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

In this episode of the Scratch Agency Podcast, we’re joined by Michael Streit, President of EZLynx, for a powerful conversation about efficiency, simplification, and scaling smart. Michael shares lessons from his private equity background, his surprising transition into insurance tech, and what he’s learned serving thousands of scratch agents on the daily.

We dive deep into how agents can get more out of the tools they already have, avoid shiny object syndrome, and prepare for the next wave of AI without drowning in logins or complexity. Whether you’re still quoting manually or overwhelmed by your tech stack, this episode is packed with no-fluff, real-world insight you can act on today.

🕒 Timestamps:

00:00 – Michael’s Journey: From Private Equity to EZLynx President

05:51 – The Most Important Things: Simplifying to Create Value

09:15 – What Scratch Agents Can Learn from EZLynx’s P&L

12:02 – Where Agents Go Wrong with Tech & Underused Systems

16:50 – Turning Management System Data Into Real Sales Opportunities

19:28 – How Top Agents Use Automation, Intake Forms & Clean Data

25:14 – AI in Agencies: What’s Real Now & What’s Coming

31:32 – Final Thoughts on Using Tech to Enhance (Not Replace) Relationships

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and click “Join the Community” to connect with 85+ other scratch agency owners.

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!

The First 90 Days as a Scratch Agent with Brian Mahon

In this episode of the Scratch Agency Podcast, we sit down with Brian Mahon, founder of Igloo Insurance, just 90 days into launching his scratch agency. Brian shares in real time what it's like to build from zero—with no family in insurance, no inherited book, and no shortcuts.

We dive into what he's learned during the whirlwind first three months, why he went from commercial to personal lines (and how hard that transition really is), and how he’s already thinking about systems, tech, and team structure. Brian talks about his use of intent-based prospecting tools like Apollo, his plans to grow lean with a virtual employee, and the surprising difference between being a producer vs. an owner.

If you’re anywhere on the scratch agency journey—starting, restarting, or scaling—this one’s full of raw honesty, early wins, and practical takeaways.

In this episode of the Scratch Agency Podcast, we sit down with Brian Mahon, founder of Igloo Insurance, just 90 days into launching his scratch agency. Brian shares in real time what it's like to build from zero—with no family in insurance, no inherited book, and no shortcuts.We dive into what he's learned during the whirlwind first three months, why he went from commercial to personal lines (and how hard that transition really is), and how he’s already thinking about systems, tech, and team structure. Brian talks about his use of intent-based prospecting tools like Apollo, his plans to grow lean with a virtual employee, and the surprising difference between being a producer vs. an owner.If you’re anywhere on the scratch agency journey—starting, restarting, or scaling—this one’s full of raw honesty, early wins, and practical takeaways.Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/Join 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/thescratchagencypodcastWatch on Youtube: https://www.youtube.com/@thescratchagencypodcast🔗 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!

🕒 Timestamps:
00:00 – Meet Brian: 90 Days into Starting Igloo Insurance
05:02 – Why the Scratch Agency Meetup Changed the Game
10:30 – Career Journey: From Tech & Cyber to Starting an Indie
15:50 – The Real Why Behind Starting the Agency
21:28 – From Commercial to Personal: Why the Transition is Underrated
29:40 – Automating Prospecting: Apollo, Sequences & Smarter Outbound
35:20 – Staying Top of Mind & the Power of Simple Follow-Up
42:45 – Building a Foundation & Assembling Your Trusted Inner Circle

In this episode of the Scratch Agency Podcast, we’re joined by Brennen Grone, EVP of Sales at Rainbow, a restaurant-focused MGA that’s built differently—because Brennen started as a scratch agent himself. He shares what it's really like to go from running an agency at 25 to building tech-enabled solutions that actually make agents’ lives easier.We get into the pitfalls of the “you sell, we service” model, why Rainbow didn’t fall into the common insurtech traps, and how real human underwriting is still a game-changer in commercial insurance. Whether you’re trying to niche down, expand into hospitality, or just want to work with a carrier that actually gets you—this episode is packed with straight-up value.🕒 Timestamps:00:00 – Meet Brennen: Scratch Agent at 25 to MGA Executive03:50 – Why He Left the Agency Side & the Problem with “You Sell, We Service” Models06:11 – How Rainbow Became a Restaurant Niche MGA10:40 – Specialized Underwriting & Avoiding the InsurTech Trap12:50 – Real Agent Resources: SEO, Food Safety, and Sales Tools15:28 – Are Restaurant Owners All Price Shoppers? How to Sell Value Instead18:25 – Why Human Underwriting Still Wins (With Real Examples)27:11 – How to Start Writing BOPs for Salons, Barbers, and Fitness StudiosEnhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/Join 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!