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 Back

04:20 – Scratch, Scratch Plus, and the Realities of Growth

08:47 – Why Most New Producers Fail: Lack of Planning

13:26 – The Client Concierge Role Explained

18:54 – Junior Producer: Validation, Metrics & Relationship Building

23:32 – Mapping Future Org Charts & Scaling on Purpose

28:19 – Quoting, Binding, Underwriting: Teach Early, Not Later

33:01 – Real Compensation Structures That Work

39:45 – Mentorship, Elite Agents & Building Internal Leaders

45:58 – Custom Paths: Not Everyone Needs to Be a Closer

50:27 – Purpose, Plans & Career Vision for New Hires

56:41 – The #1 Thing Billy Would Tell His 2006 Self

59:03 – Final Reflections & The Long-Term Impact of Clear Leadership

🎧 Listen on Spotify:

https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957

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