In Episode 139 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down for a powerful unscripted conversation on hiring, agency growth, and learning to trust your instincts — even when it goes against common advice.

Shawn shares how he bucked industry norms and successfully hired a remote, part-time licensed CSR, a move most people told him was a bad idea. From structuring responsibilities and managing performance to tech stack, training, and licensing logistics — this episode is a playbook for agents ready to scale, but not sure how to take the first step.

💡 They also explore a bigger theme: the importance of filtering out noise, trusting your gut, and building a business that works for your life, market, and season — not someone else's blueprint.

🔥 If you're a scratch agent wondering when to hire, who to hire, or how to set it up right the first time — this episode is filled with real talk, tested lessons, and practical steps.

🕒 Timestamps:

00:00 – Intro: Coffee, Snow, and the Power of Perspective

03:40 – What Happens When You Ignore Industry Advice

07:55 – The Case for Part-Time Help: Why It Worked

11:02 – How to Structure Roles & Set Clear Expectations

15:15 – Tools, Tech, and Productivity Monitoring

20:08 – Common Hiring Pitfalls & Red Flags

24:42 – From Part-Time CSR to VA Support System

29:10 – Seasons of Business & Knowing What You Need Now

35:05 – Trusting Your Gut vs Following the Crowd

40:13 – If You Could Start Over: One Thing You’d Do Differently

44:28 – Volume Creates Luck & Staying Focused Early

49:12 – Closing Thoughts & Telegram Community Shoutout

🎧 Listen on Spotify:

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

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🔗 Join our Telegram Community:

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💻 Visit our Website:

https://scratchagencypodcast.com

Thanks for tuning into The Scratch Agency Podcast.

Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!

In Episode 138 of the Scratch Agency Podcast, we’re joined by Aaron Farmer, founder of California Flood Insurance and the H2Quoter platform. Aaron walks us through his 25+ year journey from working with captives like Farmers Insurance to building his own flood-focused MGA and tech tools that empower agents nationwide.We cover the evolution from hand-dialing cold leads with a phone book to empowering agents with instant flood quotes from 7+ carriers using a custom-branded link. Aaron gets real about the early grind, staying profitable in tough markets, and how agents today can use embedded tools, automation, and pain-point-based selling to dominate a niche.🔥 Whether you're an agency owner looking to niche down, a producer wanting to scale with smarter systems, or just wondering where flood fits in a modern book — this one’s packed with insight, inspiration, and tactical advice.🕒 Timestamps:00:00 – Introduction03:50 – Breaking into Insurance with No Experience08:32 – From X-Dating to Flood Specialization12:58 – Becoming a Lloyd’s MGA & Going Independent18:13 – Lessons from the Captive Side22:09 – Scaling with H2Quoter & Embedded Tech26:40 – What “Riches in Niches” Really Means31:44 – High-Impact Prospecting Tips for Scratch Agents36:27 – Pain Points, Automation & How to Stand Out41:16 – Hiring, Culture & Long-Term Buy-In47:02 – The #1 Mistake New Agents Make50:43 – Final Thoughts & Aaron’s Offer for Listeners🎯 Special Offer:Mention this podcast to get 25% commission on your first H2Quoter policy → https://H2Quoter.com🤝 Connect with Aaron:LinkedIn | H2Quoter.com📩 Email: [email protected] our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: https://t.me/+cISob2kA3pAyMmY5📌 Connect with us on social media: Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957🔗 For more exclusive content, visit our website: 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 and keep pushing forward. See you next time!

In Episode 137 of the Scratch Agency Podcast, co-hosts Stephen Turnbull and Shawn Fitzgerald go behind the scenes to share exactly how they run weekly team meetings, one-on-ones, and monthly check-ins inside their agencies.

Whether you’re a solo agent just starting out or growing a team of producers and VAs, this episode gives you a step-by-step framework for meetings that actually move the needle. From sharing core values and agency goals to reviewing quotes, retention, and team wins — this conversation is packed with strategies to boost team accountability, alignment, and culture.

