The Insurance Buzz

Still training every new hire from scratch? There's a faster way, and right now it costs $500 less.

The P&C Sells Accelerator gets new hires confident and closing faster. The 6-Figure Life Insurance Producer helps your team write more life insurance. Both are normally $1,000, and as our thank you for 500 episodes, you can get both for the price of one.

Lifetime access. No monthly payments. The sale ends at midnight on Halloween, and it is the last one on these programs in 2026.

👉 SHOP THE SALE: https://bit.ly/insurancebuzz500

Watch the full episode on YouTube: HERE

What's in this episode:
Three out of four insurance agency owners say the thing holding them back from growth isn't payroll or profit. It's the time it takes to train a new hire. In this episode, Michael and Courtney Weaver break down how agencies are getting brand new hires with zero insurance experience up and selling in just 72 hours, and how many of those hires are outproducing tenured reps in their first month.

They walk through the exact 3-day new hire training plan: learn on day one, role play with AI all day on day two, and step up to intermediate-level role play on day three, so every new producer gets 10 to 16 hours of practice before a real customer call. Michael and Courtney also share the painful scratch agency training process that inspired Agency Coach AI, why putting an untrained producer on the phone wastes your marketing dollars, and why agency owners who bring training in-house still need real call data to coach.

[00:00] The real reason agencies stop growing
[00:45] Zero to hero in 72 hours
[01:30] 3 out of 4 agents say this is their biggest bottleneck
[02:30] Opening a scratch agency two months after the wedding
[03:00] Three hours of role play a day for 90 days
[04:15] Why systems are the only way to scale
[04:45] The sunk cost of a hire who doesn't make it
[05:45] The pain point that built Agency Coach AI
[06:30] Learning it vs. actually doing it
[08:15] "The stuff you teach is great, but my team's not doing it"
[09:00] New hires outproducing tenured reps in month one
[09:30] The 72-hour training plan, day by day
[10:30] 10 to 16 hours of AI reps before the first real call
[11:45] Why premium on the line is not the place to practice
[12:45] New hires don't have a ceiling yet
[13:30] You fall to the level of your systems
[14:15] Building a culture of feedback and grading
[15:15] Why carriers are shifting how they train agents
[16:30] Training is a bottleneck you can outsource tomorrow
[17:15] Spotting red flags in 30 days, not six months
[18:00] Bringing training in-house? You still need the data
[19:00] Client or customer: why every word matters

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

You have given us your time and attention for 500 episodes. Here is our thank you: $500 off our two most popular programs.

Want to write more life insurance? Grab the 6-Figure Life Insurance Producer. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Both are normally $1,000. Right now you can get both for the price of one.

Lifetime access, no monthly payments, yours forever. The sale ends at midnight on Halloween, and it is the last one on these programs in 2026.

👉 SHOP THE SALE: https://bit.ly/insurancebuzz500

Watch the full episode on YouTube: HERE

What's in this episode:
500 episodes. Hundreds of conversations. Countless lessons. And none of it would have happened without YOU. In this milestone episode of The Insurance Buzz, Michael and Courtney Weaver celebrate the agents, leaders, guests, and listeners who have been part of this journey. They're pulling back the curtain like never before, sharing untold stories—from recording episodes in the middle of marriage fights to a six-figure investment gone wrong that ultimately helped build a seven-figure business. Along the way, they've learned what separates good agency owners from extraordinary ones: taking action faster, building a brand beyond the carrier, investing with intention, protecting your health, and using AI to multiply your impact. Plus, they revisit powerful lessons from guests like Billy Wagner and Callen Faulkner. This isn't just a celebration of 500 episodes. It's a thank-you to everyone who's grown alongside them—and a reminder that the best is still ahead.

