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The Insurance Buzz

Michael and Courtney Weaver

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.

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  • 24 episodes
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  • English

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  • Thursday · 16 min

    491. How to Financially Prepare for Insurance Agency Ownership (Part 1)

    Michael Weaver is hosting a free live training this Thursday, September 24th at noon CST, revealing the exact talk track and questions to use for bringing up life insurance with any homeowner, whether they're a new prospect or a current customer, so you can protect their biggest asset without sounding salesy or risking the sale. 👉 SAVE YOUR SEAT: https://bit.ly/homeowners-to-life Watch the full episode on YouTube: HERE What's in this episode: In part one of this two part episode of The Insurance Buzz, Michael and Courtney sit down with Ray Sivley, an insurance producer who spent 30 years in big box retail before getting licensed and is now preparing for insurance agency ownership. Ray shares why he finally made the leap into the insurance profession, how he learned to turn complex coverage language into simple, educational conversations, and the daily activity standards he believes every insurance producer should treat as non negotiable. [00:00] Why value is what sets your insurance agency apart [00:30] A two part episode on the path to agency ownership [01:00] From 30 years in big box retail to insurance [02:00] The conversation at home that forced a decision [03:00] Ten years of hesitation and 18 agencies in six miles [04:00] Controlling your destiny and giving more value than you take [05:00] Turning complex insurance language into simple conversations [06:00] Educational conversations that customers actually understand [07:00] Why nobody wakes up wanting to call their insurance agent [08:30] Starting as a producer before thinking about ownership [09:30] Splitting time between the producer seat and agency prep [10:00] The daily non negotiables every producer must hit [11:00] Making life and home pivots feel natural [11:30] Transactional vs. transformational selling [12:30] Price gets you in the door, value keeps you there [13:30] Culture is the standard you are willing to accept [14:00] Leading people who are not wired like you [15:00] Why everyone wants to be valued, heard, and seen Connect with Ray Sivley: Facebook https://www.facebook.com/raysivley LinkedIn https://www.linkedin.com/in/ray-sivley-15297b48/ Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • September 21 · 9 min

    490. Pep Talk: The First Person You Have to Sell

    Michael Weaver is hosting a FREE LIVE TRAINING this Thursday, September 24th at noon CST, revealing the exact talk track and questions to use for bringing up life insurance with any homeowner, whether they're a new prospect or a current customer, so you can protect their biggest asset without sounding salesy or risking the sale. 👉 SAVE YOUR SEAT: LET'S GO! Watch the full episode on YouTube: HERE What's in this episode: In this episode of The Insurance Buzz, host Courtney Weaver steps away from scripts and tactics to deliver a raw, honest pep talk for insurance agents and insurance agency owners who need a mindset reset. Courtney shares a personal story from her childhood in rural Missouri, tracing back to a lesson from her mother that reshaped the way she thinks about self-belief, and applies it directly to the confidence every insurance agent needs to sell, grow their agency, and show up for their team. Courtney breaks down why so many insurance agents look outside themselves, to their leader, their support system, their spouse, for the belief they need to succeed, and explains why that belief has to start internally first. She challenges insurance agency owners to stop waiting for permission and start taking the actions, big and small, that build unshakeable confidence, reminding listeners that in this business, confidence is built through consistent action, not just positive thinking. [00:00] Why the first person you have to sell isn't who you think [01:00] A small-town Missouri story: running for student council [02:00] The ballot, the doubt, and the conversation with Mom [03:00] "If you don't toot your own horn, no one else will" [04:00] You're outsourcing your self-belief, here's how to call it back [05:00] Voting for yourself every day through the actions you take [06:00] Confidence is built by doing, not thinking [07:00] Taking ownership instead of blaming your circumstances [08:00] Fortune favors the brave: the decisions that change everything [09:00] The one action to take today, starting right now Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • September 17 · 34 min

    489. What it's really like to go from Captive Producer to Independent Agency Owner

    Michael Weaver is hosting a free live training today at noon CST, showing you exactly how to pivot into a life insurance conversation during any auto, home, or renters quote, without sounding pushy and without risking the P&C deal you're already closing.👉 SAVE YOUR SEAT: https://bit.ly/life-pivot-webinar Watch the full episode on YouTube: HERE What's in this episode: Twelve years ago, Gerson Reyes started in the insurance industry with no training, no coaching, and no idea what he was doing. In this episode, Gerson walks through his journey from a struggling captive producer at State Farm to becoming an elite performer who consistently produced $50,000-plus months in P&C premium and wrote over 100 life applications a year, before making the leap to opening his own independent insurance agency. Gerson breaks down exactly what changed his results as a producer: asking deeper questions, building real relationships instead of chasing leads, and becoming referable instead of constantly asking for referrals. He also gets honest about the biggest wake-up call he faced moving from a captive insurance agent to an independent insurance agency owner, and the piece of advice he'd give any producer preparing to make that same jump. [00:00] The mindset shift behind every successful referral [01:00] Meet Gerson Reyes: from struggling producer to agency owner [03:00] The sales culture that set him up to fail [05:00] What actually clicked: relationships over pressure [07:00] The lead-buying mistake most new producers make [09:00] Two agents, two very different lessons in leadership [12:00] Learning to sell instead of just gathering business [14:00] What he'd do differently with follow-up today [16:00] The moment he unlocked the next level [19:00] Four years to consistent $50K P&C months [20:00] How his sales conversations changed for good [22:00] Building a referral system on service, not asking [24:00] Why being referable beats chasing referrals [25:00] The retention play hiding in his current book [27:00] The real wake-up call going independent [30:00] Two months in: what's already working [31:00] His best advice for producers becoming agency owners [33:00] Closing thoughts and a one-year check-in promise Connect with Gerson: Instagram: instagram.com/gerson12 Website: miconinsuranceagency.com Email: gerson@miconsuranceagency.com Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • September 14 · 12 min

    488. Write More Life Insurance Policies and Premium by Asking These 3 Simple Questions

    Michael Weaver is hosting a FREE live training this Thursday, September 17th at noon CST, showing you exactly how to pivot into a life insurance conversation during any auto, home, or renters quote, without sounding pushy and without risking the P&C deal you’re already closing. 👉 SAVE YOUR SEAT: https://bit.ly/life-pivot-webinar Watch the full episode on YouTube: HERE What’s in this episode: Most agents make life insurance conversations harder than they need to be. In this episode, Michael flies solo to break down a simple three-question framework, what he calls his three W approach, that helps agents write more life insurance policies and more premium without feeling like a pushy salesperson. After coaching over 18,000 insurance professionals since 2018, Michael has found these three questions work across every carrier and every type of sales conversation, whether it’s a new business call or a pivot off a service opportunity. Michael walks through exactly what to ask and demonstrates it live: what is the plan, would it be important, and why would it be important. Instead of convincing a customer they need coverage, these questions let the customer qualify themselves and explain in their own words why a plan matters, making the conversation easier and the premium higher. [00:00] Why you’ll never struggle with life insurance again [01:00] You learn by doing, not by listening [02:00] Free life insurance training every Thursday in September [04:00] Introducing the three W approach [05:00] The three questions: what, would, and why [06:00] Live demo: turning a service call into a life insurance sale [08:00] What to do when a prospect says no [10:00] Why this makes you a professional, not a policy slinger [12:00] Take action today and join the Thursday trainings Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • September 10 · 40 min

    487. How to Build a Referral System That Generates 6,000+ Insurance Leads a Year with Billy Wagner

    Michael Weaver is hosting a FREE live training Thursday, September 10th at noon Central, showing you exactly how to write 30 life policies in 30 days without buying a single lead. Save your seat and start turning today's conversations into tomorrow's premium. 👉 SAVE YOUR SEAT: https://bit.ly/sept10webinar Watch the full episode on YouTube: HERE What's in this episode: In this episode, Michael and Courtney Weaver sit down with insurance agency owner Billy Wagner, who has spent the last 20 years building a referral-based agency that now serves 25,000 clients and closes over $1 million in new business every single month. Billy breaks down the system behind his 700 dedicated referral partners, why that network generates more than 6,000 referrals a year without relying on internet leads, and the specific habits, like a weekly cup of coffee with a center of influence, that keep those relationships growing. Billy also unpacks the training and career development system that has helped him build million-dollar producers from scratch in 18 to 24 months, including a 12-week onboarding program timed to the minute, an eight-level career path with compensation tied to validation instead of tenure, and a personal life plan he still builds with every new hire himself. Agency owners will hear how Billy attracts 300 applicants for a single entry-level opening, why he believes there is no shortage of talent, and how building these systems let him fully step out of the day-to-day of his own agency. [00:00] The numbers that stop every agent in their tracks: meet Billy Wagner [00:03] From a scratch agency in 2006 to 25,000 clients [00:05] Why referrals beat internet leads in today's market [00:06] The experience obsession behind every referral relationship [00:07] Twenty ways to add value that have nothing to do with insurance [00:09] The weekly cup of coffee habit that built 700 partnerships [00:10] Why training and development is the industry's biggest blind spot [00:11] Inside the 12-week training program timed to the minute [00:12] 26 hours of prep for a single 10-minute phone call [00:13] Turning new hires into million-dollar producers in 18 to 24 months [00:16] The career path from client concierge to agent [00:17] The life plan Billy still builds with every team member [00:18] Why compensation should be tied to validation, not tenure [00:22] How Billy worked himself out of his own agency's day-to-day [00:24] The talent myth agents keep telling themselves [00:25] Getting 300 applicants for a single entry-level position [00:28] Creating an artificial line out the door to get hired [00:30] Building culture and connection with a remote team [00:33] Meet the "Executive of Belonging" [00:34] The books and mentors that shaped Billy's mindset [00:36] Why health is Billy's toughest area of the wheel of life [00:38] Building systems so fear never runs the business Connect with Billy Wagner 📘 Business Masterclass: https://a.co/d/00WYd5sO 🌐 Website: https://www.billy-wagner.com/ 📸 Instagram: https://www.instagram.com/billywagner5576/ 🔵 Facebook: https://www.facebook.com/billy.wagner.3939503/ 💼 LinkedIn: https://www.linkedin.com/in/billy-wagner-3654435/ Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • September 7 · 14 min

    486. Sell More Life Insurance with a Bigger Death Benefit with These 2 Questions

    Michael Weaver is hosting a free live training this Thursday, September 10th at Noon Central, showing you exactly how to write 30 life policies in 30 days without buying a single lead. Save your seat and start turning today's conversations into tomorrow's premium. 👉 SAVE YOUR SEAT: https://bit.ly/sept10webinar Watch the full episode on YouTube: HERE What's in this episode: Michael breaks down the hero's journey, the oldest storytelling framework there is, and shows insurance agents how to use it to sell more life insurance without ever sounding sleazy or transactional. He explains why the customer, not the agent, has to be the hero of their own story, and shares the exact language that gets a customer to start picturing what would happen to their family without their income. Insurance agents will learn the two questions that turn a normal conversation into a hero's journey, why customers have to verbalize the financial gap before they will act on it, and how this approach leads to bigger death benefits, higher premium, and clients who never cancel their policy. [00:00] The hero's journey hook: you are not the hero [01:00] The text that inspired this hero's journey episode [02:00] Why this approach is never sleazy or transactional [03:00] Choosing transformational selling over transactional [04:00] The oldest storytelling technique in every great story [05:00] The first question that starts the hero's journey [06:00] Why the customer has to say it out loud [07:00] Free training: write 30 life policies in 30 days [08:00] Where the conversation gets uncomfortable [09:00] Anchoring into the pain for years two through five [10:00] The question that flips the entire conversation [11:00] Letting the customer describe their ideal outcome [12:00] Presenting the solution and making them the hero [13:00] Why this leads to bigger death benefits [14:00] Wrap-up and how to join the live training Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • September 3 · 16 min

    485. The Detailed Plan to Make the Most out of Life Insurance Awareness Month

    Want to write 30 life policies in 30 days without buying a single lead? Michael Weaver is showing you exactly how on a free live training this Thursday, September 10th at noon Central, using conversations you are already having every single day. 👉 SAVE YOUR SEAT: LET'S GO! Watch the full episode on YouTube: HERE What's in this episode: Michael goes solo to kick off Life Insurance Awareness Month with a clear, tactical plan for turning September into an agent's best life insurance month of the year. Drawing on his own experience as a producer, an agency owner, and a coach to more than 18,000 insurance professionals, Michael breaks down the mindset shift that separates agents who dread life insurance conversations from those who convert them into real premium. He walks through building and scrubbing a call list, time blocking dedicated calling hours, and identifying which customer types, like homeowners, renters, and existing policyholders, are the strongest candidates for a life insurance conversation. Michael also shares how practicing with role play, including tools like Agency Coach AI, builds the confidence needed to convert more conversations into submitted applications, plus the details on his free weekly trainings running every Thursday in September. [00:00] Michael flies solo for Life Insurance Awareness Month [01:00] Free live trainings every Thursday in September [02:15] Why Michael's track record makes him worth trusting [03:15] There is no secret sauce, just structure and intent [04:15] The can-do mindset that separates top producers [05:15] Michael's own rocky start with life insurance [06:15] Why life insurance keeps getting pushed on you [07:30] Bringing up life insurance is a win for everyone [08:45] The death claims that changed how Michael sees this job [09:00] Step one, build and scrub your calling list [10:00] Who to call: homeowners, renters, policyholders [11:00] Time blocking calls so they actually happen [12:00] Practicing scripts with role play and Agency Coach AI [13:00] Structure creates clarity, clarity creates confidence [14:30] Recap: mindset, list, time block, and script [15:30] Final challenge: go make the most of September Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 31 · 15 min

    484. 3 Things Top Insurance Agents Do That Their Peers Don't

    Most insurance agents are working themselves to the bone trying to do it all. The top agents in the country do three things differently, and Agency Coach AI helps you execute all three without adding more to your own plate. 👉 BOOK YOUR DEMO: Let's Talk Watch the full episode on YouTube: HERE What's in this episode: In this episode of The Insurance Buzz, Michael breaks down the three things the top insurance agents in the country consistently do that their peers do not. Drawing on experience working with top producing insurance agents across multiple carriers, Michael reveals why people, lead generation, and delegation separate insurance agencies that scale from those that plateau. Michael shares real benchmarks from the top insurance agents he works with, including investing $3,000 to $5,000 per producer in lead generation and recruiting continuously regardless of budget. He explains why most successful insurance agencies run at a deficit for the first six to twelve months before renewals turn a profit, and why hiring third-party professionals and tools like Agency Coach AI keeps insurance agency owners from becoming the bottleneck to their own growth. [00:00] The result of doing what your peers won't [01:00] Why this episode isn't about tactics or systems [02:00] The first thing top agents do: hire relentlessly [03:00] Finding the money to hire before you're ready [04:00] The mindset shift behind scaling an insurance agency [05:00] Why lead spend separates top agents from the rest [06:00] The $3,000 to $5,000 per producer benchmark [07:00] Why internet leads still fuel the fastest growth [08:00] The real question: are your producers on the phone? [09:00] How to stop being the bottleneck in your own agency [10:00] Working with outside experts like Agency Coach AI [11:00] Treating your agency like a predictable investment [12:00] Why most top agencies run a deficit early on [13:00] The three things holding your agency back from scale [14:00] Building a culture that drives insurance agency growth [15:00] Final thoughts on scaling your insurance agency Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 27 · 43 min

    483. Marketing Part 2: How to Build a Personal Brand That Sets You Apart From Every Other Agent

    Your personal brand will not build itself off guesswork. Agency Coach AI pulls the real conversations from your calls, so you know exactly what customers are saying and how to turn it into messaging that converts. 👉 BOOK YOUR CALL: Let's Talk Watch the full episode on YouTube: HERE What's in this episode: Most insurance agents think better customer service is their differentiator. It is not. In this episode, Courtney Weaver breaks down how to build a personal brand that sets you apart from every other agent representing the same carrier, starting with the questions that uncover what you believe, who your enemy is, and what you are willing to say that nobody else will. Michael and Courtney Weaver also cover how to pull real messaging from Google reviews and customer conversations instead of guessing, why insurance jargon kills connection with customers, and how emotional levers like urgency, pain, and transformation are what actually move people to buy. [00:00] Why personal brands beat carrier brand loyalty [02:00] What you will learn in part two of this marketing series [04:00] The fundamentals apply to any brand you are building [05:00] Why piggybacking on your carrier's brand is risky [07:00] The differentiator trap: everyone says the same thing [08:00] What are you willing to say that others will not [09:00] Question two: find your enemy [11:00] Experience and excitement reveal your differentiator [12:00] What needs to change in the insurance industry [14:00] What pisses you off defines your standards [15:00] Reverse the questions to find your hero and your why [17:00] The Hormozi example of an established personal brand [18:00] If your agency vanished, what would customers miss [21:00] Use voice memos to uncover your core beliefs [22:00] Why marketing should repel people, not attract everyone [23:00] Naming your differentiator like transformational selling [26:00] Pull real customer data instead of inventing it [28:00] Stop using insurance jargon your customers do not use [30:00] Build campaigns from reviews that match your customer [33:00] Lead with emotion: the levers that drive marketing [36:00] Aspirational identity and who your content is really for [38:00] The story behind the 30 Life in 30 Days challenge [40:00] Build a business that supports the life you want [42:00] Be brave enough to put yourself out there Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 24 · 28 min

    482. Marketing Part 1: Stop Creating Content, Start Marketing That Actually Converts

    Marketing gets the right person to raise their hand. What happens after that is on the call. Agency Coach AI shows you exactly what's working and what's not, call by call, so the leads you just learned how to attract don't fall apart at the finish line. 👉 BOOK A CALL: Let's Talk Watch the full episode on YouTube: HERE What's in this episode: Most insurance agents are creating content, not marketing, and it is costing them business. In this episode, Michael and Courtney Weaver break down the critical difference between chasing likes and views versus building a marketing strategy that actually drives revenue for an insurance agency. Courtney, who has led marketing and branding for Team Weaver for over 12 years, explains why vanity metrics like virality and engagement mean nothing if they don't convert into real, paying customers. Listeners learn how to start with the end in mind by defining a clear call to action, identify their ideal customer by product, age, and platform, and write copy that speaks to one person instead of a crowd. This is part one of a two-part marketing series, with part two diving into buyer psychology and message-specific copywriting. [00:00] Stop creating content, start marketing that converts [01:00] Courtney's 12 years as Team Weaver's chief content officer [02:00] The cold call disaster that started Courtney's marketing career [04:00] From a top 32 agency to a 7-figure Agency Coach AI [06:00] Vanity metrics vs revenue: the difference that matters [07:00] Marketing starts with the end in mind [08:00] Your CRM email list is a marketing asset you already own [09:00] Why this is a two-part episode on marketing [10:00] The gas pump video that went viral but sold nothing [12:00] Content for ego vs content for your ideal customer [14:00] How to define your ideal customer in three questions [16:00] Choosing platforms: why Facebook and Instagram win [18:00] Building one post: hook, pain point, call to action [19:00] The copywriting rule: always say "you," never "you guys" [20:00] Ditch insurance jargon: say "car insurance," not "auto" [21:00] Why pain plus ease makes a DM strategy actually work [22:00] Consistency: run it for 90 days before you judge it [23:00] The price of embarrassment and climbing Cringe Mountain [25:00] Building a personal brand inside compliance limits [26:00] Marketing vs virality: the real point of this episode [27:00] Why your personal brand outlives any one job or carrier Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 20 · 38 min

    481. How to Streamline New Hire Licensing So You Can Actually Run Your Agency Like a CEO

    You are losing sales every time a customer says it is too expensive, they need to talk to their spouse, or they want to check with another agent first. On August 20th at noon CST, Michael is teaching a free live training on exactly how to overcome objections in the auto conversation. 👉 REGISTER NOW: https://bit.ly/auto-objection-webinar Watch the full episode on YouTube: HERE What's in this episode: Most agency owners can recruit new hires, but getting them licensed and selling is where the process breaks down. In this episode, Michael and Courtney Weaver sit down with Mike Aldini of Xcel Solutions to break down why new hires fail licensing exams or quit halfway through, why setting clear expectations and deadlines up front fixes it, and how AI tools like Xcel's in-house RubyTutor are helping agencies get new hires licensed and selling faster than ever. [00:00] The hiring pain point every growing agency faces [01:00] Meet Mike Aldini and why Excel Solutions works with agencies nationwide [03:00] Why managers overlook how hard the licensing journey really is [05:00] The two-week contingent offer window that gets new hires moving [06:00] Why setting expectations up front produces better licensing results [08:00] Courtney's own licensing story [11:00] Why Excel front-loads easier content to stop early quitting [13:00] P&C first or life and health first [14:00] The three-strike rule and creating urgency the right way [16:00] What agency owners would miss most if Excel disappeared [18:00] The state requirements page that removes the guesswork [20:00] Inside RubyTutor: Excel's cautious approach to AI in coursework [22:00] Register for Michael's free training on overcoming auto sales objections [24:00] Fire yourself: the real job of a scaling agency owner [29:00] The success stories that make this work worth it [33:00] Outsourcing licensing so you can focus on culture and leadership [36:00] How to get in touch with Mike Aldini and Excel Solutions Connect with Mike Aldini: Xcel Solutions: xcelsolutions.com LinkedIn: https://www.linkedin.com/in/michael-aldini-78459422/ Facebook: https://www.facebook.com/michael.aldini Instagram: https://www.instagram.com/gracias_louie/ Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 17 · 40 min

    480. How One Financial Advisor Legally Cut His Tax Rate to 2.8%

    Every “I need to shop around” is a policy walking out the door. Michael’s free webinar breaks down the exact scripts to turn auto insurance objections into closed sales. 👉 REGISTER NOW Watch the full episode on YouTube: HERE What’s in this episode: Financial advisor and insurance industry expert Mike Milligan, CFP and owner of One Oak Financial and Ideas by Mike, joins Michael and Courtney Weaver to break down how he legally reduced his effective tax rate to 2.8% using Puerto Rico’s Act 60 export services incentive. Michael and Courtney dig into how insurance agents and financial advisors can use content creation, especially YouTube, to build authority and attract prospects who might otherwise walk right past them in the grocery store. Mike also shares the framework he uses to turn financial planning conversations into simple, one-page vision statements for clients, and explains why the biggest problem facing insurance agents and financial advisors today is not competition, it is obscurity. Listeners will learn a simple weekly content habit any insurance agent or financial advisor can start today, how to reframe rejection in sales conversations, and why becoming a behavioral coach matters as much as being a product expert. [00:00] Taxes are an asset now: the $800K he saved [01:00] 2.8% effective tax rate: what this episode covers [02:00] Michael and Courtney welcome Mike Milligan [03:00] Why Mike lives in Puerto Rico, works from Virginia [04:00] How Act 60 drops his income tax rate to 2% [05:00] Geographic arbitrage: not a fit for everybody [06:00] Why proximity to high performers changes you [08:00] Taxes were his biggest expense, now an asset [09:00] The insurance industry’s biggest problem: obscurity [10:00] Why one-size-fits-all content hurts good advisors [12:00] The microphone: financial services’ best tool [13:00] Mike’s Friday self-appointment framework [15:00] Why YouTube works: people search for answers [16:00] Best clients come from unexpected places [17:00] You don’t need to be a creator, just 30 minutes [20:00] Eight-figure earners have the same 24 hours [22:00] Choosing your hard: leads and differentiation [23:00] Cringe Mountain and the one-inch opinion square [25:00] Turn client questions into a video library [26:00] Profit vs. impact: what big companies miss [28:00] Why advisors are becoming behavioral therapists [30:00] Michael’s story: a father’s pension, a coach [33:00] The one question every financial plan starts with [34:00] A one-page vision statement clients keep [37:00] Inside Mike’s Sprint to Success program [39:00] Where to find Mike: Skool, text-in, website [41:00] Closing thoughts Connect with Mike Milligan: Skool community: https://www.skool.com/mikemilligan Text “IDEAS” to 600700 Website: https://www.mikemilligan.com Book: “One of a Kind Financial Plan” https://a.co/d/05GuUFu2 New Book: “Retirement Deja Vu” https://a.co/d/0hImXVgd Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 13 · 40 min

    479. Internet Leads Are Dying. Here's What Insurance Agencies Should Do Instead

    You are losing sales every time a customer says it is too expensive, they need to talk to their spouse, or they want to check with another agent first. On August 20th at noon CST, Michael is teaching a free live training on exactly how to overcome objections in the auto conversation. 👉 REGISTER NOW: https://bit.ly/auto-objection-webinar Watch the full episode on YouTube: HERE What's in this episode: Most insurance agencies are building someone else's brand without realizing it. In this episode, Michael and Courtney Weaver sit down with marketing expert Jake Cash, head of Senryx, to break down why internet leads should not be the backbone of any agency's growth plan and why relying on a single lead source leaves an agency exposed the moment costs spike or the market shifts. Jake explains how the top performing agencies diversify their lead generation across referrals, digital marketing, and traditional marketing, why owning your brand matters more than ever, and the framework Google uses to explain how many touchpoints it takes before a customer buys. Michael and Courtney add their own take on positioning, content, and why the agencies willing to get uncomfortable now are the ones who will not be dependent on carriers or vendors later. [00:00] Why Michael says quit branding your carrier [01:00] Meet Jake Cash and today's lead gen conversation [02:00] Why Jake Cash wants internet leads to die [03:00] The false confidence internet leads create [04:00] What true marketing diversification looks like [05:00] Why commoditized leads erase your differentiation [06:00] Michael's rule: five lead sources at all times [07:00] What the top 10% of agencies do differently [09:00] The known, liked, and trusted core of marketing [11:00] Finding your white space in a crowded market [12:00] Credibility, opportunity, and the contrarian take [14:00] The Google framework behind buyer attention [16:00] Where agents should actually be spending time [17:00] Shared, owned, and earned marketing explained [19:00] Why in-person pitching beats social media DMs [21:00] What is generating leads within 90 days right now [22:00] The digital marketing table stakes agents skip [24:00] Why diversifying yourself matters as much as marketing [26:00] Lead magnets and the warm up before the ask [27:00] Educational content built around life stage triggers [29:00] The Sunday Smarts story that built instant credibility [30:00] Why agents have to climb cringe mountain [32:00] Short term versus long term marketing strategies [34:00] Ideal customer, ideal location, ideal conversation [35:00] The psychology behind Agency Coach AI's marketing data [37:00] Stop renting your growth and start owning it [38:00] The hidden risk in your marketing vendor contracts Connect with Jake Cash https://senryx.com/podcast (free marketing independence assessment) https://www.linkedin.com/in/jakecash/ Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 10 · 12 min

    478. Why Insurance Agency Owners Must Become CEOs (Carriers Are Forcing It)

    You are losing sales every time a customer says it is too expensive, they need to talk to their spouse, or they want to check with another agent first. On August 20th at noon CST, Michael is teaching a free live training on exactly how to overcome objections in the auto conversation. 👉 REGISTER NOW: https://bit.ly/auto-objection-webinar Watch the full episode on YouTube: HERE What's in this episode: Most insurance agency owners are stuck seeing every dollar they spend as an expense instead of an investment. In this episode, Michael Weaver breaks down the mindset shift required to build an agency that can actually scale, why hiring, coaching, training, and technology are investments in growth rather than costs to control, and why carriers are pushing agency owners to operate like true CEOs instead of top producers. Michael shares a real conversation with an Agency Coach AI customer who almost canceled her account the same week she hired an office manager, and walks through the exact math that changed her mind. He breaks down what it actually costs to build a real training and coaching system inside an agency, and why the agencies that invest now are the ones that will still be standing when the industry shifts. [00:00] Why you cannot save your way to profitability [01:00] The mindset shift between an expense and an investment [02:00] Why bringing on 3 new hires next month is an investment, not an expense [03:00] The Agency Coach AI customer who almost canceled her account [04:00] Doing the math on what 2% of your revenue actually buys you [05:00] Why the coach you just hired needs the tools to actually coach [06:00] What training providers charge versus what Agency Coach AI costs [07:00] Why your CRM and your phone are investments too [08:00] The reminder every agency owner needs to hear right now [09:00] Becoming an agency of the future instead of an agency of today [10:00] Why carriers are forcing you to become a true CEO [11:00] The swamp period every growing agency has to survive [12:00] The fast track to buying back your time Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 6 · 40 min

    477. AI Just Ate Your Prospecting (And That's a Good Thing)

    One agency office went from a 7% close rate to 23% in two weeks. Same team. Same leads. We are showing you exactly what changed, live. This is a one time webinar, no replay and no recording, so you have to show up. Thursday, August 6th at noon CST, capped at 100 seats.👉 SAVE YOUR SEAT Watch the full episode on YouTube: HERE What's in this episode: Insurance agencies are falling behind on AI faster than their own customers are catching up. In this episode, Michael and Courtney Weaver sit down with Matthew Black, owner and CEO of mav.ai, to break down how agentic AI is already qualifying leads, running SDR conversations, and changing the way consumers shop for insurance before an agent ever picks up the phone. Matthew explains how AI voice and text agents are replacing the manual prospecting grind for insurance agents and agencies, why team members who refuse to adopt AI won't have a job in three years, and what it actually takes to compete once ChatGPT starts serving ads to insurance shoppers. Michael and Courtney get real about the AI tools every insurance agency owner needs to be using right now to stay ahead. [00:00] Why the agency force is falling behind on AI adoption [01:00] Meet Matthew Black, owner and CEO of mav.ai [02:00] How Matthew personally uses AI to run his business day to day [04:00] Chat or Claude: how the AI models are picking their lane [06:00] What agentic AI actually means versus a chatbot conversation [08:00] Using AI to scrape support emails and surface trends for Agency Coach AI [09:00] The top of funnel tasks agentic AI can take off an agency's plate [11:00] Why humans still win the conversation and the close [13:00] The line between efficient AI outreach and spammy AI texts [14:00] Memory, context, and the future of AI matched insurance shopping [17:00] Free training: how AI saves agencies 12 to 15 hours a week [19:00] What happens to team members who refuse to use AI [20:00] ChatGPT ads are here and what it means for agency marketing [22:00] Why over 90 percent of Agency Coach AI customers are top 2 percent [24:00] The one thing top talent actually wants out of their job [26:00] What Mav does for insurance agencies buying third party leads [30:00] AI voice SDRs versus AI text SDRs: what is converting [34:00] What makes Mav different from a CRM text cadence [37:00] Why Matthew built Mav for the insurance industry [38:00] How to connect with Matthew Black and Mav Connect with Matthew Black: LinkedIn: https://www.linkedin.com/in/madebyblack/ Website: https://hiremav.com/ Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • August 3 · 14 min

    476. Insurance Agents You're Not Overspending, You're Underinvesting

    One agency office went from a 7% close rate to 23% in 2 weeks. Same team. Same leads. We are showing you exactly what changed, live. This is a one time webinar, no replay and no recording, so you have to show up. Thursday, August 6th at noon CST, capped at 100 seats. 👉 REGISTER NOW: SAVE MY SEAT Watch the full episode on YouTube: HERE What's in this episode: Michael Weaver flies solo this episode, fresh off a conference where carriers are no longer talking about $10 million books of business. They are talking about $100 million books, and insurance agency owners are being asked to run their offices like enterprises, not small shops. Michael breaks down what separates the agents built for the future: bigger teams, multiple marketing channels, and technology like Agency Coach AI that automates training and coaching instead of eating up a manager's day. He also makes the case for why small mom and pop agencies will get starved out, and what every insurance agency owner needs to invest in right now to stay ahead. [00:00] Growth is messy, know exactly when you're about to breakthrough [01:00] Michael flies solo with fresh takeaways on the agent of the future [02:00] Why carriers are talking $100 million books instead of $10 million [03:00] The three stages of an agency owner: sales agent, manager, CEO [04:00] What separates the best agents in the country, and it is not a secret [05:00] The mom and pop agencies carriers are about to starve out [06:00] Investing in people and tech instead of cutting corners [07:00] Where AI is headed next for insurance agencies [08:00] Why one or two marketing channels is a recipe for disaster [09:00] Turning scale into revenue and thinking like an enterprise [10:00] The agencies already making these investments right now [11:00] Why investing money is the fastest way to scale efficiently [12:00] The mindset shift from $10 million books to $100 million books [13:00] Growth is messy, but you have what it takes [14:00] Michael's parting reminder to go make it happen Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • July 30 · 12 min

    475. HIGHLIGHT: The Questions That Build a Six Figure Life Insurance Career with Van Mueller and Jim Ruta

    Your team is having the same conversations every day, and most of them end in NO. That's not a talent problem. It's a training problem. For 8 years, Weaver Sales Academy has turned untrained producers into closers, over 17,000 of them, generating 200M+ in insurance sales along the way. This week's the last shot to get your team in before the price goes back up! 👉 Book your call: SAVE NOW Watch the full episode on YouTube: HERE What's in this episode: In this highlight episode, life insurance legend Van Mueller shows insurance agents exactly what to say, and what to cut, in a client conversation. He breaks down the one word that kills trust, the exact question that turned a stranger into an $800,000 case, and why repetition, not talent, builds top producers. Jim Ruta then walks Michael Weaver through the ICON Protocol: inspiration, communication, organization, and enumeration. It's the four part framework insurance agents and agency owners can use to build a six figure life insurance career that lasts. [00:00] Van Mueller on why insurance sales is a lonely business [01:00] Introducing two life insurance legends, Van Mueller and Jim Ruta [02:00] The word Van Mueller cut from his vocabulary when talking to clients [03:00] The grocery store conversation that turned into an $800,000 case [06:00] Why repetition, not talent, builds great insurance agents [07:00] Weaver Sales Academy's Summer Sizzle Sale, last call to save $1,200 [08:00] Jim Ruta introduces the ICON Protocol, starting with inspiration [09:00] Why style beats substance in insurance sales [10:00] Building an organized sales presentation agents can repeat every time [11:00] Why enumeration separates top producers from everyone else [12:00] The full ICON framework recapped for insurance agents ready to grow Full Episodes: 431. Questions That Sell Life Insurance Without Pressure with Van Mueller: https://youtu.be/aS_0e1rJwDU 429. The Burnout Trap Most Life Insurance Agents Fall Into with Jim Ruta: https://youtu.be/O62RP9pV_q4 Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • July 27 · 38 min