🔥 If you're tired of meetings that feel like a waste of time (or not having any at all), this episode shows you how to build a rhythm that creates results — even if your team is fully remote.

🕒 Timestamps:

00:00 – Introduction & Mindset: “You Are Where You Wanted to Be”

04:38 – The Power of Mastermind Groups & Why You Should Start One

08:55 – Why Team Meetings Matter, Even with a Small Team

10:50 – Stephen’s Weekly Structure: Core Values, Wins, and Check-ins

16:24 – Shawn’s Framework: Vision, Metrics, and Accountability

20:11 – Recurring Meetings: Monday Sync, Wednesday Cancellations, Friday Wrap-Ups

24:30 – Giving Team Members Ownership in Meetings

27:08 – Monthly One-on-Ones & Leadership Reflections

30:20 – Using a Running Feedback Log Instead of Interrupting Work

33:04 – Final Thoughts: Act Like a Big Agency from Day One

🎧 Listen on Spotify:

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

📲 Follow us on Instagram:

https://www.instagram.com/thescratchagencypodcast

🔗 Join our Telegram Community:

https://t.me/+cISob2kA3pAyMmY5

💻 Visit our Website:

https://scratchagencypodcast.com

Thank you for tuning into The Scratch Agency Podcast.

Like, share, and subscribe for more real conversations about building from the ground up.

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

In Episode 136 of The Scratch Agency Podcast, we’re joined by Jason Kilgo, founder of Kilgo Insurance, who shares his journey from being GEICO’s top national producer to building a thriving independent agency built on leadership, legacy, and relationships.Jason opens up about his early career in corporate insurance, the lessons he carried from high-volume sales environments, and how those experiences shaped the way he leads his agency today. He breaks down the mindset and discipline required to grow, how to hire and retain the right people, and why strong relationships still outperform any marketing strategy.🔍 Whether you’re an agent thinking about going independent, building your first team, or trying to master sales and culture inside your agency — this episode delivers raw lessons from someone who’s lived both sides of the industry.🕒 Timestamps:00:00 – Introduction & Welcoming Jason Kilgo04:12 – From GEICO to Mortgage to Insurance Ownership09:40 – Lessons from Selling 1,600 Policies a Year14:55 – The Power of Roleplay, Coaching & Real Sales Training20:33 – Building Kilgo Insurance from Scratch in 201625:12 – Relationship-Based Prospecting & Referral Growth30:10 – Transitioning to Commercial & Strategic Niches36:48 – How Leadership and Hiring Shape Agency Growth42:05 – The Hardest Lessons in Building a Team47:58 – The Interview Process: Why “Slow to Hire” Wins52:10 – Legacy, Mindset, and Lessons for Scratch Agents🎯 Sponsor:Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join our community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more exclusive content:https://scratchagencypodcast.comThanks for tuning into The Scratch Agency Podcast.Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!

In Episode 135 of The Scratch Agency Podcast, we’re joined by Josh Dott, owner of Dott Insurance Group, who breaks down how he’s completed 10 agency acquisitions in just eight years — including six in the last two alone. Josh shares how he went from scratch agent to serial acquirer and gives a step-by-step blueprint for buying agencies the right way.We delve into what it truly takes to prepare for your first deal, how to structure conversations with sellers, and the often-overlooked power of long-term relationships and reputation. Josh also opens up about funding options, working with local and national lenders, and the operational chaos that can follow if you’re not set up properly post-close.🔍 Whether you're just starting your agency or already thinking about growth via acquisition, this episode is packed with real talk, strategy, and hard-won lessons you won’t find anywhere else.🕒 Timestamps:00:00 – Welcome Back: Josh Dott on Episode 13404:02 – Josh’s Story: From Scratch Agent to 10 Acquisitions07:10 – Step One: Are You Really Ready to Acquire?11:45 – The Systems You Need in Place Before Buying15:32 – Why Your Reputation Matters More Than Your Offer18:15 – Step Two: The Power of Honest Conversations24:20 – Step Three: Financials, Staff, Carriers & Due Diligence29:10 – LOI vs NDA: What They Are and When to Use Them34:50 – What Sellers Actually Want (It’s Not Just Money)39:03 – Success Stories & Mistakes Josh Learned From46:18 – Why Organic Growth Still Matters Post-Acquisition52:00 – Funding Your First Deal: Lenders, Terms & Timing58:32 – Client Communication & Brand Transitions After Closing1:02:40 – Final Advice for Scratch Agents Planning to Scale🎯 Sponsor:Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join the Scratch Agent community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more content & community:https://scratchagencypodcast.comThanks for tuning in to The Scratch Agency Podcast.Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!