[00:00] Welcome to episode 500 and a thank you to every listener
[01:00] How The Buzz has changed since episode one
[01:30] A quick favor: rate, review, and subscribe
[03:00] Lesson one: everything takes time
[04:30] Embarrassment is the cost of entry, so get in the water
[06:00] Never shared: the marriage fights right before we hit record
[07:00] You can learn from everyone, and one conversation can change your life
[08:00] Elite operators do it their way: Billy Wagner
[09:00] Turning agency growth into a game your team wants to win
[10:30] Top leaders collapse the time between idea and action
[11:30] Investing in your people: Rene Gillim,  and John Tunnell
[13:00] Why elite agents never call it a cost
[14:00] If you're always winning, you're not taking big enough risks
[15:00] Never shared: the 6-figure loss that led to 7 figures
[16:30] Own your beliefs: Brian Smith, and DJ Carroll
[17:00] Remove the vanilla and stand for something
[18:00] The beliefs we will keep repeating, including why balance is a myth
[19:00] Pistachio croissants and a growing sweet tooth
[21:00] Your willpower will never be stronger than your environment
[21:30] Health is a leader's currency: Brandon Hansen
[23:00] How you do one thing is how you do everything, so know your numbers
[24:00] Don't brand your carrier, brand yourself
[25:00] Personal branding episodes: Jake Cash,Brooke Brollo, Natalie Hales 
[25:30] AI, human potential, and why Agency Coach AI exists
[27:00] Humans backed by AI are unstoppable
[27:30] Callen Faulkner, episode 389: from $0 to a projected $40 million
[28:30] Fast decisions: skill them up or move them out
[29:00] You can't put the genie back in the bottle
[30:00] How 500 episodes changed the way we ask, pitch, and listen
[31:30] From agreeable host to owning an opinion
[32:00] Why the next 5 to 10 years are the golden era of insurance
[33:00] Thank you, and here's to the next 500

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

You know your team needs coaching, but you don't have time to listen to sales calls or run role plays. Agency Coach AI does it for you, with daily practice in a true sales environment, live feedback and grading on every call, and exactly what to coach each team member on in 30 seconds.

👉 BOOK YOUR CALL: https://bit.ly/agency-demo-call

Watch the full episode on YouTube: HERE

What's in this episode:
Most agency owners say they care about their team. Few have a system that proves it. In this episode of The Insurance Buzz, Michael and Courtney Weaver walk through their exact weekly meeting rhythm, day by day, for building a winning team culture with a fully remote team: a Monday team meeting on wins, blockers, numbers, and next steps, a Tuesday huddle to win the week, Wednesday personal one-on-ones, Thursday business one-on-ones, and a Founder Friday that only the two of them attend.

Michael shares how he preps every 30-minute coaching session in about 15 minutes by having Agency Coach AI review three calls per team member, and Courtney explains why the team stopped building rapport "like we're reporting the weather." If your agency has gotten complacent heading into Q4 and Q1, this is a back-to-basics leadership framework for setting the standard, holding people accountable, and focusing meetings on the numbers that actually move your business.

[00:00] Why building rapport like you're reporting the weather falls short
[01:00] Why leadership and culture slip when business gets busy
[02:30] Why transactional relationships kill team commitment
[03:30] Morale and revenue: the lagging cost of fewer checkpoints
[04:00] Monday: the one-hour team meeting
[05:00] Building culture with a fully remote team
[05:30] Tuesday: the 30-minute huddle to win the week
[06:30] Wednesday: personal one-on-ones and the feeling word
[08:30] How each team member wants to be recognized
[09:30] Holding your team accountable to personal goals
[10:00] Thursday: business one-on-ones prepped with Agency Coach AI
[12:00] The coaching trend the AI caught on a new hire
[12:30] You need a system that checks your standard
[14:00] The five-minute rule that makes customers feel seen
[15:00] Checker gets what the checker checks
[15:30] Founder Friday: the most important meeting of the week
[17:00] Working on the business, not in it
[18:30] Why big ideas need the right environment
[19:30] You can't pour into your team if you don't pour into yourself
[21:00] Building a team of critical thinkers
[21:30] If your team is struggling, look in the mirror
[22:30] Small daily habits that compound into Q4 and Q1
[24:00] Don't meet just to meet
[24:30] Find the numbers that matter most in your agency
[25:30] Assign numbers to people to build ownership
[26:00] Raise your own standard before you raise theirs
[27:30] Final thoughts

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

You know your team needs coaching, but you don't have time to listen to sales calls or run role plays. Agency Coach AI does it for you, with daily practice in a true sales environment, live feedback and grading on every call, and exactly what to coach each team member on in 30 seconds.

