The Scratch Agency Podcast

Welcome back to Episode 110 of the Scratch Agency Podcast! In this episode, we sit down with Michael Cruz to break down the essentials of sales success! From pre-qualifying leads to tracking data and scaling your business, Michael shares his insights on building a strong and consistent sales process.🕒 (00:00) - Introduction🕒 (03:09) - The Importance of Pre-Qualifying Leads🕒 (05:59) - Understanding The Three Buckets in Sales 🕒 (08:55) - Tracking and Analyzing Sales Data 🕒 (12:10) - Establishing a Consistent Sales Process 🕒 (15:03) - Overcoming Challenges in Scaling 🕒 (18:08) - The Journey of Growth and Learning 🕒 (21:04) - Final Thoughts and Encouragement Enhance 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: https://t.me/+cISob2kA3pAyMmY5Sign up for our bi-weekly newsletter to get industry insights and podcast updates straight to your inbox: lp.constantcontactpages.com📌 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!

Welcome to Episode 108 of The Scratch Agency Podcast! Explore the importance of authenticity, consistency, and engaging with different platforms to build trust with your audience. Learn how to batch plan content and leverage tools for effective content creation. Don't miss out on the key takeaways from Shawn, Ciara, Brett, and the engaging audience Q&A session.  🕒 (00:00) – Introduction 🕒 (00:53) – Engaging with Different Platforms 🕒 (01:20) – Building Trust Through Social Media 🕒 (01:48) – Sharing Daily Success Paths 🕒 02:42 – Authenticity and Relatability 🕒 (05:00) – Consistency and Contextual Copy 🕒 (49:36) – Batch Planning and Leveraging ToolsEnhance 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:https://t.me/+cISob2kA3pAyMmY5Sign up for our bi-weekly newsletter to get industry insights and podcast updates straight to your inbox:thescratchagencypodcast📌 Connect with us on social media: Instagram:thescratchagencypodcast🔗 For more exclusive content, visit our website:scratchagencypodcast.com🔥 Don’t forget tolike,comment, andsubscribe for more valuable insights!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!

Welcome to Episode 79 of  The Scratch Agency Podcast, where we empower scratch agents with insights and strategies from industry leaders! hosts Stephen Turnbull and Shawn Fitzgerald are joined by the inspirational Dr. Billy Williams, founder of Inspire Nation Business Mentoring. Dr. Williams shares his wealth of experience and insights on various crucial topics for insurance agents. ⏰(00:00) - Introduction. ⏰(01:50)- Dr. Billy Williams' Background. ⏰(04:12) - Discussion on FCC Rules. ⏰(08:30)- Implementation of PEWC Wording. ⏰(11:55) - Importance of Video Content. ⏰(39:46) - Handling Client Queries. ⏰(45:02) - Focus on Lead Generation. Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: ⁠virtualintell.com 📌 Connect with us on social media:      Instagram: thescratchagencypodcast 🔗 For more exclusive content, visit our website: scratchagencypodcast.com Thank you for tuning into the Scratch Agency Podcast. Own your future and keep pushing forward. See you next time!

In this episode of The Scratch Agency Podcast, we sit down with David Watson, a leader in tech-driven insurance solutions, to dive deep into how agencies can modernize their proposal process, enhance client engagement, and scale effectively. From custom proposals to integrating tools like Advisor Evolved, QuoteVids, and Risk Advisor, this conversation is packed with actionable insights for agency owners and producers.Whether you're looking to streamline workflows, personalize your proposals, or better explain coverage and deductibles to clients, this episode has you covered. 🕒 (00:00) - Introduction 🕒 (02:49) - Exploring custom proposals with Advisor Evolved 🕒 (06:11) - Optimizing video proposals with QuoteVids 🕒 (08:46) - Integrating Risk Advisor and Advisor Evolved 🕒 (12:00) - Enhancing client engagement through personalization 🕒 (14:49) - Streamlining the proposal process 🕒 (18:03) - The importance of password protection in proposals 🕒 (27:45) - Personalization of proposals 🕒 (30:28) - Understanding deductibles and coverage 🕒 (32:34) - The human touch in insurance 🕒 (34:13) - Creating agency proposals easily 🕒 (46:16) - Scaling and processes in insurance agenciesEnhance 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: thescratchagencypodcast📌 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!

Welcome back to Episode 105 of the Scratch Agency Podcast! We sit down with Brad Boldt to dive deep into the world of hiring and onboarding. If you're looking to refine your processes and build a thriving workplace culture, this episode is for you. 🕒(00:00) - Introduction 🕒(01:57) - Discussion on hiring and onboarding process 🕒(03:24) - Importance of creating a structured hiring process 🕒(05:15) - The value of assessing candidates and gathering data 🕒(06:26) - Utilizing team interviews as part of the hiring process 🕒(09:22) - Final interviews and assessing cultural fit 🕒(12:27) - Utilizing assessments and written communication in the hiring process 🕒(16:09) - Paying attention to red flags in the hiring process 🕒(34:25) - Importance of being intentional in creating a positive work culture Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.com Join our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5 Sign up for our bi-weekly newsletter to get industry insights and podcast updates straight to your inbox: https://lp.constantcontactpages.com/sl/Z5erkKq/thescratchagencypodcast. 📌 Connect with us on social media:  Instagram: thescratchagencypodcast 🔗 For more exclusive content, visit our website: 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!

