Advertise on podcast: The Insurance Buzz

BOOK A DEMO– Agency Coach AI                                                                                       Learn More: Let's Chat                                                                   Watch the full episode on YouTube: HERE What’s in this episode: Hiring doesn’t fail because of a lack of applicants—it fails because most agencies make the process too easy. In this episode, Michael and Courtney break down the exact interview framework they used to eliminate over 90% of unqualified candidates and hire two top-tier sales professionals—without wasting time. You’ll hear real numbers, real drop-off data, and the step-by-step hiring process that filters for character, consistency, and follow-through before you ever get on a call. If you’re tired of bad hires, ghosting, and constant turnover—this episode is your blueprint. [00:00] Why the hiring process should be difficult [01:00] The #1 people problem agency owners face [02:10] The multi-step hiring framework overview [04:20] 105 applicants → what happens next [05:00] The assessment step that eliminates 75% [06:40] Why video interviews matter [08:50] Red flags that disqualify candidates instantly [10:00] Who actually shows up to interviews [11:20] From 105 applicants to 2 hires [12:45] Why hard upfront = easy long-term [14:30] Character vs skill in hiring [16:10] Final hiring advice for agency owners BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

🚨 LAST DAY 🚨 30 in 5 starts tomorrow! If life insurance feels random, this fixes it for your entire office. 👉 https://www.weaversa.com/30in5 Watch the full episode on YouTube: HERE What’s in this episode: One moment can expose what’s been out of alignment for years. In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with 20-year insurance veteran Brandon Hanson to talk about a health scare that forced a full reset—personally and professionally. Brandon shares how ignoring his health showed up in his leadership, patience, hiring decisions, and agency performance. This conversation covers personal responsibility, sustainable success, smarter hiring, leadership clarity, and how agents should be thinking about leverage and AI heading into 2026. [00:00] The health scare that forced a wake-up call [01:00] Introducing Brandon Hanson and his 20-year career [02:00] The parking lot collapse that changed everything [04:00] “I am the business” — why separation doesn’t work [06:00] Slowing down and reassessing priorities [07:30] Tracking health to regain energy and focus [10:00] Burnout, overdrive, and warning signs agents ignore [12:30] How health affects patience and communication [14:00] Confidence, presence, and leadership energy [15:00] The customer who hit a bear [17:00] The $3 problem and learning empathy with clients [20:00] Stop copying other agencies’ playbooks [22:00] Unicorn hires and leadership responsibility [26:00] Advice for agents heading into 2026 [28:00] Smarter hiring: leverage over headcount [31:00] Defining success instead of hoping for it [32:00] Using AI for health, communication, and efficiency [35:00] Where AI helps—and where humans still matter [38:00] Delegating repetitive work to AI [40:00] Final thoughts on health, leadership, and longevity FOLLOW & CONNECT WITH BRANDON HANSON Want to connect with Brandon or follow along with his journey? 📸 Instagram: Personal 🏢 Instagram: Agency BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

🚀 FREE LIVE WEBINAR —TODAY 4X Your Life Insurance Production Learn how top producers multiply submitted premium without feeling pushy or salesy. 👉 Save your seat: HERE 🔥 30 in 5 Challenge 30 life policies. 5 days. One repeatable system for your entire office. 👉 Starts Feb 3rd: SAVE MY SEAT Watch the full episode on YouTube: HERE What’s in this episode: Most agents don’t lose life insurance sales because of objections. They lose them because of one sentence they say too early. In this highlight episode, Michael Weaver breaks down what kills momentum in life conversations—and the exact language shift that turns shutdowns into engaged, emotional conversations with homeowners. If you sell P&C, service accounts, or quote homeowners, this is a must-watch. [00:00] You are the professional—why control of the conversation matters [01:00] The sentence that instantly kills life insurance sales [02:00] Why explaining “life insurance” too early creates resistance [03:00] The Mortgage Payoff Protector question that opens the door [04:00] How to get a “yes” without talking features or benefits [05:00] The two follow-up questions that create emotional buy-in [06:00] Using this approach on service calls with homeowners [08:00] Pivoting correctly during P&C new business conversations [10:00] Why this instantly increases death benefit and premium size [12:00] Turning mortgage conversations into true income protection BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

