The Max Revenue Show

Max Revenue
  • 4.9 (19)
  • CAREERS
  • UPDATED WEEKLY

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. 2D AGO

    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

  2. 3D AGO

    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

  3. 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

  4. MAR 10

    He Wrote $1M in 12 Years, Then Doubled It In 4 | Dave Slocum

    In this episode, Micah and Trey talk with top producer Dave Slocum. Dave shares his journey from grinding it out for the first twelve years, to his rapid growth in the last 4 years. Dave shares his strategies for prospecting, client meetings, risk selling, and scaling his book. Keywords: insurance sales, agency growth, prospecting, client meetings, risk management, insurance brokerage, sales strategies, agency building, niche marketing, insurance industry insights Key Topics Prospecting and cold calling strategiesEffective client meeting frameworksRisk selling and underwriter relationshipsBuilding a niche and going up marketAgency growth and team building Timestamps 00:00 Introduction to the Max Revenue Show 05:51 Dave Slocum's Journey in Insurance 10:39 Growth and Partnership with Superior 15:52 Transitioning to Larger Accounts 20:22 Prospecting and Cold Calling Strategies 25:28 Meeting Preparation and Client Engagement 30:21 Closing Deals and Building Relationships 36:41 Effective Communication in Client Meetings 40:09 Navigating the Middleman Role 41:12 Building Trust with Carriers 43:55 The Importance of Reputation in Insurance 46:06 Creating Ideal Submissions 49:45 Learning from Failures 55:07 Structuring Productive First Meetings 01:01:23 Rebuilding from Scratch: Strategies for Success Resources: 📈 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 7m

  5. MAR 5

    He Built Two $3 Million EB Books Then Became the CEO | Tim Leman

    Tim is the CEO of Gibson, one of the top independent agencies in the Midwest. Before becoming CEO he was a top EB Broker builing two separate $3 million books across three different markets. In this episode, Tim joins Luke to break down exactly what separates elite EB producers from everyone else, what it actually means to be a subject matter expert in EB today, and why math is a secret weapon most EB brokers ignore. Key Topics: - Tim's background and how he entered the insurance industry out of college - Strategies to build and scale multiple EB books efficiently - The importance of relationship-building and becoming a trusted resource - Adapting to market changes, vendor stack management, and risk financing strategies - Mentorship, leadership, and team collaboration for continued growth - Leveraging technology, organization, and soft skills to increase productivity - Tips for new producers: overcoming obstacles and establishing a sustainable pipeline - Navigating complex client needs and managing expectations effectively Timestamps: 00:00 - Introduction and Tim's industry origin story 04:43 - Evolution of EB industry training and onboarding trends 08:04 - The next generation of EB producers: mindset and motivation 10:20 - Advice for young producers: persistence, resilience, and relationship focus 12:25 - Developing a pipeline and avoiding resource drain on bad clients 13:47 - Effective use of social media and in-person networking for growth 15:42 - Cold outreach tactics and building local relationships 17:32 - The importance of continuous learning and industry expertise 20:07 - Rebuilding multiple books and market segmentation strategies 22:14 - Lessons learned from building relationships and handling large accounts 26:32 - The significance of partnership with PNC producers and cross-referrals 31:52 - The value of team collaboration and leadership in scaling a book 36:43 - Financial literacy and understanding complex financial statements 42:20 - Managing increasing vendor options and point solutions in health benefits 44:43 - Implementing effective client communication and change management 54:19 - Planning for event responses and managing client expectations 55:51 - Finding top talent: filters, motivation, and evaluation 60:48 - The importance of life organization, time management, and soft skills 64:11 - Strategic mindset: intrapreneurship, teaming, and long-term vision 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 4m

  6. MAR 3

    Providing Value Far Beyond Coverage Expertise with Top Producer Houston Harris

    In this episode, Houston Harris shares his 20+ years of insights, including his personal transformation from transactional to a value-driven consultative approach. Key Topics: -Houston’s origin story from East Texas to helping lead a $60M agency - The importance of maintaining independence for long-term growth - Mindset shifts: from transactional to consultative insurance selling - Strategies for prospecting and building a targeted, high-quality book - The value of relationships, niche expertise, and resource gatekeeping - Leveraging technology and AI to provide advanced client services - How to develop a team that executes a proactive stewardship plan - The significance of safety culture and risk management in reducing claims - Practical advice for early-stage producers seeking to grow their books Timestamps: 00:00 - Introduction and episode overview 02:45 - Houston’s background and early career shift 09:06 - Maintaining a 20+ year tenure at the same agency 12:37 - The long-term mindset in agency growth 20:21 - Transition to a more strategic, value-driven approach 31:22 - Building a consultative, risk management-focused business 42:50 - How to approach prospects with no immediate pain 55:55 - Prospecting strategies for new producers and agents 64:07 - Resources for implementing pre-hire, post-hire, and claims processes 66:10 - Final thoughts and Houston’s advice for aspiring insurance professionals Resources: 📈 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 6m

  7. FEB 25

    The Huge Opportunity Most Benefits Brokers Are Ignoring with Dr. Eric Bricker and Joe Wilson

    In this episode, Trey and Luke sit down with Dr. Eric Bricker and Joe Wilson of Frontier Direct Care to break down everything you need to know about Direct Primary Care — what it is, where it works, and why most brokers are leaving money on the table by ignoring it. ... 📈 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 1m

  8. FEB 23

    From Stuck at $600K to Multi-Million Dollar Producer with Guffy Wright

    In this episode, Micah talks with top producer Guffy Wright. After being stuck for multiple years at $600K he shares the radical mindset shift that propelled him to $2.5M+ and sustainable, unstoppable momentum. If you're feeling stuck, unsure how to break through stagnation, or overwhelmed by the pressure to constantly perform, this episode is your blueprint for transformation. ... 📈 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
    151
  • Rating
    Explicit
  • Copyright
    © Max Revenue

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