The Insurance Buzz

By Michael and Courtney WeaverBusiness Entrepreneurship Education Courses Management

The Insurance Buzz episodes

June 25 465. He Bought a $14M Book. Here's How Joseph Puckett Is Taking It to $100M
Your team is leaving money on the table. Let's fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4? 👉 Book your call: LET'S TALK

Watch the full episode on YouTube: HERE

What's in this episode:
What does it actually take to buy a $14 million book of business and grow it to $100 million? In this episode, Michael Weaver sits down with Joseph Puckett, an independent insurance agency owner who made the leap - purchasing an established book of business and immediately building the systems, sales culture, and team mindset required to scale it. Joseph breaks down what most agency buyers get wrong, why retention is the first number to fix, and how he is using real data and daily accountability to drive growth at every level of his organization.

From producer recruiting and onboarding to cross-selling existing clients and building a team that actually wants to win, this episode is a practical playbook for any agency owner thinking about acquisition, growth, or what it really takes to lead a team at scale. If you want to run a bigger operation and do it right, this conversation delivers the honest framework to get there.

[00:00] Joseph Puckett bought a $14M book - here is why
[01:30] What the acquisition process actually looked like
[03:00] First moves after signing - what Joseph fixed immediately
[05:00] Why retention has to come before growth
[07:00] Building a sales culture inside an acquired agency
[09:00] How Joseph recruits producers and what he looks for
[11:00] Onboarding producers to sell and not just service
[13:30] Cross-selling the existing book - the fastest revenue lever
[16:00] Daily accountability and how Joseph runs his team
[18:30] The data Joseph tracks to know if the agency is on track
[20:30] Mindset shifts required to lead at a bigger scale
[22:30] What the path to $100M actually looks like from here
[24:00] Advice for agency owners considering an acquisition

Connect with Joseph Puckett:
Website: josephdpuckett.com
Facebook: facebook.com/josephdpuckett
Instagram: @josephdpuckett
Email: [email protected]
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
46 min
June 22 464. Lead Generation Is Changing. Here's What to Do About It.
Your team is leaving money on the table. Let's fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?

👉 Book your call: LET'S TALK

Watch the full episode on YouTube: HERE

What's in this episode:
In this solo episode of The Insurance Buzz, Michael Weaver delivers a forward-looking breakdown of lead generation for insurance agents and agency owners. As regulations around internet leads, cold calling, and data privacy continue to tighten, Michael lays out a clear framework for building a lead generation strategy that does not depend on systems outside your control. From launching paid ads campaigns that deliver exclusive leads directly to your agency, to becoming the kind of professional that clients actively refer, this episode gives agents and producers a practical game plan for weathering whatever changes come next.

Michael walks through three high-leverage strategies - exclusive paid advertising, referral culture, and centers of influence - and challenges every listener to stress-test their business against a worst-case scenario: what would you do if internet leads disappeared overnight? The Insurance Buzz, hosted by Michael and Courtney Weaver, consistently brings insurance professionals the mindset shifts and tactical strategies needed to grow and protect their agency. This episode is a must-listen for any agent who wants to stop being reactive and start building a lead engine that runs on their terms.

[00:00] Why the rules of insurance lead gen are changing
[01:30] Times are changing fast and your career with it
[02:30] Internet leads: why the risk is real and growing
[03:30] Worst case scenario planning for insurance agents
[04:30] Strategy 1: paid ads you own and control
[06:00] Strategy 2: referrals and becoming referrable
[08:30] How to plant seeds that grow into referral business
[09:30] Strategy 3: centers of influence explained
[10:30] How to pick and approach your ideal COI partners
[12:00] What makes you the go-to over every other agent
[13:00] The worst case scenario exercise to do right now
[14:00] Six months of action: June through December plan
[15:00] Why there is only upside from building this now
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
18 min
June 18 463. What Really Motivates Your Team (It's Not Money)
Your team is leaving money on the table. Let’s fix that. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?
👉 Book your call: LET'S TALK

Watch the full episode on YouTube: HERE

What’s in this episode:
Most insurance agency owners assume their team is motivated by money. In this solo episode, Michael Weaver challenges that assumption head-on and shares the leadership framework that transformed how he manages and motivates producers. Drawing from his own early mistakes as a business owner and lessons learned across seven-plus businesses, Michael Weaver breaks down why the WIIFM principle – What’s in It for Me – is the key to unlocking individual performance on any insurance sales team.
Michael reveals how insurance agency leaders can stop guessing and start having the right conversations with their team. From paid family vacations to extra PTO to back-to-school shopping for a producer’s kid, the right bonus is personal – and the best managers figure that out. If you’re struggling to motivate your insurance team and money alone isn’t moving the needle, this episode gives you a simple, repeatable process to change that.

