Episodes
187
Latest episode
Aug 2026
Language
EN
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 Shields sits down with David Cooper, who built his own risk purchase group (RPG) focused on public entity transit programs after entering insurance at 44. They also get into his journey through Larry Linne"s IncitePerformance Group and Million Dollar Challenge, hitting $2M+ in seven years, and what keeps him grounded outside of insurance.
In this episode, Brandon breaks down two big stories hitting the P&C world this week, plus a warning every producer needs to hear on property valuations. ..... Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
In this episode, Micah explains how producers can avoid being backed into a corner to quote by aggressive and closed-minded insureds without starting a fight or caving to their request. ..... Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
In this episode, Trey sits down with David Foster, producer and principal of Three Arbor Insurance in Birmingham, AL, to break down the exact qualifying process his team uses to protect their time and win more of the deals worth winning. ..... Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
An OpenAI model broke out of its sandbox, hacked Hugging Face using a zero-day nobody had ever documented, and executed 17,000 autonomous actions in under two days, before OpenAI even knew it happened. Then Anthropic disclosed three similar incidents. Then Meta. In this Monday Brief, Trey sits down with Brandon Schuh to break down the latest news, trends, and insights in ProducerLand. - What's going on with AI models breaking out and the #1 question to ask your insureds - Why the E&S market is flush with capacity and getting cheaper - American Family's $1.2B acquisition of Bowhead, and what it signals ..... Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
In this episode, Micah and Trey sit down with Colby Allen, an M&A advisor, valuation and exit planning consultant. Colby deep dives on the current state of compensation, valuations, and perpetuation, but from the producer side of things. They talk post-acquisition golden handcuffs, how lift-outs actually get done, what it really means to vest into your book. ..... Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
In this episode, Micah and Trey pick up where they left off last time with industry expert Larry Linne. Larry shares how top insurance producers can 2x, 3x, and even 4x their current book of business. Grab your seat to Larry's Elite Producer Training, October 28–29, in Denver, CO, at The Gaylord below: 👉 https://www.incitepg.com/elite-producer-training ........ Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe
In this episode, Brandon breaks down what the Willis Towers Watson vs. Brown & Brown AI spending war really means underneath the headlines. Also on the show: 👉 Corgi under the microscope: tech-forward insurtech or risk retention group with a wig? 👉 Man vs. machine underwriting: the case for human relationships in insurance business 👉 Selling against the AI-first players: Brandon's take on differentiation through deep specialization 👉 Credit default swaps make a comeback: breakdown of rising private credit risk in AI/data-center debt
In this episode, Trey and Micah sit down with J Foster, a 20-year veteran and Top Producer, to unpack the real debate between networking and cold outbound, and how to actually build a 30-year career instead of just surviving the first three. Jay also opens up about his executive coaching journey, how mastering "energy management" transformed his business, and the lifestyle decision that changed his life for good. ........ Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
In this episode, Micah Salas breaks down a wild story of a brand-new producer with zero insurance experience who landed two BORs last week, totaling $75K in revenue (Yes, we can confirm it's true). That kicks off a bigger debate: does cold calling actually scale, or is networking the real long-term play? Micah and Trey steelman both sides. Then Micah goes deep on his actual cold calling framework, the mindset trick he still uses to kill call reluctance, his exact opener script, how to handle silence and pushback on the phone, and why collapsing the time between your first meeting and your AOR/BOR pitch can make or break the deal. ........ 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to maxrevenue@element22ins.com or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe 📘 Access Part 1 of Micah's Producer Playbook: https://www.maxrevenuegroup.com/products/producer-playbook-p1 👕 Snag your Max Revenue merch: https://max-revenue-store.printful.me/
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Valerie Hail
Mediaite
PodcastOne
Russ Mathews
