Published by Max Revenue
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.
Listen on Apple Podcasts27 min
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
48 min
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/
32 min
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/
24 min
In this episode, Brandon Schuh and Trey Shields break down the latest news and trends in the world of insurance, including the headline-making AI integration at Brown and Brown, McKenzie's latest insurance industry analysis, and the recent state of P&C insurance rates. They explore how technology is transforming the industry and what mid market agencies can do to stay competitive.00:00 Introduction and episode overview02:37 Brown and Brown's AI big reveal explained05:00 Brandon's critique of Brown and Brown's AI claims07:25 Support staff implications of AI at Brown and Brown12:01 McKinsey's industry analysis and critique15:53 Insurance rate trends and K-shape recovery23:45 Small business insurance challenges and statistics
48 min
In this episode Trey and Micah talk with Brent Gilliland, Agency Principal at Clandestine Insurance Agency. Brent shares how he went from getting fired after his first year, to six years later, he's running a one-man agency clipping along at $400K in revenue, built entirely around a niche nobody else wanted to touch. In this episode: How Brent got fired after year one for chasing a niche Landing with an outdoor rec agency and learning from program presidents Why relationships with underwriters matter more than almost anything else Building a firearms-specific insurance program from scratch What it looks like to run (and start scaling) a one-man agency Advice for producers in their first 3-5 years who feel stuck The rise of the "broker of one" and why solo producers don't need to give up 70-80% of their paycheck to an aggregator If you're a producer thinking about niching down, or wondering whether you can build something on your own without a big agency behind you, this one's worth the full watch. 🎙️ Max Revenue Show — hosted by Trey Shields and Micah Salas 👉 Subscribe for more conversations with agents and agency owners building real revenue in insurance.
21 min
In this episode, Trey Shields kicks off a new Monday segment with Brandon Schuh, breaking down the biggest stories in insurance so producers can stay ahead without drowning in their inbox.
43 min
In this episode Trey sits down with Luke Berry, Max Revenue's resident Employee Benefits expert, to break down how he's on pace for his best year ever — $800K in revenue through six months, projected to hit $1.1–1.3M by year end. Luke gets specific about what's actually driving the growth: giving away value through "micro summit" events, a custom-built AI agent trained on his agency's own data, and a complete rethink of how his team processes information. They dig into real (anonymized) deals, including a 300-life AOR win closed in a single month, walk through what it took to build a fully HIPAA/SOC2-compliant in-house AI system, and talk through the real cost, ROI, and security questions every agency owner is asking right now. They also zoom out to the bigger picture — where AI is headed for producers, CSRs, and account managers over the next five years, the "agency of one" theory, tech-first insurtechs vs. legacy agencies, and why the foundation of great production will always be listening, not tools. If you're a producer or agency principal wondering how to actually start using AI (not just dumping policies into ChatGPT), this episode is the playbook. ........ 📈 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 ⏲️ Luke's Productive Producer PDFs: https://www.maxrevenuegroup.com/products/planner-pdf-s ........ 00:00 – Intro & welcome 00:40 – Setting up today's episode 01:18 – Revenue update: $800K and on pace for $1.1–1.3M 02:07 – How the deals come together: micro summits 04:35 – Case study: winning a large orthopedic practice 07:06 – Case study: 300-life group closed in one month 09:26 – Finding the right AI consultant 12:05 – How he vetted and hired his AI consultant 13:02 – Is the consultant taking new clients? 13:22 – How much growth is AI vs. compounding hard work 16:02 – Productive vs. busy: using AI for clarity 16:34 – Free resources: weekly planning PDFs 17:46 – Timeline to get the AI agent live & training the team 19:14 – AI as an enablement layer, not a job-killer 20:56 – Data security & compliance concerns 22:09 – What this actually costs to run 23:32 – Applying AI to P&C, not just EB 25:40 – The cost of compute and staying ahead 26:34 – Five-year outlook: agencies, producers, and AI 28:02 – Where CSRs and account managers fit in 31:06 – Corgi and the tech-first vs. legacy agency race 33:23 – Protecting relationship-based business from disruption 34:03 – What's next: revenue targets and the $10M book goal 36:54 – Where to start: building your own AI agent 39:18 – Creating a single "brain" for your agency's data 41:01 – Combining marketing data with AI for prospecting 42:50 – Investing in yourself and your team 45:02 – Leadership lessons from making the first move 45:30 – Wrap-up & where to find Luke