👉 BOOK YOUR CALL: https://bit.ly/agency-demo-call

Watch the full episode on YouTube: HERE

What's in this episode:
A top three captive carrier just contracted with Agency Coach AI, and in this episode of The Insurance Buzz, Michael and Courtney Weaver break down why. It comes down to two things: accelerating learning and development, and enhancing coaching and accountability with real data. New hires are selling in 72 hours, tenured producers are seeing an average 30% increase in production, and managers are getting back 40 to 60 hours a month.

Courtney calls out an industry that has settled for warm bodies and mediocre results, and explains why the biggest untapped opportunity in an insurance agency lives in the middle of the funnel: the sales conversation. She also takes on the myth that "the close rate is the close rate," backed by one agent who went from a 7% to a 23% close rate in 30 days by changing one thing. Michael shares why carriers are now betting on agency development, why security and compliance matter when choosing AI tools, and why the agencies that win the next decade will be human first and backed by AI.

[00:00] Why insurance agents quit before they succeed
[00:30] A top three captive carrier just contracted with Agency Coach AI
[01:30] The two reasons the carrier said yes
[02:00] New hires selling in 72 hours and managers saving 40 to 60 hrs a month
[03:30] Why AI should free you to do what you do best
[04:00] Eliminating the "you never trained me" excuse
[04:30] Warm bodies and mediocre results
[05:00] The missing middle of the insurance sales funnel
[06:30] Missed cross sells, pivots, and cancellations
[07:30] What the next generation of producers expects
[09:00] "We have the best customer service." Can you prove it?
[11:30] Sales has always been a math equation
[12:30] Why agencies keep pouring money into marketing
[14:00] Producers are leaving agents who don't invest in them
[15:30] The owner is the first leader
[17:00] Calling BS on "the close rate is the close rate"
[19:00] Same sandwich, different experience
[20:00] From a 7% to a 23% close rate in 30 days
[21:00] Why "just quote more people" is the wrong answer
[22:30] Human first, backed by AI
[23:30] What a top carrier's bet says about the industry
[24:30] Security and compliance: beware the weekend AI build
[26:30] More carriers are coming
[28:30] Referrals and retention cost nothing
[30:30] Try it before you judge it
[31:30] Thank you for listening

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

You know your team needs coaching, but you don't have time to listen to sales calls or run role plays. Agency Coach AI does it for you, with daily practice in a true sales environment, live feedback and grading on every call, and exactly what to coach each team member on in 30 seconds.

👉 BOOK YOUR CALL: https://bit.ly/agencycoach-ai

Watch the full episode on YouTube: HERE

What's in this episode:
AI is changing the insurance industry fast, and the agencies that thrive will not be the ones with the best salesperson. In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with Zach Santmier, third-generation owner of the Trumble Agency and author of Is Your Business A.I. Ready?, who leads a team of more than 30, to break down how to build an insurance agency that AI can't replace by doubling down on people, leadership, and culture.

Zach shares the exact rhythms he runs in his agency: a daily mission creed his team has recited every morning for a decade, 20 cultural statements that create shared language, and a weekly 15-minute one-on-one built around each team member's personal goals. Almost none of it costs money. He also explains why agency owners who stay the bottleneck of their business will struggle over the next five years, and why the future of insurance belongs to excellent teams led by humble leaders.

[00:00] Stop being the bottleneck of your business
[01:00] How to win in insurance without losing your identity
[02:00] Meet Zach Santmier: 30+ team members and a fresh Ironman finish
[04:00] Why integrity with yourself builds credibility with your team
[06:00] Doing hard things shows you what you're made of
[08:00] The story you tell yourself when the tank runs empty
[10:00] Why every insurance agent is about to be tested
[11:00] The future belongs to excellent teams led by humble leaders
[13:00] Why AI will replace order takers but not human connection
[14:00] Mission creed vs. mission statement
[16:00] Zach's mission creed and the daily five-minute rhythm
[17:30] Core 20 statements and the power of shared language
[19:30] How a public culture attracts the right hires
[21:00] The "toxic positivity" resignation letter
[24:00] Where the insurance industry is headed in the next five years
[25:30] Zig Ziglar and making insurance invaluable again
[27:00] Why agencies must become community leaders again
[28:30] Scaling under carrier pressure without losing the human touch
[30:00] The Winning 15: a zero-cost rhythm that grows people
[30:45] It's not a marketing problem. It's a people problem.
[33:00] Build a culture that builds your people
[35:30] Using AI to delegate while keeping control
[36:30] How Agency Coach AI trains new hires to sell in 72 hours
[38:30] Better conversations build better humans
[39:30] The "sacrifice everything" success myth
[42:00] How to connect with Zach

