The Insurance Buzz

Hosted by Michael and Courtney Weaver

Business Entrepreneurship Management Education

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Episodes

457

Latest episode

Jun 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

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

June 4, 202628 min

459. How to Recruit Insurance Agents and Build a $500M Agency Model with Jay Wolfberg

Want to write 30 life policies in 30 days? Join Michael Weaver's FREE live training - Thursday, June 4th at noon Central.👉 REGISTER NOW: SAVE MY SEATWatch the full episode on YouTube: HEREWhat's in this episode:Building a $500M insurance agency does not happen by accident. In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with Jay Wolfberg, president and CEO of WeInsure, to break down the recruiting strategies, franchise model, and leadership principles behind one of the fastest-growing independent insurance networks in the country. Jay built a WeInsure franchise from zero to $32M in premium before stepping into the C-suite, and he shares exactly what that journey taught him.From recruiting Gen Z into a P&C career they have never considered, to explaining residual income in a way that actually lands, to thinking in customers instead of policies - Michael Weaver and Jay Wolfberg cover the conversations every agency owner and team leader needs to be having right now. Whether you are growing a team, evaluating a franchise model, or preparing to move into leadership, this episode gives you the real playbook.[00:00] Why insurance is a marathon, not a sprint[01:00] Meet Jay Wolfberg: president of WeInsure[02:00] The Samuel L. Jackson of insurance: how that nickname happened[03:00] From Hartford call center to franchise owner to C-suite[04:00] Why Jay chose WeInsure over captive and straight independent[05:00] The WeInsure model: sales center only, no back office[06:00] What Jay would have built differently from day one[07:00] Recruiting Gen Z: painting the 5-7-10 year vision[09:00] What WeInsure offers beyond commissions[10:00] How WeInsure uses proprietary AI through Peak6[12:00] Agency Coach AI and why secure insurance-specific AI matters[13:00] Where top recruits are coming from right now[15:00] What college recruits respond to: residual income explained[16:00] Why new applicants are asking to eliminate repetitive tasks[17:00] Years 3-8: reinvesting everything to build the machine[18:00] How to spot the recruit who truly gets the long game[20:00] Why younger Gen Z may have a stronger work ethic than millennials[21:00] The sales culture gap: what Boiler Room taught a generation[22:00] Think customers, not policies[23:00] From a $100 renter's policy to a $2M home[24:00] The one trait you cannot teach[25:00] What agency owners must know before moving into leadership[26:00] How to connect with Jay Wolfberg and WeInsureConnect with Jay Wolfberg:Email: jay@weinsuregroup.comWebsite: weinsuregroup.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 1, 20268 min

459. Why Your Insurance Texts Aren't Working (And the Fix That Works Immediately)

Want to write 30 life policies in 30 days? Join Michael Weaver's FREE live training - Thursday, June 4th at noon Central. 👉 REGISTER NOW: HEREWatch the full episode on YouTube: HEREWhat's in this episode:Most insurance agents are texting their prospects the wrong way - and losing deals before the conversation even starts. In this episode of The Insurance Buzz, Michael Weaver breaks down the exact texting strategy that turns cold leads into live phone conversations. The approach is simple, repeatable, and starts working the same day you implement it.Michael Weaver walks agents through the step-by-step process of crafting that first text, engineering a response, and immediately converting that response into a phone call. Whether you are a new producer or a seasoned agent losing leads to voicemail, Michael Weaver's "text for dollars" framework gives you a clear script that creates curiosity, gets a reply, and gets you on the phone - where real sales happen.[00:00] Why your initial text is costing you the sale[01:00] Shoutout to Ashley and the problem she raised[01:45] Text Michael directly - how to get your question on The Buzz[02:30] Why texting from start to finish is a losing strategy[03:00] Keep it simple - the first text rule that changes everything[03:45] The exact opening text that gets a response every time[04:30] What to do the second they reply - press send, press dial[05:15] What if they decline the call - the follow-up text that works[06:00] The ad Michael is running for life insurance producers[06:30] Why selling by text hands your job to AI[07:30] Hopium is not a strategy - what separates closers from texters[08:00] The full recap - how to go from text to conversation every timeAgency 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

