The Insurance Buzz

Michael and Courtney Weaver
  • 4.9 (126)
  • ENTREPRENEURSHIP
  • UPDATED SEMIWEEKLY

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 industry and experts in the field as they share what they have done to be successful as an Insurance Agent.

  1. 2D AGO

    434 - When Being a Good Insurance Agent Still Isn’t Enough: Shelby Skytland

    FREE TRAINING — Last Minute Life Push: Finish Q1 Strong Turn conversations you’re already having into life insurance sales before the quarter ends. 📅 March 12th — Noon  👉 Save your seat: https://bit.ly/4aRSnqd Watch the full episode on YouTube: HERE What’s in this episode: Most agents think production alone will carry their agency. But eventually it catches up with you. In this episode, Shelby Skytland shares the real story behind his first three years of strong production… followed by a two-year slump that forced him to rethink everything about leadership, team development, and what success actually means. Shelby breaks down how burnout, trying to do everything himself, and failing to invest in his team nearly derailed his agency—and what he changed to rebuild momentum. Today he’s back on track with a stronger team, better culture, and a much clearer definition of success. If you’re a producer who feels the pressure to carry your entire office—or an agency owner who knows something needs to change—this conversation will challenge how you think about growth, leadership, and building a business that actually lasts. [00:00] Shelby’s journey from early success to a two-year slump [04:30] The burnout trap many agents fall into [07:00] Why not investing in your team kills production [10:00] The identity trap of tying success to production [12:00] Redefining success beyond business [15:30] The turning point that changed Shelby’s agency [19:00] Building a team culture that actually works [21:00] The simple daily metric driving production [24:00] Why fast phone appointments convert better [27:30] The leadership lesson Shelby wishes he had learned sooner [31:00] Why great teams—not great producers—build great agencies Connect with Shelby Skytland Want to follow Shelby’s journey or connect with him directly? 📘 Facebook: https://www.facebook.com/shelbyskytlandstatefarm 📧 Email: shelby@shelbyskit.com BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    36 min

  2. 6D AGO

    433. From $10M to $100M: The Math Behind Explosive Agency Growth with Keith Collins

    FREE TRAINING — Last Minute Life Push- How to Finish Q1 Strong Turn conversations you’re already having into life insurance sales before the quarter ends. 📅 March 12th — Noon  👉 Save your seat:  I Want In! Watch the full episode on YouTube: HERE What’s in this episode: What actually separates a $10M agency from a $100M agency? Keith Collins joins Michael and Courtney Weaver to break down the math behind real agency growth. From hiring and marketing to personal branding and systems, this conversation dives into what top agencies are doing differently right now. They also discuss why the next few years could bring the biggest shift the insurance industry has ever seen—and how agents can position themselves to win. [00:00] Thinking bigger than the 10-year goal [04:30] Using math to reverse-engineer agency growth [07:30] Compressing timelines to accelerate production [12:00] Staffing and marketing that actually scale [17:00] Why the industry is shifting toward production [24:30] Writing better business to improve retention [30:00] Two sales models inside one agency [37:00] Questions top agents ask their leaders [39:00] Why personal branding is the future [47:00] Keith Collins on building his personal brand BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    49 min

  3. MAR 2

    432. 2026 Is Here: What David McKnight Warned Us About Taxes Years Ago

    BOOK A STRATEGY CALL – Agency Coach AI See how top agencies are grading 100% of calls and increasing production. 👉 Book here: LET'S TALK Watch the full episode on YouTube: HERE What’s in this episode: If your clients have $1M in an IRA, they don’t have $1M. They have a future tax liability. In this episode, David McKnight (The Power of Zero) explains why 2026 matters, how Roth strategy should actually be structured, and how properly designed IUL can act as a volatility shield in retirement. If you work with pre-retirees or high-income clients, this episode gives you language and strategy you can use immediately. [00:00] Why you don’t actually know how much money is in your IRA [02:00] $239 trillion in unfunded obligations explained [04:30] The Power of Zero strategy [06:00] Why younger clients must prioritize tax-free growth [08:30] How to properly balance tax-deferred and Roth buckets [12:00] The Volatility Shield strategy [15:00] How cash value can double retirement withdrawal rates [18:00] IUL vs Whole Life for volatility buffering [24:30] 2026 tax sunset – what agents must prepare for [26:00] Why NOT to jump into the 32% bracket [28:00] Heroes of Zero conference BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    33 min

  4. FEB 26

    431. Questions That Sell Life Insurance Without Pressure with Van Mueller

    LIVE ACCOUNTABILITY TRAINING – TODAY AT NOON The revenue you’re missing is hiding inside ungraded conversations. Learn how to create real accountability and predictable growth. 👉 Join us live:  SAVE MY SEAT Watch the full episode on YouTube: HERE What’s in this episode: If you’re trying to “sell” life insurance instead of guiding the conversation… you’re making it harder than it needs to be. In this episode, Michael sits down with Van Mueller to break down how elite producers use questions—not pressure—to write larger policies and eliminate resistance. This is a masterclass on conversation control. From expanding face amounts without pushing to reframing objections without defending price, Van shares the mindset and structure behind questions that move clients emotionally and financially. If you want higher premiums, fewer objections, and more confident closes… this one’s for you. This is about leading the conversation—not forcing the sale. [00:00] Why pressure shrinks premium [02:00] The real power behind asking better questions [04:30] How to expand face amount without pushing [06:30] The mistake of explaining too much [09:00] Letting the client sell themselves [11:30] Turning objections into buying momentum [14:00] Selling large policies without sounding salesy [17:00] Confidence comes from conversation control [20:00] Why silence is a producer’s advantage BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    53 min