Welcome back to Episode 103 of The Scratch Agency Podcast! In this episode we sit down with Mike Sharp, the owner of Sharp Insurance Agency, to dive into strategies for growth, prospecting, branding, and achieving long-term success. Whether you're an agency owner or someone looking to scale your business, this episode is packed with actionable insights. 🕒 (00:00) – Introduction 🕒 (01:29) – Prospecting Strategies and Growth Goals 🕒 (01:58) – Business Acquisition Opportunities and Valuation 🕒 (02:57) – Importance of Seizing Business Opportunities🕒 (04:50) – Community Involvement Through Ads and Sponsorships 🕒 (06:38) – Setting Weekly Goals for Long-term Success 🕒 (09:50) – Revenue and Premium Goals: Metrics That Matter 🕒 (12:51) – Personalized Branding for Community Recognition 🕒 (19:52) – Building Customer Trust and Accountability 🕒 (24:05) – Balancing Personal Branding and Team Expansion 🕒 (38:19) – Challenges of Team Collaboration vs. Personal Branding 🕒 (39:48) – Acting Like a Larger Entity to Manage Client Expectations 🕒 (40:36) – Self-Belief and Ownership Goals Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.com Join our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5 Sign up for our bi-weekly newsletter to get industry insights and podcast updates straight to your inbox: https://lp.constantcontactpages.com/sl/Z5erkKq/thescratchagencypodcast. 📌 Connect with us on social media: Instagram: thescratchagencypodcast 🔗 For more exclusive content, visit our website: 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!

Welcome back to Episode 102 of The Scratch Agency Podcast! In this episode, we sit down with Osama Al Haymi to delve into the intricacies of claims management. From understanding the claims process to handling catastrophic losses, Osama shares invaluable insights and practical tips to improve client experiences and outcomes. If you're looking to enhance your claims knowledge, this episode is a must-listen!  🕒 (00:00) - Introduction. 🕒 (02:47) - Understanding the Claims Process. 🕒 (05:58) - Setting Up the Claims Process. 🕒 (09:02) - Initial Client Interaction During Claims. 🕒 (11:54) - Navigating Complex Claims. 🕒 (14:48) - Handling Catastrophic Losses. 🕒 (17:51 )- The Importance of Human Connection. 🕒 (20:47) - Final Thoughts on Claims Management. Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.com Join our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5 Sign up for our bi-weekly newsletter to get industry insights and podcast updates straight to your inbox: https://lp.constantcontactpages.com/sl/Z5erkKq/thescratchagencypodcast. 📌 Connect with us on social media:  Instagram: thescratchagencypodcast 🔗 For more exclusive content, visit our website: 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!

Welcome to Episode 92 of The Scratch Agency Podcast! hosted by Stephen Turnbull and Shawn Fitzgerald! In this episode, we sit down with Chris Langile, the owner of Advisory Evolve, to dive into the world of AI and its growing influence on the insurance industry. 🕒 (00:00) - Introduction. 🕒 (00:55) - Chris Langile shares his thoughts on ChatGPT, AI, and their impact on insurance. 🕒 (02:18)- A deep dive into the beta launch of ChatGPT by OpenAI and its potential to disrupt the search engine market. 🕒 (04:40) - The competition heats up—how will this affect search results and publishers? 🕒 (06:32) - Practical advice on carefully implementing AI tools in your agency’s workflow. 🕒 (27:03) - The importance of focusing on solutions that truly solve problems, not just the latest tech trends. Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.com 📌 Connect with us on social media:  Instagram: thescratchagencypodcast 🔗 For more exclusive content, visit our website: scratchagencypodcast.com Thank you for tuning into The Scratch Agency Podcast. Own your future and keep pushing forward. See you next time!

Welcome to Episode 71 of The Scratch Agency Podcast! In this episode, we delve into the world of business partnerships with the insightful Don Rowan and Roe of Agency CFO. Join us as we explore the dynamics, challenges, and opportunities of forming partnerships in the business world. ⏰ (0:00) - Introduction to partnership opportunities and potential pitfalls ⏰ (3:08) - Approaching family and business partnerships ⏰ (4:19) - The importance of planning in business partnerships ⏰ (9:42) - Strategies for building successful business partnerships ⏰ (17:50) - Challenges of partnerships and the role of financial management ⏰ (21:26)- Merging two agencies with different philosophies ⏰ (25:09) - Insights from industry experts on partnerships in business ⏰ (31:38) - Partnering with other agencies for shared resources and success ⏰ (41:02) - Transferring wealth between generations Enhance your productivity and reclaim time with OnHandVas, our podcast sponsor – explore their expert VA services now at: https://onhandvas.com 📌 Connect with us on social media:      Instagram: thescratchagencypodcast      TikTok: thescratchagencypodcast 🔗 For more exclusive content, visit our website: scratchagencypodcast.com Whether you're considering entering a partnership, currently in one, or simply interested in the dynamics of business relationships, this episode offers valuable insights and practical advice from seasoned professionals.

