In Episode 146 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald get real about the overwhelming buzz around AI in the insurance world — and how to decide what’s actually worth implementing inside your agency.
They reflect on their own wins and missteps from the year, from chasing shiny tools to doubling down on what’s always worked: relationships, processes, and intentional growth. This isn’t a teardown of AI — it’s a framework for understanding when and how to use tech that supports your vision, your people, and your clients.
🔥 If you're trying to cut through the noise and build a system that scales without losing your edge — this one’s for you.
🕒 Timestamps:
00:00 – Kicking Off 2026 Planning & Burnout Recovery
03:22 – The Reality of Looking at Your P&L Honestly
06:40 – The AI Hype Cycle: What’s Worth It?
09:50 – Why Relationships Will Always Matter
13:05 – The Hidden Cost of Not Asking for Referrals
17:15 – Tech That Didn’t Work (And Why We Bought It Anyway)
21:02 – Building with Intention: Pen, Paper, and Process
25:14 – Creating a System Before Adding a Tool
28:33 – Final Thoughts & Keeping It Simple in 2026
🔧 Sponsored by HawkSoft
Explore the agency management system trusted by independent agents nationwide:
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Own your future — we’ll see you next time.
In Episode 145 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald sit down for a candid year-end recap of everything they learned (and survived) in 2025. From Google and Meta ads that actually worked to time-blocking around daycare pickups and scaling with producers — nothing is off the table in this behind-the-scenes breakdown of building two agencies and two families from scratch.
They dig into what changed their processes, how the community meetup sparked real results, and why planning now for the agency you want to be is the key to sustainable growth.
🔥 Whether you’re in your first year or building your next hire, this episode is packed with real talk, real data, and the mindset shifts that matter.
🕒 Timestamps:
00:00 – Intro: Surviving Winter & Fatherhood
03:45 – Sound Harbor Recap: Rebrand & Paid Ads
07:18 – Why Pre-Qualifying Leads Changed the Game
11:30 – Systems, SOPs, and Sales Scripts That Stuck
15:44 – Hiring: When You Stop Looking & They Show Up
21:02 – Data-Driven Decisions & Doubling New Revenue
26:20 – T5 Recap: Foundations, Family & Focus
32:15 – Planning for Growth in 2026
38:00 – Community Event Wins & The Next One
42:40 – Letters from Santa, Balance, and Big Picture
🔧 Sponsored by HawkSoft
Explore the agency management system trusted by independent agents nationwide:
👉 https://www.hawksoft.com
📲 Follow us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
🔗 Join our Telegram Community:
https://t.me/+cISob2kA3pAyMmY5
🌐 Visit:
https://scratchagencypodcast.com
🎯 Thank you for tuning into The Scratch Agency Podcast. If this episode brought you value, drop a like, share it with another agent, and hit subscribe to stay in the loop. Own your future — we’ll see you next time.
In Episode 144 of the Scratch Agency Podcast, we’re joined once again by Don Shampine — now a three-time guest and a fan favorite among Scratch agents. This time, Don dives deep into one of the most overlooked drivers of long-term agency growth: annual planning with team alignment and purpose.
Don walks us through how to craft a theme-driven annual plan that actually sticks — whether you're a solo producer or leading a growing team. We talk about setting an intentional tone for the year, creating buy-in through collaborative planning, and turning big goals into repeatable behaviors. Plus, Don shares his exact framework for how he structures these annual meetings, including his famous snack log, team KPIs, and the agenda items most agents forget to plan for.
🔥 Whether you’re one person or one hundred, this episode will challenge you to rethink how you approach your next planning cycle — with purpose, practicality, and people-first leadership.