🚨 LAST DAY — SAVE $200 🚨  The 30 in 5 Challenge is closing Early Bird access tonight. If writing 30 life policies in 5 days sounds aggressive — good. This is daily coaching, live role play, proven talk tracks, and a system your team can execute immediately.  👉 Last Day to Save $200: SAVE MY SPOT Watch the full episode on YouTube: HERE What’s in this episode: Most agents wait until everything feels “stable” before pushing life insurance. That mindset is costing you production. In this episode, Anthony Hunt breaks down how he led from the front and wrote 36 life applications in one week — while rebuilding his team, managing turnover, and personally running appointments. This is a raw, real conversation about leadership, pressure, mental resilience, and what actually creates momentum when things aren’t perfect. If you’re serious about scaling life production, this episode is required listening. [00:00] Why being an insurance professional actually matters [01:00] Anthony Hunt becomes the 30 in 5 GOAT (three-peat winner) [02:00] The real numbers: 105 policies and $105K in premium [03:00] Why Anthony almost skipped this 30 in 5 Challenge [04:30] Running two offices with a brand-new team [10:00] Losing key team members and still going all-in [14:00] Leading from the front: closing 30+ apps personally [18:00] Mental health, leadership, and regulating emotions [22:00] Why asking for help is a strength — not a weakness [26:00] Leaders set the emotional tone of the agency [30:00] Pressure is a privilege [40:00] Why self-talk determines your ceiling [43:00] Who’s watching your back when you sleep [45:00] Final leadership lessons for agents in tough seasons BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

Write 30 Life Apps in 5 days. Daily coaching. Live role play. Proven system. 👉 Join 30 in 5: SAVE $200 NOW Watch the full episode on YouTube: HERE What’s in this episode: If you want consistent life insurance production, this episode shows you how to build it on purpose. This highlight breaks down how one producer submitted 52 life insurance applications in 5 months—not by grinding harder, but by installing time blocks, role play, and intentional daily activity. This is the same system behind the 30 in 5 Challenge, where agencies write more life in one week than most do all year. [00:00] Why consistent activity always beats motivation [01:00] 52 life apps in 5 months — breaking down the math [02:30] Momentum matters: small wins that restart production [03:15] Time blocking explained (and why most agents avoid it) [05:30] How time blocks eliminate procrastination [06:45] Role play: the confidence multiplier agents resist [08:15] How feedback sharpens conversations and closes more apps [10:00] The real reason agents stay inconsistent [11:30] When outbound life calls actually get done [13:00] Who to call: homeowners, renters, and 50–65 markets [15:00] What to say so you’re not “pitching” life insurance [17:00] Turning service and P&C conversations into life apps [19:00] Why 30 in 5 works (and why agents repeat it) BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

FREE LIVE TRAINING — JANUARY 22ND Overcoming Life Insurance Objections Learn how to confidently handle price pushback, hesitation, and “I need to think about it” — without sounding scripted or salesy. 👉 Register here: https://www.weaversa.com/Jan22Webinar Watch the full episode on YouTube: HERE What’s in this episode: Most coaching conversations fail because leaders talk too much and ask too little. In this episode of The Insurance Buzz, Michael Weaver breaks down the two questions that instantly improve coaching effectiveness — whether you’re reviewing role play, live calls, or weekly performance. These questions force awareness, build confidence, and help producers coach themselves instead of waiting to be corrected. If you want better results from your team, this episode shows you where to start. [00:00] Why most coaching conversations fail [01:15] What real role play should look like [02:30] The coaching mistake leaders repeat [03:30] Question #1: What did you do well? [04:45] Question #2: What could you have done better? [05:45] How these questions reveal skill gaps [06:30] Coaching that creates self-coaching producers [07:15] Why this framework accelerates growth BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