Connect with Zach Santmier

📘 BOOK | Is Your Business A.I. Ready?
Get Your Copy on Amazon

🌐 OFFICIAL WEBSITE
www.zachsantmier.com

🏢 TRUMBLE AGENCY
www.trumbleagency.com

📲 FOLLOW ZACH ON INSTAGRAM
@zachsantmier

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

Join a free live training on Thursday, October 15th at noon CST, all about Overcoming Objections in the P&C conversation. Learn exactly what to say when prospects push back on your auto, home, and renters quotes, and how to turn more of those conversations into sold policies.

👉 SAVE YOUR SEAT: https://bit.ly/pc-objections

Watch the full episode on YouTube: HERE

What's in this episode:
Insurance leads are everywhere, but most agents never ask. In this solo episode of The Insurance Buzz, Michael Weaver shares a story from 5:45 in the morning at a gas station, where a complete stranger two pumps down asked one simple question and walked away with a new contact. That stranger runs a deer tracking business with a drone, a dog, and a 96% success rate, and his approach is a masterclass in prospecting that every insurance producer can use.

Michael breaks down why telling people what you do for a living is the most overlooked lead source in insurance sales, simple conversation starters agents can use at the gas pump, grocery store, or restaurant, and why getting a prospect's phone number beats handing out a business card. He also explains why people who aren't shopping for insurance are your best opportunity: it's you versus one carrier they probably haven't heard from in years.

[00:00] Opportunities are everywhere if you look for them
[01:00] Michael flies solo with a story you need to hear
[02:00] 5:45 AM at the gas station on the way to hang deer stands
[03:00] The one question a stranger asked across two pumps
[03:30] A drone tracker with a 96% success rate
[04:00] How he turned a quick chat into a business card in the truck
[05:00] He had no idea what Michael hunts and asked anyway
[05:30] Are you telling people what you do for a living
[06:00] Easy conversation starters at the gas pump
[06:30] If you don't ask, the answer is always no
[07:45] What if every errand turned into a quote
[08:15] Why getting their number beats handing out a card
[08:45] How many opportunities did you miss last month
[09:30] Non-shoppers: it's you versus one carrier
[10:00] Be proud of what you do and ask for the business
[10:30] Why one introduction made Michael feel taken care of
[11:45] Your challenge: tell someone what you do today

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

Join a free live training on Thursday, October 8th at noon CST. One solid hour of nothing but closing techniques and overcoming objections in the life insurance conversation, including exactly what to say when you hear the most common objections and how to turn more conversations into submitted applications. No sales pitch. Just 60 minutes of straight fire with a ton of takeaways.

👉 SAVE YOUR SEAT: https://bit.ly/closingtheapp

Watch the full episode on YouTube: HERE

What's in this episode:
Most insurance agencies want AI before they have the foundation to support it. In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with Mariah Gates, founder of Accelerated Automation and co-founder of AI Diffusions, to break down why AI cannot fix an insurance agency that has no org chart, no job descriptions, and no clear expectations. Mariah has worked inside the operations of more than a thousand insurance agencies, and she explains why agency owners should stop building their own software, why transactional agents will be replaced by AI, and why the future belongs to agents who act as advisors.

Listeners will learn how to use AI and personality assessments to define roles and build an organizational chart, why every growing agency needs a sales leader paired with an operations partner, and how to handle the toxic employee or top producer who refuses to change. Mariah shares why a third-generation agency never cracked $2 million while a five-year agency passed $3 million, why she fired an employee bringing in $100,000 a month in revenue, and how agency owners can use a 90-day plan in Q4 to set a new standard for 2027.