🕒 Timestamps:
00:00 – Introduction
03:12 – Why Annual Planning Fails for Most Agents
06:38 – Creating a Yearly Theme that Drives Focus
10:11 – From Culture to KPIs: Building with Intention
13:25 – Don’s Planning Framework (and Favorite Snacks)
16:47 – Collaborating with Your Team (Even if You're Solo)
21:05 – Mistakes Agents Make When Planning Big
26:18 – Holding Teams Accountable Without Burnout
30:09 – Branding the Theme: Stickers, Rituals & Shared Language
34:52 – The Power of Personal + Professional Goal Setting
38:06 – Agency Standards That Keep Everyone on Track
42:30 – Introducing "Want Better, Be Better" Facebook Community
46:45 – Final Thoughts: Start Where You Are, Grow with Intention
👥 Join the Community:
Scratch Agency Telegram group → https://t.me/+cISob2kA3pAyMmY5
📲 Follow Us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl
🌐 Visit Our Website:
https://scratchagencypodcast.com
Thanks for tuning into The Scratch Agency Podcast.
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Own your future — we’ll see you next week.
In Episode 143 of the Scratch Agency Podcast, we’re joined by Beth DeLaForest, founder of Aspire Insurance Group. Beth shares her powerful journey from starting over as a scratch agent to leading a fully remote, relationship-driven agency with a strong focus on culture, quality clients, and scalable referral systems.
We dive into her early career transition from the captive world, how she built Aspire with intention (and two toddlers at home), and the challenges of operating remotely before remote was cool. Beth also introduces her 3-15-6-1 method for managing referral partnerships — a practical system any agent can implement to grow consistently without chasing leads.
🔍 If you're tired of cold calls, inconsistent lead flow, or client chaos, this episode offers a fresh take on growing with clarity, boundaries, and purpose.
🕒 Timestamps
0000 – Intro & Early Scratch Days
0413 – Transitioning from Captive to Independent
0628 – Starting Remote in 2014 (Before It Was Normal)
0950 – Building Credibility as a Remote Commercial Agency Owner
1129 – Growth Strategy Acquisition vs. Referrals
1330 – Why the “Attract, Don’t Prospect” Model Works
1626 – Building Strong, Sticky Referral Relationships
2000 – 3-15-6-1 System Explained
2314 – Avoiding the “Help Me” Pitch Adding Real Value
2739 – Nurturing Referral Partners with Intention
3036 – Protecting Team Energy Through Client Culture
3350 – When to Let Go of Referral Partners
3637 – The Power of Firing Toxic Clients
3943 – Final Thoughts & How to Connect with Beth
👥 Join the Community
Scratch Agency Telegram group → httpst.me+cISob2kA3pAyMmY5
📱 Follow Us on Instagram
httpswww.instagram.comthescratchagencypodcast
🎧 Listen on Spotify
httpsopen.spotify.comshow7hutxCZ5NUPqF5hRdC79Hl
🌐 Visit Our Website
httpsscratchagencypodcast.com
Thanks for tuning into The Scratch Agency Podcast.
Like, share, and subscribe for more real-world conversations about building from scratch.
Own your future — we’ll see you next week.
In Episode 142 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald welcome back Billy Wagner — one of the most respected voices in the independent agency world — for a deep dive on how to hire, train, and lead producers that stick.
This episode is all about building a scalable, repeatable producer plan from the earliest days of your agency. Billy breaks down his exact onboarding process — from the Client Concierge role to Junior Producer, then on to Agent and finally Elite Agent — with specific validation points, compensation strategies, and mentorship layers at each level.
If you’re feeling the pressure to hire your first (or next) producer but don’t know how to plan for it, train them properly, or compensate them fairly — this episode is your blueprint.
🔥 Whether you're a Scratch Agent or Scratch Plus, Billy shares practical advice on org charts, future planning, leadership modeling, and why a clear path beats high pay every time.
🕒 Timestamps:
00:00 – Intro & Welcoming Billy Wagner Back
04:20 – Scratch, Scratch Plus, and the Realities of Growth
08:47 – Why Most New Producers Fail: Lack of Planning
13:26 – The Client Concierge Role Explained
18:54 – Junior Producer: Validation, Metrics & Relationship Building
23:32 – Mapping Future Org Charts & Scaling on Purpose
28:19 – Quoting, Binding, Underwriting: Teach Early, Not Later
33:01 – Real Compensation Structures That Work
39:45 – Mentorship, Elite Agents & Building Internal Leaders
45:58 – Custom Paths: Not Everyone Needs to Be a Closer
50:27 – Purpose, Plans & Career Vision for New Hires
56:41 – The #1 Thing Billy Would Tell His 2006 Self
59:03 – Final Reflections & The Long-Term Impact of Clear Leadership
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
📲 Follow us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🔗 Join our Telegram Community:
https://t.me/+cISob2kA3pAyMmY5
💻 Visit Our Website:
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Thanks for tuning in to The Scratch Agency Podcast.
