouTube CTAWant more?Subscribe for new episodes + tactical advice to grow your book of business from scratch.
In this episode of The Max Revenue Show, Trey and Micah break down the real reason most Producers struggle with cold calling—and what to do instead.They share the 3 key pillars that drive real results on the phone:1. Mindset – Why fear never goes away (and how to work with it anyway)2. Tonality – How to match your prospect's energy to keep the call alive3. Scripting – Why what you say matters less than how you say it—and how to create curiosity without sounding like a robotAlong the way, they trade stories from the field, unpack common cold call mistakes, and explain how to build consistency without burning out.Whether you're brand new to cold calling or looking to sharpen your approach, this episode will reframe how you think about the dial.Resources Mentioned:Insurance Xdate – Title Sponsor: More leads. Better data. Smarter prospecting.The Max Revenue Newsletter: Weekly insights for commercial producers (drops every Monday)Producer Playbook: Micah's step-by-step guide to building a book of business from scratchTimestamps:00:00 – Welcome + sponsor shoutout02:05 – Why cold calling still works04:50 – Micah's story: from shy kid to cold calling machine08:35 – Pillar #1: Mindset and the power of sorting vs. selling15:00 – Overcoming fear and building call consistency21:12 – Pillar #2: Tonality and mirroring your prospect30:40 – Chipper vs. calm: finding the right delivery34:15 – Pillar #3: Scripts, objections, and extending the conversation41:00 – Why how you set the meeting matters46:05 – Final thoughts + why Micah's method worksWant more?Subscribe for new episodes + tactical advice to grow your book of business from scratch.
In this episode, Trey and Micah ask the question every producer eventually wrestles with:Does size really matter?We're talking book size, account revenue, floor-setting, and the mental games that come with chasing whales vs. stacking solid mid-market wins.Micah breaks down how he closed 7 clients in under 30 days—without landing a single “whale.” Meanwhile, a buddy of his who crushed year one is now scrambling after losing both his biggest accounts… to no fault of his own.You'll hear:The real risk of going whale-only (and why you need diversification)What a $100K month of mid-market wins looks likeHow to set your revenue floor—and when to raise itWhy big accounts don't always mean big serviceHow to use tools like Insurance Xdate to pre-qualifyWhy your ideal account size is relative to your goal (and your split)Plus: Micah returns to the golf course after a six-month layoff, goes full Jim Venetos, and drops an 84 after starting quad-double
In this episode, Trey and Micah break down a common hang-up for producers: The buyer who's interested... but hesitant to sign the BOR. We walk through a listener-submitted pitch and unpack where it hits, where it misses, and how to reframe your BOR ask so it centers the client—not the broker.You'll hear:- Why making your pitch about your effort kills trust- How to reframe the BOR as control for the client- The “real estate agent” analogy that just works- Why rewriting your talk tracks is more powerful than reading them- Our honest numbers: what consistency looks like (and what happens when you lose it)Plus: Micah's daughter's dance recital and unsolicited putting tips from a 72-year-old at the range
In this episode we discuss why picking a niche isn't just smart, it's a shortcut to success.In this episode of The Max Revenue Show, Trey Shields and Micah Salas break down how niching down can simplify your entire sales process, build your authority faster, and make prospecting feel effortless.Inside you'll learn:- Why a niche makes you more confident and credible- How to start narrow—even if you're brand new- Why speaking your client's language gives you an unfair advantage- How niching turns cold calls into warm conversationsWhether you're a new insurance producer or a seasoned vet stuck in generalist hell, this episode gives you a blueprint to stand out, sell faster, and grow your book with less stress.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 – Intro01:34 – Why niche down?04:15 – What makes a good niche07:42 – How to learn a market fast10:21 – Speaking the language of your prospects13:05 – Referrals and reputation16:40 – Closing thoughts + golf talkLike the episode?Subscribe for weekly episodes on growing your book of business, cold calling, marketing, and all things producer life.
In this episode, we break down the unconventional truths that most insurance producers never hear, but absolutely need to.If you want to build a lasting book of business (without losing your mind), it's time to stop playing the fear-based game most agents get stuck in.You'll learn:- Why sending loss history fast actually makes you stronger- How market blocking hurts your clients (and your reputation)- The right way to talk to clients who are shopping around- Why sharing bad news early can save your account, not lose it- How to prospect like a true consultant, not just another desperate salespersonMost agents are playing checkers.We're here to show you how to play chess.