52 min
In this episode Clayton Wood, CEO of Pinnacle Benefit Partners, breaks down his simple yet powerful cold-calling strategy that helped him scale his book from zero to seven figures. If you’ve ever thought cold outreach is dead or felt too intimidated to pick up the phone, this episode is for you. Clayton reveals how volume, confidence, and a relentless approach turn cold calls into revenue. He shares his proven scripts, tactics for overcoming gatekeepers, and the mindset shifts that transform beginners into confident pros. ........ 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 👕Check out our Max Revenue merch: https://max-revenue-store.printful.me/
39 min
In this episode Micah and Trey talk with Mega Producer and Insurance Nerd, Brandon Schuh. Brandon explains where the market is, why it is where it is, and maybe even more importantly, where it's going. 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 👕Check out our Max Revenue merch: https://max-revenue-store.printful.me/
47 min
In this episode, Micah breaks down his curiosity-based approach to moving those "I'm happy with my agent" prospects without resorting to pressure or manipulation. Topics covered: Why the "low-hanging fruit" 10-20% isn't where the real money is How to tell if a prospect is truly loyal or just avoiding confrontation The curiosity framework for getting insureds to take a second look How hard-selling a "happy" client can backfire Staying top-of-mind without coming across as pushy If you got value out of this episode, subscribe, follow, and leave a review — it helps us out a ton. ........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 👕Check out our Max Revenue merch: https://max-revenue-store.printful.me/
45 min
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
11 min
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
49 min
........ Resources & Links: 📕 Sims' Social Selling Playbook: https://www.maxrevenuegroup.com/products/social-selling-playbook 📈 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
58 min
In this episode, Trey and Micah sit down with David Steenstra of Christensen Group, a commercial insurance producer who wrote over $900K in new business in 2.5 years entirely through drop-ins.If you've been wondering whether face-to-face prospecting still works in today's world, this one's for you. David breaks down his entire drop-in playbook: how he structures his days, what he says when he walks in the door, how he handles gatekeepers, and how he wins business on coverage and service, not price. ........ 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 ........ Timestamps:00:00 — Intro & meet David Steenstra02:31 — How Federated shaped David's drop-in foundation05:00 — The "howdy call" philosophy & why small talk isn't dead07:18 — Micah on the "bring value" debate & what buyers actually want10:41 — Do you need X-dates before dropping in?12:20 — Handling gatekeepers & who to ask for14:08 — Cadence: how often should you drop in?16:04 — Why the hard-to-crack prospects are David's favorites17:02 — Asking questions you'll need answers to later18:36 — How much of his $900K came from drop-ins vs. other methods?38:49 — BOR vs. quoting: how David decides which path to take43:15 — Coverage, service, or price? What's actually driving David's wins45:41 — "Are you ready to fire your agent?" — a bold close that worked48:06 — The loss call: what to do after you don't get the business51:47 — How David organizes his territory using Google Maps55:00 — Advice for a $500K producer who wants to start dropping in58:02 — In 12.5 years, only kicked out twice — just walk in the door
37 min
In this episode, Trey Shields and Luke Barry discuss the evolving landscape of employee benefits, market shifts, and innovative strategies to stay ahead. They explore topics like fiduciary risk, pharmacy drug costs, and the impact of AI on brokerage practices. ........ Key Topics Market structural shifts and leverage trend in healthcare Fiduciary risk and data ownership for employers The rising cost and complexity of specialty drugs The role of AI in insurance analysis and client management Reinsurance market volatility and broker strategies The Future of Employee Benefits: Market Shifts and Strategies How AI is Transforming Insurance Brokerage "Employers need a five-year cost basis." "Specialty drugs are the central driver in benefits strategy." "E plus R equals O — your response determines your outcome." ........ Chapters 00:00Introduction and Market Overview 04:49Structural Shifts in Employee Benefits 13:13The Role of Specialty Drugs 17:12Stop Loss Dynamics and Data Quality 25:10Fiduciary Risk and Employer Responsibilities 30:42Navigating Difficult Conversations and Future Trends
46 min
In this episode, Micah and Trey talk with industry expert Larry Linne. Larry shares how top insurance producers can scale their revenue from six figures to seven figures a year!
