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The Max Revenue Show: Daily Summaries Delivered
by Max Revenue
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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 1 weeks ago58 min
Better Than CE: Environmental & Pollution with Tanya Andolsen
In this episode, Trey sits down with Tanya Andolsen of Argosy Risk, a 30-year veteran of the environmental insurance industry, to break down everything producers need to know.From why premiums are surprisingly affordable to the hidden gaps in standard GL and property policies, Tanya walks us through site pollution, contractor's pollution liability, transportation coverage, non-owned disposal sites, products pollution, and more. Whether you're a generalist trying to round out accounts or a niche producer looking to go deeper, this episode will change how you look at every renewal.........Timestamps:00:01 — Welcome & intro00:45 — Tanya's background: 30 years in environmental insurance (carrier, retail, wholesale)01:13 — Why are environmental claims large but premiums so cheap?03:35 — Why standard contractors (HVAC, roofing, plumbing, flooring) are buying environmental coverage04:44 — Biggest mistake producers make: not bringing it up (and the E&O exposure that creates)06:18 — Environmental Insurance 101: where standard GL/property ends and environmental picks up06:29 — The two main towers: site-specific coverage vs. contractor's pollution liability08:08 — On-site vs. off-site exposures; strict liability and the "chain of title" rule12:02 — Contractor's pollution liability: asbestos, mold, lead, soil contamination13:57 — Transportation pollution liability: in-transit exposures, loading/unloading gaps17:32 — The generator vs. transporter debate — who's responsible when something spills in transit?20:22 — Non-owned disposal sites and Potentially Responsible Party (PRP) liability23:58 — Products pollution: the gap nobody talks about (valves, coatings, solvents, containers)28:40 — Tanya's environmental exposure checklist for producers (available on request)30:27 — Surprising contractors who need environmental coverage: street & road, roofing, HVAC, plumbing, landscaping, drone applicators35:14 — How to sell environmental coverage to resistant clients (claim scenarios + education)38:18 — What producers should bring to a submission — and what they almost never do44:30 — How environmental risk is actually rated (site, revenue, units — not filed rates)48:06 — Sudden & accidental vs. gradual coverage explained simply51:00 — Which is bigger: remediation costs or third-party liability?53:00 — What we didn't cover: M&A, property acquisition, due diligence gaps56:38 — Wrap-up and how to reach Tanya........Key Takeaways:95% of environmental coverage is written on non-admitted (E&S) paper — forms and rates are not filedA "pollutant" doesn't have to be hazardous or toxic — it's anything introduced to an environment that causes harmIf you're in the chain of title on a contaminated property, you can be held liable even if you didn't cause itNot bringing up environmental coverage is an E&O exposure for producersGradual coverage is broader than sudden & accidental — know the difference before recommending limits........
- 2 weeks ago5 min
QUICKY: How to Find 3-Star Prospects With 5-Star Potential
In this episode, Micah breaks down his framework for identifiying "three-star" prospects with huge upside, before everyone else starts knocking their door down.........Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe
- 2 weeks ago59 min
From Building a $1.6M Book to Building a Best Practices Agency with Josh Gurley
Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrev...🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe...
- 3 weeks ago11 min
QUICKY: Micah's Simple Proposal Strategy That Wins Deals Like Crazy
Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrev...🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe...
- 3 weeks ago1h 0m
Your Pipeline is Never Big Enough with Micah Salas
In this episode, Micah Salas shares how he dug himself out of the worst slump of his career. From tough loss after lough loss to finally getting skins on the wall.Keywordsinsurance sales, prospecting, pipeline management, agency growth, cold calling, deal closing, insurance strategiesChapters00:00 From Despair to Success: A Journey of Resilience09:41 The Roller Coaster of Sales: Managing Expectations18:02 The Importance of Pipeline Management29:05 Understanding Revenue Metrics and Conversion Rates34:29 Exploring Deal Dynamics38:14 The Importance of Follow-Up Strategies42:59 Captive Insurance Insights44:22 Cold Calling Success Stories49:56 Service vs. Price in Winning Deals55:56 Forecasting Future Revenue
- 4 weeks ago1h 2m
Prospect with Data, Win with Total Cost of Risk | David Carothers
In this episode, Trey and Micah sit down with commercial insurance legend David Carothers to break down exactly how he prospects with data and sells with total cost of risk. David pulls back the curtain on his full sales process.........Resources & Links:📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe........Keywords:Insurance sales, Prospecting, Risk management, Middle market, Insurance strategies, Client relationships, Underwriting, Mod analysis, Agency growth........Chapters:00:00 Introduction to the Max Revenue Show00:54 Sales Process Insights: BOR vs. Quoting05:09 The Importance of Prospecting and Relationships08:09 Targeting Industries and Building a Pipeline12:28 Building Lead Lists and Utilizing Data16:35 The Role of Technology in Sales Conversations20:23 Understanding Client Needs and Closing Deals25:09 Navigating Client Relationships and Reputation30:49 The Power of Education in Insurance32:28 Moments of Truth: Educating Clients34:06 Understanding Risk Profiles and Loss Drivers36:13 Indirect Costs and Operational Efficiency40:14 Curiosity and Solutions in Insurance42:59 The Importance of Specialized Knowledge50:43 Helping Others: The Heart of the Industry56:24 Maximizing Opportunities in Insurance
- May 5, 20261h 5m
The New Reality of Winning with Captives with Will Allen
In this episode, Will Allen shares his journey of starting a captive, the nuances of selling captives today versus 10 years ago, and how brokers can leverage captives for long-term success.Resources & Links📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to: maxrevenue@element22ins.comOr call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe
- Apr 29, 202641 min
How To Build Program Business, Automate Your Lead Gen, and Own Your Niche with Andrew Wagley
In this episode, Trey sits down with Andrew Wagley. Andrew shares his journey from insurance rookie to niche domination, building a successful agency with innovative SEO strategies and programmatic insurance solutions. Discover how he leverages relationships, technology, and niche focus to scale rapidly and efficiently as a one-man agency. Keywords:Insurance, Niche Markets, SEO, Agency Growth, Program Insurance, Home Care, Business Development, Industry RelationshipsKey TopicsBuilding niche insurance verticalsLeveraging relationships with underwritersImplementing SEO strategies for lead generationFocus on niche markets to accelerate growthBuild strong relationships with underwriters for program accessUse SEO to generate inbound leads at scaleFrom Rookie to Niche Leader: Andrew Wagley's Insurance Success StoryHow Andrew Wagley Built a 350-Client Home Care Insurance Empire"Nationwide SEO strategy for home care leads""The sky's the limit for agency growth""Retention rates are very high"Chapters00:00 Introduction to Andrew Wagley01:50 Andrew's Journey into Insurance04:19 Building a Successful Agency06:15 The Importance of Relationships in Insurance07:39 Expanding into New Verticals09:41 Leveraging SEO for Lead Generation12:37 Creating Exclusive Programs14:32Scaling the Business18:41 Retention and Client Relationships21:28 Exclusive Products and Partnerships25:12 Generalist vs. Niche Focus28:38 The Power of Consistency31:59 Challenges of Starting an Agency33:52 Advice for Aspiring Entrepreneurs39:13 Key Takeaways for Success
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