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Own your future — we’ll see you next week!
In Episode 141 of the Scratch Agency Podcast, we’re joined by James Itell of Younger Insurance Agency — a scratch agent who built a thriving insurance operation inside a car dealership. James takes us behind the scenes of this unique setup, sharing how he started from scratch in 2018 with zero experience and turned an idea into a scalable insurance business deeply integrated with an auto group.
From navigating early skepticism and managing carrier concerns to qualifying leads fast and delivering quotes before customers even leave with their new cars — this episode is packed with real-world strategies on how to make unconventional partnerships work.
💡 James shares lessons on setting clear standards, saying “no” confidently, and why a quick no is always better than a long yes. Whether you’re building referral partnerships with mortgage lenders, dealerships, or realtors — you’ll walk away with clarity on how to earn trust, stay efficient, and make your agency stand out.
🔥 If you’ve ever considered embedding your agency inside a high-volume business or want to refine your own lead process, this conversation shows what’s possible with focus, honesty, and systems that serve both the client and your team.
🕒 Timestamps:
00:00 – Intro & Guest Welcome
03:15 – Launching an Agency Inside a Car Dealership
07:42 – Starting from Scratch: No License, No Carriers
12:34 – Managing Risk & Loss Ratios in the Dealer Environment
17:09 – Building Buy-In with Your Referral Partner
21:40 – Developing Pre-Qualifying Filters That Work
27:18 – Why “A Quick No Beats a Long Yes”
32:03 – Speed to Quote: Process & Presentation
37:55 – When to Say No & How to Say It Well
43:01 – Tech, CRMs, and Automating the Experience
47:26 – Handling Tough Leads with Confidence
51:44 – Lessons on Building a Business Inside a Business
56:33 – Final Thoughts & James’s Advice to Scratch Agents
🤝 Connect with James:
📘 Facebook: James Itell
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
📲 Follow us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🔗 Join our Telegram Community:
https://t.me/+cISob2kA3pAyMmY5
💻 Visit Our Website:
https://scratchagencypodcast.com
Thank you for tuning into The Scratch Agency Podcast.
Like, share, and subscribe for more high-trust, high-growth insurance conversations.
Own your future — we’ll see you next time.
In Episode 140 of the Scratch Agency Podcast, co-hosts Stephen Turnbull and Shawn Fitzgerald break down their step-by-step renewal workflows, sharing what works (and what doesn't) when it comes to proactive client retention, automations, audits, and upsell opportunities.
From custom renewal checklists and 60-day touchpoints to virtual team involvement and CRM triggers, Stephen and Shawn get deep into the weeds on how they structure renewal reviews that drive retention, increase cross-sells, and prevent cancellation headaches before they start.
💡 Whether you’re running a solo shop or scaling a team, this episode helps you rethink your entire approach to renewals — and gives you the language, tools, and structure to make the process more intentional, efficient, and impactful.
🔥 If you’ve ever had a client say “I haven’t heard from you in 3 years,” or you’re tired of last-minute reshops, this episode is a playbook for leveling up your service rhythm.
🕒 Timestamps:
00:00 – Intro: T5 Hats, Socks & Community Chats
02:45 – Why Renewal Touchpoints Matter More Than Ever
06:13 – Automations: Email, Text & Booking Links
11:40 – Renewal Audits, Checklists & Internal Decision Trees
17:25 – Monoline vs. Packaged Accounts & Cross-Sell Triggers
21:10 – Tracking Mortgage Billing & Preventing Cancellations
26:03 – When to Shop vs. When to Stay Put
30:14 – How to Warm Clients Up to Inevitable Increases
34:46 – CRM Tags, Team Roles & Standardizing Outreach
40:05 – Documenting the Process & Running It as a Team
45:20 – Final Advice: Clarity, Consistency & Client Confidence
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
📲 Follow us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🔗 Join our Telegram Community:
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Thanks for tuning in to The Scratch Agency Podcast.
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Own your future — we’ll see you next week!
In Episode 139 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down for a powerful unscripted conversation on hiring, agency growth, and learning to trust your instincts — even when it goes against common advice.
Shawn shares how he bucked industry norms and successfully hired a remote, part-time licensed CSR, a move most people told him was a bad idea. From structuring responsibilities and managing performance to tech stack, training, and licensing logistics — this episode is a playbook for agents ready to scale, but not sure how to take the first step.
💡 They also explore a bigger theme: the importance of filtering out noise, trusting your gut, and building a business that works for your life, market, and season — not someone else's blueprint.
🔥 If you're a scratch agent wondering when to hire, who to hire, or how to set it up right the first time — this episode is filled with real talk, tested lessons, and practical steps.
🕒 Timestamps:
00:00 – Intro: Coffee, Snow, and the Power of Perspective
03:40 – What Happens When You Ignore Industry Advice
07:55 – The Case for Part-Time Help: Why It Worked
11:02 – How to Structure Roles & Set Clear Expectations
15:15 – Tools, Tech, and Productivity Monitoring
20:08 – Common Hiring Pitfalls & Red Flags
24:42 – From Part-Time CSR to VA Support System
29:10 – Seasons of Business & Knowing What You Need Now
35:05 – Trusting Your Gut vs Following the Crowd
40:13 – If You Could Start Over: One Thing You’d Do Differently
44:28 – Volume Creates Luck & Staying Focused Early
49:12 – Closing Thoughts & Telegram Community Shoutout
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
📲 Follow us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🔗 Join our Telegram Community:
https://t.me/+cISob2kA3pAyMmY5
💻 Visit our Website:
https://scratchagencypodcast.com
Thanks for tuning into The Scratch Agency Podcast.
Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!
In Episode 138 of the Scratch Agency Podcast, we’re joined by Aaron Farmer, founder of California Flood Insurance and the H2Quoter platform. Aaron walks us through his 25+ year journey from working with captives like Farmers Insurance to building his own flood-focused MGA and tech tools that empower agents nationwide.We cover the evolution from hand-dialing cold leads with a phone book to empowering agents with instant flood quotes from 7+ carriers using a custom-branded link. Aaron gets real about the early grind, staying profitable in tough markets, and how agents today can use embedded tools, automation, and pain-point-based selling to dominate a niche.🔥 Whether you're an agency owner looking to niche down, a producer wanting to scale with smarter systems, or just wondering where flood fits in a modern book — this one’s packed with insight, inspiration, and tactical advice.🕒 Timestamps:00:00 – Introduction03:50 – Breaking into Insurance with No Experience08:32 – From X-Dating to Flood Specialization12:58 – Becoming a Lloyd’s MGA & Going Independent18:13 – Lessons from the Captive Side22:09 – Scaling with H2Quoter & Embedded Tech26:40 – What “Riches in Niches” Really Means31:44 – High-Impact Prospecting Tips for Scratch Agents36:27 – Pain Points, Automation & How to Stand Out41:16 – Hiring, Culture & Long-Term Buy-In47:02 – The #1 Mistake New Agents Make50:43 – Final Thoughts & Aaron’s Offer for Listeners🎯 Special Offer:Mention this podcast to get 25% commission on your first H2Quoter policy → https://H2Quoter.com🤝 Connect with Aaron:LinkedIn | H2Quoter.com📩 Email: farmer@californiafloodinsurance.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5📌 Connect with us on social media: Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957🔗 For more exclusive content, visit our website: https://scratchagencypodcast.com/Thank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future and keep pushing forward. See you next time!
In Episode 137 of the Scratch Agency Podcast, co-hosts Stephen Turnbull and Shawn Fitzgerald go behind the scenes to share exactly how they run weekly team meetings, one-on-ones, and monthly check-ins inside their agencies.
Whether you’re a solo agent just starting out or growing a team of producers and VAs, this episode gives you a step-by-step framework for meetings that actually move the needle. From sharing core values and agency goals to reviewing quotes, retention, and team wins — this conversation is packed with strategies to boost team accountability, alignment, and culture.
🔥 If you're tired of meetings that feel like a waste of time (or not having any at all), this episode shows you how to build a rhythm that creates results — even if your team is fully remote.
🕒 Timestamps:
00:00 – Introduction & Mindset: “You Are Where You Wanted to Be”
04:38 – The Power of Mastermind Groups & Why You Should Start One
08:55 – Why Team Meetings Matter, Even with a Small Team
10:50 – Stephen’s Weekly Structure: Core Values, Wins, and Check-ins
16:24 – Shawn’s Framework: Vision, Metrics, and Accountability
20:11 – Recurring Meetings: Monday Sync, Wednesday Cancellations, Friday Wrap-Ups
24:30 – Giving Team Members Ownership in Meetings
27:08 – Monthly One-on-Ones & Leadership Reflections
30:20 – Using a Running Feedback Log Instead of Interrupting Work
33:04 – Final Thoughts: Act Like a Big Agency from Day One
🎧 Listen on Spotify:
https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
📲 Follow us on Instagram:
https://www.instagram.com/thescratchagencypodcast
🔗 Join our Telegram Community:
https://t.me/+cISob2kA3pAyMmY5
💻 Visit our Website:
https://scratchagencypodcast.com
Thank you for tuning into The Scratch Agency Podcast.
Like, share, and subscribe for more real conversations about building from the ground up.
Own your future — we’ll see you next time!
In Episode 136 of The Scratch Agency Podcast, we’re joined by Jason Kilgo, founder of Kilgo Insurance, who shares his journey from being GEICO’s top national producer to building a thriving independent agency built on leadership, legacy, and relationships.Jason opens up about his early career in corporate insurance, the lessons he carried from high-volume sales environments, and how those experiences shaped the way he leads his agency today. He breaks down the mindset and discipline required to grow, how to hire and retain the right people, and why strong relationships still outperform any marketing strategy.🔍 Whether you’re an agent thinking about going independent, building your first team, or trying to master sales and culture inside your agency — this episode delivers raw lessons from someone who’s lived both sides of the industry.🕒 Timestamps:00:00 – Introduction & Welcoming Jason Kilgo04:12 – From GEICO to Mortgage to Insurance Ownership09:40 – Lessons from Selling 1,600 Policies a Year14:55 – The Power of Roleplay, Coaching & Real Sales Training20:33 – Building Kilgo Insurance from Scratch in 201625:12 – Relationship-Based Prospecting & Referral Growth30:10 – Transitioning to Commercial & Strategic Niches36:48 – How Leadership and Hiring Shape Agency Growth42:05 – The Hardest Lessons in Building a Team47:58 – The Interview Process: Why “Slow to Hire” Wins52:10 – Legacy, Mindset, and Lessons for Scratch Agents🎯 Sponsor:Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join our community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more exclusive content:https://scratchagencypodcast.comThanks for tuning into The Scratch Agency Podcast.Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!
In Episode 135 of The Scratch Agency Podcast, we’re joined by Josh Dott, owner of Dott Insurance Group, who breaks down how he’s completed 10 agency acquisitions in just eight years — including six in the last two alone. Josh shares how he went from scratch agent to serial acquirer and gives a step-by-step blueprint for buying agencies the right way.We delve into what it truly takes to prepare for your first deal, how to structure conversations with sellers, and the often-overlooked power of long-term relationships and reputation. Josh also opens up about funding options, working with local and national lenders, and the operational chaos that can follow if you’re not set up properly post-close.🔍 Whether you're just starting your agency or already thinking about growth via acquisition, this episode is packed with real talk, strategy, and hard-won lessons you won’t find anywhere else.🕒 Timestamps:00:00 – Welcome Back: Josh Dott on Episode 13404:02 – Josh’s Story: From Scratch Agent to 10 Acquisitions07:10 – Step One: Are You Really Ready to Acquire?11:45 – The Systems You Need in Place Before Buying15:32 – Why Your Reputation Matters More Than Your Offer18:15 – Step Two: The Power of Honest Conversations24:20 – Step Three: Financials, Staff, Carriers & Due Diligence29:10 – LOI vs NDA: What They Are and When to Use Them34:50 – What Sellers Actually Want (It’s Not Just Money)39:03 – Success Stories & Mistakes Josh Learned From46:18 – Why Organic Growth Still Matters Post-Acquisition52:00 – Funding Your First Deal: Lenders, Terms & Timing58:32 – Client Communication & Brand Transitions After Closing1:02:40 – Final Advice for Scratch Agents Planning to Scale🎯 Sponsor:Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join the Scratch Agent community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more content & community:https://scratchagencypodcast.comThanks for tuning in to The Scratch Agency Podcast.Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!
In Episode 135 of The Scratch Agency Podcast, we’re joined by David Watson, founder of RiskAdvisor, making his record fourth appearance on the show. David unveils RiskAdvisor’s newest innovation — Underwriting AI, a feature designed to help agents instantly determine carrier eligibility, streamline quoting, and eliminate wasted time in the intake process.He explains how this tool uses real underwriting guidelines to provide red, yellow, and green indicators for carrier fit — turning a 90-minute quoting process into a matter of minutes. The conversation dives into how this innovation will change the way agencies handle risk intake, increase productivity, and improve data accuracy across carriers.Stephen and Shawn also discuss future updates with David, including customizable risk profiles, dynamic forms, and deeper integrations — demonstrating how RiskAdvisor continues to drive innovation in insurance technology.🔍 Whether you're a current RiskAdvisor user or exploring tools to modernize your workflow, this episode gives you an inside look at the future of AI-driven underwriting and how it’s reshaping the agency tech landscape.🕒 Timestamps:00:00 – Milestone Episode: David Watson Returns for the 4th Time03:45 – Announcing RiskAdvisor’s Underwriting AI07:10 – How Underwriting AI Works (Green, Yellow, Red System)13:22 – Saving Time: Turning 90 Minutes of Quoting into 3018:05 – Updating Carrier Guidelines & Secure AI Learning25:48 – Why Agents Need Smarter Intake Processes32:17 – Customizable Forms & Simplifying Data Entry38:55 – What’s Next for RiskAdvisor: Customer Risk Profiles & Integrations44:40 – Future Plans: AI for Cross-Selling & Property Data Automation50:18 – How to Get Started with Underwriting AI🎯 Sponsor:Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join our community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more exclusive content:https://scratchagencypodcast.comThanks for tuning in to The Scratch Agency Podcast.Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!
In Episode 128 of The Scratch Agency Podcast, co-host Shawn Fitzgerald breaks down his real-world numbers after running Google Ads for two and a half months. He shares the difference between paid Google leads and purchased lead lists, how his organic website leads skyrocketed, and the tech stack that made it all work. If you're wondering whether running your own ads is worth it, this episode delivers the data, setup tips, and honest lessons you need to hear.Unlocking Paid Leads: How Google Ads Supercharged Our Organic Growthwith Shawn Fitzgerald of Sound Harbor Insurance🔍 Whether you're considering paid ads, building out your CRM, or looking to scale your lead gen — this is a must-listen for every scratch agent ready to take the next step.🕒 Timestamps:00:00 – Intro & Back-to-Back Visits: Long Island ↔ Utica03:26 – Why Shawn Started Running Google Ads05:12 – Google Ads vs. Meta Ads: Setup Differences07:38 – Real Numbers: Google Ad Spend, Leads, & Revenue12:17 – The Organic Boost: Website Leads Before vs. After Paid Ads15:55 – Contact Rates vs. Close Rates: Google vs. Lead Vendors18:33 – Tracking ROI with Advisor Evolved & AgencyZoom22:01 – Meta Ads as the Next Play: Branding & Volume25:12 – The Importance of Scripts & Automation for Lead Nurture30:40 – Narrowing Your Niche: Why Shawn Leads With Homeowners33:47 – Why Paid Ads Only Work If You're Set Up for It37:58 – Closing Thoughts + Telegram Community Invite🎯 Sponsor: Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join our exclusive community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more content:https://scratchagencypodcast.comThanks for tuning into The Scratch Agency Podcast.Remember to like, share, and subscribe — and most importantly, dig down deep, believe in yourself, and own your future. See you next week!
Welcome to Episode 58 of The Scratch Agency Podcast! In this insightful episode, we sit down with the dynamic Brett Young to dive deep into the world of annual planning and goal-setting for insurance agencies.
🕒 (0:03) - Kicking off the episode with a focus on annual planning and goal setting for insurance agencies.
🕒 (3:00) - Exploring the intricacies of goal planning and decision-making.
🕒 (5:51) - Whether you run an agency with partners or as a sole principal, Brett shares valuable insights.
🕒 (9:15) - Setting and achieving goals for personal and business growth.
🕒 (17:37) - Brett emphasizes the importance of transparency and accountability in personal and business goal planning.
🕒 (21:56) - A closer look at goal-setting and personal growth.
🕒 (24:47) - Company goals and the significance of planning for the year.
🕒 (28:16) - Prioritizing business goals and effective financial management.
🕒 (35:19) - Balancing business goals with a focus on owner compensation.
🕒 (37:18) - More on prioritizing business goals and managing finances effectively.
🕒 (41:13) - The crucial elements of defining profit margins and leveraging in a business.
🕒 (46:32) - A detailed discussion on calculating the compound growth rate for agency revenue.
🕒 (50:10) - Agency revenue and the essential aspects of lead generation.
🕒 (52:36) - Strategies for agency revenue growth and effective lead generation.
🕒 (55:42) - Insights into hiring agents for real estate business growth.
🕒 (1:01:48) - Navigating agency growth strategies in a challenging insurance market.
🕒 (1:04:54) - Overcoming market challenges while setting goals and growing an insurance agency.
🕒 (1:09:17) - The trifecta of sales velocity, lead generation, and process optimization.
Listen now and gain valuable perspectives on navigating the complexities of the insurance industry while setting and achieving your business goals!
In this exciting episode, we sit down with Mike Sharp of Sharp Insurance Agency. (1:53) - Discover Mike's transition from life insurance to property and casualty insurance. (4:16) - Learn how Mike kick-started his property and casualty insurance career and the strategies to secure appointments without NCP. (14:27) - Learn the importance of mentorship in the insurance industry(17:25) - Mike's first hire journey - the challenges and rewards of bringing in the right person early on. (20:32) - Discover the mental battles of the first year in business without experience and how Mike triumphed. (23:16) - Dive into the power of Facebook as a tool to grow your social network and engage with potential clients. (29:05) - Hear about the pivotal moment when Mike knew he was on the right path(32:19) - Explore Mike's journey to achieve his ambitious goal of reaching $100,000 in monthly premiums.(35:30) - The importance of hiring real people and selling insurance daily to scale your agency successfully. (38:47) - Leadership challenges and the significance of treating clients and team members respectfully and caring.
Today we are excited to welcome Dr. Billy Williams from Inspire A Nation Business Mentoring and Inspire a Nation Insurance Agency to the show!
You can follow Billy on:
1. https://www.inspireanation.org
2. https://www.linkedin.com/in/billyrwilliams/
In this episode of the Scratch Agency Podcast, we’re joined by Michael Streit, President of EZLynx, for a powerful conversation about efficiency, simplification, and scaling smart. Michael shares lessons from his private equity background, his surprising transition into insurance tech, and what he’s learned serving thousands of scratch agents on the daily.
We dive deep into how agents can get more out of the tools they already have, avoid shiny object syndrome, and prepare for the next wave of AI without drowning in logins or complexity. Whether you’re still quoting manually or overwhelmed by your tech stack, this episode is packed with no-fluff, real-world insight you can act on today.
🕒 Timestamps:
00:00 – Michael’s Journey: From Private Equity to EZLynx President
05:51 – The Most Important Things: Simplifying to Create Value
09:15 – What Scratch Agents Can Learn from EZLynx’s P&L
12:02 – Where Agents Go Wrong with Tech & Underused Systems
16:50 – Turning Management System Data Into Real Sales Opportunities
19:28 – How Top Agents Use Automation, Intake Forms & Clean Data
25:14 – AI in Agencies: What’s Real Now & What’s Coming
31:32 – Final Thoughts on Using Tech to Enhance (Not Replace) Relationships
Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/
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Instagram: https://www.instagram.com/thescratchagencypodcast
🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957
🔗 For more exclusive content, visit our website: https://scratchagencypodcast.com/
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Thank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future and keep pushing forward.
See you next time!
The First 90 Days as a Scratch Agent with Brian Mahon
In this episode of the Scratch Agency Podcast, we sit down with Brian Mahon, founder of Igloo Insurance, just 90 days into launching his scratch agency. Brian shares in real time what it's like to build from zero—with no family in insurance, no inherited book, and no shortcuts.
We dive into what he's learned during the whirlwind first three months, why he went from commercial to personal lines (and how hard that transition really is), and how he’s already thinking about systems, tech, and team structure. Brian talks about his use of intent-based prospecting tools like Apollo, his plans to grow lean with a virtual employee, and the surprising difference between being a producer vs. an owner.
If you’re anywhere on the scratch agency journey—starting, restarting, or scaling—this one’s full of raw honesty, early wins, and practical takeaways.
In this episode of the Scratch Agency Podcast, we sit down with Brian Mahon, founder of Igloo Insurance, just 90 days into launching his scratch agency. Brian shares in real time what it's like to build from zero—with no family in insurance, no inherited book, and no shortcuts.We dive into what he's learned during the whirlwind first three months, why he went from commercial to personal lines (and how hard that transition really is), and how he’s already thinking about systems, tech, and team structure. Brian talks about his use of intent-based prospecting tools like Apollo, his plans to grow lean with a virtual employee, and the surprising difference between being a producer vs. an owner.If you’re anywhere on the scratch agency journey—starting, restarting, or scaling—this one’s full of raw honesty, early wins, and practical takeaways.Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/Join our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5📌 Connect with us on social media: Instagram: https://www.instagram.com/thescratchagencypodcastWatch on Youtube: https://www.youtube.com/@thescratchagencypodcast🔗 For more exclusive content, visit our website: https://scratchagencypodcast.com/Thank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future and keep pushing forward. See you next time!
🕒 Timestamps:
00:00 – Meet Brian: 90 Days into Starting Igloo Insurance
05:02 – Why the Scratch Agency Meetup Changed the Game
10:30 – Career Journey: From Tech & Cyber to Starting an Indie
15:50 – The Real Why Behind Starting the Agency
21:28 – From Commercial to Personal: Why the Transition is Underrated
29:40 – Automating Prospecting: Apollo, Sequences & Smarter Outbound
35:20 – Staying Top of Mind & the Power of Simple Follow-Up
42:45 – Building a Foundation & Assembling Your Trusted Inner Circle
In this episode of the Scratch Agency Podcast, we’re joined by Brennen Grone, EVP of Sales at Rainbow, a restaurant-focused MGA that’s built differently—because Brennen started as a scratch agent himself. He shares what it's really like to go from running an agency at 25 to building tech-enabled solutions that actually make agents’ lives easier.We get into the pitfalls of the “you sell, we service” model, why Rainbow didn’t fall into the common insurtech traps, and how real human underwriting is still a game-changer in commercial insurance. Whether you’re trying to niche down, expand into hospitality, or just want to work with a carrier that actually gets you—this episode is packed with straight-up value.🕒 Timestamps:00:00 – Meet Brennen: Scratch Agent at 25 to MGA Executive03:50 – Why He Left the Agency Side & the Problem with “You Sell, We Service” Models06:11 – How Rainbow Became a Restaurant Niche MGA10:40 – Specialized Underwriting & Avoiding the InsurTech Trap12:50 – Real Agent Resources: SEO, Food Safety, and Sales Tools15:28 – Are Restaurant Owners All Price Shoppers? How to Sell Value Instead18:25 – Why Human Underwriting Still Wins (With Real Examples)27:11 – How to Start Writing BOPs for Salons, Barbers, and Fitness StudiosEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/Join our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5📌 Connect with us on social media: Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957🔗 For more exclusive content, visit our website: https://scratchagencypodcast.com/Thank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future and keep pushing forward. See you next time!