The Scratch Agency Podcast

In Episode 166 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Michael Ley, Director of Networks at HawkSoft, to tackle a topic every agency owner needs to hear: your tech stack.From shiny-object syndrome and AI overload to duplicate subscriptions, underused software, and disconnected systems, Michael shares a practical framework for auditing your agency’s technology before adding another monthly expense.The conversation dives into how agencies can identify wasted spending, uncover overlooked features in existing platforms, improve integrations, and create more efficient workflows without constantly chasing new software.Whether you're a brand-new scratch agent or running a mature agency with multiple team members, this episode will help you simplify your operations, reduce tech bloat, and focus on tools that actually move the needle.🔍 If you've ever wondered whether you're paying for software you don't need, missing features in tools you already own, or creating unnecessary complexity in your agency—this episode is for you.🕒 Timestamps:00:00 – Introduction & Meet Michael Ley01:55 – Michael’s Journey from Agency Owner to HawkSoft05:10 – The Biggest Tech Mistake Agencies Make07:15 – Building a Tech Inventory & Cost Audit10:05 – Finding Duplicate Software & Hidden Costs13:00 – Integrations: Why They Matter More Than New Tools15:35 – CRM vs AMS: Where Should Your Team Live?19:45 – Agency Tech Gaps & Underutilized Features22:30 – AI in Insurance Agencies: Real-World Applications28:15 – Why Education & Vendor Training Matter31:00 – “You Can’t Scale Chaos” – Audit Before You Build33:45 – Practical Advice for Scratch Agents36:10 – Upcoming Events & Community 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 31, 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.comIn this episode, Michael emphasizes a powerful lesson: most agencies don't have a technology problem—they have a visibility problem. Before buying another software subscription, take inventory of what you're already paying for, understand the features you already own, and make sure your systems are working together before adding more complexity.

In Episode 165 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald break down one of the biggest insurance industry stories of the year — the reported State Farm compensation changes and what they could mean for agents across the industry.Stephen and Shawn share their perspectives on the reported commission reductions, benefit changes, and the broader implications for captive agents navigating uncertainty. They discuss the reactions happening across Facebook groups, LinkedIn, and industry communities, while offering a grounded perspective for independent agency owners.The conversation explores why independent agents may be in a fundamentally different position, the importance of diversification, carrier relationships, profit sharing, commission structures, and how agency owners can focus on what they can control instead of getting caught up in fear and speculation.They also dive into AI, technology, industry disruption, and why preparing for the future is different than panicking about it. Most importantly, they discuss how agency owners can turn industry change into opportunity by staying focused on growth, strategy, and execution.🔍 If you're wondering what the reported State Farm changes mean, how independent agencies should think about industry shifts, or how to position your agency for long-term success — this episode delivers practical perspective and actionable insight.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Breaking State Farm News03:15 – Reported Commission & Benefit Changes Explained07:45 – Why Captive and Independent Models Are Different12:20 – Should Independent Agents Be Concerned?17:10 – Carrier Diversification & Strategic Partnerships22:35 – Profit Sharing, Commissions & Market Trends27:40 – GEICO, Direct-to-Consumer & Industry Shifts32:15 – AI, Technology & Preparing for the Future38:20 – Opportunity vs. Fear During Industry Change43:10 – What Agency Owners Can Actually Control48:05 – The NYC Meetup Update & Community Announcements51:20 – Final ThoughtsA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community:https://t.me/+cISob2kA3pAyMmY5📸 Follow us on Instagram:/ thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ...🌐 Visit Our Website:https://scratchagencypodcast.com🎟️ Scratch Agency NYC Meetup:https://scratchagencynyc.comThank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future — we’ll see you next time!

In Episode 164 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald dive into one of the biggest hidden struggles agency owners face: constantly chasing the next thing instead of doubling down on what’s already working.From AI noise and niche FOMO to SOP rabbit holes, dashboards, and shiny-object syndrome, the guys share real stories from their mastermind group conversations and explain how easy it is for entrepreneurs to get distracted—even when their businesses are growing successfully.Stephen opens up about the realization that T5’s growth has consistently come through relationships and community, while Sean reflects on how simply tripling down on Meta ads and proven systems doubled his agency’s monthly revenue.This episode is a powerful reminder that growth doesn’t always require reinvention—sometimes it just requires focus.🔍 If you’ve ever found yourself overcomplicating your business, constantly pivoting strategies, or getting distracted by what everyone else is doing online—this episode is for you.🕒 Timestamps:00:00 – Introduction01:20 – Why Entrepreneurs Constantly Chase “The Next Thing”04:10 – The Power of Mastermind Groups & Honest Feedback06:45 – “Why Are You Changing Something That’s Working?”09:05 – Sean’s Meta Ads Story & Doubling Revenue11:40 – Niching Down vs. Doubling Down14:20 – Time, Family & Seasons of Business16:55 – Why Focus Beats Constant Reinvention18:30 – Scratch Agency Community Facebook Group Update20:00 – Scratch Agency NYC Meetup Details22:10 – Final Thoughts & Encouragement💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📍 Scratch Agency Mastermind Meetup – July 30, 2026🌆 New York City🔗 https://scratchagencynyc.com📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.com

In Episode 163 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down for a raw and honest solo conversation about entrepreneurship, burnout, work-life balance, and the challenge of truly unplugging as a business owner.Fresh off a vacation where Sean was unexpectedly forced to disconnect after the entire island’s Wi-Fi and cell service went down, the guys dive into the reality of always feeling “on” as a scratch agency owner—and why learning to slow down might actually make you more effective.From delegation struggles and mindset shifts, to parenting, family, team trust, and the pressure entrepreneurs put on themselves, this episode is a candid behind-the-scenes look at what it really feels like building a business while trying to stay present in life.🔍 If you’ve ever felt guilty for taking a break, struggled to unplug, or constantly felt like you should be working harder—this episode will hit home.🕒 Timestamps:00:00 – Introduction03:10 – Sean’s Vacation & The Island Wi-Fi Disaster07:20 – Why Entrepreneurs Struggle to Relax11:15 – “I Felt Like I Was Falling Behind”15:40 – The Power of Fully Disconnecting20:05 – Delegation, Trust & Letting the Team Step Up24:30 – Family, Kids & Reframing Priorities29:10 – Why Rest Makes You More Effective33:20 – The Mental Side of Entrepreneurship38:05 – Scratch Agency Meetup Updates42:10 – Final Thoughts & Encouragement for Agency Owners💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📍 Scratch Agency Mastermind Meetup – July 30, 2026🌆 New York City🔗 https://scratchagencynyc.com📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.com

