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 HawkSoft

https://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 Team

04:10 – From Cold Call to Partnership

09:35 – The 9-Month “Dating Phase” Before Launch

15:20 – Structuring a 3-Partner Agency the Right Way

21:05 – Finding Your Niche in the Middle Market

26:40 – Why Construction Became Their Core Focus

32:15 – Cold Calling vs Referrals: What Actually Works

38:50 – Hiring Producers Early & Building the Right Team

44:30 – KPIs for Producers: Calls, Meetings & Pipeline

49:10 – Sales Training, Role Play & LionSure Academy

55:25 – Why Most Insurance Training Fails

01:00:40 – Building Culture, Discipline & Accountability

01:05:10 – Final Advice on Consistency & Winning Mindset

A 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