What’s in this episode:
If you’re tired of chasing cold leads and hiring people who ghost you after 90 days, this episode is your playbook. Michael and Courtney Weaver sit down with two powerhouse independent agents, CJ Hutsenpiller and Bradley Flowers, to break down how they built high-performing teams—and how they consistently generate quality leads without ever buying them.

From leadership structure and recruiting strategies to dominating real estate referral networks using Referral Radar, this conversation is jam-packed with actionable tactics for building a profitable and sustainable agency. Whether you’re a team of 3 or 30, these insights will help you attract better talent, win higher-retention business, and create a culture top producers want to be part of.

[00:00] Bradley’s first-mover advantage: how he dominated
[01:00] Market softening = more competition. Here’s how to stay ahead
[03:30] Managing multiple carriers and shifting appetites
[09:00] How to lead teams through change without losing momentum
[11:30] Custom intranet + ChatGPT: Internal systems that scale
[13:00] The PTO story that cost a competitor a great employee
[15:30] How to build loyalty without raising pay
[18:00] Why your social media and website are killing your recruiting efforts
[20:00] The power of short-term thinking in long-term retention
[21:30] The 3 types of candidates—and who NOT to hire
[24:00] Define your ideal team member before you post the job
[26:00] Why real relationships beat cold recruiting every time
[28:00] Stop buying leads. Start building referral machines
[30:00] Using data to uncover high-volume lenders with Referral Radar
[33:00] Why realtors aren’t always the right referral partners
[37:00] Warm intros, relationship hacks, and the Referral Radar advantage
[39:00] How to lock your zip code before your competitors do

Special Offers for Insurance Buzz Listeners

🚀 Try Referral Radar: Dominate your local market with high-performing mortgage and realtor data
👉 https://referralradar.com/weaver

📘 NEW BOOK: Quote 3 – How to Make Multiple 6 Figures in Any Sales Organization
👉 Get your copy

🎯 FREE 7-Day Demo – Weaver Sales Academy
👉 Start your trial

📲 TEXT MICHAEL
Got a question or want your topic featured?
Text “BUZZ” to (816) 727-7610

🌐 More Resources
Website: https://www.weaversa.com

🎁 Weaver Sales Academy Just Turned 7 — And You Get the Gift 🎁
We’re throwing it all the way back to Day 1 pricing (actually… even better). For a limited time, get full access to the exact systems helping agents close more life and P&C—without the guesswork.

✅ Train brand-new hires to sell in under 10 days
✅ Master Life Insurance, Multi-line, and high-converting closes
✅ Built for top-performing insurance agencies and teams

Use code "BIRTHDAY" at checkout—then hit the blue ☑️ to see your savings!

👉 Grab the deal now or schedule a call with our team. Let’s build your next top producer together. CHECKOUT or BOOK A CALL

🎉 Celebrate 7 Years of WSA with Us!
For a limited time, get in at our lowest pricing —yes, even better than day one.
👉 Enroll today or schedule a call to find out if it’s the right move for your agency.
Use code BIRTHDAY and click the blue ☑️ at checkout to see your savings!

What’s in this episode:
Do your team incentives start and stop with bonuses? This episode will change the way you lead. Courtney and Michael break down exactly how to fire up your team—without touching your wallet. From time-off reward structures to personalized gifts and acts of service, you’ll learn how to motivate your people in ways that matter. No more guesswork. No more throwing cash at the wall. If you’re serious about building a culture where people show up, perform, and stay loyal—start here.

[00:00] Why throwing money at performance isn’t a long-term solution
[01:30] Why money-motivated people still need more than money
[03:30] The Four “Non-Money” Motivators (based on love languages)
[04:45] Skip physical touch, but pay attention to the other 4
[06:00] The #1 thing team members actually want
[07:15] How to structure time-off as a performance incentive
[08:30] Bonus: How to uncover what each person really wants
[10:15] Write 30 apps, get a week off—real-world examples
[12:00] First-class flights, wine, babysitters, and small touches that wow
[13:45] How to create an unforgettable moment that drives loyalty
[15:00] Why a handwritten note might be the most powerful incentive
[16:00] Wrap-up: Lead with heart, and your team will follow

Watch the full episode: HERE

Special Offers for Insurance Buzz Listeners

🎉 WSA is turning 7! 🎉
We’re rolling back to better-than-launch pricing for a limited time.
👉 Join now or book a call to see if it’s the right fit.
Use code BIRTHDAY at checkout and hit the blue ☑️ to see your savings!