In Episode 162 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Charles Specht, owner of Permission Network Insurance Agency, for a deep dive into commercial lines strategy, niche positioning, and how scratch agents can start winning bigger accounts—without overcomplicating it.Charles shares his journey from accidental entry into insurance to becoming a commercial producer, consultant, and sales trainer. He breaks down exactly how agents can transition into commercial lines, why picking a micro-niche is critical, and how mindset—not product knowledge—is the real barrier holding most agents back.From identifying carrier strengths and building a focused prospect list, to driving a wedge in competitive relationships and understanding what truly differentiates great agents—this episode is packed with tactical insights for agents ready to level up.🔍 If you’re a scratch agent trying to break into commercial, land larger accounts, or stop spinning your wheels as a generalist—this episode will help you think bigger and act more strategically.🕒 Timestamps:00:00 – Introduction & Meet Charles Specht03:10 – From Teacher to Commercial Producer07:25 – Consulting for Large Commercial Accounts11:40 – Where Scratch Agents Should Start in Commercial15:05 – Why Picking a Niche Changes Everything20:30 – The Mindset Problem Holding Agents Back25:10 – “The Size of the Account Is in Your Head”29:45 – Driving a Wedge in Client Relationships35:20 – How to Pre-Qualify Prospects Effectively40:05 – Best Prospecting Methods (And Why It Depends)45:15 – Real Competitive Advantage of Independent Agencies50:30 – What Clients Actually Look for in Their Agent55:10 – Final Advice for Scaling Smarter💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Community:(Private Facebook Group – link shared in episode)📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.com

In Episode 161 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald welcome back Kenny Jones of Remedy Insurance and Wealth Builders for a powerful conversation on growth, visibility, referral strategy, and what it really takes to scale a modern agency.Kenny shares how his business has exploded over the last year through intentional referral partner relationships, strong branding, and fearless social media marketing. He breaks down the creation of the Remedy Circle—his unique referral partner incentive ecosystem—and explains how it’s helping him attract top realtors, lenders, attorneys, and other partners while building serious momentum in the Charlotte market.From content strategy and personal branding to team growth, SOPs, and scaling beyond yourself, this episode is packed with practical ideas for any scratch agent who wants to stand out, grow faster, and create a brand people actually remember.🔍 If you’ve been wondering how to generate more referrals, market yourself better on social media, and build a business people talk about—this episode will give you both the mindset and the playbook.🕒 Timestamps:00:00 – Introduction & Welcome Back Kenny Jones02:05 – What’s Changed Since Episode 4904:10 – Why Social Media Still Matters in 202607:20 – “Get Over It” – Kenny’s Advice on Showing Up Online10:45 – The Birth of the Remedy Circle15:30 – How the Referral Partner Model Works20:05 – Building Events That Create Loyalty & Buzz24:18 – How Kenny Markets the Remedy Circle28:40 – Why Realtors Have Been the Best Fit32:12 – Social Proof, Deal Closed Posts & Brand Positioning36:05 – The Power of Fast Execution39:22 – Growing the Team & Scaling with SOPs43:18 – Kenny’s Vision for Stepping Out of Sales46:10 – Final Thoughts & Where to Follow Kenny💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 160 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald bring a special solo episode announcing the return of the Scratch Agency Mastermind Meetup—bigger, better, and more intentional than ever.After an incredible response from last year’s event, this episode walks you through everything you need to know about the 2026 mastermind happening in New York City. From the structure and format, to what makes this event different from traditional conferences, Stephen and Shawn break down how this intimate, high-value room is designed to help agency owners at every stage grow faster—together.This isn’t a sit-and-listen conference. It’s a true roundtable mastermind where you’ll get direct feedback on your agency, learn from others in the trenches, and build real relationships that extend far beyond the event.🔍 If you’re building a scratch agency (or thinking about it) and want to surround yourself with the right people, ask better questions, and get real answers—this is the room you want to be in.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Why This Episode Matters02:10 – Scratch Agency Mastermind Announcement05:00 – Event Dates, Location & NYC Details08:45 – What’s Included (Meetup, Dinner, Experience)12:30 – Why We’re Capping It at 30 People16:10 – Hotel, Travel & Logistics Breakdown19:40 – New Format: True Roundtable Mastermind24:15 – Who This Event Is For (All Levels)28:05 – “Proximity Is Power” – Why This Room Matters32:00 – Real Feedback from Last Year’s Attendees36:10 – Sponsors & What Makes Them Different39:30 – Final Details & How to Secure Your SpotA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 159 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Kevin Ring, Chief Experience Mod Officer at Emerge Apps and Lead Workers’ Compensation Analyst for the Institute of WorkComp Professionals, for a practical deep dive into one of the most overlooked opportunities in commercial insurance: workers’ comp.Kevin breaks down how agents can stop treating workers’ comp like a commodity and start using it as a true wedge in the sales process. From understanding the experience mod and minimum mod, to helping clients build injury response systems, return-to-work programs, and physician relationships, this episode is packed with tactical ways to create real results for commercial clients.🔍 If you’re a scratch agent trying to write better commercial business, stand out from quote-chasers, and turn workers’ comp into a true value-add for your clients—this episode is a must-listen.🕒 Timestamps:00:00 – Introduction & Meet Kevin Ring03:12 – How Kevin Accidentally Got Into Insurance06:10 – What the Institute of WorkComp Professionals Does for Agents10:18 – Where Agents Should Start with Workers’ Comp14:22 – What Brokers Can Do When a Workers’ Comp Claim Happens19:08 – Why Employers Need a Clear Injury Process Before a Claim24:11 – Using the Experience Mod as a Sales Wedge29:35 – Minimum Mod, Lost Profits & Explaining the Math Simply35:42 – Why Workers’ Comp Creates Real Exit Barriers41:05 – What Scratch Agents Should Learn First46:18 – How to Speak About Comp in the Client’s Language50:02 – Final Thoughts & Where to Connect with Kevin💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 158 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with the founders of LionSure Insurance Brokers—Anthony Intile, John Dellafiora, and Massimo Mancini—to break down what it really takes to build a scratch agency from the ground up as partners.From a cold call that turned into a partnership, to a nine-month “dating phase” before launching, this episode dives deep into how three individuals combined their strengths to build a fast-growing brokerage focused on the middle market.Anthony shares how his background in construction and insurance shaped LionSure’s niche strategy, while John and Massimo bring insights on business structure, capital strategy, and building something designed to last—not just scale and sell.This is a masterclass in partnerships, sales culture, and building a disciplined, high-performance agency from day one.💼 Sponsored by HawkSofthttps://www.hawksoft.com🔍 If you’re thinking about starting an agency, bringing on a partner, or building a sales-driven culture that actually performs—this episode is packed with real, tactical insights.🕒 Timestamps:00:00 – Introduction & Meet the LionSure Team04:10 – From Cold Call to Partnership09:35 – The 9-Month “Dating Phase” Before Launch15:20 – Structuring a 3-Partner Agency the Right Way21:05 – Finding Your Niche in the Middle Market26:40 – Why Construction Became Their Core Focus32:15 – Cold Calling vs Referrals: What Actually Works38:50 – Hiring Producers Early & Building the Right Team44:30 – KPIs for Producers: Calls, Meetings & Pipeline49:10 – Sales Training, Role Play & LionSure Academy55:25 – Why Most Insurance Training Fails01:00:40 – Building Culture, Discipline & Accountability01:05:10 – Final Advice on Consistency & Winning MindsetA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 157 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Nicholas Sakha, founder of Saka Agency and creator of Insurance Creators, to break down how he built a $28M agency by leveraging content, consistency, and relentless execution.Nicholas shares his 9-year journey from cashing out his 401k to start a captive agency, scaling through internet leads and outbound sales, and eventually building a powerful personal brand through social media. He dives into what actually works in content today, why most agents overcomplicate it, and how shifting from “insurance education” to personal perspective unlocked growth.We also get into hiring, scaling teams, setting expectations, balancing inbound vs outbound marketing, and the mindset required to go all-in on growth. Nicholas opens up about mistakes, lessons learned, and what he would do differently if starting over.🔍 If you’re thinking about building your brand, generating leads through content, scaling your agency, or going all-in on your business — this episode delivers real, tactical insight from someone in the trenches.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet Nicholas Sakha03:45 – From Banking to Betting on Himself (401k Story)08:20 – Building the Agency from Scratch13:10 – Content Strategy & Going Viral20:00 – Why Personal Brand Beats Insurance Education27:30 – Organic vs Paid Leads (50/50 Strategy)34:15 – Should Producers Create Content?40:20 – Sales First: The Key to Early Growth46:50 – Scaling Teams, Hiring & Expectations53:40 – Mistakes & What Nicholas Would Do Differently58:30 – Where to Find Nicholas & Final ThoughtsA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community:https://t.me/+cISob2kA3pAyMmY5📸 Follow us on Instagram:/ thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ...🌐 Visit Our Website:https://scratchagencypodcast.comThank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future — we’ll see you next time!