In Episode 134 of The Scratch Agency Podcast, we’re joined by David Watson, founder of RiskAdvisor, making his record fourth appearance on the show. David unveils RiskAdvisor’s newest innovation — Underwriting AI, a feature designed to help agents instantly determine carrier eligibility, streamline quoting, and eliminate wasted time in the intake process.He explains how this tool uses real underwriting guidelines to provide red, yellow, and green indicators for carrier fit — turning a 90-minute quoting process into a matter of minutes. The conversation dives into how this innovation will change the way agencies handle risk intake, increase productivity, and improve data accuracy across carriers.Stephen and Shawn also discuss future updates with David, including customizable risk profiles, dynamic forms, and deeper integrations — demonstrating how RiskAdvisor continues to drive innovation in insurance technology.🔍 Whether you're a current RiskAdvisor user or exploring tools to modernize your workflow, this episode gives you an inside look at the future of AI-driven underwriting and how it’s reshaping the agency tech landscape.🕒 Timestamps:00:00 – Milestone Episode: David Watson Returns for the 4th Time03:45 – Announcing RiskAdvisor’s Underwriting AI07:10 – How Underwriting AI Works (Green, Yellow, Red System)13:22 – Saving Time: Turning 90 Minutes of Quoting into 3018:05 – Updating Carrier Guidelines & Secure AI Learning25:48 – Why Agents Need Smarter Intake Processes32:17 – Customizable Forms & Simplifying Data Entry38:55 – What’s Next for RiskAdvisor: Customer Risk Profiles & Integrations44:40 – Future Plans: AI for Cross-Selling & Property Data Automation50:18 – How to Get Started with Underwriting AI🎯 Sponsor:Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join our community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more exclusive content:https://scratchagencypodcast.comThanks for tuning in to The Scratch Agency Podcast.Like, share, and subscribe — and remember to dig down deep, believe in yourself, and own your future. See you next week!

In Episode 128 of The Scratch Agency Podcast, co-host Shawn Fitzgerald breaks down his real-world numbers after running Google Ads for two and a half months. He shares the difference between paid Google leads and purchased lead lists, how his organic website leads skyrocketed, and the tech stack that made it all work. If you're wondering whether running your own ads is worth it, this episode delivers the data, setup tips, and honest lessons you need to hear.Unlocking Paid Leads: How Google Ads Supercharged Our Organic Growthwith Shawn Fitzgerald of Sound Harbor Insurance🔍 Whether you're considering paid ads, building out your CRM, or looking to scale your lead gen — this is a must-listen for every scratch agent ready to take the next step.🕒 Timestamps:00:00 – Intro & Back-to-Back Visits: Long Island ↔ Utica03:26 – Why Shawn Started Running Google Ads05:12 – Google Ads vs. Meta Ads: Setup Differences07:38 – Real Numbers: Google Ad Spend, Leads, & Revenue12:17 – The Organic Boost: Website Leads Before vs. After Paid Ads15:55 – Contact Rates vs. Close Rates: Google vs. Lead Vendors18:33 – Tracking ROI with Advisor Evolved & AgencyZoom22:01 – Meta Ads as the Next Play: Branding & Volume25:12 – The Importance of Scripts & Automation for Lead Nurture30:40 – Narrowing Your Niche: Why Shawn Leads With Homeowners33:47 – Why Paid Ads Only Work If You're Set Up for It37:58 – Closing Thoughts + Telegram Community Invite🎯 Sponsor: Enhance your productivity and reclaim your time with Virtual Intelligence.Explore their expert Virtual Employees services now at: https://virtualintell.com📱 Join our exclusive community:Telegram: https://t.me/+cISob2kA3pAyMmY5📌 Follow us:Instagram: https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🔗 For more content:https://scratchagencypodcast.comThanks for tuning into The Scratch Agency Podcast.Remember to like, share, and subscribe — and most importantly, dig down deep, believe in yourself, and own your future. See you next week!

Welcome to Episode 58 of The Scratch Agency Podcast! In this insightful episode, we sit down with the dynamic Brett Young to dive deep into the world of annual planning and goal-setting for insurance agencies.

🕒 (0:03) - Kicking off the episode with a focus on annual planning and goal setting for insurance agencies.

🕒 (3:00) - Exploring the intricacies of goal planning and decision-making.

🕒 (5:51) - Whether you run an agency with partners or as a sole principal, Brett shares valuable insights.

🕒 (9:15) - Setting and achieving goals for personal and business growth.

🕒 (17:37) - Brett emphasizes the importance of transparency and accountability in personal and business goal planning.

🕒 (21:56) - A closer look at goal-setting and personal growth.

🕒 (24:47) - Company goals and the significance of planning for the year.

🕒 (28:16) - Prioritizing business goals and effective financial management.

🕒 (35:19) - Balancing business goals with a focus on owner compensation.

🕒 (37:18) - More on prioritizing business goals and managing finances effectively.

🕒 (41:13) - The crucial elements of defining profit margins and leveraging in a business.

🕒 (46:32) - A detailed discussion on calculating the compound growth rate for agency revenue.

🕒 (50:10)  - Agency revenue and the essential aspects of lead generation.

🕒 (52:36)  - Strategies for agency revenue growth and effective lead generation.

🕒 (55:42)  - Insights into hiring agents for real estate business growth.

🕒 (1:01:48) - Navigating agency growth strategies in a challenging insurance market.

🕒 (1:04:54) - Overcoming market challenges while setting goals and growing an insurance agency.

🕒 (1:09:17) - The trifecta of sales velocity, lead generation, and process optimization.

Listen now and gain valuable perspectives on navigating the complexities of the insurance industry while setting and achieving your business goals!

In this exciting episode, we sit down with Mike Sharp of Sharp Insurance Agency. (1:53) - Discover Mike's transition from life insurance to property and casualty insurance. (4:16) - Learn how Mike kick-started his property and casualty insurance career and the strategies to secure appointments without NCP. (14:27) - Learn the importance of mentorship in the insurance industry(17:25) - Mike's first hire journey - the challenges and rewards of bringing in the right person early on. (20:32) - Discover the mental battles of the first year in business without experience and how Mike triumphed. (23:16) - Dive into the power of Facebook as a tool to grow your social network and engage with potential clients. (29:05) - Hear about the pivotal moment when Mike knew he was on the right path(32:19) - Explore Mike's journey to achieve his ambitious goal of reaching $100,000 in monthly premiums.(35:30) - The importance of hiring real people and selling insurance daily to scale your agency successfully. (38:47) - Leadership challenges and the significance of treating clients and team members respectfully and caring.

Today we are excited to welcome Dr. Billy Williams from Inspire A Nation Business Mentoring and Inspire a Nation Insurance Agency to the show!

1. Billy shares some exciting news that he and his three children started their own scratch agency in 2023.
2. Billy shares how to identify specific types of clients and how to serve them.
3. Billy talks about where every scratch agent needs to start.
4. Billy shares the process and foundation he and his family are working on now to build his scratch agency in 2023.

You can follow Billy on:

1. ⁠https://www.inspireanation.org⁠

2. ⁠https://www.linkedin.com/in/billyrwilliams/⁠

3. ⁠https://www.instagram.com/drbillyrwilliams/?next=%2F⁠

4. ⁠https://www.youtube.com/@drbillyrwms