The Insurance Buzz

Hosted by Michael and Courtney Weaver

Business Entrepreneurship Management Education

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Episodes

462

Latest episode

Jul 2026

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EN-US

About the show

The Insurance Buzz shares top tips for Insurance Agents on how to maximize their entrepreneurial journey. Sales training tips, mindset, and motivation and learn from some of the best in the industry and experts in the field as they share what they have done to be successful as an Insurance Agent.

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60 recent

July 9, 202617 min

469. HIGHLIGHT: Hiring, Remote Work, and the Truth About Who You Promote

Your competition is figuring out how to win Q3 and Q4 right now. Is your team? For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to build a stronger team before the summer's over? 👉 BOOK YOUR CALL: https://bit.ly/weaver-sales-consultingWatch the full episode on YouTube: HEREWhat's in this episode:On this highlight episode, Michael and Courtney Weaver revisit one of the most tactical conversations on hiring and leadership from the show. Halie Gillespie, an office manager and sales performance coach for one of the fastest growing agencies in the country, breaks down exactly how to evaluate a producer who wants to be promoted, why a defined growth plan matters more than a title, and what separates a true team leader from a top salesperson.[00:00] Why the right hire means you don't have to micromanage[01:00] The one rule for asking for a raise or promotion[02:00] Why defining what growth actually means comes first[03:00] The two halves of the team leader role[04:00] How knowing what drives your team changes your coaching[05:00] Building trust before you ask for accountability[06:00] The six month plan every new team leader should build[07:00] Balancing personal production while leading a team[08:00] Why agents need a plan before they hit the dialer[09:00] What separates a true leader from a top producer[10:00] Why growth should be earned before it's given[11:00] The hiring trait Michael and Courtney look for first[12:00] Why 100% remote work is attracting stronger talent[13:00] The mindset shift leaders need to make remote work work[14:00] What happens when you let your team build the systems[15:00] Why top talent wants ownership, not just a paycheckWatch Halie's full episode, 439. The #1 Mistake Agents Make When Promoting Sales Managers: WATCH NOWAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

July 6, 20268 min

468. Get More 5-Star Google Reviews With This 4-Step Process

Your team is leaving money on the table. Let's fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4? 👉 Book your call: Let's TalkWatch the full episode on YouTube: HEREWhat's in this episode:In this episode of The Insurance Buzz, host Michael Weaver breaks down a simple four-step process for getting more five-star Google reviews from happy customers. He explains why review volume builds instant credibility with consumers who compare agents online, and why a handful of negative reviews mean nothing next to hundreds of five-star ones.Michael walks through the exact script to use immediately after every appointment, from asking for help to confirming the review link works to asking for a five-star rating and a name drop. He shares why timing the ask right after service is critical and how repeating this simple habit can compound an agency's online reputation over time.[00:00] The exact ask that gets a Google review today[01:00] Why review volume builds instant agent credibility[02:00] Step one: the simple ask for help[03:00] Step two: confirming they got the review link[04:00] Step three: making sure the link actually works[05:00] Weaver Sales Academy's summer sizzle sale[06:00] Step four: asking for the five-star review[07:00] The full four-step script one more time[08:00] Take action and see results todayAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

July 2, 202620 min

467. HIGHLIGHT: From Zero to $64 Million: What It Actually Takes to Build a Mega Agency

Your team is leaving money on the table. Let's fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?👉 Book your call: Let's TalkWatch the full episode on YouTube: HEREWhat's in this episode:Most agency owners assume that a bigger agency means less pressure. John Tunnell and Rena Gilliam prove otherwise. In this highlight episode, Michael and Courtney Weaver pull the most critical moments from two interviews with mega agency owners who built from scratch and share the real dynamics of scaling an insurance agency past $30 million. John went from zero to $64 million as a scratch agent. Rena runs a $38-plus million dollar agency with a team of just over 30. Both are brutally honest about what it costs.[00:00] Big agencies and the pressure nobody talks about[01:00] Meet JT and Rena: two mega agency owners[02:00] JT on scaling from $11M to $64M in four years[03:00] The producer who excels at $11M won't always at $64M[05:00] Payroll pressure and the economics of scale[07:00] Why pressure to perform grows as the agency grows[09:00] EOS level 10 meetings and staying connected at scale[11:00] Rena: promoting your best agent is a mistake[13:00] The bottleneck between production and development[14:00] Who do you actually promote? Watch who they follow[15:00] Hiring leaders from inside vs. outside the agency[16:00] The meeting test: watch the room not the presenter[17:00] Development talks that keep agents from leaving[18:00] What to do when your top producer wants to grow[19:00] Installing a pure leader: how Rena structures the roleWant to watch their full episodes? 457. How John Tunnell Built a 64 Million Dollar Insurance Agency (From Scratch)437. Inside Rena Gilliam's $38M Agency: Leadership, Systems, and ScaleAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 29, 202613 min