In Episode 156 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Rick J. Lindsey, founder of XINSURANCE and Prime Risk Partners, to explore one of the most unique and innovative models in the insurance industry.Rick J. Lindsey shares his 40+ year journey in insurance — from working in his father’s MGA to building one of the most recognizable specialty risk insurance platforms in the country. What started during the insurance crisis of the 1980s eventually led Rick to pioneer solutions for businesses that traditional insurance markets refuse to cover.Throughout the conversation, Rick J. Lindsey explains why the insurance system often fails during catastrophes, how regulations like the Risk Retention Act changed the industry, and why innovation is necessary to serve complex and high-risk operations.We also dive into how XINSURANCE approaches underwriting differently, why direct communication with the insured matters, and how building trust, transparency, and strong relationships leads to better outcomes for agents, brokers, and clients.🔍 If you’re interested in specialty insurance, complex risk, the future of the insurance marketplace, or how one entrepreneur built a nationwide platform by solving problems others ignored — this episode delivers powerful industry insight.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet Rick J. Lindsey03:45 – Rick J. Lindsey’s Start in the Insurance Industry08:30 – The Insurance Crisis of the 1980s13:20 – Understanding the Risk Retention Act18:10 – Why Traditional Insurance Markets Fail23:40 – Building XINSURANCE & Specialty Risk Solutions29:50 – Insuring High-Risk & Unique Businesses36:15 – Fixing the Gaps in the Insurance Industry41:20 – Why Talking Directly to the Insured Matters46:30 – Building Trust Between Agents, Brokers & Carriers50:15 – Final Advice for Insurance ProfessionalsA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community:https://t.me/+cISob2kA3pAyMmY5📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ...🌐 Visit Our Website:https://scratchagencypodcast.comThank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights.Own your future — we’ll see you next time!

In Episode 155 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with LUIS LEAL, founder of Leal Insurance Services, to talk about what it really means to start from scratch — twice.LUIS LEAL shares his journey from producing at a State Farm agency to launching his own independent agency in just 60 days, merging in 2020 to focus on commercial growth, and then relaunching his original brand in 2025 with a sharper vision and clearer strategy.With nearly two decades in insurance, LUIS LEAL breaks down the massive differences between starting an agency in 2010 versus 2025 — from carrier appetites and automation to CRM rebuilds and data integrity. He opens up about lessons learned, focusing on commercial lines, building ideal client profiles, and why niching down has been a game-changer the second time around.🔍 If you’re a scratch agent wondering how to build smarter, avoid early mistakes, and focus on profitable growth — this episode delivers practical perspective from someone who’s lived both versions of the journey.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet LUIS LEAL04:30 – From State Farm Producer to Independent Owner09:40 – Opening an Agency in 60 Days (2010)15:25 – Merging in 2020 & Lessons from Partnership21:10 – Relaunching Leal Insurance Services in 202528:00 – Carrier Appointments: Then vs. Now34:15 – Rebuilding CRM, Automation & Systems40:05 – Why LUIS LEAL Is Hyper-Focused on Commercial Lines45:30 – Residential Service Contractors & Niche Programs51:10 – Ideal Client Profiles & Pre-Qualification Strategy56:00 – Final Advice for Scratch AgentsA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 154 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Rob Bowen, founder of Patriotic Insurance Group, to unpack one of the biggest moves an agency owner can make — selling the agency and stepping into a larger strategic role.Rob shares his 11-year journey from starting with Farmers, building an independent book, completing acquisitions, scaling quickly, and ultimately selling his agency to Stable Rock in a move that gives him greater resources, autonomy, and long-term growth potential.We dive deep into automation, cancel non-pay workflows, AI tools, shiny object syndrome, vendor relationships, and what it really takes to build processes that allow an agency to scale efficiently. Rob also gets honest about the mindset shift required when giving up ownership control — and why more resources can unlock bigger opportunities.🔍 If you’re thinking about acquisitions, scaling through automation, implementing smarter workflows, or even planning an exit — this episode gives you tactical insights from someone who’s done it all.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet Rob Bowen04:30 – From Farmers to Independent Agency Owner09:15 – Acquisitions & Scaling the Right Way14:20 – The Stable Rock Acquisition Story20:10 – Giving Up Control vs. Gaining Resources26:45 – Automation, Cancel Non-Pay & Process Discipline34:30 – AI, Outmarket & Leveraging Tech Smarter41:10 – Shiny Object Syndrome & Vendor Strategy47:50 – Why Process Comes Before Automation53:20 – The Future of Rob’s Agency & Final ThoughtsA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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.comThank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future — we’ll see you next time!

