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_

🎁 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

📲 Need help making the right move?
Whether it’s an adjustment or a pivot, I've got you. Text “BUZZ” to (816) 727-7610

What's in this episode:

Feeling the pressure from a slow week or slumping sales? Don’t panic—plan. In this solo episode, Michael breaks down a framework to help you confidently decide whether your business needs a slight adjustment or a full pivot. If you're feeling stuck, overwhelmed, or unsure of your next move, this episode will walk you through how to use real data to lead with clarity and confidence—not emotion. Learn exactly what metrics to measure, what questions to ask your team, and how to identify the root cause of production dips so you can lead like a pro.

[00:00] Decisions driven by panic vs. data
[01:00] The coaching call that sparked this episode
[02:00] Four key metrics to evaluate before making changes
[03:00] Activity, quotes, conversions, and household size explained
[05:00] Why production can drop even when activity stays high
[06:00] The questions every leader should be asking
[08:00] Is your team selling on price (and how to fix it)?
[09:00] Adjustment example: tweak coaching, not your process
[10:00] Pivot example: when the data shows it’s time to shift markets
[12:00] How to lead through slow seasons without overreacting
[13:00] Final thoughts: Stop guessing, start leading

You can watch the episode HERE

Special Offers for Insurance Buzz Listeners

▶️ Watch industry insights on YouTube
👉 Subscribe here: FREE TRAINING

📘 NEW BOOK: Quote 3 – How to Make Multiple 6 Figures in Any Sales Organization 👉 Order now on Amazon

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

📲 TEXT MICHAEL DIRECTLY
Text “BUZZ” to (816) 727-7610

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

📱 Connect with Michael Online

• LinkedIn: linkedin.com/in/michaelweaverwsa
• YouTube: @michaelweavertraining
• Facebook: facebook.com/themichaelweaver
• Instagram: @michaelweaver

🎁 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

Get FREE tips & strategies weekly 👉HERE

What's in this episode:

David Wetoskey didn’t just survive his first year as an agency owner—he built a high-retention machine and nearly hit 1,000 PIF in 12 months. In this raw, tactical conversation, David breaks down exactly how he structured his team, delegated with purpose, and built systems for consistent production. From building a “brand-based” staff to letting go of the wrong fits, you’ll walk away with real strategies you can implement today—especially if you're still in your first few years of ownership.

Whether you’re trying to scale smarter, delegate more, or increase life production, this episode is your playbook.

[00:00] Welcome David Wetoskey – hitting $100K in premium
[01:30] Year one lesson: Why delegation is the cheat code
[04:00] First hire: Social media to CSR to brand ambassador
[06:30] How David got someone to move states to join his team
[08:00] What to offer top talent when you can’t offer top pay
[09:30] The test project approach to hiring right
[11:00] Daily cadence, call reviews, and WSA implementation
[13:30] Letting people go (even when it’s hard)
[16:00] Real talk: Not everyone is built for this business
[18:30] Michael’s reminder: “You’ll feel relief when they leave”
[20:30] Insurance is emotional—stop playing it safe with hiring
[24:00] David’s first-year numbers: 926 PIF + 97% retention
[27:00] Why service is your edge—and how to market it
[30:00] Big Dave’s brand of informed insurance
[33:30] Building trust through Google reviews + local presence
[35:00] David’s biggest pain point: producer consistency
[37:00] Michael’s system: 3 quotes, 3 life, 3 Google reviews daily
[40:00] The 3 Kingsmen: Auto, Fire, Life
[42:00] Courtney’s advice: Reverse-engineer consistency
[44:00] Call counts vs real conversations that convert
[47:00] Why 250/500 is the starting line—not the finish line
[48:30] Connect with David + Big Dave branding

📞 Want to Connect with David or Ask a Question?
Follow him @wakiagency or call his team directly at (517) 293-3330

Watch the full episode: HERE

Special Offers for Insurance Buzz Listeners

📘 QUOTE 3: How to Make Multiple 6-Figures in Any Sales Organization
👉 Get your copy: https://a.co/d/aYRmKuD

🎯 FREE 7-Day Demo – Weaver Sales Academy
Train like David’s team. Close more life and P&C.
👉 Start your trial: https://www.weaversa.com/7DayYoutube

📲 TEXT “BUZZ” to (816) 727-7610
Got questions? Want a topic featured? Let’s connect.

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

📱 Connect with Michael & Courtney
🔗 LinkedIn: linkedin.com/in/michaelweaverws

🎁 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

Use code THEBUZZ- 6-Figure Life Insurance Producer Program. 👉 LEARN MORE

What’s in this episode:

If you’re getting hit with objection after objection on life insurance calls, you might be saying the one thing that instantly kills the sale. In this solo episode, Michael Weaver breaks down the exact phrase that derails the conversation—and gives you the tactical script to replace it. Learn how to anchor the customer, ask better questions, and build a conversation that leads to a confident yes. No more talking at the customer, no more feature-dumping. Just the real-life framework that top producers use to open, position, and close like a pro.

