The Max Revenue Show

Max Revenue
  • 4.9 (19)
  • CAREERS
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Never take advice from someone who inherited their book from daddy. Listen to this podcast instead. Every week Trey Shields and Micah Salas talk prospecting, sales, and productivity for growth-minded Producers building their book from scratch.

  1. 1D AGO

    A Wake Up Call For Top Producers | Scott Barker

    What happens when you spend 15 years chasing money and status, sacrifice everything to get there, and then finally hit the goal and feel absolutely nothing? Scott Barker went from door-to-door sales to becoming the youngest director at a $4 billion software company, to co-founding his own venture fund. By every scoreboard our industry uses, he won. Then he stepped down, sold his house, sold everything in it, and spent the last year traveling the world looking for better questions. This is one of the most honest conversations we've had on this show and Trey and Micah get personal too. If you're a high performer who hasn't hit the wall yet, this one's especially for you. In this episode:00:00 — Intro03:00 — Scott's background: BDR to venture fund founder05:30 — The first cracks: alcoholism, Adderall, sleeping pills, and the perform-escape-sleep loop10:00 — The lie high performers tell themselves ("just one more crazy quarter")14:00 — What the universe does when you stop listening to your body16:00 — Hitting the $50M goal and feeling nothing — the moment everything changed21:00 — Trey's story: panic attacks, a health scare, and quitting his job23:00 — Selling everything and traveling the world: what Scott found27:00 — Why slowing down is now a competitive strategy31:00 — What to say to the person who's never hit the wall yet35:00 — The 48-hour attention audit and why silence is a superpower44:00 — Optimization is dead. Integration is the new game.52:00 — What 10 days of silent meditation actually teaches you58:00 — Micah's "free agent" framework: why enough is a strategyFind Scott Barker:The Wake Up Call — podcast & SubstackLinkedIn: Scott BarkerIf this episode hit home, the best thing you can do is leave us a review and share it with one person in your life who needs to hear it. It helps more people find the show.

    1h 2m

  2. 3D AGO

    How To Dominate a Niche with Andrew Meinster

    Resources & Links: ⏱️ Download Productive Producer pdfs https://www.maxrevenuegroup.com/products/planner-pdf-s 📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue 📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠ https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠ 📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠ https://maxrevenuegroup.kartra.com/page/playbook 🕹️ Free Trial of Producer Games: https://www.playproducergames.com/

    51 min

  3. APR 2

    How To Manage Your Time Like a Top Producer with Luke Berry

    ⏱️ Download Productive Producer pdfs https://www.maxrevenuegroup.com/products/planner-pdf-s 📈 Free Trial of Insurance Xdate: ⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue 📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠ https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠ 📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠ https://maxrevenuegroup.kartra.com/page/playbook 🕹️ Free Trial of Producer Games: https://www.playproducergames.com/

    46 min

  4. MAR 31

    Is This AI Startup the Future of Insurance Agencies?

    In this episode, Trey and Micah put Sean through a full AI hot seat — no softballs. Sean Stuart, co-founder of Rosella, spent years doing boots-on-the-ground research. Literally walking into random insurance offices in major metros, knocking on doors, and asking brokers to explain their world. What he found led him to build something most insuretech founders miss: a brokerage that respects the craft while using AI to do things the old guard can't move fast enough to copy. What we cover: - Why Rosella targets under $100K premium accounts - Their "Moneyball" approach to insurance - How AI phone assist is helping junior producers validate in months instead of years - Why building your own tech stack from scratch beats bolting AI onto Applied Epic - The real reason insurtechis a graveyard — and why Rosella is approaching it differently - Trey and Micah's unfiltered take on vertical selection, niche strategy, and what they'd do if they were building this themselves Connect with Sean:Email: sean@rosellabrokerage.com Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue 📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠ 📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook 🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

    1h 2m

  5. MAR 24

    How the Captive King Built a $2M Book Leading With Captives | Rich Varrato

    In this episode, Rich Varrato breaks down exactly how he used group captives as an entry point to build a $2M book of business, why most producers are underusing (or misrepresenting) captives, and what it really takes to make it in commercial insurance. What we cover: - How Rich discovered captives three years into his career with under $100K in revenue — and what changed - The five-year look-back framework and how to use it to open conversations with contractors - Why $200K in premium is the real minimum threshold (and why going below it gets risky) - The defensive vs. offensive captive pitch — and why one kills deals - Why big brokers don't lead with captives (it's not what you think) - The activity gap between average producers and the top 1% — and what -Rich sees on his Top Gun calls - How Rich's service team of four handles a captive-heavy book and still turns certs in under five minutes Resources mentioned:captivekings.com — Rich's free five-year look-back tool for captive prospects