In Episode 153 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Hunter Nelson, owner of Nelson Insurance Agency in South Dakota, to unpack one of the most unique scratch stories we’ve heard yet.Hunter started his agency at just 18 years old—while still in high school. From door-knocking million-dollar homes to niching down into trucking insurance, he shares how he built momentum early, learned the industry on the fly, and leveraged content marketing to fuel organic growth.This conversation dives into what it really looks like to start young without formal agency training, how to talk your way into better career relationships, why niching down changed everything, and how platforms like YouTube and TikTok are generating real inbound leads for his agency today.🔍 If you’re thinking about going scratch, struggling to pick a niche, or wondering how to turn content into clients—this episode is packed with tactical insight and real execution.🕒 Timestamps:00:00 – Introduction & Meet Hunter Nelson03:05 – Starting an Agency at 18 Years Old07:40 – Door Knocking & Early Prospecting Tactics12:15 – Why Niching Down to Trucking Changed the Game18:20 – Using YouTube & TikTok to Drive Organic Leads23:55 – Hiring Young & Building the Right Team Structure28:40 – Lessons on Training, Onboarding & Avoiding Hiring Mistakes32:15 – Carrier Relationships & Breaking Into Tough Markets36:50 – AI Tools, Automation & Avoiding Shiny Object Syndrome41:30 – Advice for Agents Thinking About Going Scratch💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 152 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Jeff Roy, President and CEO of Excalibur Insurance Group, for a masterclass in vision, growth, culture, and scaling the right way.With over 36 years in the industry, Jeff shares his journey from walking into a typewriter-run agency to building a 30-person brokerage generating 1,000+ leads per month—and ultimately merging strategically to stay competitive in a rapidly consolidating marketplace.From defining your “why” and painting a 5–10 year vision, to mastering referrals, centers of influence, tech stacks, AI workflows, and operational discipline—this episode is packed with practical advice for scratch agents who want to grow with intention instead of accident.🔍 If you’re building from the ground up and wondering how to scale without losing focus, culture, or profitability—this episode will challenge you to think bigger and execute smarter.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet Jeff Roy04:12 – From Typewriters to Tech-Driven Brokerage09:35 – The Power of Vision & Defining Your North Star15:48 – Centers of Influence & Referral Strategy22:10 – Scaling to $1M and Beyond27:55 – Building Culture (The Jersey Story)33:40 – AI, Lead Flow & After-Hours Automation41:05 – Tracking ROI & Acquisition Costs47:30 – Tech Stack Essentials for Scratch Agents53:10 – Final Advice for Agents Starting TodayA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 151 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald are joined by agency financial consultant Colby Allen for a direct, numbers-first conversation on cash flow management, budgeting, and one of the most dangerous (and common) issues facing independent agencies: trust accounting violations.Colby shares what he consistently sees while working with agencies across the country—owners pulling money too early, failing to plan for commission slow months, and unintentionally creating a cycle that leads to payroll stress, reactive decisions, and illegal transfers from trust accounts. The discussion breaks down how these mistakes happen, why they’re rarely intentional, and how proper financial structure can prevent them before they spiral.This episode is essential listening for scratch agents and established agency owners who want to protect their license, stabilize operations, and grow with confidence.🔍 Whether you’re scaling fast or trying to regain control of your finances, this conversation explains where agencies go wrong financially—and how to fix it early.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction03:15 – Why Cash Flow Planning Gets Overlooked07:42 – Seasonal Commission Drops & Operating Risk12:10 – The #1 Cause of Trust Accounting Violations17:05 – Owner Draws, Payroll Pressure & the Fear Cycle22:30 – Why “It’ll Catch Up Next Month” Is Dangerous27:18 – Budgeting as Risk Management32:40 – Structuring Cash Flow for Sustainable Growth36:55 – Final Advice from Colby AllenA family-owned agency management system built to support independent agencies with transparency, flexibility, and human-centered service.🔗 Links & Resources:📲 Join Our Telegram Community: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

In Episode 150 of the Scratch Agency Podcast, we’re joined by Rushang Shah, Chief Marketing Officer at HawkSoft, for a deep-dive into what makes a modern agency management system work for the agent, not the other way around. In this honest and forward-thinking conversation, Rushang Shah breaks down how HawkSoft’s family-owned and privately held structure allows them to stay focused on what matters most—listening to agents and building around their real workflows.From the rise of embedded tools and AI to the dangers of data ownership loopholes, we explore what scratch agents need to consider before choosing a vendor. You’ll hear the truth behind the “one platform does it all” myth, how to future-proof your tech stack, and what Rushang Shah sees on the horizon for AMS innovation.🔍 If you’ve ever felt overwhelmed by shiny tech promises, or just want to know the right questions to ask before signing with a new tool—this episode will give you the clarity and confidence you need.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction03:12 – Rushang Shah Journey from Mobile Tech to Insurance06:57 – What Today’s AMS Users Actually Want11:20 – CRM Features, Workflows & the Evolution of HawkSoft17:15 – The One-Platform Myth vs. Best-in-Class Focus21:33 – Why “Saying No” Can Be a Product Strength27:00 – AI, Natural Language & the Future of Data Access33:15 – Ownership, Access, and the Real Risks of Data Misuse41:28 – Questions to Ask When Choosing a Tech Vendor47:54 – What Makes HawkSoft Different (and Why It Matters)51:20 – Final Thoughts from Rushang ShahA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Telegram Community: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.comThank you for tuning into The Scratch Agency Podcast. Like, share, and subscribe for more real talk and tools for growing your agency. Own your future — see you next time!

