Agencies lose their biggest accounts for one brutal reason:
They never present a captive or alternative risk strategy.

In this episode of The Riches in the Niches Show, Warren Cleveland, CEO at Captive Coalition, shares how losing a $300K revenue client nearly destroyed his book of business...and how captives became his unfair advantage.

👉 If you’re a retail insurance agency, broker, producer, or MGA, this is your warning.  Big brokers are already pitching captives.  If you’re not, you’ll get replaced.

What you’ll learn in this episode:

✅ How captives give business owners control, transparency, and stability.
✅ The 3 signals a client is ready for a captive strategy.
✅ Why niching industry beats selling products every time.
✅ The timing mistake that kills captive deals (and how to fix it).
✅ How to stop losing your whales to competitors—and protect your book.

💥 Don’t wait until you lose your biggest client. Watch this now and arm yourself with the captive strategies your competition prays you’ll ignore.

📌 Connect with Our Guest

Name:  Warren Cleveland, CEO of Captive Coalition
Email:  [email protected]
LinkedIn: https://www.linkedin.com/in/warren-cleveland-aci-cic-aai-81b45526/
Website: https://www.captivecoalition.com/

Subscribe for more episodes of The Riches in the Niches Show — bold conversations with the leaders, founders, and mavericks reshaping the insurance distribution game.

🔹 Connect with me on LinkedIn → https://www.linkedin.com/in/rob-jacomen/
🔹 Book a Strategy Call → https://go.alchemycontentlab.com/niche-domination-strategy-call-15min-page

How Advisory Selling + Risk Tech Is Changing the Game for Producers and Agencies feat. Elliot Bassett

If you’re still relying on quotes, cold calls, and generic sales scripts to grow your book…

You’re playing a losing game.

In this episode of The Riches in the Niches™ Show, I sit down with one of the sharpest minds in the industry — Elliot Bassett, President of Ellerbrock-Norris and Co-Founder of Launch — to talk about the real shift happening in the insurance industry right now.

👉 What you’ll learn inside this episode:

✅ Why quoting is dead — and what advisory producers are doing instead
✅ How Elliot built a platform to systematize producer performance and risk consulting
✅ The mindset and model that separates mediocre agents from million-dollar producers
✅ Why industry niche specialization is the only path forward in a saturated market
✅ The role AI will play in future-proofing (or replacing) your agency
✅ And the exact playbook new producers should follow to dominate their niche

💥 “If you're just selling a policy, you're already replaceable. But if you're solving problems — you're untouchable.” – Elliot Bassett

This isn’t theory.  It’s the playbook being used by agencies who are scaling faster, closing bigger accounts, and becoming media-first, advisory-driven brands inside their markets.

🔗 Stay Connected & Follow the Movement:
🎧 Subscribe on Spotify, Apple Podcasts & YouTube
📲 Follow the Riches In The Niches Show on LinkedIn → https://www.linkedin.com/company/the-riches-in-the-niches-show/  

👉 Connect with the Host:
Rob Jacomen:  https://www.linkedin.com/in/rob-jacomen/  
Founder, Alchemy Content Lab & Niche Mastery Academy

👉 Connect with our special Guest:
Elliot Bassett:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
Website :  https://getlaunch.io/

⏱️ TIMESTAMPS
0:00 – Intro & Why This Episode Matters
1:42 – Elliot’s Shift From Policy Pusher to Risk Advisor
6:03 – The Producer Sales Model That Changed Their Agency Forever
10:40 – How Launch Was Born (and Why It’s So Powerful)
15:19 – The #1 Mistake New Producers Make
20:55 – Building a Brand vs. Banging the Phones
27:13 – What Clients Really Want (It’s Not a Quote)
34:20 – The Launch Scorecard System Explained
42:40 – Why Niche Selling Is a Shortcut to Mastery
48:55 – De-Risking a Business = Increasing Business Value
55:04 – AI, Automation, and the Future of the Advisory Model
1:03:12 – Final Takeaway: Shift the Sales Conversation. Own Your Niche.

SUBSCRIBE:
This is The Riches in the Niches™ Show — where we don’t just talk about insurance…
We talk about transformation, authority, growth, and domination in your niche.

🔔 Subscribe and turn on notifications to never miss an episode.

💡 Want help turning your podcast, signature show or podcast-style interviews into a lead generation machine?

Visit https://www.linkedin.com/company/alchemy-content-lab/ and learn more about how we turn one episode into 15+ content assets that drive leads and close deals.

The Game is Broken — Here’s How Top Insurance Producers Are Winning It.

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🔥Want to dominate your market, stop quoting, and win clients without begging?
Grab your FREE copy of The BOR Domination Playbook™ — and discover how specialization transforms your sales, control, and close rates forever.

👉 Get it here before your competition does:  Type "PLAYBOOK" the comments below and we'll send it to you.
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In this episode of Riches In The Niches Show, Rob Jacomen sits down with Nick Aube, the founder of Producer Systems™ and one of the insurance industry's leading experts in building BOR-driven sales systems.

If you're tired of quoting, begging for submissions, and losing deals because of outdated processes, this episode will open your eyes — and show you how to take control back from the market.

Nick shares his personal journey from struggling producer to building a world-class BOR model that flips the traditional system upside down. He exposes why quoting hurts your clients (and your bottom line), how BOR truly empowers both the broker and the client, and why niche specialization is the ultimate competitive weapon in today’s market.

This isn’t theory — it’s battle-tested strategy from the trenches. If you want to stop playing the game everyone else is losing, you need this conversation.

What You'll Learn In This Episode:

✅ Why quoting actually destroys your control — and how the BOR fixes it
✅ How to sell the strategy (not yourself) and close bigger, better accounts
✅ The “broken mechanic analogy” that will change how you view insurance sales forever
✅ Why niche specialization + BOR strategy = the ultimate knockout punch
✅ The client-centered way to take back leverage in today’s insurance marketplace

Why producers are wasting time doing free work — and how to stop immediately

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🔗 Stay Connected & Follow the Movement:
🎧 Subscribe on Spotify, Apple Podcasts & YouTube
📲 Follow the Riches In The Niches Show on LinkedIn → https://www.linkedin.com/company/the-riches-in-the-niches-show/  

🧠 Connect with the Host:
Rob Jacomen:  https://www.linkedin.com/in/rob-jacomen/  
Founder, Alchemy Content Lab & Niche Mastery Academy

🧠 Connect with our special Guest:
Nick Aube, Founder, Producer Systems:  https://www.linkedin.com/in/nick-aube/  
Website :  https://www.producer.systems/

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Timestamps:
0:00 – Intro
2:40 – Nick’s early struggles: the broken quoting process
8:50 – The BOR awakening (and how it changed everything)
18:15 – Why prospects say price but mean control
24:00 – The real problem with quoting vs BOR
32:10 – How niche specialization supercharges your BOR strategy
41:30 – The knockout punch: Niche + Strategy
49:00 – Closing thoughts: Building a better future for producers

In this episode of The Riches In The Niches Show, I sit down with Bobby Touran, CEO and Co-Founder of Rainbow, a tech-enabled, highly specialized MGU making waves in the insurance industry.

We cover everything from the power of niche specialization to building stronger partnerships between MGAs, MGUs, and independent agents.  If you're in the insurance business, you won't want to miss Bobby's game-changing insights on creating value through trust, expertise, and human relationships.

Here’s what we dive into:

✅ Bobby's journey to building Rainbow and his vision for modern MGUs
✅ Why niche specialization is the fastest path to success for agencies and carriers alike
✅ The critical role agents play as "boots on the ground" in the underwriting process
✅ The key advantages of aligning technology with human expertise to improve customer experience
✅ How Rainbow is evolving restaurant insurance programs to meet today’s market challenges
✅ The biggest mistakes tech-enabled MGUs make when ignoring the power of relationships
✅ Why deep partnerships and trust are the future of insurance distribution

Who should watch this episode?

This is for agency owners, producers, MGAs, MGU operators, and anyone passionate about scaling their business through niche mastery and strategic partnerships.

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Book a Niche Domination Strategy & Game Plan Call:  https://go.alchemycontentlab.com/niche-domination-strategy-call-15min-page
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🔗 Links to connect:

Bobby Touran, CEO & Co-Founder, Rainbow
Email:  [email protected]
LinkedIn:  https://www.linkedin.com/in/bobby-touran-782a6513/
Learn more about Rainbow: www.userainbow.com

Rob Jacomen:  https://www.linkedin.com/in/rob-jacomen/ 
Founder, Alchemy Content Lab & Nichebuilders

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💡 Enjoy the episode?  Make sure to subscribe for more industry-leading insights and niche specialization strategies!

Got thoughts on today's episode?  Drop a comment below. Let's keep the conversation going!

Welcome to the very first episode of The Riches in the Niches Show!

In this episode, host Rob Jacomen is joined by two insurance industry legends Mike Mensch and Colby Allen from Agency Brokerage.  Together, they dive deep into the hot topics of insurance agency valuations, exit strategies, industry niche specialization, and the fractional CFO model.

Discover the unique challenges facing independent insurance agencies today, including the critical issues around the shortage of talent industry-wide and the importance of planning for the future. Mike and Colby share their insights on how agency owners can optimize their exit strategies and the value of specializing in niche markets.

Key topics discussed in this episode include:

✅ The significance of understanding your agency's value and the importance of regular valuations.

✅ Strategies for agency owners to build a sellable business and the impact of specialization on agency growth and valuation.

✅ The evolving relationship between carriers and agencies, and how niche programs can enhance agency value.

✅ Real-world examples of successful niche marketing and the benefits of hiring talent from outside the insurance industry.

Whether you're a seasoned agency owner, producer, or involved in the MGA space, this episode is packed with valuable insights that can transform your approach to building and exiting your business.

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Connect with Our Guests:

Mike Mensch:
LinkedIn:    https://www.linkedin.com/in/michaelmensch/
Email:  [email protected]
Agency Brokerage Website:  https://www.agencybrokerage.com/

Colby Allen:
LinkedIn:    https://www.linkedin.com/in/colbytallen/
Email:  [email protected]
Agency Brokerage Website:  https://www.agencybrokerage.com/

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Connect with me:👇

The Riches In The Niches Show:  https://www.linkedin.com/company/the-riches-in-the-niches-show/
Rob Jacomen:   https://www.linkedin.com/in/rob-jacomen/
Founder, Alchemy Content Lab & Nichebuilders

00:00 - Introduction
00:11 - Guest introductions
00:32 - Overview of Agency Brokerage
01:04 - Mike's journey into the insurance industry
03:17 - Key challenges facing independent agencies
07:25 - Importance of planning for the future
10:19 - Strategies for agency owners
20:22 - The value of niche specialization
22:02 - Agency valuations and market expectations
30:48 - The future of agency specialization
36:09 - Risks associated with niche markets
39:47 - Conclusion and key takeaways

Don't forget to like, subscribe, and hit the notification bell for more episodes filled with awesome guests and transformational insights!