Insurtechs.io

In this episode of Insurance VC, PE, and M&A, Jeff Shi sits down with industry icon Kelly Drouillard to unpack the complexities of insurance M&A, lending strategies, and agency growth. With over 30 years of experience spanning carrier, reinsurance, and capital markets, Kelly brings a deep well of insight into insurance transactions. She breaks down the agency ownership lifecycle—from growth and optimization to perpetuation—while offering tactical advice on when and how to sell.

Kelly also explains the nuances between SBA 7A loans and traditional bank lending, the risks and rewards of equity partners, how to build creditworthiness, and creative capital structuring. This is a must-listen for insurance agency owners looking to scale, exit, or navigate complex financial decisions with clarity.

Whether you're planning an acquisition, evaluating your agency’s valuation, or preparing for perpetuation, Kelly’s perspective offers critical guidance grounded in decades of real-world experience.

Keywords: insurance M&A, agency lending, SBA 7A, insurance capital, insurtech, agency growth, exit strategy, equity financing, commercial insurance, agency valuation, private equity in insurance

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Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Kelly Drouillard :

https://www.linkedin.com/in/kelly-drouillard-ins/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode, host Jeff Shi welcomes Shawn Fitzgerald and Stephen Turnbull, the dynamic duo behind the Scratch Agency podcast. Together, they share their journey of launching their own scratch agencies in New York and how their similar-but-different paths led to the creation of a podcast that has grown into a vibrant community for independent insurance agents.

They dive deep into their reasons for documenting their journey, the importance of community and mentorship, and how their mastermind group is helping scratch agents across the country avoid costly mistakes. The episode also explores how regional carrier relationships, personal vs. commercial lines marketing, and the evolving role of AI tools in the insurance space are reshaping agency growth and operations.

With over 100 episodes under their belt, Shawn and Stephen reflect on their most impactful interviews, valuable lessons from industry leaders like Brett Young, and the power of showing up with grit and transparency. Whether you're building a scratch agency or looking to learn from others navigating the independent channel, this conversation is packed with practical takeaways and inspiration.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Shawn Fitzgerald :

https://www.linkedin.com/in/shawnpfitzgerald/

Stephen Turnbull :

https://www.linkedin.com/in/stephen-turnbull-930295109/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode, host Jeff Shi sits down with Flow Flood co-founders Abbe (A.B.) Sulton and Michael Pallas to explore their unique path from insurance distribution to building a flood-focused insurtech MGA. The conversation dives deep into their early days running a retail agency during the 2008 financial crisis, discovering market inefficiencies in residential flood, and evolving into a full-stack digital MGA with multiple binding agreements across 43 states. A.B. and Michael share their strategies for leveraging SEO, digital distribution, and legislation changes to grow their flood book, how their trip to Lloyd’s of London unlocked new reinsurance partnerships, and why they’ve remained bootstrapped through it all.

This episode also covers private flood market trends, flood zone misconceptions, AI use in underwriting, and how Flow Flood is positioning for further growth and catastrophe product expansion in 2025. Whether you're an insurtech founder, MGA, or traditional agency owner looking to learn more about flood, this is a masterclass in identifying niche opportunity and executing in a high-barrier segment of insurance.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

A.B. Sulton :

https://www.linkedin.com/in/abbe-sultan-548879/

Michael Pallas :

https://www.linkedin.com/in/michaelpallas/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this thought-provoking episode, Jeff sits down with Rory Yates, Group Vice President of Corporate Strategy at EIS, to explore his dynamic journey from a tech-savvy athlete to a global leader in insurance transformation. Rory opens up about growing up in poverty, using sports to earn an education in the U.S., and his pivot from launching one of the first internet banks in the UK to helping reshape the global insurance landscape.

The conversation dives deep into how legacy mindsets—not legacy technology—are holding the industry back, why true transformation requires customer-centric platforms, and how insurtech is a vital ecosystem rather than just a trend. Rory shares insights on building a modern insurance stack that supports rapid deployment, AI-driven innovation, and multi-market scalability.

If you're looking for a candid discussion on the future of insurance, the power of community, the cultural divide between UK and US insurance markets, and why adaptability and openness are the keys to success, this episode is for you.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Rory Yates :

https://www.linkedin.com/in/roryyates/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode of Founders Journey, Jeff sits down with Roman Stepanenko, founder of Record Linker and co-founder of RiskMatch. Roman shares his fascinating transition from software developer to insurtech entrepreneur, starting with the creation of RiskMatch and continuing with his latest venture, Record Linker.

They dive deep into the overlooked and often painful world of insurance data conversions and governance. Roman breaks down how legacy systems, poor reference data quality, and post-M&A chaos affect brokers—especially those trying to centralize operations. He explains how Record Linker uses machine learning to drastically reduce manual work for data governance teams, saving them from long hours and holiday shifts.

You'll hear about Roman’s entrepreneurial path, why he bootstrapped the company, the difference between building for executives vs. daily users, and how Record Linker is quietly revolutionizing the way data is handled behind the scenes in insurance. This episode is essential for anyone working in or investing in the future of insurtech infrastructure.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Roman Stepanenko :

https://www.linkedin.com/in/romanstepanenko/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode of Founders Journey, Jeff sits down with Whitney Olson, co-founder and CEO of Melon Local, to unpack the story of how a boutique digital marketing agency became a trusted partner for some of the nation's top insurance agents. Whitney is joined by Senior Director of Paid Search, Megan, and Senior Director of Business Development, Katie Olson, to share how Melon Local turned a living-room startup into a 70-person team spending over $2.5 million a month on paid media.