May 28, 202642 min

457. How John Tunnell Built a 64 Million Dollar Insurance Agency (From Scratch)

👉 REGISTER FREE - MAY 28TH, NOON CST - Double Your P&C Close Rate in the Next 30 Days: SAVE MY SEATWatch the full episode on YouTube: HEREWhat's in this episode:John Tunnell started from scratch in 2007 and built a $64 million book of business across multiple locations. Michael and Courtney Weaver sit down with John Tunnell for one of the most honest conversations ever on The Insurance Buzz - covering the mindset shift that took him from $11 million to $64 million in four years, the fear he had to overcome, and what it really looks like to go from agent to CEO.Michael and Courtney Weaver go deep with John Tunnell on the hard side of scaling - the people who can't grow with you, building culture across a remote team of 45+, gamified competitions, core values, and the moment John finally handed off payroll after 19 years. If you want to build an agency that runs without you, this episode is the blueprint.[00:00] From $11M to $64M in four years[02:00] Getting over fear and betting on yourself[05:00] The agent to CEO mindset shift[07:00] What John still owns as CEO and why[10:00] Building culture across a remote team[12:00] Flying the whole team in for recognition[13:00] The weekly gamified competition[14:00] John Tunnell's five core values[21:00] Why some people can't scale with you[28:00] The pressure to perform at scale[33:00] Handing off hiring firing and payroll[36:00] Using AI tools and zip code heat maps[37:00] The non-negotiables at $64 million[39:00] Follow John Tunnell at @tunnelagencyFollow John Tunnell on Instagram: @tunnelagencyAgency 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

May 25, 202620 min

456. Our Honest Take on the State Farm Changes (And Every Carrier Cutting Commissions)

👉 REGISTER FREE - MAY 28TH, NOON CST - Double Your P&C Close Rate in the Next 30 Days: SAVE MY SEATWatch the full episode on YouTube: WATCH NOWWhat's in this episode:Michael and Courtney Weaver sit down for one of the most honest conversations on The Insurance Buzz yet. The commission cuts are real, the frustration is valid, and Michael Weaver and Courtney Weaver are not here to sugarcoat it. This episode breaks down what the State Farm changes - and every carrier cutting comp right now - actually mean, why the insurance industry has officially gone performance-based, and exactly how agents can make smart, strategic decisions instead of emotional ones.[00:00] The one thing Michael and Courtney want every agent to hear right now[01:00] Why it is okay to be angry, frustrated, and feel like you were lied to[02:00] What Courtney Weaver says about not making decisions out of emotion[03:00] Commission cuts are not new - what every carrier is actually signaling[05:00] Should you stay or should you go? The honest framework for deciding[07:00] If you stay, stay - if you go, go - why half-measures will cost you[08:00] The insurance industry is now performance-based, period[10:00] Business opportunity: what happens when 40 to 50% of agents leave[12:00] Courtney Weaver on becoming the agent - and human - of the future[14:00] Your skillset cannot be taxed, taken, or inflated - own it[16:00] Permission to feel it, then move - what comes next is waiting for you[19:00] Michael Weaver's final word: sit on it, create a plan, then send itAgency 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

May 21, 202638 min

455. $475K in Year One: The Exact Commercial Insurance Strategy With David Carothers

Insurance agents — would you pay $100/month to know exactly what your producers are saying on every call? Most agencies lose that in one missed objection. 👉 JOIN THE FREE LIVE WEBINAR — MAY 21ST: SAVE MY SEATWatch the full episode on YouTube: HEREWhat's in this episode:David Carothers wrote $475,000 in commissions his first year producing commercial — zero experience, zero prior clients. In this episode, David Carothers joins Michael and Courtney Weaver on The Insurance Buzz to reveal the niche strategy, underwriter playbook, and qualifying framework that made it happen.Michael Weaver and David Carothers cover the three-to-five prospect niche method, how to build an organic lead pipeline from free public data, and the mindset that separates producers who build massive commercial books from the ones who stay stuck. If you're serious about commercial, this is the episode.[00:00] The number one rule of commercial insurance[02:00] How to identify your three to five ideal commercial prospects[04:00] What you actually need to know before your first commercial appt.[07:00] The self-belief problem that kills more producers [09:00] Why you should go to every loss control visit and audit[10:00] How David Carothers built his first-year book around one carrier's appetite[12:00] The free public data strategy that generated $475K [15:00] The one question to ask your underwriter that no other agent is asking[17:00] Three qualifying questions to ask before working any commercial account[20:00] Why producers don't understand their hourly rate and what it costs them[23:00] What is actually hard about commercial and how to push through it[29:00] A $45M flooring company and why David Carothers walked away [36:00] The conference room visualization used before every new business appt.[38:00] How to connect with David Carothers at killingcommercial.comConnect with David Carothers:🌐 Website: killingcommercial.com💼 LinkedIn: David Carothers▶️ YouTube: Killing CommercialAgency 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

