In this episode, Trey and Micah ask the question every producer eventually wrestles with:

Does size really matter?

We’re talking book size, account revenue, floor-setting, and the mental games that come with chasing whales vs. stacking solid mid-market wins.

Micah breaks down how he closed 7 clients in under 30 days—without landing a single “whale.” Meanwhile, a buddy of his who crushed year one is now scrambling after losing both his biggest accounts… to no fault of his own.

You’ll hear:

• The real risk of going whale-only (and why you need diversification)

• What a $100K month of mid-market wins looks like

• How to set your revenue floor—and when to raise it

• Why big accounts don’t always mean big service

• How to use tools like Insurance Xdate to pre-qualify

• Why your ideal account size is relative to your goal (and your split)

Plus: Micah returns to the golf course after a six-month layoff, goes full Jim Venetos, and drops an 84 after starting quad-double 😮‍💨

This one’s for every producer who's tired of comparing themselves to others—and wants to build a book that fits their goals.

Timestamps:

00:00 Insurance Xdate becomes the official title sponsor
02:30 Why we’ve used Insurance Xdate for years
05:10 Episode kickoff: Does size really matter?
07:00 Micah’s buddy loses both whale accounts in Year 2
10:40 Micah’s 7 new clients in under 30 days
13:20 Why smaller deals give you better sleep
15:00 When it’s time to raise your revenue floor
17:45 Using Xdate premium filters to pre-qualify
21:10 Account size vs. producer goals—why splits matter
25:00 Don’t assume big accounts are well-served
28:15 Niche knowledge = instant size filtering
31:20 CRMs, call notes, and building a poaching strategy
33:50 How many accounts can 1 AE realistically handle?
37:00 Producer golf update: 79 vs. 84 showdown
42:00 Micah’s favorite advice: “Sometimes you just go to the movies”

44:00 Final thoughts + newsletter + playbook links

Resources Mentioned:

Sign up for The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠:⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠

Grab The Producer Playbook here:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook

Generate Leads. Win New Biz:https://www.insurancexdate.com/Like the episode?

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