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Content provided by Michael and Courtney Weaver and Courtney Weaver. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Michael and Courtney Weaver and Courtney Weaver or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
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373. Rebuilding After a $6.5M Loss: Cole’s Blueprint for Massive Comebacks

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Manage episode 498789306 series 3564119
Content provided by Michael and Courtney Weaver and Courtney Weaver. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Michael and Courtney Weaver and Courtney Weaver or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

📢 COMING SOON: 24/7 Sales Coaching for Your Team

We're launching something big—and only 100 agencies will get in.

Imagine real-time coaching, feedback, and call reviews for every producer—without you lifting a finger. 👉 Text "AI" to (816) 727-7610 to join the waitlist.

What’s in this episode:

After losing $6.5 million in premium in just 24 months, most agency owners would’ve tapped out. But Cole Caughern rebuilt—smarter. Michael and Courtney unpack the comeback: how he shifted his mindset, reorganized his team, and built a lean, high-performing sales engine.

You’ll learn why Cole ditched one-size-fits-all sales roles, how he uses data to cut waste, and what he looks for in top producers. Whether you're rebuilding or scaling, this episode is a blueprint for building a resilient, specialized team

[00:00] The $6.5M premium loss that sparked the rebuild
[02:30] Why hiring generalists was hurting production
[05:00] Building a specialized sales team (and why it works)
[07:30] Why the best reps only do one thing—and crush it
[12:00] Starting over: physically easier, emotionally harder
[14:00] What Cole would do differently in a cold market
[18:00] How to spot warning signs before the market shifts
[20:00] The moment things turned around—and what changed
[23:00] His next strategy: in-person events + QR-to-quote pipeline
[25:00] Hiring based on strengths, not just roles
[27:30] Retaining top producers by aligning with passion
[30:00] The 3 metrics Cole uses to measure daily performance
[32:00] Why quoting more doesn’t fix your close rate
[34:00] Stop plugging holes with Flex Seal—track the right data
[37:00] How to get your team real-time coaching (without being in the room)

📱 Connect with Cole Caughern: HERE

▶️ Watch the full episode on YouTube: HERE

BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com

The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals.

TEXT MICHAEL DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

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

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

  continue reading

387 episodes

Artwork
iconShare
 
Manage episode 498789306 series 3564119
Content provided by Michael and Courtney Weaver and Courtney Weaver. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Michael and Courtney Weaver and Courtney Weaver or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

📢 COMING SOON: 24/7 Sales Coaching for Your Team

We're launching something big—and only 100 agencies will get in.

Imagine real-time coaching, feedback, and call reviews for every producer—without you lifting a finger. 👉 Text "AI" to (816) 727-7610 to join the waitlist.

What’s in this episode:

After losing $6.5 million in premium in just 24 months, most agency owners would’ve tapped out. But Cole Caughern rebuilt—smarter. Michael and Courtney unpack the comeback: how he shifted his mindset, reorganized his team, and built a lean, high-performing sales engine.

You’ll learn why Cole ditched one-size-fits-all sales roles, how he uses data to cut waste, and what he looks for in top producers. Whether you're rebuilding or scaling, this episode is a blueprint for building a resilient, specialized team

[00:00] The $6.5M premium loss that sparked the rebuild
[02:30] Why hiring generalists was hurting production
[05:00] Building a specialized sales team (and why it works)
[07:30] Why the best reps only do one thing—and crush it
[12:00] Starting over: physically easier, emotionally harder
[14:00] What Cole would do differently in a cold market
[18:00] How to spot warning signs before the market shifts
[20:00] The moment things turned around—and what changed
[23:00] His next strategy: in-person events + QR-to-quote pipeline
[25:00] Hiring based on strengths, not just roles
[27:30] Retaining top producers by aligning with passion
[30:00] The 3 metrics Cole uses to measure daily performance
[32:00] Why quoting more doesn’t fix your close rate
[34:00] Stop plugging holes with Flex Seal—track the right data
[37:00] How to get your team real-time coaching (without being in the room)

📱 Connect with Cole Caughern: HERE

▶️ Watch the full episode on YouTube: HERE

BOOK A DEMO– Agency Coach AI Learn More: Let's Chat https://agencycoachai.com

The first 24/7 AI sales coaching platform built for insurance pros. Real-time grading, role plays, and coaching that help producers close more deals.

TEXT MICHAEL DIRECTLY
Have a question or want to talk to Michael directly? It’s really him, not a robot. Text “BUZZ” to (816) 727-7610

FREE 7-Day Demo – Weaver Sales Academy
Try it: CLICK HERE

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

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

  continue reading

387 episodes

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