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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.
- Today48 min
How to Build Your Network and Master Your Energy with J Foster
In this episode, Trey and Micah sit down with J Foster, a 20-year veteran and Top Producer, to unpack the real debate between networking and cold outbound, and how to actually build a 30-year career instead of just surviving the first three.Jay also opens up about his executive coaching journey, how mastering "energy management" transformed his business, and the lifestyle decision that changed his life for good.........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📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/
- Yesterday32 min
Noob Producer BORs $75k in his First Week? (Plus, Micah's Producer Playbook is now FREE!)
In this episode, Micah Salas breaks down a wild story of a brand-new producer with zero insurance experience who landed two BORs last week, totaling $75K in revenue (Yes, we can confirm it's true).That kicks off a bigger debate: does cold calling actually scale, or is networking the real long-term play? Micah and Trey steelman both sides.Then Micah goes deep on his actual cold calling framework, the mindset trick he still uses to kill call reluctance, his exact opener script, how to handle silence and pushback on the phone, and why collapsing the time between your first meeting and your AOR/BOR pitch can make or break the deal.........📈 Free Trial of Insurance Xdate:https://www.insurancexdate.com/maxrevenue🔗 Work with Element22:Email submissions to maxrevenue@element22ins.com or call Brian at 843-296-3376📬Sign up for The Max Revenue Letter:https://maxrevenuegroup.com/subscribe📘 Access Part 1 of Micah's Producer Playbook:https://www.maxrevenuegroup.com/products/producer-playbook-p1👕 Snag your Max Revenue merch:https://max-revenue-store.printful.me/
- 2 days ago24 min
Brown & Brown Says They've Gone All-In on AI: Groundbreaking Or Nothing Burger?
In this episode, Brandon Schuh and Trey Shields break down the latest news and trends in the world of insurance, including the headline-making AI integration at Brown and Brown, McKenzie's latest insurance industry analysis, and the recent state of P&C insurance rates. They explore how technology is transforming the industry and what mid market agencies can do to stay competitive.00:00 Introduction and episode overview02:37 Brown and Brown's AI big reveal explained05:00 Brandon's critique of Brown and Brown's AI claims07:25 Support staff implications of AI at Brown and Brown12:01 McKinsey's industry analysis and critique15:53 Insurance rate trends and K-shape recovery23:45 Small business insurance challenges and statistics
- 1 weeks ago48 min
How Brent Built a One-Man Agency Doing $400K a Year in Firearms Niche
In this episode Trey and Micah talk with Brent Gilliland, Agency Principal at Clandestine Insurance Agency. Brent shares how he went from getting fired after his first year, to six years later, he's running a one-man agency clipping along at $400K in revenue, built entirely around a niche nobody else wanted to touch.In this episode:How Brent got fired after year one for chasing a nicheLanding with an outdoor rec agency and learning from program presidentsWhy relationships with underwriters matter more than almost anything elseBuilding a firearms-specific insurance program from scratchWhat it looks like to run (and start scaling) a one-man agencyAdvice for producers in their first 3-5 years who feel stuckThe rise of the "broker of one" and why solo producers don't need to give up 70-80% of their paycheck to an aggregatorIf you're a producer thinking about niching down, or wondering whether you can build something on your own without a big agency behind you, this one's worth the full watch.🎙️ Max Revenue Show — hosted by Trey Shields and Micah Salas👉 Subscribe for more conversations with agents and agency owners building real revenue in insurance.
- 1 weeks ago21 min
The Monday Brief with Brandon Schuh | July 20th, 2026
In this episode, Trey Shields kicks off a new Monday segment with Brandon Schuh, breaking down the biggest stories in insurance so producers can stay ahead without drowning in their inbox.
- 1 weeks ago43 min
How AI Helped This Producer Hit $800K in 7 Months (On Pace for $1.2M+) | Luke Berry
In this episode Trey sits down with Luke Berry, Max Revenue's resident Employee Benefits expert, to break down how he's on pace for his best year ever — $800K in revenue through six months, projected to hit $1.1–1.3M by year end.Luke gets specific about what's actually driving the growth: giving away value through "micro summit" events, a custom-built AI agent trained on his agency's own data, and a complete rethink of how his team processes information. They dig into real (anonymized) deals, including a 300-life AOR win closed in a single month, walk through what it took to build a fully HIPAA/SOC2-compliant in-house AI system, and talk through the real cost, ROI, and security questions every agency owner is asking right now.They also zoom out to the bigger picture — where AI is headed for producers, CSRs, and account managers over the next five years, the "agency of one" theory, tech-first insurtechs vs. legacy agencies, and why the foundation of great production will always be listening, not tools.If you're a producer or agency principal wondering how to actually start using AI (not just dumping policies into ChatGPT), this episode is the playbook.........📈 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⏲️ Luke's Productive Producer PDFs:https://www.maxrevenuegroup.com/products/planner-pdf-s........00:00 – Intro & welcome00:40 – Setting up today's episode01:18 – Revenue update: $800K and on pace for $1.1–1.3M02:07 – How the deals come together: micro summits04:35 – Case study: winning a large orthopedic practice07:06 – Case study: 300-life group closed in one month09:26 – Finding the right AI consultant12:05 – How he vetted and hired his AI consultant13:02 – Is the consultant taking new clients?13:22 – How much growth is AI vs. compounding hard work16:02 – Productive vs. busy: using AI for clarity16:34 – Free resources: weekly planning PDFs17:46 – Timeline to get the AI agent live & training the team19:14 – AI as an enablement layer, not a job-killer20:56 – Data security & compliance concerns22:09 – What this actually costs to run23:32 – Applying AI to P&C, not just EB25:40 – The cost of compute and staying ahead26:34 – Five-year outlook: agencies, producers, and AI28:02 – Where CSRs and account managers fit in31:06 – Corgi and the tech-first vs. legacy agency race33:23 – Protecting relationship-based business from disruption34:03 – What's next: revenue targets and the $10M book goal36:54 – Where to start: building your own AI agent39:18 – Creating a single "brain" for your agency's data41:01 – Combining marketing data with AI for prospecting42:50 – Investing in yourself and your team45:02 – Leadership lessons from making the first move45:30 – Wrap-up & where to find Luke
- 2 weeks ago52 min
Cold Calling Isn’t Dead - It’s the Most Efficient Way to Grow with Clayton Wood
In this episode Clayton Wood, CEO of Pinnacle Benefit Partners, breaks down his simple yet powerful cold-calling strategy that helped him scale his book from zero to seven figures. If you’ve ever thought cold outreach is dead or felt too intimidated to pick up the phone, this episode is for you. Clayton reveals how volume, confidence, and a relentless approach turn cold calls into revenue. He shares his proven scripts, tactics for overcoming gatekeepers, and the mindset shifts that transform beginners into confident pros.........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👕Check out our Max Revenue merch:https://max-revenue-store.printful.me/
- 3 weeks ago39 min
State of the P&C Market Mid Year 2026 with Brandon Schuh
In this episode Micah and Trey talk with Mega Producer and Insurance Nerd, Brandon Schuh. Brandon explains where the market is, why it is where it is, and maybe even more importantly, where it's going.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👕Check out our Max Revenue merch:https://max-revenue-store.printful.me/
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