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What’s in this episode:
Dan Kitajima didn’t start over—he scaled smarter. After leaving a $10M+ captive book behind, Dan launched his new independent agency with a $1 million production month—right out of the gate. In this conversation, Dan breaks down exactly how he made the leap, retained his team, leveraged marketing, and negotiated comp plans most captive agents don’t even know exist.
Whether you're considering a switch or want to scale your existing indie agency, this episode is packed with tactical gold—comp structures, carrier access, team coaching, and data-driven leadership strategies that deliver serious ROI.

[00:00 ] From $10M captive to $1M indie in 30 days
[01:30 ] What Dan kept—and what changed—in the transition
[04:00 ] Why he left the captive model (and how he knew it was time)
[07:00 ] The comp and carrier access breakdown that changed everything
[10:00 ] Dan’s tech stack for faster quotes & automation
[13:00 ] The real challenge: access to more carriers
[16:00 ] How to negotiate appointments like a pro
[18:00 ] Coaching his team to avoid price-only selling
[22:00 ] The #1 thing he would’ve struggled with 17 years ago
[25:00 ] Facebook vs. Google Ads: which delivers better leads?
[29:00 ] All gas, no brakes: why Dan scaled through the storm
[34:00 ] Full breakdown: team size, production, and cost per lead
[40:00 ] Why underperformers crush profitability
[45:00 ] Coach in private, praise in public—Dan’s leadership model
[50:00 ] Final advice: surround yourself with producers who push you

Watch the full episode on YouTube: HERE

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