The Accelerator by Hagerty

In a business that people often dread, how do you become the agent they actually remember? Bryant Kolle and John Gessner sit down with bestselling author and business growth strategist David Meerman Scott to unpack the neuroscience of human connection, why personal passion beats professional polish, and how any agent can stand out in a crowded, commoditized market.

David Meerman Scott is a business growth strategist, advisor to emerging companies, and international bestselling author of a dozen books including The Fandom Playbook (coming October 28!), Fanocracy and The New Rules of Marketing & PR.

He is the pioneer of Fandom Marketing, the strategies that build fans of any organization, product, service, idea, or art. His books are published in 30 languages, from Arabic to Vietnamese, and have sold nearly a million copies.

Here’s what we’ll cover in this episode:

(00:27) Why insurance agents should care about fandom

(02:20) How Hagerty became a go-to fandom example worldwide

(07:15) Turning a business people hate into one they love

(10:28) What separates a transaction from a true fan relationship

(16:33) The neuroscience of proximity, tribes, and connection

(20:38) Why biting a lemon builds stronger customer bonds

(25:14) How sharing personal passion differentiates any agent

(29:21) The skateboarding dentist and a 30% new patient increase

(32:25) Standing out in a commodity market with your own story

(37:24) What to expect in The Fandom Playbook

Links mentioned in this episode:

The Fandom Playbook: https://www.davidmeermanscott.com/books/the-fandom-playbook 

LinkedIn: https://www.linkedin.com/in/davidmeermanscott 

Instagram: https://www.instagram.com/dmscott/ 

X: https://x.com/dmscott 

Website: https://www.davidmeermanscott.com/ 

Send your questions and feedback to Bryant and John at [email protected]

What if the key to connecting with your best collector car clients was understanding not just what they drive, but why they join a club? In this episode of The Accelerator, Bryant Kolle and John Gessner sit down with Vu Nguyen, Executive Director of the Porsche Club of America, to explore what makes car clubs tick and why that matters for agents.

Here’s what we’ll cover in this episode:

(05:18) How agents should approach Porsche owners authentically

(09:31) Vu's background, Hot Wheels, and a lifelong car passion

(13:16) Joining the Fiero Owners Club and discovering car community

(19:09) Taking a pay cut to run a car club, 21 years later

(21:55) How PCA pushes the envelope for 165,000 members

(23:14) What new members actually get from joining a car club

(28:40) Local chapter events, drives, socials, and track days

(33:23) How non-owners can get involved through the Test Drive program

(36:19) Using car clubs to find pre-purchase inspections

Links mentioned in this episode:

PCA: www.pca.org 

PCA YouTube: https://www.youtube.com/@PorscheClubofAmerica 

Porsche Club Insider: https://podcast.pca.org

Hagerty Website: https://www.hagertyagent.com/ 

Hagerty Guaranteed Value®: https://www.hagertyagent.com/resources/hagerty-insights/guaranteed-value 

Cars You Should Know: Porsche https://www.hagertyagent.com/resources/hagerty-insights/cysk-porsche 

Accelerating Trust: How the Hagerty Claims Team Turns a Promise into a Competitive Advantage: https://www.hagertyagent.com/resources/hagerty-insights/accelerating-trust-hagerty-claims-team 

Collector car club insurance: https://www.hagerty.com/insurance/business-insurance/car-clubs 

Send your questions and feedback to Bryant and John at [email protected]

Bryant Kolle and John Gessner go solo to break down one of the biggest missed opportunities in an agent's existing book: the enthusiast client hiding in plain sight. From 2025 Porsche 911s to 90s Miatas, they unpack the real size of the collector car market and how agents can recognize the right risks, place them with confidence, and grow these relationships beyond a monoline policy.

Here’s what we’ll cover in this episode:

(00:27) Why enthusiast clients are hiding in plain sight

(02:30) The Recognize, Place, Grow Framework explained

(04:21) The biggest misconceptions agents have about Hagerty

(06:06) How big is the collector car market really?