    58 min

  6. MAR 19

    From Top CFB Recruit to Top EB Broker | Jeb Blazevich

    Resources & Links:📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

    1 hr

  7. MAR 17

    Blazing a Path For the Next Generation of Insurance Producers | Justin Tatum

    In this episode, Trey talks with Justin Tatum, a top producer and top producer mentor. He shares how he grew a multi-million dollar book, to leading a national firm, to his new venture building a groundbreaking approach to agency equity and profit sharing. Inside you’ll discover: - How to hit your full revenue potential with just two strategic meetings per week - The flawed industry standards pushing producers toward burnout and failure—and what to do instead - Why renewal retention rates are collapsing and how proactive sales strategies can flip the script- The truth about agency consolidation, private equity’s role, and what small, nimble firms will do differently - Justin’s blueprint for recruiting, training, and motivating young producers—plus his insights on building an agency team that lasts We break down the nuances of commissions, equity, and buy-in models—sharing transparent, practical frameworks for how to structure your agency’s financial future. Justin’s candid take on industry pitfalls, from overwork to buy-and-strip tactiques, is a wake-up call for any producer who wants to build resilience and long-term wealth.This episode is perfect for ambitious agents feeling stuck, industry veterans seeking a fresh perspective, and aspiring agency owners ready to disrupt the status quo. Whether you’re looking to scale or simply want to earn more with less chaos, Justin’s insights will inspire you to rethink what’s possible in insurance. Justin Tatum is the founder of HG Risk, leading a new generation of agents focused on strategic growth and technology-driven success. His expertise comes from decades of building high-performance teams, navigating the waves of industry consolidation, and creating innovative agency models that prioritize profit sharing and genuine client value.If you’re ready to challenge old norms, unlock scalable strategies, and build an agency that thrives in the modern market, this episode is your blueprint. Hit play and start transforming your insurance career today.

    57 min

  8. MAR 12

    How To Build a $1.3M EB Book and Have Fun Along the Way | Alex Rodriquez

    In this episode, Luke and Trey sit down with Alex Rodriguez, a blue chip benefits broker out of Arizona. Alex shares his journey from HR to building a thriving employee benefits book. He shares his strategies for prospecting, tips for building lasting client relationships, and how to do it all while still have fun along the way. Key Topics: Alex’s transition from PR and HR into insurance sales and hitting his first 1 million dollar book (years 1-8)The importance of confidence & organic prospecting methods (face-to-face meetings, dinners, introducing yourself, avoiding overcomplication)Building a consultative, agnostic approach to advising clients on funding mechanisms (fully insured, level funded, captives)Pros and cons of market maturity across regions (Arizona vs Southeast, influence of claims data)Strategies for onboarding new agents: prospecting mistakes, building relationships, and avoiding common pitfallsThe structure of Alex’s team: client executives, account managers, client managers, and data specialistsMaintaining work-life harmony: setting expectations, family calendar integration, being fully presentLessons from failures: the grind year, ego management, and continuous self-assessment Timestamps: (00:00) - Introduction and Alex’s background(03:44) - How Alex started organic prospecting in insurance(07:57) - Building confidence through experience and client wins(12:05) - Strategies for prospecting and relationship building(16:31) - Navigating different regional markets and regional claims impact(21:00) - Transitioning into captives and alternative funding models(26:44) - Common mistakes new agents make and how to avoid them(32:28) - Alex’s biggest failures and lessons learned(48:42) - Balancing professional growth with family life(53:33) - Closing remarks and appreciation Resources & Links: 📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠📒 Grab The Producer Playbook:⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook🕹️ Free Trial of Producer Games:https://www.playproducergames.com/

    53 min
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Ratings & Reviews

4.9
out of 5
19 Ratings

About

Never take advice from someone who inherited their book from daddy. Listen to this podcast instead. Every week Trey Shields and Micah Salas talk prospecting, sales, and productivity for growth-minded Producers building their book from scratch.

Information

  • Creator
    Max Revenue
  • Years Active
    2023 - 2026
  • Episodes
    156
  • Rating
    Explicit
  • Copyright
    © Max Revenue

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