[00:00] Intro: when money stops working as motivation
[01:00] Solo episode on team motivation fundamentals
[02:00] Why Michael thought money motivated everyone
[03:00] WIIFM: what your team is always thinking
[04:00] Figure out what is actually important to them
[05:00] Bonuses tied to personal goals: trips and time off
[06:00] Time off is the top motivator in most offices
[07:00] Tie production to what motivates each person
[08:00] Create a runway for producers to hit their goals
[09:00] Have each team member name three to five goals
[10:00] Win-win: they hit it, you hit it, everyone wins
[11:00] Make this part of every new hire onboarding
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
14 min
June 15 462. Want to Be a Top Producer? Do These 6 Things
Your team is leaving money on the table. Let’s fix that.
For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?
👉 Book your call: LET'S TALK

Watch the full episode on YouTube: HERE

What's in this episode:

What separates the top producers in insurance sales from everyone else? In this solo episode, Michael Weaver draws on nearly two decades in the insurance industry to break down the six key characteristics that define elite sales professionals — and the specific daily habits that keep them consistently at the top month after month, year after year. This is not theory. This is what Michael Weaver has seen firsthand from the best agents and producers across the country, and it starts with one word: grit.

Michael Weaver covers the mindset and mechanics of top producers — from how they handle rejection without flinching to how they maximize every single customer conversation with multiple products. He shares how the most competitive, persuasive, and optimistic insurance professionals think differently, stay focused on needle-moving activities like quoting and prospecting, and bring a no-excuses mentality to every day. Whether you are a new producer or a seasoned agent looking to level up, this episode delivers a practical blueprint for becoming the absolute best in your agency, your territory, and your state.

00:00 What separates the best from the rest in insurance sales
01:00 Characteristic one: grit and the whatever it takes mentality
02:30 Big goals and why top producers want more out of life
03:30 Characteristic three: wildly competitive in every area of life
04:30 Persuasion vs. manipulation and why likability drives closes
06:30 Optimism as a daily competitive advantage in insurance sales
07:30 Clarity and needle movers: quotes, calls, and conversations
10:00 Maximizing households with auto, home, and life insurance
11:30 Leading with education and empowering customers to say yes
12:00 Not afraid of no: asking for exactly what you want
13:30 Michael Weaver personal story: early, late, and relentless
15:30 Stay coachable, adaptable, and always learning to stay elite

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
19 min
June 11 461. What 600 Job Applicants Taught Us About Hiring the Right Person for Your Team
Join Michael Weaver LIVE on June 11th at noon CST - Increase Your Contact to Quote Ratio: Converting Dials to Dollars.
👉 REGISTER HERE: https://bit.ly/dials-to-dollars

Watch the full episode on YouTube: HERE

What's in this episode:
What do you do with 600 job applicants? In this episode of The Insurance Buzz, Michael Weaver pulls back the curtain on the exact hiring process Agency Coach AI used to fill its customer success manager position. Out of 605 applicants, fewer than 60 completed the process from start to finish, and Michael Weaver and Courtney Weaver narrowed that group down to their top 10 interviews in less than two hours. The secret is a system called hurdles before hiring, and it automatically eliminates 90% of applicants so you only talk to the candidates who are serious.

Michael Weaver breaks down the three hurdles every applicant must clear, the candidate feedback that revealed what actually attracts top talent, and why a $60,000 base salary changed the quality of the entire applicant pool. If you run an insurance agency and you are tired of high turnover, bad hires, and resumes that go nowhere, this episode hands you a hiring process you can implement this week.

[00:00] 600 applicants for one customer success role
[02:00] Why hurdles before hiring works in every business
[04:00] The process that eliminates 90% of applicants
[05:00] The three steps every applicant must complete
[07:00] The top three things that attracted candidates
[08:30] Why higher pay attracts better people
[10:00] Video interviews matter more than resumes
[11:30] Narrowing the field to the top 10 candidates
[12:30] Why candidates appreciated a tough process
[13:30] Why Michael and Courtney run interviews themselves
[15:30] Sorting 600 applicants in under two hours
[16:30] Building a pipeline for future hires
[18:30] The 10% rule and always be recruiting
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
24 min
June 08 460. Beat the AI Gatekeeper With This Simple Insurance Voicemail Script
If your contact rate is struggling, this is the fix. Join Michael Weaver LIVE on June 11th at noon CST - Increase Your Contact to Quote Ratio: Converting Dials to Dollars.