466. How to Avoid the Summer Sales Slump in Insurance

Q3 and Q4 don't wait. Neither should you. Weaver Sales Academy has helped 17,000+ insurance professionals close more, earn more, and stop leaving money on the table. Let's build your best quarter yet. 👉 Book your call: Let's TalkWatch the full episode on YouTube: HEREWhat's in this episode:Summer is one of the biggest make-or-break seasons for insurance producers, and most agents lose ground without even realizing it. In this episode, Michael Weaver lays out the exact framework for avoiding the summer sales slump - starting with the mindset shift every producer needs before they pick up the phone. The message is clear: you either make excuses or you make it happen, and there is no in between.Michael walks through the three non-negotiable basics that separate producers who thrive in summer from those who coast - always prospecting, consistently meeting with customers, and maximizing every single conversation. He also breaks down the strategic time-blocking system that keeps high performers organized, productive, and ahead of quota when everyone else is blaming the weather.[00:00] You either make excuses or you make it happen - no in between[01:30] Why summer reveals how prepared and strategic you really are[02:45] Basic #1: Your prospecting funnel must stay full all summer[03:45] Basic #2: Meet with customers - virtual or in person, not phone[04:45] Basic #3: Maximize every conversation - multi-line, risk advisor[06:00] Time blocking: why your calendar is your most powerful sales tool[07:30] How to structure service time so it stops stealing from sales[09:00] Know your expectations: calls, quotes, production, Google reviews[10:15] Michael Jordan didn't practice half-court shots - master the basics[11:30] You are in total control of your summer results[12:30] All gas, no brakes - time to make hayAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 25, 202644 min

465. He Bought a $14M Book. Here's How Joseph Puckett Is Taking It to $100M

Your team is leaving money on the table. Let's fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4? 👉 Book your call: LET'S TALKWatch the full episode on YouTube: HEREWhat's in this episode:What does it actually take to buy a $14 million book of business and grow it to $100 million? In this episode, Michael Weaver sits down with Joseph Puckett, an independent insurance agency owner who made the leap - purchasing an established book of business and immediately building the systems, sales culture, and team mindset required to scale it. Joseph breaks down what most agency buyers get wrong, why retention is the first number to fix, and how he is using real data and daily accountability to drive growth at every level of his organization.From producer recruiting and onboarding to cross-selling existing clients and building a team that actually wants to win, this episode is a practical playbook for any agency owner thinking about acquisition, growth, or what it really takes to lead a team at scale. If you want to run a bigger operation and do it right, this conversation delivers the honest framework to get there.[00:00] Joseph Puckett bought a $14M book - here is why[01:30] What the acquisition process actually looked like[03:00] First moves after signing - what Joseph fixed immediately[05:00] Why retention has to come before growth[07:00] Building a sales culture inside an acquired agency[09:00] How Joseph recruits producers and what he looks for[11:00] Onboarding producers to sell and not just service[13:30] Cross-selling the existing book - the fastest revenue lever[16:00] Daily accountability and how Joseph runs his team[18:30] The data Joseph tracks to know if the agency is on track[20:30] Mindset shifts required to lead at a bigger scale[22:30] What the path to $100M actually looks like from here[24:00] Advice for agency owners considering an acquisitionConnect with Joseph Puckett:Website: josephdpuckett.comFacebook: facebook.com/josephdpuckettInstagram: @josephdpuckettEmail: email@josephdpuckett.comAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 22, 202615 min