📘 NEW BOOK: Quote 3 – How to Make Multiple 6 Figures in Any Sales Organization
Master the sales strategies behind $200M+ in production.
👉 Grab your copy: https://a.co/d/aYRmKuD

🎯 FREE 7-Day Demo – Weaver Sales Academy
Test-drive the system helping agents close more life and P&C.
👉 Start your trial: https://www.weaversa.com/7DayYoutube

📲 TEXT MICHAEL DIRECTLY
Got a question? Want a topic featured on the podcast?
Text “BUZZ” to (816) 727-7610

🌐 More Tools + Free Resources
Website: https://www.weaversa.com

📱 Connect with Michael Online
LinkedIn: linkedin.com/in/michaelweaverwsa

🎁 Weaver Sales Academy Just Turned 7 — And You Get the Gift 🎁
We’re throwing it all the way back to Day 1 pricing (actually… even better). For a limited time, get full access to the exact systems helping agents close more life and P&C—without the guesswork.

✅ Train brand-new hires to sell in under 10 days
✅ Master Life Insurance, Multi-line, and high-converting closes
✅ Built for top-performing insurance agencies and teams

Use code "BIRTHDAY" at checkout—then hit the blue ☑️ to see your savings!

👉 Grab the deal now or schedule a call with our team. Let’s build your next top producer together. CHECKOUT or BOOK A CALL

“You don’t have a follow-up problem—you have a qualification problem.” Michael Weaver

What’s in this episode:

Just because you had a good conversation doesn't mean it's a hot lead. In this episode, Michael and Courtney break down exactly how to qualify your follow-ups and stop wasting time on "maybes" that are really just polite nos. You'll learn the top characteristics of truly hot leads, how to spot red flags in real-time, and the follow-up script that gets instant clarity—so you can move on or move forward.

This episode is your tactical guide to cleaning up your pipeline and protecting your energy. Because not every follow-up is a hot lead... and it’s time to stop pretending they are.

[00:00] 30 hot leads? Or just 2 that will answer the phone?
[01:00] What actually qualifies as a hot lead
[02:00] The danger of “everyone’s a hot lead” thinking
[03:30] Conversation clues: Are they engaged or just being nice?
[05:00] Specific vs vague objections: what it reveals about intent
[06:30] Why “just email me the quote” is not a win
[07:00] The 48-hour rule that changes everything
[08:30] Cold lead red flags: “Call me sometime next week”
[10:00] Decision-maker myth: They’re usually already on the phone
[12:00] Avoiding the sales “maybe” purgatory
[13:00] Word-for-word script to force a real yes or no
[14:30] How to reclaim your time and energy starting today

🎯 Free tips & strategies weekly 👉 @michaelweavertraining

Watch the Full Episode HERE

Special Offers for Insurance Buzz Listeners

📘 NEW BOOK: Quote 3 – How to Make Multiple 6 Figures in Any Sales Organization
👉 Grab your copy: https://a.co/d/aYRmKuD

🎯 FREE 7-Day Demo – Weaver Sales Academy
👉 Start your trial: https://www.weaversa.com/7DayYoutube

📲 TEXT MICHAEL DIRECTLY
Want to be featured or have a question? Text “BUZZ” to (816) 727-7610

🌐 More Tools + Free Resources
Website: https://www.weaversa.com

📱 Connect with Michael Online
🔗 LinkedIn: https://linkedin.com/in/michaelweaverwsa
▶️ YouTube: https://youtube.com/@michaelweavertraining
📘 Facebook: https://facebook.com/themichaelweaver
📸 Instagram: https://instagram.com/_michaelweaver_

💰 Exclusive for Insurance Buzz Listeners – Save with code THEBUZZ 💰
Want to confidently close more life insurance with real conversations that convert? Get lifetime access to our full life insurance training system—including the 20-Day Sales Accelerator—for a one-time investment.

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