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
How To Build A List Of Prospects In Your Niche (For FREE)https://www.maxrevenuegroup.com/p/mrl-103
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
Trey learns whether he lands his first real opportunity of 2025.Also, Micah goes off and has to be muted for a second. LolzEnjoy.Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Trey & Micah talk COMP updates and other good sh*t. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
Trey updates his COMP stats, Micah keeps it real, and Trey calls BS on marketing lies. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
Recorded coaching call between Micah and Trey on 12/06/24Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Recorded call between Micah and TreySign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribeGrab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah coaches Trey on selling through the Holidays, what to do after the BOR, and how he settled on Max Revenue's script. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah breaks down Trey's Month 1 numbers--the good, the bad, and the ugly. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Trey & Micah discuss and review Trey's first Due Diligence Presentation of 2025. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah breaks down his best year deal by deal. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah and Trey discuss what to do when you don't find any issues (or so you think). Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah and Trey discuss the ethics of quoting versus BOR's. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah schools Trey on effective follow up, time management, and active listening. Sign up for The Max Revenue Letter here: https://maxrevenuegroup.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Trey gets schooled by Micah on writing $100k+ per year. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode Micah tells the story of Ian Cognito's first encounter with getting rolled, his lessons learned, and steps you can take to avoid getting rolled. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode we discuss Micah's recent azz-kicking by a MaxRev faithful and why he's such a self contradicting goober who looks like Alf and Antonio Banderas' love child. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode we answer 3 listener questions: 1. How do I finish the year strong if I'm behind? 2. Is insurancexdate.com worth it? 3. How do I stop deals from stalling out? Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode we talk about some of the HUGE holes in a lot of sales gurus' philosophies in the insurance space and what to try instead. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode we talk about all the mistakes we made, and see new Producers making, and what to do instead. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Grab The Producer Playbook here: https://maxrevenuegroup.kartra.com/page/playbook
In this episode we answer a bunch of listener questions ranging from setting up BORs, prospecting tips, and producer recruitment. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
In this episode we discuss why and how Producers overcomplicate prospecting, and how to make it stupid simple. Sign up for The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
In this episode we discuss why your biggest roadblock to success is probably you, and how to get out of your own way. Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
In this episode we discuss The World's Worst 40th Birthday Trip and lessons learned. Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
In this episode we introduce you to Ruben McHawk. Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
"BORs are for pansies." - Jared R. In this episode we discuss why Jared is an idiot. Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe
In this episode we talk sales and prospecting with 7-Figure Executive Coach, Bestselling Author of Sales Superpowers & Tech-Powered Sales, and Co-Founder of Hard Skill Exchange, Justin Michael. ======== Join Max Revenue HQ here: skool.com/maxrevenuehq Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Watch The Max Revenue Show on YouTube here: http://www.youtube.com/@themaxrevenue Grab The Producer Playbook here : https://maxrevenuegroup.kartra.com/page/playbook
In this episode we talk: - Creative drops for drop-ins - How to leverage underwriters - How bad is the State Farm deal really - How to move "stuck" prospects ======== Join Max Revenue HQ here: skool.com/maxrevenuehq Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Watch The Max Revenue Show on YouTube here: http://www.youtube.com/@themaxrevenue Grab The Producer Playbook here : https://maxrevenuegroup.kartra.com/page/playbook
Join Max Revenue HQ here: skool.com/maxrevenuehq Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Watch The Max Revenue Show on YouTube here: http://www.youtube.com/@themaxrevenue Grab The Producer Playbook here : https://maxrevenuegroup.kartra.com/page/playbook
Join Max Revenue HQ here: skool.com/maxrevenuehq Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Watch The Max Revenue Show on YouTube here: http://www.youtube.com/@themaxrevenue Grab The Producer Playbook here : https://maxrevenuegroup.kartra.com/page/playbook
Join Max Revenue HQ here: skool.com/maxrevenuehq Subscribe to The Max Revenue Letter here: https://maxrevenueletter.beehiiv.com/subscribe Watch The Max Revenue Show on YouTube here: http://www.youtube.com/@themaxrevenue Grab The Producer Playbook here : https://maxrevenuegroup.kartra.com/page/playbook
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