464. Lead Generation Is Changing. Here's What to Do About It.

Your team is leaving money on the table. Let's fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?👉 Book your call: LET'S TALKWatch the full episode on YouTube: HEREWhat's in this episode:In this solo episode of The Insurance Buzz, Michael Weaver delivers a forward-looking breakdown of lead generation for insurance agents and agency owners. As regulations around internet leads, cold calling, and data privacy continue to tighten, Michael lays out a clear framework for building a lead generation strategy that does not depend on systems outside your control. From launching paid ads campaigns that deliver exclusive leads directly to your agency, to becoming the kind of professional that clients actively refer, this episode gives agents and producers a practical game plan for weathering whatever changes come next.Michael walks through three high-leverage strategies - exclusive paid advertising, referral culture, and centers of influence - and challenges every listener to stress-test their business against a worst-case scenario: what would you do if internet leads disappeared overnight? The Insurance Buzz, hosted by Michael and Courtney Weaver, consistently brings insurance professionals the mindset shifts and tactical strategies needed to grow and protect their agency. This episode is a must-listen for any agent who wants to stop being reactive and start building a lead engine that runs on their terms.[00:00] Why the rules of insurance lead gen are changing[01:30] Times are changing fast and your career with it[02:30] Internet leads: why the risk is real and growing[03:30] Worst case scenario planning for insurance agents[04:30] Strategy 1: paid ads you own and control[06:00] Strategy 2: referrals and becoming referrable[08:30] How to plant seeds that grow into referral business[09:30] Strategy 3: centers of influence explained[10:30] How to pick and approach your ideal COI partners[12:00] What makes you the go-to over every other agent[13:00] The worst case scenario exercise to do right now[14:00] Six months of action: June through December plan[15:00] Why there is only upside from building this nowAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 18, 202612 min

463. What Really Motivates Your Team (It's Not Money)

Your team is leaving money on the table. Let’s fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4? 👉 Book your call: LET'S TALKWatch the full episode on YouTube: HEREWhat’s in this episode:Most insurance agency owners assume their team is motivated by money. In this solo episode, Michael Weaver challenges that assumption head-on and shares the leadership framework that transformed how he manages and motivates producers. Drawing from his own early mistakes as a business owner and lessons learned across seven-plus businesses, Michael Weaver breaks down why the WIIFM principle – What’s in It for Me – is the key to unlocking individual performance on any insurance sales team.Michael reveals how insurance agency leaders can stop guessing and start having the right conversations with their team. From paid family vacations to extra PTO to back-to-school shopping for a producer’s kid, the right bonus is personal – and the best managers figure that out. If you’re struggling to motivate your insurance team and money alone isn’t moving the needle, this episode gives you a simple, repeatable process to change that.[00:00] Intro: when money stops working as motivation[01:00] Solo episode on team motivation fundamentals[02:00] Why Michael thought money motivated everyone[03:00] WIIFM: what your team is always thinking[04:00] Figure out what is actually important to them[05:00] Bonuses tied to personal goals: trips and time off[06:00] Time off is the top motivator in most offices[07:00] Tie production to what motivates each person[08:00] Create a runway for producers to hit their goals[09:00] Have each team member name three to five goals[10:00] Win-win: they hit it, you hit it, everyone wins[11:00] Make this part of every new hire onboardingAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 15, 202616 min

462. Want to Be a Top Producer? Do These 6 Things

Your team is leaving money on the table. Let’s fix that.For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?👉 Book your call: LET'S TALKWatch the full episode on YouTube: HEREWhat's in this episode:What separates the top producers in insurance sales from everyone else? In this solo episode, Michael Weaver draws on nearly two decades in the insurance industry to break down the six key characteristics that define elite sales professionals — and the specific daily habits that keep them consistently at the top month after month, year after year. This is not theory. This is what Michael Weaver has seen firsthand from the best agents and producers across the country, and it starts with one word: grit.Michael Weaver covers the mindset and mechanics of top producers — from how they handle rejection without flinching to how they maximize every single customer conversation with multiple products. He shares how the most competitive, persuasive, and optimistic insurance professionals think differently, stay focused on needle-moving activities like quoting and prospecting, and bring a no-excuses mentality to every day. Whether you are a new producer or a seasoned agent looking to level up, this episode delivers a practical blueprint for becoming the absolute best in your agency, your territory, and your state.00:00 What separates the best from the rest in insurance sales01:00 Characteristic one: grit and the whatever it takes mentality02:30 Big goals and why top producers want more out of life03:30 Characteristic three: wildly competitive in every area of life04:30 Persuasion vs. manipulation and why likability drives closes06:30 Optimism as a daily competitive advantage in insurance sales07:30 Clarity and needle movers: quotes, calls, and conversations10:00 Maximizing households with auto, home, and life insurance11:30 Leading with education and empowering customers to say yes12:00 Not afraid of no: asking for exactly what you want13:30 Michael Weaver personal story: early, late, and relentless15:30 Stay coachable, adaptable, and always learning to stay eliteAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 11, 202621 min