[00:00] Why the foundation you build now decides your future
[01:00] Mariah Gates returns to The Insurance Buzz
[02:00] Stop building your own software as an agency owner
[04:00] Security, compliance, and the private data you hold
[06:00] You cannot save your way to profitability
[08:00] Why even carriers buy their tech instead of building it
[10:00] The future insurance agent: advisor, not transactional
[14:30] The biggest operations struggles in insurance agencies
[15:30] The sales leader plus ops partner recipe for success
[16:30] Why AI cannot fix a business with no expectations
[18:00] When to hire an ops person for your agency
[19:00] Third generation under $2M vs five years over $3M
[21:45] People are everything: where to start first
[22:45] Why CSSR roles do not work
[24:00] Personality assessments and the right seat for everyone
[25:00] How to handle the cancer in your office
[27:15] Staff pushback and the crew rowing the wrong way
[29:30] Free training: overcoming life insurance objections
[30:15] Everyone gets in the boat and grabs an oar
[31:30] When your top producer refuses to practice
[33:15] Why Mariah fired a $100K a month employee
[36:15] The gift of leadership
[38:45] How to simplify your next steps with AI
[40:45] Make a 90 day plan for change
[42:45] Setting a new standard heading into 2027
[44:15] How to connect with Mariah Gates

CONNECT WITH MARIAH GATES: 

Website
https://acceleratedautomation.net

Insurance Automation Facebook Group
https://www.facebook.com/groups/insuranceautomation

Instagram
https://www.instagram.com/realacceleratedautomation/

LinkedIn
https://www.linkedin.com/company/accelerated-automation/

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

Join a free live training on Thursday, October 8th at noon CST. One solid hour of nothing but closing techniques and overcoming objections in the life insurance conversation, including exactly what to say when you hear the most common objections and how to turn more conversations into submitted applications. No sales pitch. Just 60 minutes of straight fire with a ton of takeaways.

👉 SAVE YOUR SEAT: https://bit.ly/closingtheapp

Watch the full episode on YouTube: HERE

What's in this episode:
Sales does not have to be hard. In this solo episode of The Insurance Buzz, Michael Weaver shares one small but critical piece of the insurance sales presentation that gets customers engaged, agreeing, and selling themselves on the coverage you recommend: confirmation questions. Instead of talking at prospects, insurance agents learn how to check for agreement after every coverage point, then ask the follow up question that gets the customer to explain, in their own words, why the coverage is better for them.

Michael walks through real examples insurance agents can use today, from higher liability limits and wage garnishment protection to deductibles, rental car, and towing, plus how the same approach applies to renters, homeowners, and life insurance. He also explains why surfacing an objection mid-presentation beats hearing it at the close, and why what he calls the bobblehead close is the first closing technique every insurance agency should be training its producers on.

[00:00] Getting customers to sell themselves on your coverage
[01:00] Why confirmation questions belong in your presentation
[01:30] The liability limits confirmation question to ask
[02:45] The follow up that gets customers selling themselves
[03:30] Why an early objection beats one at the close
[04:15] Confirmation questions for low and high deductibles
[05:15] Rental car, tow, home, renters, and life insurance
[06:00] Free training: overcoming life insurance objections
[06:45] Keeping customers engaged through the presentation
[08:00] Stop selling and start solving problems
[09:00] The bobblehead close: your first closing technique
[09:30] Final takeaway: implement this today

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

Hate feeling salesy? Good. That means you actually care about your clients. Now let's give you the skills to match. Weaver Sales Academy built a training platform for insurance agents and teams who want to ask for the business with confidence, handle objections without pressure, and close more deals by leading with service instead of a pitch. No cheesy scripts. No used car salesman energy. Just real conversations that protect more families and grow your book.

👉 LEARN MORE https://bit.ly/weaversalescall

Watch the full episode on YouTube: HERE

What's in this episode:
Why do so many insurance agents feel salesy the moment it's time to ask for the business? In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with 22-year agency owner and coach Matt Dietz to break down why that fear is actually a good sign, and how insurance agents can ask for business, request referrals, and position themselves as the expert without ever sounding pushy. Matt shares the simple networking question he uses to open a sales conversation and the one referral ask that opened the door to an owner of 55 NAPA stores.

The conversation then turns to comparison, one of the biggest confidence killers for newer insurance agents. Matt explains why the top 1% playbooks flooding social media rarely fit a mainstream insurance agency, how one agent earned $65,000 more in a single year by cutting lead and payroll spend, and why building your insurance agency around your dream life beats chasing someone else's numbers.

