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What’s in this episode:
In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with Brett Bortz, a data-obsessed Farmers agent who built a $12.8M book in under two years — without slowing down during one of the toughest markets insurance has seen.

Brett pulls back the curtain on what’s actually happening behind declining close rates, why most agents misread market downturns, and how he uses data, automation, and disciplined lead buying to stay aggressive when others panic.
This is a no-fluff conversation for agency owners who want to control their numbers instead of reacting to them.

[00:00] Why throttling down in a tough market will cost you
[03:00] Brett’s background: Allstate → indie → Farmers
[06:00] How Brett built a $12.8M book in under 2 years
[09:30] What’s driving the market downturn (and why it’s not just you)
[13:00] Brett’s internet lead engine: 700–1,600 leads/day
[17:00] The close ratios Brett actually tracks (lead-to-sale + CPA)
[20:30] Time-to-Sale: why speed matters more than “cheap” leads
[24:00] The automation trap: why follow-up tanks when things get hard
[28:30] What Brett’s data showed when sales dropped July–September
[33:00] Brett’s 2026 plan: reset zip codes, tighten ROI, expand states
[36:30] “Throttle up” mindset: play to win, not to survive
[40:00] Selling part of your book to create cash for the next wave
[42:00] How to connect with Brett + “control your data”

👤 Guest Contact — Brett Bortz
👉 Let Brett know you heard him on The Insurance Buzz
Facebook:https://www.facebook.com/brett.bortz.9
Email: [email protected]
CRM Platform:https://inscendoiq.com

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