FREE LIVE TRAINING — JANUARY 22ND Sales Cure-All: Overcoming Life Insurance Objections If you’re hearing “I need to think about it,” “It’s too expensive,” or “Let me talk to my spouse,” the problem isn’t your product — it’s where control is getting lost in the conversation. 👉 Register here: SAVE MY SEAT Watch the full episode on YouTube: HERE What’s in this episode: Most agents don’t have a motivation problem. They have a system problem. In this episode, Michael breaks down why contact rates are crashing, why your calls might be showing up as spam, and how broken outbound systems are costing agencies thousands every month—without them realizing it. If you want to increase life insurance production in 2026, this episode shows you what must be fixed first. [00:00] Why engagement—not effort—is the real sales advantage [01:00] The hidden reason answer rates are collapsing across agencies [03:30] How spam flags quietly destroy your outbound sales process [06:00] The difference between contact rate vs. answer rate (and why it matters) [08:30] The warning sign your team is already flagged as spam [10:00] DIY fixes vs. delegating spam remediation (what leaders should do) [12:00] Systems new agents must build early to win long-term [14:30] Why going deeper with existing clients outperforms chasing new leads [16:30] The compounding power of intentional customer meetings [18:30] Why consistent systems—not motivation—drive 2026 growth [20:00] The real Sales Cure-All heading into 2026 Want the full conversations behind today’s highlights? Episode 391: Get Off the Spam List with Andrew Filar → WATCH HERE Episode 379: 200 App Months with 25-Year Agent Larry Lucas → WATCH HERE BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

FREE WEBINAR — THURSDAY, JAN 15th See exactly how top agencies are using Agency Coach AI to coach better conversations, create real accountability, and scale production—without more meetings. 👉 Save your seat: SIGN UP Watch the full episode on YouTube: HERE What’s in this episode: If you’re not getting callbacks, it’s not the leads—it’s your voicemail. In this solo episode, Michael Weaver breaks down exactly how insurance agents should be leaving voicemails if they actually want people to call back. No fluff. No long explanations. Just short, curiosity-driven messages that get prospects and clients on the phone. Michael explains why relying on text and email is a losing strategy long-term, how AI is already replacing agents who avoid real conversations, and the exact voicemail scripts you should be using for new business and current clients. If your job is to have conversations that matter—and it is—this episode is mandatory.  [00:00] Why avoiding phone calls is a career-ending mistake  [01:00] Why voicemails still matter (and most agents get this wrong)  [02:00] The real reason callbacks aren’t happening  [03:30] How text-only agents are becoming replaceable  [04:45] What NOT to say in a voicemail  [05:45] The voicemail script that actually gets callbacks (new business)  [06:30] The “hang-up method” explained  [07:30] Why curiosity beats information every time  [08:30] Voicemail script for current customers  [09:30] Why shorter messages win  [10:30] The 90-day voicemail challenge  [11:00] Your real job as a sales professional BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

Want to see how AI actually fixes accountability inside a real agency? Join the live demo + Q&A and see how agencies are using AI to coach consistently, track performance, and stop revenue from slipping through the cracks. 👉 SAVE MY SEAT Watch the full Highlight Episode on YouTube: HERE What’s in this episode: AI isn’t a future trend — it’s already exposing where agencies are leaking money, skipping accountability, and relying too heavily on hustle.  In this highlight from Episode 417, Michael breaks down why inconsistent coaching costs agencies up to 20% in performance, why early technology adopters always win, and how AI is changing training, accountability, and growth faster than anything we’ve seen before. This is a highlight episode pulled from the full Episode 417 and is required listening for solopreneurs and agency owners who want to scale without more meetings or burnout. [00:00] Why skipping accountability is expensive [02:20] The revenue leak caused by inconsistent coaching [03:30] How AI changes accountability inside agencies [06:20] Why AI is moving faster than any technology before [10:20] The biggest mistake people make when training AI [13:00] Letting AI interview you first [15:45] The solopreneur ceiling [16:55] What got you here won’t get you there ▶️ WATCH THE FULL EPISODES Want the full conversations and complete breakdowns? Listen to the full episodes in the AI for Insurance Agents playlist here: 👉 WATCH NOW BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