  5. FEB 23

    430. The CEO Dilemma: When You Own the Business but Feel Stuck in a Job

    YOUR REVENUE PROBLEM IS A CONVERSATION PROBLEM. The money you’re missing is hiding in the calls you’re not measuring. Create real visibility. Create real accountability. 👉 Join the live training: SAVE MY SEAT Watch the full episode on YouTube: HERE What’s in this episode: If you started your agency to build freedom—but now feel trapped in a 12-hour-a-day job—this episode is your wake-up call. Michael breaks down the harsh truth behind the “CEO” title and why most agency owners are trying to skip levels. From underperforming teams and dried-up lead sources to cash flow stress and culture breakdowns, this is an honest conversation about what it really takes to grow into the CEO role. If you’re in years 1–5 (or even 6–10) and feeling the pressure… this one’s for you. This is about earning the role—not wishing for it. [00:00] Hope is not a strategy [01:00] The CEO trap agency owners fall into [03:30] Why no one tells you how to delegate [04:30] Starting with $5K and no backup plan [06:00] The 18–24 month “make or break” window [07:30] You must build a business that requires a CEO [11:00] The hard truth about underperforming teams [13:30] If you’re not profitable, get back in the sell seat [15:30] Leading from the front changes everything [18:00] Massive action vs. hoping things improve BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    20 min

  6. FEB 19

    429. The Burnout Trap most Life Insurance Agents fall into with Jim Ruta

    Inconsistent production? It’s not motivation — it’s visibility. LIVE Thursday at Noon CT See how top agencies prove accountability on every call. 👉 Register: Save My Seat Watch the full episode on YouTube: HERE What’s in this episode: If you feel like you’re working harder than ever… but not breaking through — this episode will hit home. Hall of Fame speaker and industry legend Jim Ruta joins Michael to break down the real reason most life insurance agents burn out — and why it has nothing to do with leads, scripts, or AI. It’s belief. It’s consistency. It’s mastering fundamentals when everyone else is chasing shortcuts. If you’re serious about becoming an icon in your marketplace instead of just another producer, this conversation will reset your standard. [00:00] Why Most Agents Never Become Professionals [02:00] The Difference Between Average and Awesome [03:00] Nobody “Needs” Life Insurance [08:00] The Elevator Myth in Sales [10:00] Why Agents Throw Away 9 Out of 10 Leads [12:00] The ICON Protocol Explained [18:00] Consistent Conversations = Consistent Results [22:00] The Self-Canceling Mortgage Question [26:00] Why Top Advisors Don’t “Close” [29:00] Stop Selling — Start Solving BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    34 min

  7. FEB 16

    428. 7% to 23% Close Rate: The Small Change That Made It Happen

    Join us LIVE on February 18th at 12:00 PM CT Overcoming Price Objections in Life Insurance Conversations Don’t let price slow your Q1 momentum. 🎯 Reserve your seat now: SAVE MY SPOT Watch the full episode on YouTube: HERE What’s in this episode: If your team is quoting but not closing, this episode is going to challenge you. One agency went from a 7% close rate to 23% in a week and a half. No new leads. No new scripts. No new hires. Just one behavioral shift: accountability. In this solo episode, Michael breaks down why most agency owners think they have a training problem — when they actually have a standards problem. If your producers aren’t consistently asking for the sale, and no one is checking, you don’t have a closing strategy… you have hope. This episode is about installing real accountability without micromanaging — and how “the checker gets what the checker checks” can dramatically increase production in your office. If you want to grow in 2026, start here.  [00:00] From 7% to 23% — What Actually Changed  [01:00] When Hard Work Isn’t the Problem  [02:00] The “Assume the Sale” Close Explained  [03:00] Why They Only Audited the Final Question  [04:30] The Real Reason Production Jumped  [06:00] Accountability vs. Micromanagement  [07:30] How Higher Close Rates Build Confidence  [09:00] Installing a Culture of Measured Standards  [10:30] The Growth Decision Agency Owners Must Make BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

  8. FEB 12

    427. 100-App Months: What These Two Producers Do Differently — And What They Expect From Their Agents

    Join us LIVE on February 12th at 1:00 PM CT How Accountable Is Your Insurance Agency—Really? 🎯 Save your seat now: JOIN HERE Watch the full episode on YouTube: HERE What’s in this episode: What separates average producers from the ones hitting 40… 50… even 100 apps in a month? It’s not better leads. It’s not luck. And it’s not some secret script no one else has. In this episode, Michael and Courtney sit down with two high-producing agents from the Burke’s Agency who are executing at a high level right now. Waldis has hit Century Club — 100 apps in a single month. Abe consistently produces 30–50 items monthly with zero prior sales experience. So what are they doing differently? They break down: Why culture drives production more than comp plansWhat “CEO of your desk” really meansHow healthy competition builds winnersWhy reinventing the wheel during a slump makes it worseHow to rebuild your funnel after vacationThe power of active listening to increase items per householdThe 1% daily growth rule that compounds into elite production They also get real about struggles. Bad months. Empty funnels. Mental dips. And exactly how they work through it without blaming leads, the market, or their carrier. If you’re a producer who wants more consistency, more control, and bigger months — this episode gives you the blueprint. Discipline. Process. Ownership. That’s what creates 100-app months. BOOK A DEMO– Agency Coach AI Learn More: Let's Chat The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

    34 min
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4.9
out of 5
126 Ratings

About

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 industry and experts in the field as they share what they have done to be successful as an Insurance Agent.

Information

  • Creator
    Michael and Courtney Weaver
  • Years Active
    2022 - 2026
  • Episodes
    429
  • Rating
    Clean
  • Copyright
    © 2026 The Insurance Buzz
  • Show Website
    The Insurance Buzz

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