In Episode 149 of the Scratch Agency Podcast, co-hosts Stephen Turnbull and Shawn Fitzgerald go solo and get real about one of the biggest make-or-break factors in growing an independent agency: lead quality. They dive into their completely different lead sources—paid ads vs. inbound referrals—and break down how each has evolved their pre-qualification process to save time and close higher-value accounts.From the power of instant follow-ups to the importance of requiring deck pages before quoting, this episode is filled with tactical tips for scratch agents who want to stop quoting everyone and start quoting smarter. You'll walk away with ideas on how to tighten your intake forms, rethink discovery calls, and adopt one of their favourite mantras:"If you want better leads, make it slightly harder to become one."🔍 If you're drowning in unqualified leads or looking to build a more streamlined sales process, this is your playbook.💼 Sponsored by HawkSoft → https://www.hawksoft.com🕒 Timestamps:00:00 – Intro & Snow Day Chaos04:05 – Paid Ads vs. Referral Leads07:32 – Why Speed-to-Lead Matters for Trust10:55 – “If You Want Better Leads…”14:40 – Intake Forms & Filtering on the Front End20:11 – Why They Ask for Deck Pages First25:22 – Auto vs. Home vs. Commercial Pre-Qualifiers31:05 – Time Management & Saying No36:48 – Knowing Your Top 10 Clients41:37 – Closing Advice: Custom Criteria for Your Market📌 Connect with us on Instagram: @thescratchagencypodcast🔗 Join our Telegram Community: https://t.me/+cISob2kA3pAyMmY5🎧 Listen on Spotify: Scratch Agency Podcast💻 Visit our website: scratchagencypodcast.comThank you for tuning into The Scratch Agency Podcast. Like, share, and subscribe for more real talk and tools for growing your agency. Own your future — see you next time!

In Episode 148 of the Scratch Agency Podcast, we’re joined once again by Tamron Manning of Integrity Insurance Group (KY) — this time for a raw, behind-the-scenes look at what it’s really like to bring on your first producer.Tam breaks down how he wasn’t even looking to hire… until the right person walked into his network. From navigating onboarding without a full SOP to realizing the value of competition and culture, Tamron shares the real-life lessons from making a fast, intentional hire — and why it paid off.🔥 Whether you're considering your first producer, figuring out how to structure pay, or wondering whether experience beats starting fresh — this one’s full of insights from the trenches.🕒 Timestamps:00:00 – Intro & HawkSoft Sponsorship01:24 – Welcome Back Tamron Manning (Episode 33 Throwback)04:40 – How Tam Found His First Producer08:11 – Expectations vs. Reality: What Surprised Him12:17 – Benefits of Hiring with Experience17:28 – Training, Scripts & Scaling Systems23:04 – Culture, Fit & Hiring at the Right Time28:39 – Lessons Tamron Would Apply If He Did It Again32:12 – Final Thoughts & Where to Follow Tamron💼 Sponsored by HawkSoft → https://www.hawksoft.com📲 Follow Tamron Manning:Instagram: @kyintegrityinsurancegroupFacebook: Integrity Insurance Group KY🎧 Listen on Spotify: Scratch Agency Podcast📢 Join our Telegram Community: Click here🌐 Visit: https://scratchagencypodcast.com✅ Like, Comment & Subscribe for weekly episodes from Scratch Agents for Scratch Agents.#ScratchAgencyPodcast #InsuranceProducer #HiringTips #IndependentAgents #TeamGrowth #TamManning #InsuranceHiring #HawkSoft #InsuranceSales #ScratchAgentLife #InsuranceTeamBuilding

In Episode 147 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald kick off the new year with gratitude, big goals, and a brand-new partnership with HawkSoft — now the official sponsor of the Scratch Agency Podcast.They reflect on the unexpected journey from two agents "just chopping it up" to building a movement with thousands of listeners and a thriving agent community. This episode dives into personal and business resolutions for 2026, including gifting strategies that drive referrals, improving profit margins, reviewing tech stacks, and building sustainable systems.🔥 Whether you’re deep in the trenches or levelling up, this episode delivers insight, encouragement, and action items for running a better agency this year.🕒 Timestamps:00:00 – Intro & Our New Podcast Sponsor: HawkSoft04:38 – Behind-the-Scenes of the Partnership08:05 – 2026 Goal #1: Gifting & VIP Client Touches12:44 – Maximizing Paid Leads with Personalization16:25 – Creative Gifting Ideas Using AI & Custom Cards21:10 – The Power of Handwritten Notes & Micro-Moments24:55 – 2026 Goal #2: Scaling from $20K to $30K/Month28:12 – Stephen’s Focus: Profit Margins, Payroll, and CFO Support33:17 – Tech Stack Review: Hidden Costs & Smart Replacements38:28 – Wrapping Up: What’s Coming in 2026🔧 Sponsored by HawkSoftExplore 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🎯 Thanks for supporting The Scratch Agency Podcast. If you’re ready to reset, refocus, and make 2026 your best year yet — like, share, and subscribe. We’re just getting started. Own your future.