Want to see how this actually works inside an agency? Live demo + Q&A here 👉 Save My Seat Watch the full episode on YouTube: HERE What’s in this episode: Most agencies believe growth requires more managers, more oversight, and more payroll. Steven and Lindsay Mills prove that assumption wrong. In this episode, they share how they’ve scaled a multi-location agency by building clear roles, strong processes, and real accountability—without adding middle management, slowing production, or burning out as owners. If you’re trying to grow in 2026 without burning out or bloating payroll, this episode is for you. [00:00] Why they chose to scale without adding managers [02:30] The early husband-wife challenges (and how they defined roles) [06:30] The 5-year planning exercise that changed everything [10:00] Why people + processes always beat talent alone [14:00] The mistake most agencies make when hiring managers [16:30] How AI replaces micromanagement and call monitoring [18:00] Using AI to ramp producers faster (and better) [21:30] Why role-play is critical—and how AI finally makes it consistent [25:00] Producer resistance, buy-in, and real feedback from the team [29:00] Scaling locations without losing culture or quality [32:00] Recruiting obsessed talent (not “job seekers”) [37:00] Why younger producers demand development paths [41:00] Final advice on building a scalable agency for 2026 CONNECT WITH STEVEN & LINDSAY 📱 Phone: (316) 321-2387 📘 Facebook: https://www.facebook.com/StephenMillsAgency 📸 Instagram: https://www.instagram.com/stephenmillsagency/ BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

This episode made one thing clear: top agencies don’t scale solo.  This episode breaks down the WHO you need to scale in 2026. Once you have the right people in place, the fastest way to lose momentum is trying to build training from scratch. Let us help. 👉 Book your call: Let’s Talk Watch the full episode on YouTube: HERE What’s in this episode: This is the first highlight episode heading into 2026, and it sets the tone for what actually drives scalable agency growth — WHO you surround yourself with, not another tactic or tool. If you’re serious about longevity, production, and leadership endurance in 2026, this episode is a wake-up call. [00:00] Welcome to 2026: Why WHO matters more than HOW [01:00] The leadership endurance problem no one talks about [02:00] Why every great agency owner still needs a coach [03:00] Sales coaching vs. being a “talking head” [04:30] Third-party validation and why your team hears it differently [05:30] The second non-negotiable: outsourcing recruiting [07:00] Why most agents hate recruiting (and what to do instead) [08:30] Training future agency owners without fear [10:00] Determination: the one trait you cannot teach [11:30] Staffing mistakes that cost quarters — not weeks [13:00] Why you should always be hiring (even when fully staffed) [15:00] Mentorship gaps and how to solve them fast [17:00] “Who has already solved this?” — the scaling shortcut [18:30] Final takeaway: stop doing it alone in 2026 🎬 Want the Full Conversations? Episode 374: Leadership Endurance — Build a Career That Doesn’t Burn You Out 👉 https://youtu.be/gXWj8OPiAuk Episode 397: $2M in 2 Years — Scratch Agent to CEO with Joshua Arnold 👉 https://youtu.be/NMoce9BYVVQ BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

Book a 1:1 Agency Coach AI Demo See exactly how AI can coach your team, grade every conversation, and increase production—without more meetings or micromanagement. 👉 Book your call: HERE Watch the full episode on YouTube: HERE What’s in this episode: What actually separates average producers from consistent $20–30K-per-month agents? In this episode of The Insurance Buzz, Michael Weaver and Courtney Weaver sit down with rising producer Dustin Kinkela to break down the exact mindset shift that took him from price-focused quoting to confident, value-driven selling. If you’re grinding calls, fighting price objections, or stuck at the same production ceiling, this episode shows you what has to change — internally and tactically — to level up.  [00:00] Why income level doesn’t change the need for protection  [01:30] Dustin’s first year in insurance — and why he almost hated sales  [03:00] The moment he stopped selling on price  [05:00] The slump most agents quit during (and why he didn’t)  [07:00] The belief shift that changed everything  [09:00] Why confidence in yourself matters more than the product  [11:30] What Dustin learned from role-playing in front of hundreds of agents  [13:30] Feel, Felt, Found — and how he uses it to start conversations  [15:00] The 3 Ws explained (What, Would it be important, Why)  [18:00] How to move conversations away from price without being pushy  [20:00] Why Dustin writes multi-line business consistently  [22:30] The real path from $30K to $50K+ per month  [25:00] Final advice for agents stuck at the same production level CONNECT WITH DUSTIN Want to follow Dustin’s journey or connect directly? Facebook: HERE David Wetoskey Agency: HERE BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

