In this episode of The Max Revenue Show, we unpack the nuanced approach to quoting in commercial insurance. Micah and Trey go deep on when to walk away, when to quote, and how to use quoting as a strategic wedge, not a desperate Hail Mary.

If you've ever struggled with finding the balance between BOR-only and quoting everything that moves, this is the blueprint you've been waiting for.

This episode is brought to you by:

📈 Insurance Xdate

Generate Leads. Win New Biz.

https://www.insurancexdate.com

🧰 Resources Mentioned:⁠

📬 Sign up for The Max Revenue Letter:⁠

https://maxrevenuegroup.com/subscribe

📒 Grab The Producer Playbook:⁠

https://maxrevenuegroup.kartra.com/page/playbook

⏱ Timestamps:

00:00 – Intro + Father’s Day reflection + how time accelerates when you become a producer

02:43 – Selling cycles and why quoting ahead of time creates built-in urgency

05:18 – The evolution from BOR-only to quoting strategically

08:11 – Why BOR-only can work… but still leaves money on the table

10:29 – When quoting becomes necessary: lack of market access, true client pain, or loyal but uncertain buyers

13:45 – The 3-question internal filter Micah uses before quoting16:08 – Trey: “Quote when quoting gets you closer to control”

17:45 – Micah’s real-life quoting wedge story: quoting auto only to BOR the rest

20:02 – The dangers of quoting just for insight without a plan21:48 – The rule: Always present quotes in person or live—not via email

23:00 – Controlling the post-proposal narrative: decision-maker access + first look vs. last look

25:22 – When quoting helps build long-term relationships (towing account example)

28:30 – Federated stats: 3rd-year quoting has highest conversion rates

30:19 – Why quoting without due diligence is a waste of time

32:05 – Framing the quote post-due diligence: transparency + market access conversation

34:44 – The importance of packaging the quote: side-by-sides + value alignment

36:00 – Strategic follow-ups after quoting (especially in niche verticals)

37:42 – Final thoughts: quoting is a tool—use it with purpose

In this episode we break down the sales skill no one teaches - but every producer needs - storytelling.

Micah and Trey unpack why vomiting stats and technical jargon isn't what closes deals. Instead, they walk through the exact stories, analogies, and real-life examples that have helped flip cold accounts, justify coverages, and land BORs.

Whether you’re struggling to explain complex coverages or just want to become more memorable in meetings, this episode shows you how to use storytelling as your most underrated sales weapon.

This episode is brought to you by:

Insurance Xdate
Generate Leads. Win New Biz:
https://www.insurancexdate.com/

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

Timestamps:
00:00 – Intro + Insurance Xdate shoutout
03:10 – Why stories matter more than stats
07:22 – Real sales story: saving Bobby $150K
09:35 – The Bible, history, and human memory
11:12 – “Explain it like I’m 5” and why simplicity wins
13:30 – Pollution story: Johnny the excavator’s $2M mistake
16:08 – Analogies that convert: sushi, real estate, Tom Brady
24:20 – Who started these content trends anyway?
28:05 – Real due diligence wins without quoting
37:42 – What actually gets someone to fire their agent
42:17 – The myth of overnight success
44:00 – Wrap-up + Producer Playbook + YouTube CTA

Want more?
Subscribe for new episodes + tactical advice to grow your book of business from scratch.

Like this episode?
Drop a comment, leave a review, or share with a fellow Producer.

#Storytelling #InsuranceSales #BrokerOfRecord #CommercialInsurance #MaxRevenueShow

In this episode of The Max Revenue Show, we break down the exact framework Micah uses to run highly effective first meetings with insurance prospects.

Whether you're a new producer trying to write your first $100k, or a seasoned vet looking to tighten up your process, this episode gives you the real-world playbook for turning curiosity into conversion.

This episode is brought to you by:

Insurance XdateGenerate Leads. Win New Biz:https://www.insurancexdate.com/

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

Timestamps:

00:00 – Intro + Insurance Xdate shoutout

02:12 – Why the cold call often becomes the first meeting

05:47 – The perfect first meeting opening script

10:30 – 3 core discovery questions to uncover hidden pain

13:22 – The #1 follow-up that reveals buying intent

17:15 – How to explain “The Insurance Game” to any buyer

23:05 – Visual tools that help prospects get it

26:49 – Due diligence pitch: what it is and how to position it

31:50 – Fallback strategy: when quoting makes sense

36:20 – Why being flexible 3–4X’d Micah’s revenue

41:03 – When a first call should be cut short44:15 – How to track meetings the right way

47:40 – Wrap-up + Producer Playbook + YouTube CTAWant more?

Subscribe for new episodes + tactical advice to grow your book of business from scratch.

Like this episode? Drop a comment, leave a review, or share with a fellow Producer.

#ColdCalling #CommercialInsurance #SalesTraining #MaxRevenueShow

In this episode of The Max Revenue Show, Trey and Micah break down the real reason most Producers struggle with cold calling—and what to do instead.