Whitney shares how her background in hospitality and her husband’s experience as a top-producing insurance agent sparked the vision for Melon Local. With a deep focus on personalized service, data-driven paid search strategies, and agent-focused growth, Melon Local has built a name in the competitive insurance marketing space. This episode explores everything from early startup fears during the COVID pandemic to dominating the insurtech marketing landscape with organic SEO, review management, social media, and webinars.

Tune in to learn how Melon Local became a go-to growth engine for insurance agents—and why so many clients who leave end up coming back.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Whitney Olson :

https://www.linkedin.com/in/whitney-green-olson-45161811a/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this powerful episode, Jeff sits down with insurtech trailblazer Denise Garth, Chief Strategy Officer at Majesco. With over three decades of experience in both business and IT across insurance carriers, vendors, and global industry organizations, Denise brings unmatched insight into the evolution of the insurtech landscape. From launching Majesco's now top-ranked podcast to being one of the earliest voices championing digital transformation, Denise unpacks the industry's decade-long journey with technology, the shift from legacy systems to GenAI, and what innovation truly means for carriers today.

Denise shares how she foresaw the impact of technologies like IoT on the insurance sector, explains the ongoing operational risk of legacy systems, and outlines why every insurer must rethink their business and operating models in an AI-first world. This conversation is packed with practical insights for insurance leaders, marketers, technologists, and anyone interested in the future of insurance.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Denise Garth :

https://www.linkedin.com/in/denisegarth/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode of Industry Voice, we sit down with Steve Mohr, a seasoned insurance technology entrepreneur and founder of The Insurance Index. Steve takes us through his multi-decade journey in the insurance and insurtech space, from starting out as a producer in Florida’s non-standard auto market, to building revolutionary agency management tools, and now leading lead generation and distribution efforts for NowCerts through his new platform, LeadX.

We dive into the pivotal moments of Steve’s career—his early success with eAgent in the Allstate ecosystem, his transition to LightSpeed Voice, and how he became the “events guy” across the industry. Steve shares how his networking and event-driven mindset led to the creation of The Insurance Index, a now-thriving platform bridging vendors and agents. The conversation also explores the complexities of the insurance lead generation market, the challenges of connecting insurtech vendors with agencies, and how LeadX is setting a new standard with peer-to-peer lead exchanges and integrated quoting tools. Whether you're in the insurtech space, working in an agency, or looking to optimize your lead pipeline, this episode is packed with strategies, lessons, and forward-thinking ideas that will resonate.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Steve Mohr :

https://www.linkedin.com/in/stevemohr/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode of Industry Voice, host Jeff Shi sits down with Jeff Pireu, Vice President of Strategic Partnerships at First Choice, a MarshBerry company. With over 30 years in the insurance industry—spanning claims, sales, and executive leadership roles at Nationwide—Jeff shares his journey from carrier-side leadership to the forefront of agency distribution. The conversation dives into the complexities of building scalable strategic partnerships, filtering insurtech solutions for real agency ROI, and creating tech councils that help vet emerging tools for First Choice members. Jeff also discusses how First Choice distinguishes itself in the competitive aggregator and franchise ecosystem, the shift from legacy carriers to insurtech MGAs, and how innovation is shaping the E&S market. This episode offers a wealth of insight for insurance professionals navigating a rapidly evolving tech and distribution landscape.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Jeff Pireu :

https://www.linkedin.com/in/jeff-pireu-cic-crm-clcs-plcs-rcc-a668083/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!

In this episode, host Jeff Shi sits down with Patrick Tullius, Managing Director at INS Capital Group, to dive deep into the evolving world of insurance distribution, insurtech innovation, and the critical role of MGAs in bridging the gap between carriers and cutting-edge technologies. Patrick brings his extensive experience in investment banking and his unique perspective on raising capital, building programs, and aligning incentives between underwriters and distributors. The conversation explores why the most successful MGAs have deep actuarial roots, how embedded insurance can scale across verticals, and what VCs should really be looking for when evaluating insurtech opportunities. If you're an insurtech founder, investor, or operator trying to navigate the complexities of today's capital markets and distribution dynamics, this episode is a must-listen.

-----------------------------

Thank you to our sponsors:

Traq AI!

To schedule a demo with Traq AI today -- https://calendly.com/traq/traq-ai-introduction-for-insuretechs-io

Mav

Sign up today to claim your exclusive offer: https://hiremav.com/insurtechs

Who said insurance isn’t sexy? Prove ‘em wrong – grab your merch today!

https://insurtechs-2.creator-spring.com

Follow Insurtechs.io :

https://www.linkedin.com/company/insurtechs/

https://www.youtube.com/@insurtechs

https://x.com/Insurtechs_io

https://www.instagram.com/insurtechs/

https://www.facebook.com/Insurtechs/

https://www.tiktok.com/@insurtechs

Listen to the Pod :

Apple Podcast - https://podcasts.apple.com/us/podcast/insurtechs-io/id1775588982

Spotify - https://open.spotify.com/show/2jAGcKCT2v6rdWea3nvrYh

Pandora - https://www.pandora.com/podcast/insurtechsio/PC:1001094614

Jeff Shi :

https://www.linkedin.com/in/jeffshiva/

Patrick Tullius :

https://www.linkedin.com/in/patrick-tullius-465bb845/

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Disclaimer: Some of the links in this video description are affiliate links. This means that if you click on one of the links and make a purchase, we may receive a small commission at no additional cost to you. Your support helps us create more content, and we truly appreciate it! Thank you for watching!