Book a 1:1 Agency Coach AI Demo See exactly how AI can coach your team, grade every conversation, and increase production—without more meetings or micromanagement. 👉 Book your call: HERE Watch the full episode on YouTube: HERE What’s in this episode: This special Christmas Edition of The Insurance Buzz is part book club, part vision cast. This episode isn’t just about reading lists—it’s about identity, mindset, and momentum. Michael and Courtney share the books that sharpened their thinking in 2025 and how those lessons are shaping their vision for 2026. If you want better production, better leadership, and a better life, this conversation connects the dots. [00:00] Why success always starts internally [01:00] Christmas episode kickoff + why this conversation matters [02:00] Why reviews fuel growth (and how you can support the show) [06:00] Courtney’s mindset shift: spirituality, belief, and expansion [07:30] Health, longevity, and playing the long game [08:00] Outlive and preventative thinking [09:30] The book Michael reads every year: The Four Agreements [12:00] Money mindset reset: Secrets of the Millionaire Mind [13:30] Measuring progress vs chasing the next goal [14:30] Expanding belief: Conversations with God [16:00] Habits, routines, and consistency [19:00] Manifestation + action: The Secret [21:00] Courtney’s 2026 reading list + what’s next [24:00] The book Michael credits for long-term success: Think and Grow Rich [26:00] Why growth always comes back to who you’re becoming [28:00] A Christmas-level honest moment (yes… fairy books included) [29:30] Final message: gratitude, growth, and vision for 2026 BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

🎯 Book a 1:1 Agency Coach AI Demo  See exactly how AI can coach your team, grade every conversation, and increase production—without more meetings or micromanagement. 👉 Book your call: HERE   Watch the full episode on YouTube: HERE What’s in this episode: In this episode of The Insurance Buzz, Michael and Courtney Weaver sit down with Brett Bortz, a data-obsessed Farmers agent who built a $12.8M book in under two years — without slowing down during one of the toughest markets insurance has seen. Brett pulls back the curtain on what’s actually happening behind declining close rates, why most agents misread market downturns, and how he uses data, automation, and disciplined lead buying to stay aggressive when others panic. This is a no-fluff conversation for agency owners who want to control their numbers instead of reacting to them. [00:00] Why throttling down in a tough market will cost you [03:00] Brett’s background: Allstate → indie → Farmers [06:00] How Brett built a $12.8M book in under 2 years [09:30] What’s driving the market downturn (and why it’s not just you) [13:00] Brett’s internet lead engine: 700–1,600 leads/day [17:00] The close ratios Brett actually tracks (lead-to-sale + CPA) [20:30] Time-to-Sale: why speed matters more than “cheap” leads [24:00] The automation trap: why follow-up tanks when things get hard [28:30] What Brett’s data showed when sales dropped July–September [33:00] Brett’s 2026 plan: reset zip codes, tighten ROI, expand states [36:30] “Throttle up” mindset: play to win, not to survive [40:00] Selling part of your book to create cash for the next wave [42:00] How to connect with Brett + “control your data” 👤 Guest Contact — Brett Bortz 👉 Let Brett know you heard him on The Insurance Buzz Facebook:https://www.facebook.com/brett.bortz.9 Email: [email protected] CRM Platform:https://inscendoiq.com BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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

🎯 Book a 1:1 Agency Coach AI Demo  See how AI can coach your team, grade every conversation, and increase production—without more meetings or micromanagement. 👉 Book your call: HERE Watch the full episode on YouTube: HERE What’s in this episode: If your agency’s production has stalled, the problem isn’t effort—it’s your coaching system. In this solo episode, Michael Weaver breaks down why traditional coaching models are broken, why listening to endless sales calls is killing your time, and how AI is fundamentally changing the future of leadership, accountability, and performance. This episode pulls back the curtain on how top agencies are using AI to coach smarter, move faster, and scale production without burning out managers or team leads. You’ll hear real-world examples of how AI-driven coaching creates immediate improvement, stronger accountability, and measurable production gains—without role-playing, micromanaging, or sitting through hours of calls. If you’re a manager, team lead, or agency owner who wants higher production without adding more to your plate, this episode is required listening. [00:00] Why listening to sales calls is officially outdated [01:00] What AI coaching actually replaces (and what it doesn’t) [02:30] The real reason agents hire coaches in the first place [03:45] Why peer-to-peer role play doesn’t work [05:00] How AI delivers unbiased, data-driven coaching [06:30] Coaching the root cause instead of surface objections [07:30] Real example: from 250 scores to closed business [08:30] How one manager got 3.5 hours per day back [09:45] Why AI makes you a better leader—not obsolete [10:45] The future of coaching, accountability, and production BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals. 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