The Scratch Agency Podcast

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...

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 As...

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 p...

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. Fr...

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 de...

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 re...

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 empower...

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...

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 experie...

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 fo...

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 underw...

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 d...

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...

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&#39...

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 t...

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...

The First 90 Days as a Scratch Agent with Brian Mahon 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...

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 se...

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.🔍 Wh...

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 yo...

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,...

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 land...

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 Prospect...

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 minds...

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 episod...