How To Write $350k a Year By Just Dropping In | David Steenstra

How To Write $350k a Year By Just Dropping In | David Steenstra

In this episode, Trey and Micah sit down with David Steenstra of Christensen Group, a commercial insurance producer who wrote over $900K in new business in 2.5 years entirely through drop-ins.If you've been wondering whether face-to-face prospecting still works in today's world, this one's for you. David breaks down his entire drop-in playbook: how he structures his days, what he says when he walks in the door, how he handles gatekeepers, and how he wins business on coverage and service, not price. ........ Resources & Links: 📈 Free Trial of Insurance Xdate:⁠⁠⁠⁠⁠⁠ https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter: ⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.com/subscribe⁠⁠⁠⁠⁠⁠ ........ Timestamps:00:00 — Intro & meet David Steenstra02:31 — How Federated shaped David's drop-in foundation05:00 — The "howdy call" philosophy & why small talk isn't dead07:18 — Micah on the "bring value" debate & what buyers actually want10:41 — Do you need X-dates before dropping in?12:20 — Handling gatekeepers & who to ask for14:08 — Cadence: how often should you drop in?16:04 — Why the hard-to-crack prospects are David's favorites17:02 — Asking questions you'll need answers to later18:36 — How much of his $900K came from drop-ins vs. other methods?38:49 — BOR vs. quoting: how David decides which path to take43:15 — Coverage, service, or price? What's actually driving David's wins45:41 — "Are you ready to fire your agent?" — a bold close that worked48:06 — The loss call: what to do after you don't get the business51:47 — How David organizes his territory using Google Maps55:00 — Advice for a $500K producer who wants to start dropping in58:02 — In 12.5 years, only kicked out twice — just walk in the door

2026 Mid Year State of Benefits Address | Luke Berry

In this episode, Trey Shields and Luke Barry discuss the evolving landscape of employee benefits, market shifts, and innovative strategies to stay ahead. They explore topics like fiduciary risk, pharmacy drug costs, and the impact of AI on brokerage practices. ........ Key Topics * Market structural shifts and leverage trend in healthcare * Fiduciary risk and data ownership for employers * The rising cost and complexity of specialty drugs * The role of AI in insurance analysis and client management * Reinsurance market volatility and broker strategies * The Future of Employee Benefits: Market Shifts and Strategies * How AI is Transforming Insurance Brokerage * "Employers need a five-year cost basis." * "Specialty drugs are the central driver in benefits strategy." * "E plus R equals O — your response determines your outcome." ........ Chapters 00:00Introduction and Market Overview 04:49Structural Shifts in Employee Benefits 13:13The Role of Specialty Drugs 17:12Stop Loss Dynamics and Data Quality 25:10Fiduciary Risk and Employer Responsibilities 30:42Navigating Difficult Conversations and Future Trends

How To Write $1,000,000 a Year (Yes, Revenue)

In this episode, Micah and Trey talk with industry expert Larry Linne. Larry shares how top insurance producers can scale their revenue from six figures to seven figures a year!

Better Than CE: Environmental & Pollution with Tanya Andolsen

In this episode, Trey sits down with Tanya Andolsen of Argosy Risk, a 30-year veteran of the environmental insurance industry, to break down everything producers need to know. From why premiums are surprisingly affordable to the hidden gaps in standard GL and property policies, Tanya walks us through site pollution, contractor's pollution liability, transportation coverage, non-owned disposal sites, products pollution, and more. Whether you're a generalist trying to round out accounts or a niche producer looking to go deeper, this episode will change how you look at every renewal. ........ Timestamps: 00:01 — Welcome & intro00:45 — Tanya's background: 30 years in environmental insurance (carrier, retail, wholesale)01:13 — Why are environmental claims large but premiums so cheap?03:35 — Why standard contractors (HVAC, roofing, plumbing, flooring) are buying environmental coverage04:44 — Biggest mistake producers make: not bringing it up (and the E&O exposure that creates)06:18 — Environmental Insurance 101: where standard GL/property ends and environmental picks up06:29 — The two main towers: site-specific coverage vs. contractor's pollution liability08:08 — On-site vs. off-site exposures; strict liability and the "chain of title" rule12:02 — Contractor's pollution liability: asbestos, mold, lead, soil contamination13:57 — Transportation pollution liability: in-transit exposures, loading/unloading gaps17:32 — The generator vs. transporter debate — who's responsible when something spills in transit?20:22 — Non-owned disposal sites and Potentially Responsible Party (PRP) liability23:58 — Products pollution: the gap nobody talks about (valves, coatings, solvents, containers)28:40 — Tanya's environmental exposure checklist for producers (available on request)30:27 — Surprising contractors who need environmental coverage: street & road, roofing, HVAC, plumbing, landscaping, drone applicators35:14 — How to sell environmental coverage to resistant clients (claim scenarios + education)38:18 — What producers should bring to a submission — and what they almost never do44:30 — How environmental risk is actually rated (site, revenue, units — not filed rates)48:06 — Sudden & accidental vs. gradual coverage explained simply51:00 — Which is bigger: remediation costs or third-party liability?53:00 — What we didn't cover: M&A, property acquisition, due diligence gaps56:38 — Wrap-up and how to reach Tanya ........ Key Takeaways: * 95% of environmental coverage is written on non-admitted (E&S) paper — forms and rates are not filed * A "pollutant" doesn't have to be hazardous or toxic — it's anything introduced to an environment that causes harm * If you're in the chain of title on a contaminated property, you can be held liable even if you didn't cause it * Not bringing up environmental coverage is an E&O exposure for producers * Gradual coverage is broader than sudden & accidental — know the difference before recommending limits ........

QUICKY: How to Find 3-Star Prospects With 5-Star Potential

In this episode, Micah breaks down his framework for identifiying "three-star" prospects with huge upside, before everyone else starts knocking their door down. ........ Resources & Links: 📈 Free Trial of Insurance Xdate: ⁠⁠⁠⁠⁠⁠https://www.insurancexdate.com/maxrevenue 🔗 Work with Element22: Email submissions to: maxrevenue@element22ins.com Or call Brian at 843-296-3376 📬Sign up for The Max Revenue Letter:⁠⁠⁠⁠⁠⁠⁠ https://maxrevenuegroup.com/subscribe