In this episode of The Max Revenue Show, Trey and Micah break down the real reason most Producers struggle with cold calling—and what to do instead.
They share the 3 key pillars that drive real results on the phone:
1. Mindset – Why fear never goes away (and how to work with it anyway)
2. Tonality – How to match your prospect’s energy to keep the call alive
3. Scripting – Why what you say matters less than how you say it—and how to create curiosity without sounding like a robot
Along the way, they trade stories from the field, unpack common cold call mistakes, and explain how to build consistency without burning out.
Whether you’re brand new to cold calling or looking to sharpen your approach, this episode will reframe how you think about the dial.
Resources Mentioned:
Insurance Xdate – Title Sponsor: More leads. Better data. Smarter prospecting.
The Max Revenue Newsletter: Weekly insights for commercial producers (drops every Monday)
Producer Playbook: Micah’s step-by-step guide to building a book of business from scratch
Timestamps:
00:00 – Welcome + sponsor shoutout
02:05 – Why cold calling still works
04:50 – Micah’s story: from shy kid to cold calling machine
08:35 – Pillar #1: Mindset and the power of sorting vs. selling
15:00 – Overcoming fear and building call consistency
21:12 – Pillar #2: Tonality and mirroring your prospect
30:40 – Chipper vs. calm: finding the right delivery
34:15 – Pillar #3: Scripts, objections, and extending the conversation
41:00 – Why how you set the meeting matters
46:05 – Final thoughts + why Micah’s method works
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#ColdCalling #CommercialInsurance #SalesTraining #MaxRevenueShow