👉 REGISTER FREE - JUNE 11TH NOON CST: Increase Your Contact to Quote Ratio: Converting Dials to Dollars: SAVE MY SEAT

Watch the full episode on YouTube: HERE

What's in this episode:
Insurance agents everywhere are running into a new obstacle - AI gatekeepers on cell phones that screen every incoming call before the prospect even sees a name. In this solo episode, Michael Weaver breaks down the exact strategy for getting past that screen and generating enough curiosity that prospects pick up. The principle is simple: keep it short and create urgency. The execution is what separates agents who get callbacks from agents who get ignored.

Michael Weaver walks through real voicemail and AI gatekeeper scripts that work in today's selling environment, including word-for-word examples any insurance agent can use immediately. Whether you are trying to book a quote, reach a referral, or reconnect with a prospect, this episode gives you a repeatable framework that fits in under 10 words and gets results.

[00:00] Why long voicemails are killing your contact rate
[01:30] Ray Sively's question and why it matters for every agent
[02:00] The two rules every voicemail and AI script must follow
[03:00] What not to say - the long voicemail that never gets returned
[04:00] The voicemail formula Michael Weaver teaches word for word
[05:00] Applying the same formula to AI gatekeepers on cell phones
[06:00] Six-second AI gatekeeper scripts that create immediate curiosity
[07:00] Short sweet to the point - examples you can use right now
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
11 min
June 04 459. How to Recruit Insurance Agents and Build a $500M Agency Model with Jay Wolfberg
Want to write 30 life policies in 30 days? Join Michael Weaver's FREE live training - Thursday, June 4th at noon Central.
👉 REGISTER NOW: SAVE MY SEAT

Watch the full episode on YouTube: HERE

What's in this episode:
Building a $500M insurance agency does not happen by accident. In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with Jay Wolfberg, president and CEO of WeInsure, to break down the recruiting strategies, franchise model, and leadership principles behind one of the fastest-growing independent insurance networks in the country. Jay built a WeInsure franchise from zero to $32M in premium before stepping into the C-suite, and he shares exactly what that journey taught him.

From recruiting Gen Z into a P&C career they have never considered, to explaining residual income in a way that actually lands, to thinking in customers instead of policies - Michael Weaver and Jay Wolfberg cover the conversations every agency owner and team leader needs to be having right now. Whether you are growing a team, evaluating a franchise model, or preparing to move into leadership, this episode gives you the real playbook.

[00:00] Why insurance is a marathon, not a sprint
[01:00] Meet Jay Wolfberg: president of WeInsure
[02:00] The Samuel L. Jackson of insurance: how that nickname happened
[03:00] From Hartford call center to franchise owner to C-suite
[04:00] Why Jay chose WeInsure over captive and straight independent
[05:00] The WeInsure model: sales center only, no back office
[06:00] What Jay would have built differently from day one
[07:00] Recruiting Gen Z: painting the 5-7-10 year vision
[09:00] What WeInsure offers beyond commissions
[10:00] How WeInsure uses proprietary AI through Peak6
[12:00] Agency Coach AI and why secure insurance-specific AI matters
[13:00] Where top recruits are coming from right now
[15:00] What college recruits respond to: residual income explained
[16:00] Why new applicants are asking to eliminate repetitive tasks
[17:00] Years 3-8: reinvesting everything to build the machine
[18:00] How to spot the recruit who truly gets the long game
[20:00] Why younger Gen Z may have a stronger work ethic than millennials
[21:00] The sales culture gap: what Boiler Room taught a generation
[22:00] Think customers, not policies
[23:00] From a $100 renter's policy to a $2M home
[24:00] The one trait you cannot teach
[25:00] What agency owners must know before moving into leadership
[26:00] How to connect with Jay Wolfberg and WeInsure

Connect with Jay Wolfberg:
Email: [email protected]
Website: weinsuregroup.com
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
30 min
June 01 459. Why Your Insurance Texts Aren't Working (And the Fix That Works Immediately)
Want to write 30 life policies in 30 days? Join Michael Weaver's FREE live training - Thursday, June 4th at noon Central. 👉 REGISTER NOW: HERE

Watch the full episode on YouTube: HERE

What's in this episode:
Most insurance agents are texting their prospects the wrong way - and losing deals before the conversation even starts. In this episode of The Insurance Buzz, Michael Weaver breaks down the exact texting strategy that turns cold leads into live phone conversations. The approach is simple, repeatable, and starts working the same day you implement it.