(08:15) Surprising valuations on vehicles from the 90s and 2000s

(09:24) Why value accuracy matters so much at claim time

(13:47) Behavioral signals that reveal an enthusiast client

(18:27) Why enthusiast clients are great insurance customers

(21:03) Guaranteed value versus stated value versus actual cash value

(26:36) How Hagerty's claims team is built differently

(30:50) Three ways to connect with collectors and grow your book

Explore more with Hagerty:

Send your questions and feedback to Bryant and John at [email protected]

Discover why vehicles from the 80s, 90s, and early 00s represent one of the hottest segments in today's collector car market. Art Cervantes, co-founder of RADwood, explains how nostalgic passion drives purchasing decisions and why these seemingly ordinary vehicles often hide extraordinary business opportunities for smart agents who know what to look for.

Art Cervantes is an automotive enthusiast, photographer, and co-founder of RADwood, the nationally recognized event series celebrating 1980s and 1990s automotive culture, fashion, music, and lifestyle. Since launching RADwood in 2017, Cervantes has helped transform the brand from a grassroots enthusiast gathering into one of the most influential movements in the modern collector car community, helping spotlight the growing popularity of RADwood-era enthusiast vehicles. Prior to co-founding RADwood, Cervantes worked in the tech industry while building a reputation within automotive and photography circles as a passionate advocate for analog driving experiences and enthusiast culture.

Here’s what we’ll cover in this episode:

(00:27) Introducing the collector car market opportunity

(01:05) What makes RADwood events unique and immersive

(06:03) Most popular vehicles: BMWs, 911s and hidden gems

(09:22) Why enthusiasts treasure period-correct modifications and details

(13:53) Event evolution from 150 to 450+ cars per show

(16:24) Introducing Millennia: celebrating early 2000s vehicles

(22:22) Demographics: 41-year-old average, $175k-220k household income

(26:35) Why emotional attachment matters more than vehicle value

(30:11) Growing younger demographic discovering analog driving experiences

(33:31) Tips for agents to identify RADwood-era enthusiast vehicles

Links mentioned in this episode:

RADwood: https://www.radwood.com/

RADwood Instagram: https://www.instagram.com/radwoodofficial/

RADwood Facebook: https://www.facebook.com/RadwoodOfficial/

Send your questions and feedback to Bryant and John at [email protected]

What happens when deep personal passion meets smart business strategy? In this episode of The Accelerator, Bryant Kolle and John Gessner sit down with Jeremy Benjamin, a true car enthusiast who turned his love for collector vehicles into remarkable agency growth. 

Jeremy shares how connecting with clients on what they genuinely love and building trust, community, and authentic relationships became a winning formula for sustained business success. Forget cold sales tactics: discover how becoming an active participant in the car community, hosting unforgettable events, and focusing on human connection can deliver real growth.

Here’s what we’ll cover in this episode:

(00:27) Introducing the collector car market opportunity

(01:05) Jeremy’s unconventional growth approach: passion meets plan

(06:03) The Central Valley’s car culture and how local insight drives business

(09:22) Shifting the agency mindset and aligning teams

(13:53) Account rounding and deepening relationships with car enthusiasts

(16:24) Building WIS&G Cars & Coffee +: the event as marketing superpower

(24:51) How referrals and real-world presence drive revenue

(29:25) Embracing AI without sacrificing the power of human connections

(38:26) Get started with car clubs, curiosity, and community

(42:06) Key takeaways for agents

Links mentioned in this episode:

WIS&G Cars & Coffee +: https://www.instagram.com/wisgcarsandcoffee/ 

Send your questions and feedback to Bryant and John at [email protected]

John Gessner and Bryant Kolle unpack Hagerty’s new Bull Market List with car culture legend Larry Webster. Learn what makes a car collectible today, why ’90s and 2000s models are heating up, and how agents can spot, protect, and win with enthusiast vehicles. Plus: why agreed value coverage is a must for serious car lovers.