[00:00] The phrase that’s killing your sales (stop saying this)
[01:00] Roleplay breakdown: where the script went wrong
[02:00] What not to say when they ask “what do you mean?”
[04:00] The better question to ask instead
[06:00] “Tell me more about that” — anchoring them into the conversation
[07:30] Why explaining too soon kills momentum
[08:15] When the sale starts to feel sleazy (and how to fix it)
[09:30] Final thoughts: feel proud, not pushy

Watch the full episode on YouTube: HERE

SPECIAL OFFERS FOR INSURANCE BUZZ LISTENERS

📘 QUOTE 3-Want the full playbook? Grab Michael’s new book:
“Quote 3 – How to Make Multiple 6 Figures in Any Sales Organization.”
👉 Buy it here

🎯 FREE 7-Day Demo – Weaver Sales Academy
Want to test-drive the full system helping agents dominate in life and P&C?
Try it free—no commitment.
👉 Start your demo

📲 TEXT “BUZZ” TO (816) 727-7610
Have a question? Want your topic featured? Text Michael directly.

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

📱Connect with Michael
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @michaelweavertraining
Instagram: @michaelweaver
Facebook: @themichaelweaver

🎁 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

Use code THEBUZZ to save $800 on the 6-Figure Life Insurance Producer Program. 👉 LEARN MORE

What’s in this episode: If you think becoming the CEO of a thriving insurance business is about skipping the grind—you’ve got it backward. Justin Cook joins Michael and Courtney to share the unfiltered journey from overlooked agent to MDRT leader with multiple agencies. He breaks down the exact daily framework his team uses to stay focused and consistent, how to evolve from personal producer to business owner, and the mindset shift that led to his new book Freedom Beyond Wealth. This one’s packed with tactical structure, raw honesty, and the leadership playbook most agents never get.

[00:00] Why only 20% of agents actually succeed
[01:30] Justin’s 7 interviews—and why rejection built his career
[05:00] The underrated power of perseverance in insurance
[08:00] The advice every overlooked new agent needs to hear
[09:00] Justin’s 5-day meeting rhythm (steal this structure)
[14:00] Why the best leaders do the “boring” basics
[16:30] When to stop producing and start leading
[20:00] The 6-year bridge to full CEO—and what most skip
[22:30] Justin’s long game: coaching, consistency, and growth
[26:00] How his leadership mindset has radically shifted
[30:00] Who are you without your resume?
[33:00] The mental reframe that leads to real freedom
[37:00] Why he wrote Freedom Beyond Wealth
[42:00] The gap, the gain, and measuring backwards
[45:00] Final thoughts: this isn’t just business—it’s who you become

Watch the full episode on YouTube: HERE

SPECIAL OFFERS FOR BUZZ LISTENERS

🚀JOIN JUSTIN'S COACHING PROGRAM: Build real freedom—personally and professionally. 👉 FreedomBeyondWealthCoaching.com

📘 JUSTIN’S NEW BOOK: Freedom Beyond Wealth
Discover the mindset and habits that helped Justin go from agent to CEO.
👉 Order your copy: https://freedombeyondwealthcoaching.com

🎯 FREE 7-Day Demo – Weaver Sales Academy
Start closing more with tactical life + P&C training that works.
👉 Activate trial: https://www.weaversa.com/7DayYoutube

📲 TEXT MICHAEL DIRECTLY
Got a question or topic idea for the show?
Text “BUZZ” to (816) 727-7610

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

📱Connect with Michael
LinkedIn: linkedin.com/in/michaelweaverwsa
YouTube: @m

🎁 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

Use code THEBUZZ to save $800 on the 6-Figure Life Insurance Producer Program. 👉 LEARN MORE

What’s in this episode:

Think a "maybe" means progress? Think again. In this solo episode, Michael Weaver explains why all buyers are liars until they give you a clear yes or no. If you're tired of ghosting, follow-ups, and false hope, this is the wake-up call you need. Learn how to lead the conversation, give prospects permission to decide, and take full control of your close rate.

You’ll walk away with the exact language to use when buyers say:

• “I need to talk to my spouse”
• “Let me think about it”
• “Can you follow up next week?”

Whether you’re an agent, a producer, or running a sales team, this episode will help you stop chasing, start closing, and finally cut through the noise.

[00:00] Why all buyers are liars (until you get the yes or no)

[01:15] How “Hopium” is killing your pipeline

[02:45] Why clients ghost you—and how to stop it

[04:00] The real reason buyers avoid saying no

[04:45] How to ask for the sale without being salesy

[06:00] The right way to push past objections

[07:15] What it means to give permission to say no

[08:30] Exact script: “If it’s a no, that’s okay…”

[09:00] Final takeaway: How courage drives conversions

Special Offers for Insurance Buzz Listeners
📘 NEW BOOK: Quote 3 – How to Make Multiple 6 Figures in Any Sales Organization 👉 Grab your copy: HERE

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

📲 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
YouTube: @michaelweavertraining
Facebook: facebook.com/themichaelweaver
Instagram: @michaelweaver

🎁 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