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 Recovery03:22 – The Reality of Looking at Your P&L Honestly06:40 – The AI Hype Cycle: What’s Worth It?09:50 – Why Relationships Will Always Matter13:05 – The Hidden Cost of Not Asking for Referrals17:15 – Tech That Didn’t Work (And Why We Bought It Anyway)21:02 – Building with Intention: Pen, Paper, and Process25:14 – Creating a System Before Adding a Tool28:33 – Final Thoughts & Keeping It Simple in 2026🔧 Sponsored by HawkSoftExplore 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🎯 Thanks 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 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 & Fatherhood03:45 – Sound Harbor Recap: Rebrand & Paid Ads07:18 – Why Pre-Qualifying Leads Changed the Game11:30 – Systems, SOPs, and Sales Scripts That Stuck15:44 – Hiring: When You Stop Looking & They Show Up21:02 – Data-Driven Decisions & Doubling New Revenue26:20 – T5 Recap: Foundations, Family & Focus32:15 – Planning for Growth in 202638:00 – Community Event Wins & The Next One42:40 – Letters from Santa, Balance, and Big Picture🔧 Sponsored by HawkSoftExplore 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 – Introduction03:12 – Why Annual Planning Fails for Most Agents06:38 – Creating a Yearly Theme that Drives Focus10:11 – From Culture to KPIs: Building with Intention13:25 – 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 Big26:18 – Holding Teams Accountable Without Burnout30:09 – Branding the Theme: Stickers, Rituals & Shared Language34:52 – The Power of Personal + Professional Goal Setting38:06 – Agency Standards That Keep Everyone on Track42:30 – Introducing "Want Better, Be Better" Facebook Community46:45 – 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.comThanks for tuning into The Scratch Agency Podcast.Like, share, and subscribe for more practical insights from agents in the trenches.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.🕒 Timestamps0000 – Intro & Early Scratch Days0413 – Transitioning from Captive to Independent0628 – Starting Remote in 2014 (Before It Was Normal)0950 – Building Credibility as a Remote Commercial Agency Owner1129 – Growth Strategy Acquisition vs. Referrals1330 – Why the “Attract, Don’t Prospect” Model Works1626 – Building Strong, Sticky Referral Relationships2000 – 3-15-6-1 System Explained2314 – Avoiding the “Help Me” Pitch Adding Real Value2739 – Nurturing Referral Partners with Intention3036 – Protecting Team Energy Through Client Culture3350 – When to Let Go of Referral Partners3637 – The Power of Firing Toxic Clients3943 – Final Thoughts & How to Connect with Beth👥 Join the CommunityScratch Agency Telegram group → httpst.me+cISob2kA3pAyMmY5📱 Follow Us on Instagramhttpswww.instagram.comthescratchagencypodcast🎧 Listen on Spotifyhttpsopen.spotify.comshow7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Websitehttpsscratchagencypodcast.comThanks 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 Back04:20 – Scratch, Scratch Plus, and the Realities of Growth08:47 – Why Most New Producers Fail: Lack of Planning13:26 – The Client Concierge Role Explained18:54 – Junior Producer: Validation, Metrics & Relationship Building23:32 – Mapping Future Org Charts & Scaling on Purpose28:19 – Quoting, Binding, Underwriting: Teach Early, Not Later33:01 – Real Compensation Structures That Work39:45 – Mentorship, Elite Agents & Building Internal Leaders45:58 – Custom Paths: Not Everyone Needs to Be a Closer50:27 – Purpose, Plans & Career Vision for New Hires56:41 – The #1 Thing Billy Would Tell His 2006 Self59:03 – 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:https://scratchagencypodcast.comThanks for tuning in to The Scratch Agency Podcast.Like, share, and subscribe for more unfiltered insight on building an agency from scratch.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 Welcome03:15 – Launching an Agency Inside a Car Dealership07:42 – Starting from Scratch: No License, No Carriers12:34 – Managing Risk & Loss Ratios in the Dealer Environment17:09 – Building Buy-In with Your Referral Partner21:40 – Developing Pre-Qualifying Filters That Work27:18 – Why “A Quick No Beats a Long Yes”32:03 – Speed to Quote: Process & Presentation37:55 – When to Say No & How to Say It Well43:01 – Tech, CRMs, and Automating the Experience47:26 – Handling Tough Leads with Confidence51:44 – Lessons on Building a Business Inside a Business56:33 – 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.comThank 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 Chats02:45 – Why Renewal Touchpoints Matter More Than Ever06:13 – Automations: Email, Text & Booking Links11:40 – Renewal Audits, Checklists & Internal Decision Trees17:25 – Monoline vs. Packaged Accounts & Cross-Sell Triggers21:10 – Tracking Mortgage Billing & Preventing Cancellations26:03 – When to Shop vs. When to Stay Put30:14 – How to Warm Clients Up to Inevitable Increases34:46 – CRM Tags, Team Roles & Standardizing Outreach40:05 – Documenting the Process & Running It as a Team45:20 – 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:https://t.me/+cISob2kA3pAyMmY5💻 Visit Our Website:https://scratchagencypodcast.comThanks for tuning in to 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 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 Perspective03:40 – What Happens When You Ignore Industry Advice07:55 – The Case for Part-Time Help: Why It Worked11:02 – How to Structure Roles & Set Clear Expectations15:15 – Tools, Tech, and Productivity Monitoring20:08 – Common Hiring Pitfalls & Red Flags24:42 – From Part-Time CSR to VA Support System29:10 – Seasons of Business & Knowing What You Need Now35:05 – Trusting Your Gut vs Following the Crowd40:13 – If You Could Start Over: One Thing You’d Do Differently44:28 – Volume Creates Luck & Staying Focused Early49:12 – 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.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 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: [email protected] 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 One08:55 – Why Team Meetings Matter, Even with a Small Team10:50 – Stephen’s Weekly Structure: Core Values, Wins, and Check-ins16:24 – Shawn’s Framework: Vision, Metrics, and Accountability20:11 – Recurring Meetings: Monday Sync, Wednesday Cancellations, Friday Wrap-Ups24:30 – Giving Team Members Ownership in Meetings27:08 – Monthly One-on-Ones & Leadership Reflections30:20 – Using a Running Feedback Log Instead of Interrupting Work33:04 – 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.comThank 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 134 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!Billy shares some exciting news that he and his three children started their own scratch agency in 2023.Billy shares how to identify specific types of clients and how to serve them.Billy talks about where every scratch agent needs to start.Billy shares the process and foundation he and his family are working on now to build his scratch agency in 2023.You can follow Billy on:1. ⁠https://www.inspireanation.org⁠2. ⁠https://www.linkedin.com/in/billyrwilliams/⁠3. ⁠https://www.instagram.com/drbillyrwilliams/?next=%2F⁠4. ⁠https://www.youtube.com/@drbillyrwms

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 President05:51 – The Most Important Things: Simplifying to Create Value09:15 – What Scratch Agents Can Learn from EZLynx’s P&L12:02 – Where Agents Go Wrong with Tech & Underused Systems16:50 – Turning Management System Data Into Real Sales Opportunities19:28 – How Top Agents Use Automation, Intake Forms & Clean Data25:14 – AI in Agencies: What’s Real Now & What’s Coming31:32 – Final Thoughts on Using Tech to Enhance (Not Replace) RelationshipsEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/📌 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/💬 Want to join the community? Head to https://scratchagencypodcast.com and click “Join the Community” to connect with 85+ other scratch agency owners.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 MahonIn 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 Insurance05:02 – Why the Scratch Agency Meetup Changed the Game10:30 – Career Journey: From Tech & Cyber to Starting an Indie15:50 – The Real Why Behind Starting the Agency21:28 – From Commercial to Personal: Why the Transition is Underrated29:40 – Automating Prospecting: Apollo, Sequences & Smarter Outbound35:20 – Staying Top of Mind & the Power of Simple Follow-Up42:45 – 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!

In Episode 129 of the Scratch Agency Podcast, we're joined by Andrew Rasson, Director of Strategic Partnerships at Smart Financial. Andrew delves into the intricacies of lead generation, sharing his expertise on setting up effective processes and maximizing ROI. He discusses the importance of speed to lead, the role of automation, and how to leverage digital marketing to grow your agency.🔍 Whether you're new to the insurance industry or looking to refine your lead management strategies, this episode offers practical advice and industry insights.🕒 Timestamps: 00:00 – Introduction 03:45 – Understanding Lead Generation 07:12 – Importance of Speed to Lead 11:30 – Leveraging Automation in Lead Management 15:20 – Digital Marketing Strategies for Agents 19:05 – Common Misconceptions About Leads 23:40 – Setting Up Effective Processes 27:15 – Wrap-Up and Contact InformationEnhance 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:   / thescratchagencypodcast  🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ...🔗 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 this episode, we chat with Colton Hunter, founder of Perficio Insurance Services, who shares what it’s really like to build two scratch agencies from the ground up. From hiring virtual assistants early to leveraging Facebook groups and referral partners, Colton dives into the tools, mindset, and structure that helped him grow smarter the second time around.🔍 If you’re building or rebuilding your agency, this one’s full of practical gems on time-blocking, team-building, and scaling with lean resources.🕒 Timestamps:00:00 – Colton’s Journey: Door-to-Door Sales to Agency Owner05:20 – Referrals, Facebook Groups & Community Marketing08:45 – Why His First Hire Was a Quoting VA11:15 – Getting VAs to Work: Onboarding & Expectations14:45 – Role Specialization vs. Overloading Team Members18:40 – Building a Lean Team: CSR, Admin VA & Growth Plans21:30 – Group Hiring Strategy for Sales Reps29:00 – Colton’s Ideal Day & 70% Revenue FocusEnhance 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:   /thescratchagencypodcast  🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ...🔗 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 this one, we take a deep dive into the evolving journey of podcasting—from rebranding your show to finding your voice and building meaningful connections.We introduce the "Make An Impact" podcast and share insights on how you can start your own show even with minimal equipment. Whether you're a creator, entrepreneur, or someone passionate about storytelling, this episode is full of real talk, tips, and encouragement to help you make an impact with your message.🕒 Timestamps:00:00 - Introduction03:28 - Local podcast rebrand and guest feedback05:00 - Introduction to "Make An Impact" podcast and its purpose08:17 - Relatability and impact of podcast guests' stories12:57 - Starting a podcast with minimal tech investments and focusing on content15:50 - Recommendations for finding guests and collaborators for podcasting17:49 - Importance of consistency and persistence in podcasting efforts19:51 - Reflection on relationships and community networking in podcasting21:32 - Closing remarks and encouragement for self-belief and future ownershipEnhance 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:   / thescratchagencypodcast  Watch now 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.