Welcome to Episode 70 of The Scratch Agency Podcast! In this episode, we dive deep into the world of insurance sales and business growth strategies with the incredible Patrick Murakami. Join us as we uncover valuable insights and strategies that can help you excel in the insurance industry. ⏱️(0:00) - Introduction ⏱️(1:45) - Leveraging Facebook groups for lead generation ⏱️(9:42) - Asking the right questions to uncover clients' needs and grow your business ⏱️(16:01) - Building brand awareness and providing value to clients through community groups ⏱️(20:31) - Leveraging Facebook groups for business growth ⏱️(23:41) - The importance of authenticity and connection in insurance sales ⏱️(29:12) - Building an insurance agency through social media and Facebook groups ⏱️(34:10) - More on leveraging Facebook groups for business growth ⏱️(39:23) - Growing and monetizing Facebook groups Enhance your productivity and reclaim time with OnHandVas, our podcast sponsor – explore their expert VA services now at: onhandvas.com 📌 Connect with us on social media:      Instagram: thescratchagencypodcast      TikTok: thescratchagencypodcast 🔗 For more exclusive content, visit our website: scratchagencypodcast.com Whether you're just starting out in the insurance industry or looking to take your business to the next level, this episode is packed with actionable tips and strategies that you can implement right away.

Welcome back to Episode 69 of The Scratch Agency Podcast! In this exciting installment of our Community Call series, we're joined by industry expert Patrick McBride to explore the fascinating world of automation in insurance agencies. Get ready to revolutionize your approach to efficiency and customer experience! ⏰ (0:00) - Introduction to Patrick McBride and the discussion on automation in insurance agencies. ⏰ (1:16) - Exploring technology and automation in the real estate industry for insights. ⏰ (3:43) - Balancing modernization with the personal touch in the insurance experience. ⏰ (7:06) - Maximizing lead velocity through automation in insurance agencies. ⏰ (13:26) - Streamlining lead assignment and automation processes within agencies. ⏰ (16:50) - Setting expectations for lead velocity and maintaining a personal touch in insurance sales. ⏰ (22:57) - Leveraging Zapier and Facebook ads to automate the insurance quote process. ⏰ (26:18) - Unpacking lead generation strategies and automation tactics in insurance agencies. ⏰ (32:01) - Finding the perfect blend of automation and personal touch in sales. ⏰ (42:20) - Prioritizing efficiency and enhancing customer experience through automation in insurance agencies. ⏰ (45:10) - Crafting an effective email marketing strategy tailored for insurance agencies. ⏰ (49:32) - Exploring insurance agency marketing strategies and workflow optimization. ⏰ (52:11) - Email marketing automation techniques and optimizing processes for success. ⏰ 56:53 - Discovering tech solutions tailored specifically for insurance agencies. Enhance your productivity and reclaim time with OnHandVas, our podcast sponsor – explore their expert VA services now at: onhandvas.com 📌 Connect with us on social media:      Instagram: thescratchagencypodcast      TikTok: thescratchagencypodcast 🔗 For more exclusive content, visit our website: scratchagencypodcast.com 🔥 Don't miss out on this in-depth discussion on automation strategies and tech solutions that can revolutionize your insurance agency! Whether you're a seasoned professional or just starting, there's something valuable for everyone in this episode.

Welcome back to The Scratch Agency Podcast! In this insightful episode, we sit down with industry expert David Watson to delve into the dynamic world of risk advisory tools and his extensive experiences in the insurance industry. Tune in as we explore key topics and gain valuable insights that can shape the future of insurance agencies. ⏰ (0:00) - Introduction ⏰ (1:27) - Insurance Industry Experience and M&A Activity ⏰ (9:11) - Risk Management Platform for Insurance Agencies ⏰ (13:26) - The Importance of a Centralized Data Management System ⏰ (17:28) - Using Risk Advisor for Agency Growth and Efficiency ⏰ (22:56) - Automating Data Entry for Insurance Leads in Agency Zoom ⏰ (29:21) - Future Plans for a Risk Management Platform ⏰ (34:43) - Risk Management Tools for Insurance Agents Enhance your productivity and reclaim time with OnHandVas, our podcast sponsor – explore their expert VA services now at: onhandvas.com 📌 Connect with us on social media: Instagram: @thescratchagencypodcast TikTok: @thescratchagencypodcast 🔗 For more exclusive content, visit our website: scratchagencypodcast.com 🚀 Join us on this journey as we unravel the intricate world of risk in the insurance industry and explore the cutting-edge tools that are reshaping the landscape. Whether you're an insurance professional, entrepreneur, or simply curious about the ins and outs of risk management, this episode is packed with valuable insights you won't want to miss!

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.