They share the 3 key pillars that drive real results on the phone:

1. Mindset – Why fear never goes away (and how to work with it anyway)

2. Tonality – How to match your prospect’s energy to keep the call alive

3. Scripting – Why what you say matters less than how you say it—and how to create curiosity without sounding like a robot

Along the way, they trade stories from the field, unpack common cold call mistakes, and explain how to build consistency without burning out.

Whether you’re brand new to cold calling or looking to sharpen your approach, this episode will reframe how you think about the dial.

Resources Mentioned:

• Insurance Xdate – Title Sponsor: More leads. Better data. Smarter prospecting.

• The Max Revenue Newsletter: Weekly insights for commercial producers (drops every Monday)

• Producer Playbook: Micah’s step-by-step guide to building a book of business from scratch

Timestamps:
00:00 – Welcome + sponsor shoutout
02:05 – Why cold calling still works
04:50 – Micah’s story: from shy kid to cold calling machine
08:35 – Pillar #1: Mindset and the power of sorting vs. selling
15:00 – Overcoming fear and building call consistency
21:12 – Pillar #2: Tonality and mirroring your prospect
30:40 – Chipper vs. calm: finding the right delivery
34:15 – Pillar #3: Scripts, objections, and extending the conversation
41:00 – Why how you set the meeting matters
46:05 – Final thoughts + why Micah’s method works

Want more?
Subscribe for new episodes + tactical advice to grow your book of business from scratch.

👍 Like this episode? Drop a comment, leave a review, or share with a fellow Producer.

#ColdCalling #CommercialInsurance #SalesTraining #MaxRevenueShow

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?

Subscribe for weekly episodes on growing your book of business, cold calling, marketing, and all things producer life.

In this episode, Trey and Micah break down a common hang-up for producers: The buyer who's interested... but hesitant to sign the BOR. We walk through a listener-submitted pitch and unpack where it hits, where it misses, and how to reframe your BOR ask so it centers the client—not the broker.You’ll hear:- Why making your pitch about your effort kills trust- How to reframe the BOR as control for the client- The “real estate agent” analogy that just works- Why rewriting your talk tracks is more powerful than reading them- Our honest numbers: what consistency looks like (and what happens when you lose it)Plus: Micah’s daughter’s dance recital and unsolicited putting tips from a 72-year-old at the range 🕺🏽🏌🏽‍♂️This one’s part mindset, part talk track, and all real talk.Timestamps:00:00 Intro from the truck (locked out of the office)01:15 The DM: “They want to work with me but won’t sign”03:20 Breaking down the BOR pitch blurb10:00 The real problem with making it about you15:12 What to say instead: framing control for the buyer24:02 Call activity vs deal flow: why producers fall off28:45 Adjusting your prospecting window: does time of day matter?32:10 Writing vs reading: how scripting helps even when you don’t use one36:30 Dance recitals, golf tips, and what makes you “look like a natural”41:50 Final thoughts + where to find our weekly newsletter + playbookResources Mentioned:Sign up for The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠:⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠Grab The Producer Playbook here:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbookLike the episode?Subscribe for weekly episodes on growing your book of business, cold calling, marketing, and all things producer life.

In this episode we discuss why picking a niche isn’t just smart, it’s a shortcut to success.In this episode of The Max Revenue Show, Trey Shields and Micah Salas break down how niching down can simplify your entire sales process, build your authority faster, and make prospecting feel effortless.Inside you’ll learn:- Why a niche makes you more confident and credible- How to start narrow—even if you’re brand new- Why speaking your client’s language gives you an unfair advantage- How niching turns cold calls into warm conversationsWhether you’re a new insurance producer or a seasoned vet stuck in generalist hell, this episode gives you a blueprint to stand out, sell faster, and grow your book with less stress.Resources Mentioned:Sign up for The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠:⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠Grab The Producer Playbook here:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbookTimestamps:00:00 – Intro01:34 – Why niche down?04:15 – What makes a good niche07:42 – How to learn a market fast10:21 – Speaking the language of your prospects13:05 – Referrals and reputation16:40 – Closing thoughts + golf talkLike the episode?Subscribe for weekly episodes on growing your book of business, cold calling, marketing, and all things producer life.

In this episode, we break down the unconventional truths that most insurance producers never hear, but absolutely need to.If you want to build a lasting book of business (without losing your mind), it’s time to stop playing the fear-based game most agents get stuck in.You'll learn:- Why sending loss history fast actually makes you stronger- How market blocking hurts your clients (and your reputation)- The right way to talk to clients who are shopping around- Why sharing bad news early can save your account, not lose it- How to prospect like a true consultant, not just another desperate salespersonMost agents are playing checkers.We're here to show you how to play chess.👉 Subscribe for more no-BS strategies on how to build a book that actually works.Timestamps:0:00 - Why this matters1:30 - 4 unconventional truths for defending your book10:00 - 2 unconventional truths for winning new business25:00 - The real reason playing it straight wins long-term28:00 - How to build peace of mind and profitResources Mentioned:Sign up for The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠:⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠Grab The Producer Playbook here:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook

Sign up for The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠:⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠Grab The Producer Playbook here:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook

Sign up for The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠:

⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠

Grab The Producer Playbook here:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook