Max Revenue 2024
@themaxrevenue
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Never take advice from someone who inherited their book from daddy. Read this instead👇
Austin, TX
Joined October 2022
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Never take advice from someone who inherited their book from daddy.
Read this newsletter instead👇🏼
4
0
19
Just a polite reminder that becoming a successful Producer takes 5-10 years, not 5-10 months.
9
5
48
One of the hardest parts of being a producer no one talks about?
Staying organized.
Back-and-forth with insureds
Back-and-forth with UWs
Gathering prospect info
Half finished apps
Loose ends. Loose ends everywhere.
Sales and prospecting is paramount.
But you must be
9
1
40
Remind yourself every day:
There's Producers out there half as smart as you, making 10x what you make because they're too dumb to overthink.
0
1
40
Have lost a number of followers in the past hour.
Guessing it’s because I retweeted Tucker Carlson’s new show.
Let me be clear…
I am a God-Fearing, 2A Advocating, Hard Core Conservative.
If that offends you, or you’re afraid to hear an opposing POV, unfollow now.
You won’t
6
0
38
My SMALLEST client is my BIGGEST headache.
So I’m FIRING them come renewal time.
Noob Max would be afraid to lose the revenue.
But Savvy Max knows better.
Like players on a roster, you only get so many.
Don’t waste a spot.
6
0
37
Selling insurance is the ultimate game of delayed gratification.
Execute today, reward in 6 months.
4
1
35
In 20 years the only people who will remember you worked late will be your kids.
5
0
34
Just talked with a Biz Owner who loves his agent, but willing to take a peak under the hood.
After seeing he's in a good spot, and rates are fair I recommended he stay put.
"Well I appreciate that, buddy. Thanks for not being a scummy salesman. You'll be my first call when
4
0
32
You’re not in the INSURANCE business, you’re in the SALES & MARKETING business.
The sooner you grasp this, the better.
3
2
31
Had coffee with 2 multi-million dollar producers this morning.
I asked both of them the same question:
“If you had to move across the country and start over from scratch—with no network, no referrals, and no seeded business—how would you rebuild your book as quickly as
7
2
30
Just ran across some old notes in CRM:
DO NOT CALL EVER AGAIN.
LADY IS BAT-SHIT CRAZY.
Thank you Max (from 10 months ago).
4
0
29
The first 4 months of 2023 have been quite a test:
- Two rescinded BORs ($20k of missed revenue)
- A two month slump of no new business
- Cease and desist letters from my old agency
Despite that I’ve still managed to write 4 new deals worth $35K.
This insurance game will
3
0
29
Just spoke to a Freshmen Producer
that did $119k in revenue this year.
NO Networking
NO LinkedIn
NO Mentor
Just followed our framework to a tee.
All you need is a list, a cell phone,
and a set of cojones.
That’s it.
4
1
28
I’m convinced most Producers who procrastinate prospecting aren’t lazy, they’re scared.
Scared of rejection.
For the life of me, I CANNOT wrap my mind around a grown ass man or woman caring what a stranger says or thinks about them.
Yet, it’s the
#1
reason Producers fail.
If
2
3
28
A story for Producers NOT at a big shop:
Last week, the second to last legit mid market agency in my area sold out.
While in a prospect meeting today the biz owner asked me if this was true.
I confirmed.
“Well,” he said. “I guess y’all are bout to write a bunch of new
2
0
28
Aubrey in the DMs:
“Hey man, got my first BOR yesterday on a 15k account. Just wanted to say thanks for all the advice you and Micah are giving away! It’s made a huge difference in my sales process.”
Damn, that feels good.
3
0
28
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
Follow up
The money’s in the follow up.
4
0
26
If you’re a new Producer and not making 40-50 dials a day, what are you doing?
You literally have NOTHING else to do.
Pick up the phone and start creating opportunities.
4
1
26
Here’s the tech stack I'm currently using:
- ZoomInfo (List building)
- ZoomEngage (Email blasts)
- Phone Burner (Cold calls)
- Epic (CRM)
- Indio (Submissions)
What would you add?
9
0
26
Today I start over from zero.
I left the 800lb gorilla to join a small local agency.
Looking forward to what lies ahead.
Even more excited to bring you along for the ride.
…All aboard the pirate ship🏴☠️
7
0
25
A mentor of mine used to tell me:
“You’ll need deals a year from now, 2 years from now, 3 years from now, 4 years from now…”
Be patient.
Don’t over pursue today and ruin your chances tomorrow.
2
1
25
I spoke to a $17,000,000 Producer last year.
Yes, that’s revenue.
Even more interesting, it was 100% Work Comp.
- He wrote a book
- Did drop-ins everyday
- Left the biz owner a copy
- Executed for over a decade
So many ways to win if you’re willing to be consistent.
Here’s
3
2
25
Steal this stupid simple cold call script:
“Hey, Jeff. Was wondering… would you ever be open to a conversation about your insurance?”
Don’t knock it till you try it.
2
1
25
The mental health benefits of not taking rejection personally cannot be overstated.
4
4
25
“I’m only 26, whose gonna buy from me?”
Heard a new (and frustrated) Producer say this yesterday.
It’s understandable.
The reality, though?
Most business owners don’t give-a-flip how old you are.
All they care about is:
- Can you solve my problem?
- Will you answer when I
6
0
24
I don’t care if a prospect says YES or NO, I just want an answer.
Nothing worse than a MAYBE.
As
@someinsurance
says:
“Try to get to NO as quickly as possible.”
Few understand.
4
2
24
@mtaibbi
@VivekGRamaswamy
I was CANCELLED on LinkedIn in April for similar “violations”.
LinkedIn is an intolerable virtue signaling bell hole.
Bend the knee to woke ideology, or get the guillotine.
2
2
22
GM Insurance Twitter,
Just remember, you could be doing any profession in the world…
But you chose one of the Top 5 Most Hated. 😂
2
1
24
It’s an oxymoron like “jumbo shrimp” or “smart liberal”
Friendly reminder that 'fully insured' does not exist.
11
4
58
4
0
23
Most big accounts start out as a small one.
Some of my biggest accounts started as $5,000-$10,000 in revenue when I picked them up.
Now, they're north of $75K.
Look for companies with new, hungry, growth-minded leadership.
This is often a son, or new owner who's taken over
4
0
22
My 2023 by the numbers:
Goal: $100K in revenue
Actual: $120K in revenue
Deals: 8
I’m not the best.
I’m not the worst.
If I can write $100K, anyone can.
5
0
22
Forget about the latest insuretech, agency software, and fancy computer monitors.
Try showing up every day and just doing the boring work.
3
1
22
Your revenue YTD is a lagging indicator of your prospecting efforts 6-12 months ago.
1
1
22
Agency Principals…
If your agency isn’t producing successful Producers either:
- Your Producer training sucks
- Your hiring/recruiting sucks
- Your support staff sucks
Stop scapegoating New Producers.
The common denominator is YOU.
5
1
22
Anytime I get a signed BOR and the incumbent doesn't make a peep, it means either:
1. The other agent is a pro and will be back in the future
2. The insured is a hot mess and incumbent is happy to see em' go
Not a big fan of either of those options.
4
3
22
Be an ADVISOR not an AGENT.
AGENTS push for their best outcome.
ADVISORS push for the insured's best outcome.
1
2
19
This travel ball stuff is sad.
5-10 y/o have no business playing travel baseball.
It’s always a bunch of Dads trying to live vicariously through their sons.
5
3
19
Coming Soon…
THE PRODUCER PLAYBOOK
Outline:
-Pick a niche
-BOR vs Quoting
-Prospecting 101
-Cold Calling
-Cold Emailing
-Drop-Ins
-Networking
-Research Mtg
-Due Diligence
-Presentations
-Service Calendar
-Renewals
1
1
21
Just watched a video of an agent talking about how great his agency is.
Guys, this isn’t a thing.
Insured care about one thing—themselves.
Not your agency “values”.
Nobody cares!!!
6
0
21
A lot of the most successful Producers I know are ex-college or ex-pro athletes.
- They hate losing
- They love to compete
- They thrive under pressure
- They make sacrifices where others won’t
Train, compete, and discipline yourself like an elite athlete, and watch the wins
3
0
20
Never stop PROSPECTING.
- Even when your numbers look great
- Even when you're knee deep in submissions
- Even when it seems management's off your ass
Potential clients are still out there.
Your competitors will grab them if you don't. 😒
1
1
20
Dale Carnegie on influence:
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”
Same principle applies to prospecting.
Be interested to be interesting.
0
2
20
“Insurance is a relationship business.”
False.
Insurance is a problem-solving business.
3
0
20
As a Producer, it's your job to figure shit out.
No one’s coming to save you.
Your autonomy comes at a steep price:
Responsibility
It’s simultaneously the most freeing AND the scariest part of what we do.
So, embrace it.
Your future self is depending on you.
1
3
18
What new producers think they need to learn:
-How to audit policies
-How to fill out apps
What new producers actually need to learn:
-How to prospect
-Time management
If you can learn the last 2, you’ll have other producers begging to help you with the first 2.
1
1
19
Too many Producers doing whatever it takes to win now
Not realizing they’re shooting their future self in the foot
Say it with me…
Hard selling NOW creates burnt bridges LATER.
1
1
19
Really starting to go all-in on the idea of EVERY DAMN DAY.
ie.,
10 cold calls EVERY DAY is better than 100 cold calls once a week…
The same could be applied to exercise, writing, meditation… whatever.
Better to run 1M every single day than 6M once/wk
Agree or disagree?
5
1
19
10,000 BOOMERS are retiring daily
19% of them own businesses
Know what that means for us in ProducerLand?
Change of leadership inside accounts.
Incumbents better hold on for dear life.
Loads of opportunity for Producers actively prospecting.
1
0
19
I don’t love insurance.
I find it mind-numbingly boring, tbh.
What I love is BUILDING.
I love the hunt, I love the close, I love seeing my book grow.
Many Top Producers I talk to say the same.
Just letting you know, you don’t have to love insurance to build a big ass book.
3
0
19
Spoke with a 23yo Producer today whose done $600K in his first 3 years.
Yes, that’s revenue.
Even cooler, he writes biz in all 50 states.
Here’s 5 things I noticed about him in our 5 minute conversation:
1.He’s very well spoken
2.He thinks outside the box
3.He leverages a
2
0
19
6 books every new Producer should have to read:
1. Purple Cow- Seth Godin
2. Deep Work- Cal Newport
3. Pitch Anything- Oren Klaff
4. The Wedge- Randy Schwantz
5. The War of Art- Steve Pressfield
6. Never Split The Difference- Chris Voss
Most have nothing to do with sales.
2
0
19
Anybody else meet someone new and forget their name after 5 seconds?
7
0
19
Growing your book as fast as possible shouldn’t be the goal.
Smart producers know that taking on a new client is like having a boss.
I'd rather grow slowly and adding 1 solid client at a time that I'm completely aligned with…
Rather than write every new client possible and
4
1
19
8 cold calling stats every Producer needs to know:
1. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts.
2. The average salesperson only makes 2 attempts to reach a prospect before quitting.
3. The best time to cold call is
0
2
19
Labor Day marks the changing of the guard.
Summer is behind us.
It's time to get back to work.
Starting tomorrow, let’s shift gears and put the pedal to the floor.
3
0
18
Most prospects aren’t ghosting you.
They’re just busy, or procrastinating.
Keep reaching out.
The money is in the follow up.
4
1
18
The 4 Pillars of Producer Success:
- Sales & prospecting ability
- Agency & market access
- Coverage expertise
- Industry niche
Collect all 4 and win.
0
0
18
Last I checked ~90% of new producers don’t make it.
After speaking with over 500+ producers in the last 4 years…
I’m convinced it’s not from lack of effort or desire on the producer end.
It’s a lack of direction and training on the agency end.
This needs to change.
3
0
18
Prospect’s been ghosting me for a month.
Super interested, then radio silence.
Followed up with her again today.
Turns out she’s been in the hospital for weeks.
Just a reminder, silence doesn’t always mean “no”.
Keep following up.
2
1
18
Met a lady today who owns 5 Escape Rooms.
I asked who her agent was.
“Some guy in NY who specializes in escape rooms and haunted houses.”
Oh wow, that’s cool, I said. How’d you find him?
“A convention for Haunted House business owners.”
Of course you did, I chuckled.
Kudos
2
0
18
I was 3 seconds away from telling Ricky to go fuck himself.
But, I’ve been down that road before with prospects, and I knew it wasn’t worth it.
Instead I took some deep breaths and tried to swallow my pride.
All I had asked him was, “Do you know how the insurance game works?”
3
1
17
Try to get fired as quickly as possible.
Not with clients, with your prospects.
Here’s what I mean…
Most producers kneel and kiss the ring.
Don’t be that guy.
You’ll blend in just like every other Tom, Dick, and Harry... and the prospect won’t respect you.
Instead try:
1
2
18
Contrarian take:
Never write friends or family.
Insurance is too volatile.
You can ruin a relationship in a heartbeat.
(Even when you did nothing wrong)
Refer a colleague.
Sell to strangers.
3
1
18
Building a $1,000,000 book is a generic goal.
Your actual goal should be FREEDOM.
The best way I know to do that is by working for an agency that encourages it, finding a mentor whose achieved it, and executing a plan that accomplishes it.
FREE AGENT > Insurance Agent
4
0
18
I just crapped the bed.
Been calling this large prospect for months.
Finally, got the CEO on the line this morning,
only to word vomit all over myself.
Happens to everybody.
3
0
18
❌ STOP selling
✅ START sorting
Stop trying to break up happy homes…
Just focus on those who want or need your help.
1
1
18
Sales 101:
Send meeting recaps to prospects and clients.
Recaps do 3 things:
- Gives YOU a paper trail
- Shows THEM you were listening
- Holds BOTH parties accountable
👇🏼
2
0
18
Eat lots of protein
Sprint occasionally
Lift heavy ass weights
Prospect like a madman
Sleep 8-10 hours a night
This is the way.
2
1
18
I’ve seen 100+ New Producers come and go since I started in this business.
The
#1
trait they all shared?
Refusal to pick up the phone.
Dial or die.
5
1
17
When you’re selling INSURANCE you are always selling on PRICE.
When you’re selling DUE-DILIGENCE you are always selling on VALUE.
Read that again 5 times.
1
0
17
My phone weighs 100 pounds.
My talk tracks aren't sharp.
My reluctance is high.
There's only one way to solve this
problem when returning from Holidays.
Just do it anyways.
The sooner you eat the frog the sooner
you can get back in the groove.
1
0
17
Never throw the incumbent under the bus.
Instead ask questions that illuminate the problems.
And have the insured come to the conclusion themself.
6
0
16
“I don’t have time to make calls”
Coffee & Gossip= 20 mins
Toilet Scrolling Time= 20 mins
Lunch With Ted & Bill= 60 mins
Texting with The Boys= 30 mins
LinkedIn “Networking”= 45 mins
“I don’t have time” = It’s not a priority
1
0
17
Learn to let unorganized prospects walk.
If they can’t get you what you need:
- Policies
- Loss runs
- Financials
- Driver Lists
Or whatever else, let them go.
No sense in trying to save a sinking ship.
They’ll just pull you (and all your time) down with them.
2
0
17