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 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