In this episode, Trey and Micah ask the question every producer eventually wrestles with:
Does size really matter?
We’re talking book size, account revenue, floor-setting, and the mental games that come with chasing whales vs. stacking solid mid-market wins.
Micah breaks down how he closed 7 clients in under 30 days—without landing a single “whale.” Meanwhile, a buddy of his who crushed year one is now scrambling after losing both his biggest accounts… to no fault of his own.
You’ll hear:
The real risk of going whale-only (and why you need diversification)
What a $100K month of mid-market wins looks like
How to set your revenue floor—and when to raise it
Why big accounts don’t always mean big service
How to use tools like Insurance Xdate to pre-qualify
Why your ideal account size is relative to your goal (and your split)
Plus: Micah returns to the golf course after a six-month layoff, goes full Jim Venetos, and drops an 84 after starting quad-double 😮💨
This one’s for every producer who's tired of comparing themselves to others—and wants to build a book that fits their goals.
Timestamps:
00:00 Insurance Xdate becomes the official title sponsor
02:30 Why we’ve used Insurance Xdate for years
05:10 Episode kickoff: Does size really matter?
07:00 Micah’s buddy loses both whale accounts in Year 2
10:40 Micah’s 7 new clients in under 30 days
13:20 Why smaller deals give you better sleep
15:00 When it’s time to raise your revenue floor
17:45 Using Xdate premium filters to pre-qualify
21:10 Account size vs. producer goals—why splits matter
25:00 Don’t assume big accounts are well-served
28:15 Niche knowledge = instant size filtering
31:20 CRMs, call notes, and building a poaching strategy
33:50 How many accounts can 1 AE realistically handle?
37:00 Producer golf update: 79 vs. 84 showdown
42:00 Micah’s favorite advice: “Sometimes you just go to the movies”
44:00 Final thoughts + newsletter + playbook links
Resources Mentioned:
Sign up for The Max Revenue Letter here:https://maxrevenuegroup.com/subscribe
Grab The Producer Playbook here:https://maxrevenuegroup.kartra.com/page/playbook
Generate Leads. Win New Biz:https://www.insurancexdate.com/Like the episode?
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