#96 - From Coverage to Culture with Michael Silverman

Referrals Done Right

In this energizing and wisdom-packed episode, Scott sits down with Michael Silverman, a 40-year insurance industry veteran and the President & CEO of Silver Linings Insurance. Michael shares not just the tools and tactics that have kept him relevant for four decades, but the mindset and values that have made him unforgettable. From client onboarding to claims service to developing a winning team culture, Michael’s insights are all about doing business the right way—and making it personal.

Whether you're new to the industry or looking to stay sharp after decades in it, this conversation delivers high-level strategy with real-world practicality. It’s about listening more, complicating less, and leading with humanity.

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🎯 What you’ll learn:

• How to shift client conversations from cost to coverage—without selling fear
• Why storytelling is the most powerful sales tool insurance agents have
• What “with your permission” can unlock in every customer relationship
• How to build a winning culture through laughter, flexibility, and family values
• Why long-term success in this business comes down to reputation, not transactions

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Episode Markers:
(0:00) - Scott's Intro
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Scott Grates' Links:
Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
Scott Grates Website - https://www.scottgrates.com
Love Living Local - https://www.instagram.com/lovelivinglocal315
Scott's FB - https://www.facebook.com/scott.grates.1
Instagram - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates
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Michael's Links:
Website - https://www.slia.agency/
FB - https://www.facebook.com/SilverLiningInsurance
Linkedin - https://www.linkedin.com/company/silverliningins