[00:00] Why not wanting to sound salesy is actually a good thing
[00:45] Matt Dietz returns to The Insurance Buzz
[02:00] The struggle holding new and tenured producers back
[03:00] Why agents who ask for business write more business
[05:00] A simple way to ask for business that never sounds salesy
[06:45] How to ask your commercial clients for referrals
[08:00] One question, one mechanic, and 55 NAPA stores
[09:30] How Michael closed Courtney at the gym at 5 AM
[11:00] Why every close is really just an invitation
[12:30] The real reason you are afraid to ask
[14:15] Sales is service: why asking is your obligation
[15:45] Position yourself as the expert and never discount
[17:30] Train your brain to spot opportunities everywhere
[21:00] Comparing yourself to mega agents on social media
[22:30] Reverse engineer your agency from your dream life
[24:30] Why a top 1% playbook will not fit your agency
[26:15] The agent who made $65K more by cutting expenses
[27:30] The dream life exercise and what it really costs
[31:00] Social media only shows a sliver of the story
[33:15] Be patient: this is a get rich for sure business
[35:00] The night Matt questioned his own success
[37:30] Comparison steals joy: why you need a brag list
[39:30] Study them, don't compare yourself to them
[41:15] Laughing in your Toyota or crying in your Ferrari
[43:15] How to connect with Matt Dietz

CONNECT WITH MATT:

Free Resource Library (text FREE)
208-213-8809

Website: https://agencylaunch.net

LinkedIn: https://linkedin.com/in/dietzagency

Agency Launch Podcast
https://www.agencylaunch.net/podcasts/

Simply Explaining Insurance Podcast
https://dietzagency.com/category/podcasts/

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

Agency Coach AI - BOOK A DEMO
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24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use.

TEXT MICHAEL DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

Over 3,000 agents showed up to our free live trainings in September for Life Insurance Awareness Month. October's trainings are already on the calendar, and the invites go to our email list first. No list, no invite. Get on it now so you're not the agent finding out after it's over.👉 GET ON THE LIST: https://bit.ly/jointhe_fam

Watch the full episode on YouTube: HERE

What's in this episode:
Most insurance producers dream about opening an agency. Very few know how much money they actually need, who to hire first, or what to spend on marketing. In part two of this two part episode of The Insurance Buzz, Ray Sivley, a producer getting ready to open his own insurance agency, puts those exact questions to Michael and Courtney Weaver.

Michael and Courtney show why future insurance agency owners should start at the end to figure out their capital needs, fix their credit score first, forecast revenue from average premiums and producer expectations, and hire salespeople before service staff. Courtney pushes back on the idea that owners care more than their team, and both break down the organic marketing plan they would run before putting serious money into internet leads.

[00:00] Part two: Ray asks the questions
[01:00] The fear every new agency owner has: access to capital
[02:30] Fast forward to 2046: define the end goal first
[04:30] Your retirement plan can't depend on the agency
[06:30] Why some agency opportunities need far less capital
[09:00] How much cash to keep in reserve
[10:30] Your spouse needs a safe number too
[12:00] Fix your credit score before anything else
[13:30] High 600s to over 800 in months
[15:00] Read the comp plan before you hire anyone
[17:30] How to forecast revenue per producer
[19:00] Hire sales first, not service
[20:30] The most expensive mistake an agency owner makes
[21:30] Why $40K a month is too low a producer target
[23:00] Do owners really care more than their team?
[25:30] Energy is a leader's biggest currency
[28:00] How much should a new agency spend on marketing?
[29:00] Why Courtney started every business organically
[32:00] Cheap marketing that works vs. internet leads
[33:00] Pick the hill you'll die on, then prove it with reviews
[34:00] Run five lead sources at all times
[35:00] On Wednesdays we wear pink: be the insurance bestie
[37:30] When will Ray know it's time?
[39:00] Ray's commitment for 2027
[41:00] How to follow Ray's journey

Connect with Ray Sivley:
Facebook
https://www.facebook.com/raysivley

LinkedIn
https://www.linkedin.com/in/ray-sivley-15297b48/

You've given us your time for 500 episodes. Our thank you? $500 OFF our two most popular programs! Want to sell more life insurance? Grab 6-Figure Life. Need to train new hires faster and close more P&C? Grab the P&C Sales Accelerator. Normally $1,000 each. Get BOTH for the price of ONE!

Lifetime access. No monthly payments. Ends Halloween at midnight. FINAL sale of 2026! 👉 SHOP NOW: https://bit.ly/insurancebuz

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 DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot.  Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

Tools + Free Resources
 https://www.weaversa.com

Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver