In Episode 155 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with LUIS LEAL, founder of Leal Insurance Services, to talk about what it really means to start from scratch — twice.

LUIS LEAL shares his journey from producing at a State Farm agency to launching his own independent agency in just 60 days, merging in 2020 to focus on commercial growth, and then relaunching his original brand in 2025 with a sharper vision and clearer strategy.

With nearly two decades in insurance, LUIS LEAL breaks down the massive differences between starting an agency in 2010 versus 2025 — from carrier appetites and automation to CRM rebuilds and data integrity. He opens up about lessons learned, focusing on commercial lines, building ideal client profiles, and why niching down has been a game-changer the second time around.

🔍 If you’re a scratch agent wondering how to build smarter, avoid early mistakes, and focus on profitable growth — this episode delivers practical perspective from someone who’s lived both versions of the journey.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction & Meet LUIS LEAL

04:30 – From State Farm Producer to Independent Owner

09:40 – Opening an Agency in 60 Days (2010)

15:25 – Merging in 2020 & Lessons from Partnership

21:10 – Relaunching Leal Insurance Services in 2025

28:00 – Carrier Appointments: Then vs. Now

34:15 – Rebuilding CRM, Automation & Systems

40:05 – Why LUIS LEAL Is Hyper-Focused on Commercial Lines

45:30 – Residential Service Contractors & Niche Programs

51:10 – Ideal Client Profiles & Pre-Qualification Strategy

56:00 – Final Advice for Scratch Agents

A family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.

🔗 Links & Resources:

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🎧 Listen on Spotify:

https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl

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https://scratchagencypodcast.com

In Episode 154 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Rob Bowen, founder of Patriotic Insurance Group, to unpack one of the biggest moves an agency owner can make — selling the agency and stepping into a larger strategic role.

Rob shares his 11-year journey from starting with Farmers, building an independent book, completing acquisitions, scaling quickly, and ultimately selling his agency to Stable Rock in a move that gives him greater resources, autonomy, and long-term growth potential.

We dive deep into automation, cancel non-pay workflows, AI tools, shiny object syndrome, vendor relationships, and what it really takes to build processes that allow an agency to scale efficiently. Rob also gets honest about the mindset shift required when giving up ownership control — and why more resources can unlock bigger opportunities.

🔍 If you’re thinking about acquisitions, scaling through automation, implementing smarter workflows, or even planning an exit — this episode gives you tactical insights from someone who’s done it all.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction & Meet Rob Bowen

04:30 – From Farmers to Independent Agency Owner

09:15 – Acquisitions & Scaling the Right Way

14:20 – The Stable Rock Acquisition Story

20:10 – Giving Up Control vs. Gaining Resources

26:45 – Automation, Cancel Non-Pay & Process Discipline

34:30 – AI, Outmarket & Leveraging Tech Smarter

41:10 – Shiny Object Syndrome & Vendor Strategy

47:50 – Why Process Comes Before Automation

53:20 – The Future of Rob’s Agency & Final Thoughts

A family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.

🔗 Links & Resources:

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https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl

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https://scratchagencypodcast.com

Thank you for tuning into The Scratch Agency Podcast. Remember to like, share, and subscribe for more valuable insights. Own your future — we’ll see you next time!

In Episode 153 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Hunter Nelson, owner of Nelson Insurance Agency in South Dakota, to unpack one of the most unique scratch stories we’ve heard yet.

Hunter started his agency at just 18 years old—while still in high school. From door-knocking million-dollar homes to niching down into trucking insurance, he shares how he built momentum early, learned the industry on the fly, and leveraged content marketing to fuel organic growth.

This conversation dives into what it really looks like to start young without formal agency training, how to talk your way into better career relationships, why niching down changed everything, and how platforms like YouTube and TikTok are generating real inbound leads for his agency today.

🔍 If you’re thinking about going scratch, struggling to pick a niche, or wondering how to turn content into clients—this episode is packed with tactical insight and real execution.

🕒 Timestamps:

00:00 – Introduction & Meet Hunter Nelson

03:05 – Starting an Agency at 18 Years Old

07:40 – Door Knocking & Early Prospecting Tactics

12:15 – Why Niching Down to Trucking Changed the Game

18:20 – Using YouTube & TikTok to Drive Organic Leads

23:55 – Hiring Young & Building the Right Team Structure

28:40 – Lessons on Training, Onboarding & Avoiding Hiring Mistakes

32:15 – Carrier Relationships & Breaking Into Tough Markets

36:50 – AI Tools, Automation & Avoiding Shiny Object Syndrome

41:30 – Advice for Agents Thinking About Going Scratch

💼 Sponsored by HawkSoft

https://www.hawksoft.com

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

In Episode 152 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Jeff Roy, President and CEO of Excalibur Insurance Group, for a masterclass in vision, growth, culture, and scaling the right way.

With over 36 years in the industry, Jeff shares his journey from walking into a typewriter-run agency to building a 30-person brokerage generating 1,000+ leads per month—and ultimately merging strategically to stay competitive in a rapidly consolidating marketplace.

From defining your “why” and painting a 5–10 year vision, to mastering referrals, centers of influence, tech stacks, AI workflows, and operational discipline—this episode is packed with practical advice for scratch agents who want to grow with intention instead of accident.

🔍 If you’re building from the ground up and wondering how to scale without losing focus, culture, or profitability—this episode will challenge you to think bigger and execute smarter.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction & Meet Jeff Roy

04:12 – From Typewriters to Tech-Driven Brokerage

09:35 – The Power of Vision & Defining Your North Star

15:48 – Centers of Influence & Referral Strategy

22:10 – Scaling to $1M and Beyond

27:55 – Building Culture (The Jersey Story)

33:40 – AI, Lead Flow & After-Hours Automation

41:05 – Tracking ROI & Acquisition Costs

47:30 – Tech Stack Essentials for Scratch Agents

53:10 – Final Advice for Agents Starting Today

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

In Episode 151 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald are joined by agency financial consultant Colby Allen for a direct, numbers-first conversation on cash flow management, budgeting, and one of the most dangerous (and common) issues facing independent agencies: trust accounting violations.

Colby shares what he consistently sees while working with agencies across the country—owners pulling money too early, failing to plan for commission slow months, and unintentionally creating a cycle that leads to payroll stress, reactive decisions, and illegal transfers from trust accounts. The discussion breaks down how these mistakes happen, why they’re rarely intentional, and how proper financial structure can prevent them before they spiral.

This episode is essential listening for scratch agents and established agency owners who want to protect their license, stabilize operations, and grow with confidence.

🔍 Whether you’re scaling fast or trying to regain control of your finances, this conversation explains where agencies go wrong financially—and how to fix it early.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction

03:15 – Why Cash Flow Planning Gets Overlooked

07:42 – Seasonal Commission Drops & Operating Risk

12:10 – The #1 Cause of Trust Accounting Violations

17:05 – Owner Draws, Payroll Pressure & the Fear Cycle

22:30 – Why “It’ll Catch Up Next Month” Is Dangerous

27:18 – Budgeting as Risk Management

32:40 – Structuring Cash Flow for Sustainable Growth

36:55 – Final Advice from Colby Allen

A family-owned agency management system built to support independent agencies with transparency, flexibility, and human-centered service.

🔗 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

In Episode 150 of the Scratch Agency Podcast, we’re joined by Rushang Shah, Chief Marketing Officer at HawkSoft, for a deep-dive into what makes a modern agency management system work for the agent, not the other way around. In this honest and forward-thinking conversation, Rushang Shah breaks down how HawkSoft’s family-owned and privately held structure allows them to stay focused on what matters most—listening to agents and building around their real workflows.

From the rise of embedded tools and AI to the dangers of data ownership loopholes, we explore what scratch agents need to consider before choosing a vendor. You’ll hear the truth behind the “one platform does it all” myth, how to future-proof your tech stack, and what Rushang Shah sees on the horizon for AMS innovation.

🔍 If you’ve ever felt overwhelmed by shiny tech promises, or just want to know the right questions to ask before signing with a new tool—this episode will give you the clarity and confidence you need.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction

03:12 – Rushang Shah Journey from Mobile Tech to Insurance

06:57 – What Today’s AMS Users Actually Want

11:20 – CRM Features, Workflows & the Evolution of HawkSoft

17:15 – The One-Platform Myth vs. Best-in-Class Focus

21:33 – Why “Saying No” Can Be a Product Strength

27:00 – AI, Natural Language & the Future of Data Access

33:15 – Ownership, Access, and the Real Risks of Data Misuse

41:28 – Questions to Ask When Choosing a Tech Vendor

47:54 – What Makes HawkSoft Different (and Why It Matters)

51:20 – Final Thoughts from Rushang Shah

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

Thank you for tuning into The Scratch Agency Podcast. Like, share, and subscribe for more real talk and tools for growing your agency. Own your future — see you next time!

In Episode 149 of the Scratch Agency Podcast, co-hosts Stephen Turnbull and Shawn Fitzgerald go solo and get real about one of the biggest make-or-break factors in growing an independent agency: lead quality. They dive into their completely different lead sources—paid ads vs. inbound referrals—and break down how each has evolved their pre-qualification process to save time and close higher-value accounts.

From the power of instant follow-ups to the importance of requiring deck pages before quoting, this episode is filled with tactical tips for scratch agents who want to stop quoting everyone and start quoting smarter. You'll walk away with ideas on how to tighten your intake forms, rethink discovery calls, and adopt one of their favourite mantras:

"If you want better leads, make it slightly harder to become one."

🔍 If you're drowning in unqualified leads or looking to build a more streamlined sales process, this is your playbook.

💼 Sponsored by HawkSoft → https://www.hawksoft.com

🕒 Timestamps:

00:00 – Intro & Snow Day Chaos

04:05 – Paid Ads vs. Referral Leads

07:32 – Why Speed-to-Lead Matters for Trust

10:55 – “If You Want Better Leads…”

14:40 – Intake Forms & Filtering on the Front End

20:11 – Why They Ask for Deck Pages First

25:22 – Auto vs. Home vs. Commercial Pre-Qualifiers

31:05 – Time Management & Saying No

36:48 – Knowing Your Top 10 Clients

41:37 – Closing Advice: Custom Criteria for Your Market

📌 Connect with us on Instagram: @thescratchagencypodcast

🔗 Join our Telegram Community: https://t.me/+cISob2kA3pAyMmY5

🎧 Listen on Spotify: Scratch Agency Podcast

💻 Visit our website: scratchagencypodcast.com

Thank you for tuning into The Scratch Agency Podcast. Like, share, and subscribe for more real talk and tools for growing your agency. Own your future — see you next time!

In Episode 148 of the Scratch Agency Podcast, we’re joined once again by Tamron Manning of Integrity Insurance Group (KY) — this time for a raw, behind-the-scenes look at what it’s really like to bring on your first producer.

Tam breaks down how he wasn’t even looking to hire… until the right person walked into his network. From navigating onboarding without a full SOP to realizing the value of competition and culture, Tamron shares the real-life lessons from making a fast, intentional hire — and why it paid off.

🔥 Whether you're considering your first producer, figuring out how to structure pay, or wondering whether experience beats starting fresh — this one’s full of insights from the trenches.

🕒 Timestamps:

00:00 – Intro & HawkSoft Sponsorship

01:24 – Welcome Back Tamron Manning (Episode 33 Throwback)

04:40 – How Tam Found His First Producer

08:11 – Expectations vs. Reality: What Surprised Him

12:17 – Benefits of Hiring with Experience

17:28 – Training, Scripts & Scaling Systems

23:04 – Culture, Fit & Hiring at the Right Time

28:39 – Lessons Tamron Would Apply If He Did It Again

32:12 – Final Thoughts & Where to Follow Tamron

💼 Sponsored by HawkSoft → https://www.hawksoft.com

📲 Follow Tamron Manning:

Instagram: @kyintegrityinsurancegroup

Facebook: Integrity Insurance Group KY

🎧 Listen on Spotify: Scratch Agency Podcast

📢 Join our Telegram Community: Click here

🌐 Visit: https://scratchagencypodcast.com

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#ScratchAgencyPodcast #InsuranceProducer #HiringTips #IndependentAgents #TeamGrowth #TamManning #InsuranceHiring #HawkSoft #InsuranceSales #ScratchAgentLife #InsuranceTeamBuilding

In Episode 147 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald kick off the new year with gratitude, big goals, and a brand-new partnership with HawkSoft — now the official sponsor of the Scratch Agency Podcast.

They reflect on the unexpected journey from two agents "just chopping it up" to building a movement with thousands of listeners and a thriving agent community. This episode dives into personal and business resolutions for 2026, including gifting strategies that drive referrals, improving profit margins, reviewing tech stacks, and building sustainable systems.

🔥 Whether you’re deep in the trenches or levelling up, this episode delivers insight, encouragement, and action items for running a better agency this year.

🕒 Timestamps:

00:00 – Intro & Our New Podcast Sponsor: HawkSoft

04:38 – Behind-the-Scenes of the Partnership

08:05 – 2026 Goal #1: Gifting & VIP Client Touches

12:44 – Maximizing Paid Leads with Personalization

16:25 – Creative Gifting Ideas Using AI & Custom Cards

21:10 – The Power of Handwritten Notes & Micro-Moments

24:55 – 2026 Goal #2: Scaling from $20K to $30K/Month

28:12 – Stephen’s Focus: Profit Margins, Payroll, and CFO Support

33:17 – Tech Stack Review: Hidden Costs & Smart Replacements

38:28 – Wrapping Up: What’s Coming in 2026

🔧 Sponsored by HawkSoft

Explore the agency management system trusted by independent agents nationwide:

👉 https://www.hawksoft.com

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https://www.instagram.com/thescratchagencypodcast

🎧 Listen on Spotify:

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🔗 Join our Telegram Community:

https://t.me/+cISob2kA3pAyMmY5

🌐 Visit:

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🎯 Thanks for supporting The Scratch Agency Podcast. If you’re ready to reset, refocus, and make 2026 your best year yet — like, share, and subscribe. We’re just getting started. Own your future.

In Episode 146 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald get real about the overwhelming buzz around AI in the insurance world — and how to decide what’s actually worth implementing inside your agency.

They reflect on their own wins and missteps from the year, from chasing shiny tools to doubling down on what’s always worked: relationships, processes, and intentional growth. This isn’t a teardown of AI — it’s a framework for understanding when and how to use tech that supports your vision, your people, and your clients.

🔥 If you're trying to cut through the noise and build a system that scales without losing your edge — this one’s for you.

🕒 Timestamps:

00:00 – Kicking Off 2026 Planning & Burnout Recovery

03:22 – The Reality of Looking at Your P&L Honestly

06:40 – The AI Hype Cycle: What’s Worth It?

09:50 – Why Relationships Will Always Matter

13:05 – The Hidden Cost of Not Asking for Referrals

17:15 – Tech That Didn’t Work (And Why We Bought It Anyway)

21:02 – Building with Intention: Pen, Paper, and Process

25:14 – Creating a System Before Adding a Tool

28:33 – Final Thoughts & Keeping It Simple in 2026

🔧 Sponsored by HawkSoft

Explore the agency management system trusted by independent agents nationwide:

👉 https://www.hawksoft.com

📲 Follow us on Instagram:

https://www.instagram.com/thescratchagencypodcast

🎧 Listen on Spotify:

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

🔗 Join our Telegram Community:

https://t.me/+cISob2kA3pAyMmY5

🌐 Visit:

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Own your future — we’ll see you next time.