Here’s what we’ll cover in this episode:

(04:12) Introducing Larry Webster

(08:40) Why authenticity matters at Hagerty

(11:35) Tracking classic car trends

(15:23) Why Mopar muscle cars are rare

(17:02) Miata, the ultimate analog sports car

(20:51) Vintage cars, interest, and maintenance

(23:20) BMW M5, an unexpected collectible

(27:04) Condition 2: what it really means

(30:30) Vehicle valuation insights for claims

(33:53) Hagerty free automotive resources

(38:32) V10 engines and flywheels explained

(40:40) Challenges of high-performance cars

(42:11) Bull market insights and patterns

(46:35) Connecting through cars

(48:30) Understanding audience connections

(51:57) Engaging clients with the Bull Market List

Links mentioned in this episode:

Connect with Larry Webster on LinkedIn: https://www.linkedin.com/in/larry-webster-53896a13/

2026 Hagerty Bull Market List: https://www.hagerty.com/media/market-trends/bull-market-2026/ 

5 Ways to Win More Business: https://www.hagertyagent.com/resources/hagerty-insights/collector-car-market-5-ways-to-win-more-business 

The Hagerty Claims Difference: https://www.hagertyagent.com/resources/hagerty-insights/accelerating-trust-hagerty-claims-team 

The Cars You Should Know: https://www.hagertyagent.com/resources/hagerty-insights/cysk-shift-into-high-gear-for-a-winning-year-ahead 

Send your questions and feedback to Bryant and John at [email protected]

As the year comes to a close, it’s time to reflect on what truly moved the needle.

Bryant Kolle and John Gessner look back on a year defined by growth, community, and meaningful industry insight. They’re joined by special guest Jeff Briglia, President of Insurance at Hagerty. Jeff shares his career journey through companies like of Plymouth Rock, and what makes Hagerty genuinely different in insurance.

The conversation explores customer-first culture, shifting generations of car enthusiasts, and what it all means for agents today. 

Here’s what we’ll cover in this episode:

(00:35) Reflections from The Accelerator in 2025

(06:01) Career shift for work-life balance

(06:38) Pivoting to Progressive

(10:47) Plymouth Rock’s market mastery

(16:07) Hagerty’s classic car expertise

(17:14) Building connection through car restoration

(21:52) Enhancing insurance for modern needs

(25:09) Adapting to today’s car owners

(27:26) Cross-functional growth through curiosity

(31:38) Hagerty’s distribution and partnerships

(35:07) Supporting independent agents

(37:07) Specialized car insurance guidance

(42:23) Being a force for good

(44:47) Generational shifts and future solutions

(46:50) End better, be good

Links mentioned in this episode:

Connect with Jeff Briglia on LinkedIn

The Hagerty approach to collector car claims: https://www.hagertyagent.com/resources/hagerty-insights/accelerating-trust-hagerty-claims-team 

The difference between ACV, Stated Value, and Guaranteed Value®: https://www.hagertyagent.com/resources/hagerty-insights/guaranteed-value 

Hagerty’s Cars You Should Know for agents and brokers: https://www.hagertyagent.com/resources/hagerty-insights/cysk-shift-into-high-gear-for-a-winning-year-ahead 

Send your questions and feedback to Bryant and John at [email protected]

Today, we welcome a true multi-hyphenate guest – Toby Brazwell, who is a district leader, musician, author, and empowerment coach. Toby joins the show to explore how emotional intelligence and mindset shape performance, why building your “personal board of advisors” is a game-changer for insurance professionals, and dig into the powerful idea that every interaction is an interview. 

