The Anatomy of Your First $1 Million in Premium | Lessons From the Scratch Journey

In Episode 167 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald pull back the curtain on one of the biggest milestones in agency ownership: reaching your first $1 million in premium.After a last-minute guest cancellation, Stephen and Shawn take the opportunity to have a candid conversation about the early days of building their agencies from scratch—what worked, what didn’t, and what they would do differently if they were starting over today.From hiring decisions and carrier appointments to technology mistakes, niche selection, community involvement, and building the right support network, this episode is packed with real-world lessons for agents who are still in the trenches of building their first book of business.🔍 If you're working toward your first million in premium—or wondering how to accelerate growth without making costly mistakes—this episode provides an honest look at the realities of the scratch agency journey.🕒 Timestamps:00:00 – Introduction & Why We’re Doing a Solo Episode02:10 – Looking Back at the First $1 Million in Premium03:45 – What Shawn Would Do Differently Starting Today05:15 – Carrier Selection & Building Around a Core Niche07:05 – Tech Stack Mistakes & Shiny Object Syndrome08:45 – Stephen’s Biggest Lessons From Year One10:15 – Hiring Earlier vs Waiting Too Long12:00 – Finding Your Agency’s Growth System14:20 – The Power of Taking Action Faster15:00 – Why Your Network Matters More Than You Think16:45 – The Importance of Adaptation as You Grow17:55 – Scratch Agency NYC Meetup Updates💼 Sponsored by HawkSoftA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🌐 Learn More:https://www.hawksoft.com🔗 Links & Resources:📍 Scratch Agency NYC MeetupJuly 30, 2026 | New York Cityhttps://scratchagencynyc.com📘 Join the Scratch Agency Podcast Community (Facebook Group)📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.comOne of the biggest takeaways from this episode is that growth rarely comes from having the perfect plan. Both Stephen and Shawn reflect on how many mistakes they made during their first few years—and how taking action, learning quickly, and surrounding themselves with the right people ultimately mattered more than getting everything right from the start. The message is simple: your first million in premium is achievable, but the person you become while building it is what truly creates long-term success.