The Scratch Agency Podcast

In Episode 164 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald dive into one of the biggest hidden struggles agency owners face: constantly chasing the next thing instead of doubling down on what’s already working.

From AI noise and niche FOMO to SOP rabbit holes, dashboards, and shiny-object syndrome, the guys share real stories from their mastermind group conversations and explain how easy it is for entrepreneurs to get distracted—even when their businesses are growing successfully.

Stephen opens up about the realization that T5’s growth has consistently come through relationships and community, while Sean reflects on how simply tripling down on Meta ads and proven systems doubled his agency’s monthly revenue.

This episode is a powerful reminder that growth doesn’t always require reinvention—sometimes it just requires focus.

🔍 If you’ve ever found yourself overcomplicating your business, constantly pivoting strategies, or getting distracted by what everyone else is doing online—this episode is for you.

🕒 Timestamps:

00:00 – Introduction

01:20 – Why Entrepreneurs Constantly Chase “The Next Thing”

04:10 – The Power of Mastermind Groups & Honest Feedback

06:45 – “Why Are You Changing Something That’s Working?”

09:05 – Sean’s Meta Ads Story & Doubling Revenue

11:40 – Niching Down vs. Doubling Down

14:20 – Time, Family & Seasons of Business

16:55 – Why Focus Beats Constant Reinvention

18:30 – Scratch Agency Community Facebook Group Update

20:00 – Scratch Agency NYC Meetup Details

22:10 – Final Thoughts & Encouragement

💼 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:

📍 Scratch Agency Mastermind Meetup – July 30, 2026

🌆 New York City

🔗 https://scratchagencynyc.com

📸 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 163 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down for a raw and honest solo conversation about entrepreneurship, burnout, work-life balance, and the challenge of truly unplugging as a business owner.

Fresh off a vacation where Sean was unexpectedly forced to disconnect after the entire island’s Wi-Fi and cell service went down, the guys dive into the reality of always feeling “on” as a scratch agency owner—and why learning to slow down might actually make you more effective.

From delegation struggles and mindset shifts, to parenting, family, team trust, and the pressure entrepreneurs put on themselves, this episode is a candid behind-the-scenes look at what it really feels like building a business while trying to stay present in life.

🔍 If you’ve ever felt guilty for taking a break, struggled to unplug, or constantly felt like you should be working harder—this episode will hit home.

🕒 Timestamps:

00:00 – Introduction

03:10 – Sean’s Vacation & The Island Wi-Fi Disaster

07:20 – Why Entrepreneurs Struggle to Relax

11:15 – “I Felt Like I Was Falling Behind”

15:40 – The Power of Fully Disconnecting

20:05 – Delegation, Trust & Letting the Team Step Up

24:30 – Family, Kids & Reframing Priorities

29:10 – Why Rest Makes You More Effective

33:20 – The Mental Side of Entrepreneurship

38:05 – Scratch Agency Meetup Updates

42:10 – Final Thoughts & Encouragement for Agency Owners

💼 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:

📍 Scratch Agency Mastermind Meetup – July 30, 2026

🌆 New York City

🔗 https://scratchagencynyc.com

📸 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 162 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Charles Specht, owner of Permission Network Insurance Agency, for a deep dive into commercial lines strategy, niche positioning, and how scratch agents can start winning bigger accounts—without overcomplicating it.

Charles shares his journey from accidental entry into insurance to becoming a commercial producer, consultant, and sales trainer. He breaks down exactly how agents can transition into commercial lines, why picking a micro-niche is critical, and how mindset—not product knowledge—is the real barrier holding most agents back.

From identifying carrier strengths and building a focused prospect list, to driving a wedge in competitive relationships and understanding what truly differentiates great agents—this episode is packed with tactical insights for agents ready to level up.

🔍 If you’re a scratch agent trying to break into commercial, land larger accounts, or stop spinning your wheels as a generalist—this episode will help you think bigger and act more strategically.

🕒 Timestamps:

00:00 – Introduction & Meet Charles Specht

03:10 – From Teacher to Commercial Producer

07:25 – Consulting for Large Commercial Accounts

11:40 – Where Scratch Agents Should Start in Commercial

15:05 – Why Picking a Niche Changes Everything

20:30 – The Mindset Problem Holding Agents Back

25:10 – “The Size of the Account Is in Your Head”

29:45 – Driving a Wedge in Client Relationships

35:20 – How to Pre-Qualify Prospects Effectively

40:05 – Best Prospecting Methods (And Why It Depends)

45:15 – Real Competitive Advantage of Independent Agencies

50:30 – What Clients Actually Look for in Their Agent

55:10 – Final Advice for Scaling Smarter

💼 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 Community:

(Private Facebook Group – link shared in episode)

📸 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 161 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald welcome back Kenny Jones of Remedy Insurance and Wealth Builders for a powerful conversation on growth, visibility, referral strategy, and what it really takes to scale a modern agency.