Here’s what we’ll cover in this episode:

(00:57) Introducing Toby Brazwell: mindset, music, leadership and impact

(05:16) Connecting creativity, music and business

(11:13) Emotional intelligence and tuning into frequencies

(14:12) Coaching mindset and cultivating EQ in sales teams

(18:14) Reframing failure – you either win or learn

(20:00) Learning from adversity: Everest and Tom Brady

(22:24) Unlocking potential and building your Friendship Incorporated

(27:05) Writing ‘The Empowerment Chords’ and finding your power

(30:14) Are top insurance agents born or trained?

(34:02) The power of systems in sales performance

(35:38) Coaching underperformers – stick, carrot or conversation?

(41:32) Habit shifts: treat every interaction like an interview

(45:30) From insurance to city council: purpose-driven leadership

(50:10) Top takeaways and final thoughts

Links mentioned in this episode:

Connect with Toby Brazwell on LinkedIn

The Empowerment Chords – Book

The E-Myth Revisted – Book

Fortune article on Tom Brady

Send your questions and feedback to Bryant and John at [email protected]

Our guests from Hagerty, Sabrina Wheaton (Senior Director of Underwriting & Operations) and Kennen Choiniere (Director of U.S. Auto Product Management), pull back the curtain on how Hagerty delivers stability, flexibility and top-tier service to agents and their clients. 

You’ll hear how product filings really work, why pricing varies state to state, and what makes Hagerty’s endorsements and underwriting approach stand out. Plus, they share real stories of going the extra mile for both agents and collectors. 

Here’s what we’ll cover in this episode: 

(04:22) Inside Hagerty’s risk-based pricing strategy 

(09:03) After-hours service that stands out 

(10:26) Boosting efficiency with straight-through processing 

(13:55) The wedding day car surprise 

(18:54) How agent feedback drives improvement 

(21:18) What insurance scoring really means 

(23:45) Breaking down risk-based insurance pricing 

(28:57) Supporting automotive enthusiasts together 

(29:58) Keeping pricing consistent for better risk management 

(35:44) Fine-tuning policies and endorsements 

(38:14) Smarter coverage and retention strategies 

(42:23) Passion that fuels the specialty vehicle space 

(44:54) Our favourite classic Toyota and Nissan picks 

(46:56) Accelerator wrap-up: grow faster, grow smarter 

Links mentioned in this episode: 

Sabrina Wheaton on LinkedIn 

Kennen Choiniere on LinkedIn 

Additional coverage through Hagerty 

Hagerty – 4 Questions 

Send your questions and feedback to Bryant and John at [email protected]  

The world of high-net-worth risk management is shifting fast – from cyber threats to passion assets like collector cars. How do you stay ahead? Diane Delaney, CEO and Executive Director of the Private Risk Management Association, shares what’s really changing in this space.

Diane takes us from her early days at AIG to leading PRMA, sharing insights on affluent clients, new research on the “confidence versus concern” gap, and why collaboration has never mattered more.

Whether you work with wealthy clients daily or are just stepping into this market, you’ll walk away with practical ways to sharpen your expertise, leverage AI for sales coaching and use client passions to spark deeper conversations.

Here’s what we’ll cover in this episode:

(06:23) Journey to insurance training

(08:33) Joining the Private Client Group at AIG

(12:51) Industry conference on disasters and solutions

(15:37) PRMA's collaborative community

(21:32) Adapting sales for high net worth

(25:39) Insurance gaps and generational concerns

(29:11) Proactive cyber support needed

(30:50) Insurance advisor's role beyond transactions

(35:46) PRMA membership growth and value expansion

(37:45) Insurance association's AI investment plans

(42:50) Global issues impacting personal lives

(43:52) Proactive cyber and risk management

(49:00) Private risk management access details

(52:45) Passion assets (like collector cars) open wealth doors

(53:23) AI-driven proactive prevention strategies

Links mentioned in this episode:

Diane Delaney on LinkedIn

Private Risk Management Association

2025 PRMA Summit - New Orleans

Risk Ready Podcast