    474. The Future Insurance Agent and Why New Agents Quit Before They Get Good

    Training doesn't create producers. Reps do. Agency Coach AI coaches everyone in your office, reviews every call, and shows you exactly where to coach. Increase close rates. Save 40–60 manager hours every month. 👉 Book Your Demo: Let's Talk Watch the full episode on YouTube: Watch Now What's in this episode: Most new insurance agents don't quit because they're not smart enough. They quit because they're thrown into the field without ever practicing first. In this episode, Michael and Courtney sit down with 40-year insurance industry veteran Greg Smith to break down the paradox of learning: why new insurance agents lack confidence and competence right out of training, and why the industry's outdated onboarding model is setting new agents up to quit before they ever get good. [00:00] Why rapid experience acceleration could save the industry millions [01:00] Introducing 40-year insurance veteran Greg Smith [02:00] Greg's family legacy in insurance and how he built a 40-year career [05:00] The paradox of learning and why new agents freeze up [08:00] What sports and surgery teach us about practicing before performing [10:00] Why the industry's onboarding model sets new agents up to fail [12:00] Diffusion of innovation and why only 16% of agents adopt change first [15:00] What carriers should actually be solving for right now [19:00] Why AI sales agents will replace transactional selling within five years [23:00] How AI lets managers coach 15 to 20 people instead of five or six [25:00] Turning AI into a technical knowledge assistant for agents [27:00] Why professional advisors still beat AI on trust [30:00] Functional courage and the coyote mindset for new agents [32:00] The team member who logged 150+ role plays in a single month [36:00] Greg's new book and where to connect with him Connect with Greg: linkedin.com/in/greg-smith-35788063 https://www.meetgregsmith.com Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • July 23 · 16 min

    473. HIGHLIGHT: What the Top P&C Producers in the Country Do Every Single Day

    You have days left to lock in the Summer Sizzle Sale. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better in auto, fire, and life. Once July 31 hits, this price is gone. Book your call now and walk into Q3 and Q4 already ahead. 👉 BOOK YOUR CALL Watch the full episode on YouTube: HERE What's in this episode: In this Insurance Buzz highlight episode, Michael and Courtney Weaver sit down with top producers Abe and Waldis to reveal what separates average agents from top performers. They explain why listening more, role-playing consistently, and focusing on getting 1% better every day leads to bigger results. Michael also breaks down his proven elevator pitch, the four-part framework that opens more conversations, and two simple objection-handling methods—the Phil Felt Found technique and his AAA approach (Agree, Address, Assume). If you're looking to turn more contacts into quotes, this episode delivers practical scripts you can use immediately. [00:00] Cold open, there's always another level to the game [00:01] Abe's real struggle, becoming an active listener [02:00] Why maximizing households beats one item per sale [02:30] Practicing active listening inside Agency Coach AI [03:30] Abe's rule, 1% growth every single day [04:30] Waldis on the six pack discipline behind mastery [05:30] Game excellence versus just having a good game [06:00] Owning your career, your desk, your office, your life [06:30] Weaver Sales Academy's Summer Sizzle Sale, almost gone [08:00] The 15 second elevator pitch that gets you the yes [09:00] The 4 parts of a winning elevator pitch, live example [11:00] Assuming the conversation for an immediate yes [12:00] Stage two, moving into rapport building on the call [12:30] The 5 objections you hear on every single call [13:30] The Phil Felt Found method for handling objections [15:00] The AAA method, agree, address, assume Watch the full episodes: 427. 100-App Months: What These 2 Producers Do Differently, and What They Expect From Their Agents: https://youtu.be/xecWXDdtXpY 444. The P&C Sales System, Step 1: The Elevator Pitch that Converts Contacts to Quotes: https://youtu.be/VzZrnWsHYXk Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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  • July 20 · 30 min

    472. How to Recruit and Retain Insurance CSRs and Account Managers

    Your team is leaving money on the table, and the Summer Sizzle Sale is ending soon. For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Don't head into Q4 with the same gaps costing you sales. 👉 Book your call before the sale ends LET'S TALK Watch the full episode on YouTube: HERE What's in this episode: Finding and keeping strong CSRs and account managers has become one of the biggest challenges agency owners face today. In this episode, Michael and Courtney Weaver sit down with Tony Cañas of Top Hat Recruiting to break down why the account management talent pool has shrunk, what agencies get wrong about the role, and how outdated processes are driving good people away. Tony shares what experienced CSRs and account managers should be earning right now, why remote and hybrid flexibility has become the number one factor in retention, and how agencies can turn a clerical job into a real career path. He also breaks down the exact characteristics that separate top performing account managers from the rest, and what agency teams will likely look like a year from now. [00:00] Introducing Tony Cañas of Top Hat Recruiting [01:00] Why agencies can't find good people right now [03:00] Making the CSR and account manager role attractive [05:00] The pay gap between producers and account managers [07:00] Remote work and the return to office debate [10:00] Turning the role into a real career path [12:00] Outsourcing with VAs and building solid SOPs [13:00] Licensed vs. non licensed hiring decisions [14:00] Why compensation squeezes skipped service roles [16:00] The real reasons experienced talent is leaving [17:00] Why employer brand and culture matter so much [19:00] What CSRs and account managers should be paid [20:00] The real day to day of a $90K account manager [23:00] Traits of the best account managers Tony sees [24:00] What everyone is talking about at conferences [26:00] The truth about AI ROI in insurance agencies [27:00] Tony's prediction for insurance a year from now [29:00] What agency teams will look like next year Connect with Tony Cañas: LinkedIn: linkedin.com/in/tonycanas Podcast: Profiles In Risk Agency Coach AI - BOOK A DEMO Stop guessing. Start closing. 24/7 AI coaching with real-time grading, role-plays, and feedback your producers actually use. 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

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Showing 1–20 of 24 episodes