In this episode of The Max Revenue Show, we unpack the nuanced approach to quoting in commercial insurance. Micah and Trey go deep on when to walk away, when to quote, and how to use quoting as a strategic wedge, not a desperate Hail Mary.
If you've ever struggled with finding the balance between BOR-only and quoting everything that moves, this is the blueprint you've been waiting for.
This episode is brought to you by:
📈 Insurance Xdate
Generate Leads. Win New Biz.
https://www.insurancexdate.com
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⏱ Timestamps:
00:00 – Intro + Father’s Day reflection + how time accelerates when you become a producer
02:43 – Selling cycles and why quoting ahead of time creates built-in urgency
05:18 – The evolution from BOR-only to quoting strategically
08:11 – Why BOR-only can work… but still leaves money on the table
10:29 – When quoting becomes necessary: lack of market access, true client pain, or loyal but uncertain buyers
13:45 – The 3-question internal filter Micah uses before quoting16:08 – Trey: “Quote when quoting gets you closer to control”
17:45 – Micah’s real-life quoting wedge story: quoting auto only to BOR the rest
20:02 – The dangers of quoting just for insight without a plan21:48 – The rule: Always present quotes in person or live—not via email
23:00 – Controlling the post-proposal narrative: decision-maker access + first look vs. last look
25:22 – When quoting helps build long-term relationships (towing account example)
28:30 – Federated stats: 3rd-year quoting has highest conversion rates
30:19 – Why quoting without due diligence is a waste of time
32:05 – Framing the quote post-due diligence: transparency + market access conversation
34:44 – The importance of packaging the quote: side-by-sides + value alignment
36:00 – Strategic follow-ups after quoting (especially in niche verticals)
37:42 – Final thoughts: quoting is a tool—use it with purpose