Michael Weaver walks agents through the step-by-step process of crafting that first text, engineering a response, and immediately converting that response into a phone call. Whether you are a new producer or a seasoned agent losing leads to voicemail, Michael Weaver's "text for dollars" framework gives you a clear script that creates curiosity, gets a reply, and gets you on the phone - where real sales happen.

[00:00] Why your initial text is costing you the sale
[01:00] Shoutout to Ashley and the problem she raised
[01:45] Text Michael directly - how to get your question on The Buzz
[02:30] Why texting from start to finish is a losing strategy
[03:00] Keep it simple - the first text rule that changes everything
[03:45] The exact opening text that gets a response every time
[04:30] What to do the second they reply - press send, press dial
[05:15] What if they decline the call - the follow-up text that works
[06:00] The ad Michael is running for life insurance producers
[06:30] Why selling by text hands your job to AI
[07:30] Hopium is not a strategy - what separates closers from texters
[08:00] The full recap - how to go from text to conversation every time
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
11 min
May 28 457. How John Tunnell Built a 64 Million Dollar Insurance Agency (From Scratch)
👉 REGISTER FREE - MAY 28TH, NOON CST - Double Your P&C Close Rate in the Next 30 Days: SAVE MY SEAT

Watch the full episode on YouTube: HERE
What's in this episode:
John Tunnell started from scratch in 2007 and built a $64 million book of business across multiple locations. Michael and Courtney Weaver sit down with John Tunnell for one of the most honest conversations ever on The Insurance Buzz - covering the mindset shift that took him from $11 million to $64 million in four years, the fear he had to overcome, and what it really looks like to go from agent to CEO.

Michael and Courtney Weaver go deep with John Tunnell on the hard side of scaling - the people who can't grow with you, building culture across a remote team of 45+, gamified competitions, core values, and the moment John finally handed off payroll after 19 years. If you want to build an agency that runs without you, this episode is the blueprint.

[00:00] From $11M to $64M in four years
[02:00] Getting over fear and betting on yourself
[05:00] The agent to CEO mindset shift
[07:00] What John still owns as CEO and why
[10:00] Building culture across a remote team
[12:00] Flying the whole team in for recognition
[13:00] The weekly gamified competition
[14:00] John Tunnell's five core values
[21:00] Why some people can't scale with you
[28:00] The pressure to perform at scale
[33:00] Handing off hiring firing and payroll
[36:00] Using AI tools and zip code heat maps
[37:00] The non-negotiables at $64 million
[39:00] Follow John Tunnell at @tunnelagency

Follow John Tunnell on Instagram: @tunnelagency
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
44 min
May 25 456. Our Honest Take on the State Farm Changes (And Every Carrier Cutting Commissions)
👉 REGISTER FREE - MAY 28TH, NOON CST - Double Your P&C Close Rate in the Next 30 Days: SAVE MY SEAT

Watch the full episode on YouTube: WATCH NOW

What's in this episode:
Michael and Courtney Weaver sit down for one of the most honest conversations on The Insurance Buzz yet. The commission cuts are real, the frustration is valid, and Michael Weaver and Courtney Weaver are not here to sugarcoat it. This episode breaks down what the State Farm changes - and every carrier cutting comp right now - actually mean, why the insurance industry has officially gone performance-based, and exactly how agents can make smart, strategic decisions instead of emotional ones.

[00:00] The one thing Michael and Courtney want every agent to hear right now
[01:00] Why it is okay to be angry, frustrated, and feel like you were lied to
[02:00] What Courtney Weaver says about not making decisions out of emotion
[03:00] Commission cuts are not new - what every carrier is actually signaling
[05:00] Should you stay or should you go? The honest framework for deciding
[07:00] If you stay, stay - if you go, go - why half-measures will cost you
[08:00] The insurance industry is now performance-based, period
[10:00] Business opportunity: what happens when 40 to 50% of agents leave
[12:00] Courtney Weaver on becoming the agent - and human - of the future
[14:00] Your skillset cannot be taxed, taken, or inflated - own it
[16:00] Permission to feel it, then move - what comes next is waiting for you
[19:00] Michael Weaver's final word: sit on it, create a plan, then send it
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
23 min

About The Insurance Buzz

From the publisher's feed

The Insurance Buzz shares top tips for Insurance Agents on how to maximize their entrepreneurial journey. Sales training tips, mindset, and motivation and learn from some of the best in the…