May 18, 20269 min

454. The Script That Makes Short-Term Disability Insurance Sell Itself

Insurance agents — would you pay $100/month to know exactly what your producers are saying on every call? Most agencies lose that in one missed objection.👉 JOIN THE FREE LIVE WEBINAR — MAY 21ST: SAVE MY SEATWatch the full episode on YouTube: HEREWhat’s in this episode:Most insurance agents walk past short-term disability insurance every single day without writing a single policy — not because their customers don’t need it, but because they don’t know how to bring it up. In this solo episode, Michael Weaver breaks down a word-for-word script called the Debt Payment Protector Plan that any producer can use on their very next call to start writing more short-term disability insurance immediately.Michael Weaver walks through exactly how to open the conversation, how to qualify the lead without pressure, and — most importantly — how to get the customer emotionally invested in their own answer before a single product is ever mentioned. If you have customers with a mortgage, a car loan, or even a rent payment, you have a short-term disability conversation waiting to happen. This episode gives you the exact words to start it.[00:00] Emotion first, logic at the close — the one principle behind every sale[01:00] Michael Weaver goes solo — what this episode covers[01:30] Introducing the Debt Payment Protector Plan[02:00] The word-for-word script to open the conversation[03:00] The three most common responses — and how to redirect them[03:30] How to qualify the lead without convincing anyone[04:00] The "tell me more" follow-up that locks customers in emotionally[05:00] Agency Coach AI free training — scale your agency, save time[06:00] Why making customers vocalize the answer closes more sales[07:00] How to surface the repercussion of having no plan[07:30] Wrapping the emotional conversation and moving to the close[08:00] Who this script works on — renters, homeowners, car loans[09:00] Text Michael Weaver your results — 816-727-7610Text Michael Weaver directly with your results or questions: 816-727-7610Agency 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

May 14, 202644 min

453. Commercial Insurance: How Ciara Gravier Built a Mega Agency Through Niching Down

FREE TRAINING: Eliminating Objections in Life Insurance Before They Happen: Learn how to prevent objections before they happen and close with more confidence in your life insurance conversations.👉 Register now: https://bit.ly/LifeInsuranceTrainingWatch the full episode on YouTube: HEREWhat’s in this episode:Ciara built The Bunker Insurance from scratch in 2019 with one mission: fewer clients, more premium, and a brand that makes people feel safe. In this episode, Michael Weaver and Courtney Weaver sit down with Ciara to break down how she built a 96% commercial book of business running lean in one of the most competitive insurance markets in the country — South Florida.Ciara walks through how she niched into manufacturing, HVAC, and contractors, why she set a $1,000 minimum revenue threshold for every account she writes, and how she uses bold branding, direct mail, and old-school prospecting to stand out against national brokerages. If you’re serious about growing your commercial book in 2024, this episode is your playbook.[00:00] From a family agency to The Bunker: Ciara’s origin story[02:00] Why she went independent instead of captive[05:00] Going all-in on commercial: 96% of her book, zero personal lines[07:00] How “The Bunker” got its name — and the animal shelter mistake[11:00] Niching down in commercial when you don’t have special markets[13:00] The $1,000 revenue threshold that changed her agency[16:00] Setting boundaries with clients: no monthly payment chasing[19:00] How she asks clients communication preferences (and why it works)[21:00] Appearing larger than you are: competing with national brokerages[26:00] The tech stack: AgencyZoom, HawkSoft, WonderWrite, and ChatGPT[28:00] The exact ChatGPT prompt she uses for marketing campaigns[29:00] How a virtual employee produced 12 blogs in one hour[32:00] Where to focus first if you’re building a commercial book in 2024[33:00] How to build a targeted prospect list of 135 ideal accounts[36:00] The ChatGPT prompt that makes you look like an industry expert[39:00] Why old-school prospecting still beats social media for speed[41:00] The drop strategy: what to say when you walk in the doorConnect with Ciara:LinkedIn: https://www.linkedin.com/in/ciaragravier/YouTube: The Bunker InsuranceWebsite: https://www.bunkeryourrisk.com/Agency 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