461. What 600 Job Applicants Taught Us About Hiring the Right Person for Your Team

Join Michael Weaver LIVE on June 11th at noon CST - Increase Your Contact to Quote Ratio: Converting Dials to Dollars. 👉 REGISTER HERE: https://bit.ly/dials-to-dollarsWatch the full episode on YouTube: HEREWhat's in this episode:What do you do with 600 job applicants? In this episode of The Insurance Buzz, Michael Weaver pulls back the curtain on the exact hiring process Agency Coach AI used to fill its customer success manager position. Out of 605 applicants, fewer than 60 completed the process from start to finish, and Michael Weaver and Courtney Weaver narrowed that group down to their top 10 interviews in less than two hours. The secret is a system called hurdles before hiring, and it automatically eliminates 90% of applicants so you only talk to the candidates who are serious.Michael Weaver breaks down the three hurdles every applicant must clear, the candidate feedback that revealed what actually attracts top talent, and why a $60,000 base salary changed the quality of the entire applicant pool. If you run an insurance agency and you are tired of high turnover, bad hires, and resumes that go nowhere, this episode hands you a hiring process you can implement this week.[00:00] 600 applicants for one customer success role[02:00] Why hurdles before hiring works in every business[04:00] The process that eliminates 90% of applicants[05:00] The three steps every applicant must complete[07:00] The top three things that attracted candidates[08:30] Why higher pay attracts better people[10:00] Video interviews matter more than resumes[11:30] Narrowing the field to the top 10 candidates[12:30] Why candidates appreciated a tough process[13:30] Why Michael and Courtney run interviews themselves[15:30] Sorting 600 applicants in under two hours[16:30] Building a pipeline for future hires[18:30] The 10% rule and always be recruitingAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver

June 8, 20268 min

460. Beat the AI Gatekeeper With This Simple Insurance Voicemail Script

If your contact rate is struggling, this is the fix. Join Michael Weaver LIVE on June 11th at noon CST - Increase Your Contact to Quote Ratio: Converting Dials to Dollars.👉 REGISTER FREE - JUNE 11TH NOON CST: Increase Your Contact to Quote Ratio: Converting Dials to Dollars: SAVE MY SEATWatch the full episode on YouTube: HEREWhat's in this episode:Insurance agents everywhere are running into a new obstacle - AI gatekeepers on cell phones that screen every incoming call before the prospect even sees a name. In this solo episode, Michael Weaver breaks down the exact strategy for getting past that screen and generating enough curiosity that prospects pick up. The principle is simple: keep it short and create urgency. The execution is what separates agents who get callbacks from agents who get ignored.Michael Weaver walks through real voicemail and AI gatekeeper scripts that work in today's selling environment, including word-for-word examples any insurance agent can use immediately. Whether you are trying to book a quote, reach a referral, or reconnect with a prospect, this episode gives you a repeatable framework that fits in under 10 words and gets results.[00:00] Why long voicemails are killing your contact rate[01:30] Ray Sively's question and why it matters for every agent[02:00] The two rules every voicemail and AI script must follow[03:00] What not to say - the long voicemail that never gets returned[04:00] The voicemail formula Michael Weaver teaches word for word[05:00] Applying the same formula to AI gatekeepers on cell phones[06:00] Six-second AI gatekeeper scripts that create immediate curiosity[07:00] Short sweet to the point - examples you can use right nowAgency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.TEXT MICHAEL DIRECTLYHave a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610FREE 7-Day Demo – Weaver Sales AcademyTry it: CLICK HERETools + Free Resources https://www.weaversa.comConnect with Michael OnlineLinkedIn: linkedin.com/in/michaelweaverwsaYouTube: @michaelweavertrainingFacebook: facebook.com/themichaelweaverInstagram: @michaelweaver