In Episode 126 of the Scratch Agency Podcast, we're joined by Jason Armogida, founder of 360 Insurance Solutions. Jason shares his journey transitioning from the captive insurance model to building a thriving independent agency. He opens up about the growing pains, key decisions, and strategic use of systems and virtual assistants that have helped him scale successfully in today’s tech-driven landscape.🔍 Whether you're starting your own agency, exploring InsureTech trends, or figuring out how to scale with the right team—this episode delivers real talk and actionable insight.🕒 Timestamps:(00:00) – Introduction(04:13) – Transition from Captive to Independent Model(06:28) – Utilizing Systems in Agency Operations(12:32) – Navigating the InsureTech Boom(16:17) – Early Days and Transition to 360 Insurance Solutions(18:43) – Decision Making in Agency Growth and Expansion(22:04) – Challenges of Scaling an Agency and Talent Acquisition(26:44) – Three Years In: Team Structure and Virtual Assistants(29:01) – Wrap-Up and Contact InformationEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: The Scratch Agency Podcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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 this episode, Shawn Fitzgerald and Stephen Turnbull break down their daily and weekly routines that keep their agencies running at a high level. From morning rituals to afternoon meetings, prospecting strategies, and team huddles, it's all here.🕒 (00:00) - Introduction🕒 (00:29) - A Day in the Life of Shawn Fitzgerald🕒 (02:26) - Shawn's Morning Routine🕒 (03:23) - Shawn’s Prospecting Schedule🕒 (05:20) - Team Huddles and Internal Meetings🕒 (06:45) - Shawn’s Afternoon Focus🕒 (07:15) - Time Block for Carrier Rep Meetings🕒 (12:30) - Stephen’s Ideal Day🕒 (13:53) - Stephen’s Weekly Schedule Breakdown🕒 (17:13) - Why Mondays and Fridays Matter for Stephen🕒 (19:02) - Board Meetings and Big Picture Thinking🕒 (20:59) - Wrap-up and Mastermind Group AnnouncementEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: The Scratch Agency Podcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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 this episode of The Scratch Agency Podcast, Shawn Fitzgerald and Stephen Turnbull dive into a dynamic conversation about how insurance agencies can harness AI and technology while staying rooted in relationships and strategic vision.From the fundamentals of building strong industry connections to the advanced integration of AI-driven automation, this episode dives deep into the tools and mindsets needed to grow a modern, efficient agency. The guests also tackle pressing concerns about AI privacy and offer real-world insights into staying competitive in a rapidly evolving industry.🕒 Timestamps:(00:00) – Introduction(00:27) – Shawn's Background(00:50) – Stephen's Background(01:20) – Importance of Relationships in the Insurance Industry(02:40) – The Impact of Networking and Learning from Others(03:37) – The Growth Opportunities in the Insurance Industry(04:59) – The Integration of AI in Insurance Agencies(09:12) – The Future of Agency Efficiency and Automation(13:24) – Discussion on Utilizing AI Tools and Systems(16:39) – Addressing Concerns about Privacy and AI Usage(26:09) – Importance of Vision and Strategy in Agency Growth(31:18)– Promoting Podcast Meetup and Closing RemarksEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: The Scratch Agency Podcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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 this episode of the Scratch Agency Podcast, we’re diving into the real-world strategies that help insurance agencies scale — without burning out. Guests Shawn and Stephen return to share their experiences as scratch agents and how they’ve leveraged Virtual employees to streamline operations, build trust, and unlock growth.From wild customer stories to lessons learned the hard way, this episode is packed with insights, laughs, and actionable takeaways for any insurance pro looking to optimize their agency.🧠 If you’re struggling to delegate, trust, or scale — this one’s for you.🕒 Timestamps: (00:02) – Introduction(00:59) – Virtual Intelligence Webinar Overview(01:54) – Importance of Insurance Agency Organization(02:24) – Housekeeping Note for Audience Participation(03:23) – Guest Introduction: Shawn and Stephen(04:47)– Agency Origins and Locations (06:21) – Challenges and Success Stories as Scratch Agents(07:08) – Importance of Hiring Virtual Employees(08:29) – Leveraging Virtual Employees for Agency Operations(10:48) – Trusting Virtual Employees and Collaboration(12:42) – Managing Complex Tasks with Virtual Employees(14:39) – Building Trust with Virtual Employees(16:05) – Agency Growth and Lessons Learned(17:57) – Overcoming Challenges in the Insurance Industry(19:21) – Benefits of Delegating Tasks to Virtual Employees(37:03) – Guest Engagement: Craziest Customer Requests(39:33) – Reflection on Embarrassing Mistakes(43:17) – Importance of Persistence and Support(46:29) – Delegating Insurance Tasks to Virtual Employees(49:11) – Trusting Virtual Employees for Business Development(53:36) – Support and Collaboration with Virtual Employees(55:03) – Work-Life Balance and Agency Support(56:57) – Collaboration and Virtual Employee TrustEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: The Scratch Agency Podcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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 this episode of the Scratch Agency Podcast, we sit down with Nikhil Kansal, the co-founder of Cara, to explore how AI is transforming the insurance industry. 🚀🧠 From his deep experience in the insurance space to the creation of Cara, Nikhil breaks down how this innovative tool is helping agencies simplify complex tasks like policy comparisons, certificates of insurance (COIs), and more.🔧 Learn how Cara seamlessly integrates with management systems like Hawksoft and Applied Epic, and how agencies can get started with it in just a few steps.📌 Timestamps:(00:00) – Introduction(02:10) – Nikhil’s background in the insurance industry(07:54) – Cara’s learning capabilities vs. other AI tools(08:23) – Integration with systems like Hawksoft, Applied Epic(14:57) – Helping with policy comparison and COIs(21:58) – Setting up Cara for your agency(27:38) – How to evaluate AI tools for your business(29:05) – Cara’s broader use cases beyond COIsEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: The Scratch Agency Podcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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 this episode of the Scratch Agency Podcast, we sit down with Landry Fields from Nova Insurance Group to dive deep into how artificial intelligence is revolutionizing the insurance industry. From workflow automation to smarter client interactions, Landry shares firsthand insights on the tools, trends, and real-life applications of AI in modern agencies.Chapters:(00:00) – Introduction to AI in Insurance(01:47) – Landry's Journey with Nova Insurance Group(04:09) – Learning Curve in Insurance(05:01) – The Importance of Asking Questions and Learning(08:24) – Leveraging AI Tools for Efficiency(09:20) – Using AI to Improve Client Interactions(15:50) – AI for Policy Analysis and Comparison(24:57) – Top AI Tools for Scratch Agencies(27:35) – Workflow Automation and Productivity(31:45) – Advantages of Canopy Connect(34:02)– AI for Agency Efficiency(35:14) – The Future of AI in the Insurance Industry(38:21) – Integration with Copilot and GeminiEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: thescratchagencypodcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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 this episode of the Scratch Agency Podcast, hosts Stephen Turnbull and Shawn Fitzgerald welcome Cody Houk, owner of Prime Risk Insurance Solutions. The conversation delves into Cody's journey in the insurance industry, highlighting the challenges he faced during his early years, the pivotal moments that led to his rebranding, and the marketing strategies he implemented to target contractors effectively. The discussion emphasizes the importance of mentorship, the struggles of entrepreneurship, and the evolution of Cody's agency from personal lines to a focus on commercial lines, particularly in the blue-collar sector. In this conversation, Kody Houk shares his insights on effective prospecting techniques tailored for blue-collar businesses, emphasizing the importance of being present where prospects gather. He discusses the significance of finding a niche and seeking mentorship to accelerate growth. The conversation also touches on the impact of rebranding on business visibility and the effectiveness of YouTube as a marketing tool. Kody shares his experience in writing a book in just eight days, highlighting its role as a lead magnet and brand reinforcement. Finally, he discusses his training program aimed at helping new agents grow their agencies sustainably.Chapters(00:00) Introduction to the Scratch Agency Podcast(01:41) Cody's Journey in the Insurance Industry(05:43) The Struggles of Entrepreneurship(08:57) The Light Bulb Moment: Rebranding and Mentorship(11:10) The Rebranding Process: From I Cover to Prime Risk(17:09) Marketing Strategies and Targeting Contractors(23:34) Prospecting Techniques for Blue Collar Businesses(27:53) The Importance of Niche and Mentorship(29:27) Rebranding and Its Impact on Business(32:30) Leveraging YouTube for Business Growth(34:56)The Book Writing Process and Its Benefits(37:28) Real Insurance Training and Agency Growth StrategiesEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.comJoin our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast📌 Connect with us on social media: Instagram: The Scratch Agency Podcast🔗 For more exclusive content, visit our website: scratchagencypodcast.comThank 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!