58 min
In this episode, Trey sits down with Tanya Andolsen of Argosy Risk, a 30-year veteran of the environmental insurance industry, to break down everything producers need to know. From why premiums are surprisingly affordable to the hidden gaps in standard GL and property policies, Tanya walks us through site pollution, contractor's pollution liability, transportation coverage, non-owned disposal sites, products pollution, and more. Whether you're a generalist trying to round out accounts or a niche producer looking to go deeper, this episode will change how you look at every renewal. ........ Timestamps: 00:01 — Welcome & intro00:45 — Tanya's background: 30 years in environmental insurance (carrier, retail, wholesale)01:13 — Why are environmental claims large but premiums so cheap?03:35 — Why standard contractors (HVAC, roofing, plumbing, flooring) are buying environmental coverage04:44 — Biggest mistake producers make: not bringing it up (and the E&O exposure that creates)06:18 — Environmental Insurance 101: where standard GL/property ends and environmental picks up06:29 — The two main towers: site-specific coverage vs. contractor's pollution liability08:08 — On-site vs. off-site exposures; strict liability and the "chain of title" rule12:02 — Contractor's pollution liability: asbestos, mold, lead, soil contamination13:57 — Transportation pollution liability: in-transit exposures, loading/unloading gaps17:32 — The generator vs. transporter debate — who's responsible when something spills in transit?20:22 — Non-owned disposal sites and Potentially Responsible Party (PRP) liability23:58 — Products pollution: the gap nobody talks about (valves, coatings, solvents, containers)28:40 — Tanya's environmental exposure checklist for producers (available on request)30:27 — Surprising contractors who need environmental coverage: street & road, roofing, HVAC, plumbing, landscaping, drone applicators35:14 — How to sell environmental coverage to resistant clients (claim scenarios + education)38:18 — What producers should bring to a submission — and what they almost never do44:30 — How environmental risk is actually rated (site, revenue, units — not filed rates)48:06 — Sudden & accidental vs. gradual coverage explained simply51:00 — Which is bigger: remediation costs or third-party liability?53:00 — What we didn't cover: M&A, property acquisition, due diligence gaps56:38 — Wrap-up and how to reach Tanya ........ Key Takeaways: 95% of environmental coverage is written on non-admitted (E&S) paper — forms and rates are not filed A "pollutant" doesn't have to be hazardous or toxic — it's anything introduced to an environment that causes harm If you're in the chain of title on a contaminated property, you can be held liable even if you didn't cause it Not bringing up environmental coverage is an E&O exposure for producers Gradual coverage is broader than sudden & accidental — know the difference before recommending limits ........
5 min
In this episode, Micah breaks down his framework for identifiying "three-star" prospects with huge upside, before everyone else starts knocking their door down. ........ 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
59 min
Resources & Links: 📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrev... 🔗 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...
11 min
Resources & Links:📈 Free Trial of Insurance Xdate: https://www.insurancexdate.com/maxrev... 🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr call Brian at 843-296-3376📬Sign up for The Max Revenue Letter: https://maxrevenuegroup.com/subscribe...