Kenny shares how his business has exploded over the last year through intentional referral partner relationships, strong branding, and fearless social media marketing. He breaks down the creation of the Remedy Circle—his unique referral partner incentive ecosystem—and explains how it’s helping him attract top realtors, lenders, attorneys, and other partners while building serious momentum in the Charlotte market.

From content strategy and personal branding to team growth, SOPs, and scaling beyond yourself, this episode is packed with practical ideas for any scratch agent who wants to stand out, grow faster, and create a brand people actually remember.

🔍 If you’ve been wondering how to generate more referrals, market yourself better on social media, and build a business people talk about—this episode will give you both the mindset and the playbook.

🕒 Timestamps:

00:00 – Introduction & Welcome Back Kenny Jones

02:05 – What’s Changed Since Episode 49

04:10 – Why Social Media Still Matters in 2026

07:20 – “Get Over It” – Kenny’s Advice on Showing Up Online

10:45 – The Birth of the Remedy Circle

15:30 – How the Referral Partner Model Works

20:05 – Building Events That Create Loyalty & Buzz

24:18 – How Kenny Markets the Remedy Circle

28:40 – Why Realtors Have Been the Best Fit

32:12 – Social Proof, Deal Closed Posts & Brand Positioning

36:05 – The Power of Fast Execution

39:22 – Growing the Team & Scaling with SOPs

43:18 – Kenny’s Vision for Stepping Out of Sales

46:10 – Final Thoughts & Where to Follow Kenny

💼 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 160 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald bring a special solo episode announcing the return of the Scratch Agency Mastermind Meetup—bigger, better, and more intentional than ever.

After an incredible response from last year’s event, this episode walks you through everything you need to know about the 2026 mastermind happening in New York City. From the structure and format, to what makes this event different from traditional conferences, Stephen and Shawn break down how this intimate, high-value room is designed to help agency owners at every stage grow faster—together.

This isn’t a sit-and-listen conference. It’s a true roundtable mastermind where you’ll get direct feedback on your agency, learn from others in the trenches, and build real relationships that extend far beyond the event.

🔍 If you’re building a scratch agency (or thinking about it) and want to surround yourself with the right people, ask better questions, and get real answers—this is the room you want to be in.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction & Why This Episode Matters

02:10 – Scratch Agency Mastermind Announcement

05:00 – Event Dates, Location & NYC Details

08:45 – What’s Included (Meetup, Dinner, Experience)

12:30 – Why We’re Capping It at 30 People

16:10 – Hotel, Travel & Logistics Breakdown

19:40 – New Format: True Roundtable Mastermind

24:15 – Who This Event Is For (All Levels)

28:05 – “Proximity Is Power” – Why This Room Matters

32:00 – Real Feedback from Last Year’s Attendees

36:10 – Sponsors & What Makes Them Different

39:30 – Final Details & How to Secure Your Spot

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 159 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Kevin Ring, Chief Experience Mod Officer at Emerge Apps and Lead Workers’ Compensation Analyst for the Institute of WorkComp Professionals, for a practical deep dive into one of the most overlooked opportunities in commercial insurance: workers’ comp.

Kevin breaks down how agents can stop treating workers’ comp like a commodity and start using it as a true wedge in the sales process. From understanding the experience mod and minimum mod, to helping clients build injury response systems, return-to-work programs, and physician relationships, this episode is packed with tactical ways to create real results for commercial clients.

🔍 If you’re a scratch agent trying to write better commercial business, stand out from quote-chasers, and turn workers’ comp into a true value-add for your clients—this episode is a must-listen.

🕒 Timestamps:

00:00 – Introduction & Meet Kevin Ring

03:12 – How Kevin Accidentally Got Into Insurance

06:10 – What the Institute of WorkComp Professionals Does for Agents

10:18 – Where Agents Should Start with Workers’ Comp

14:22 – What Brokers Can Do When a Workers’ Comp Claim Happens

19:08 – Why Employers Need a Clear Injury Process Before a Claim

24:11 – Using the Experience Mod as a Sales Wedge

29:35 – Minimum Mod, Lost Profits & Explaining the Math Simply

35:42 – Why Workers’ Comp Creates Real Exit Barriers

41:05 – What Scratch Agents Should Learn First

46:18 – How to Speak About Comp in the Client’s Language

50:02 – Final Thoughts & Where to Connect with Kevin

💼 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 159 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Kevin Ring, Chief Experience Mod Officer at Emerge Apps and Lead Workers’ Compensation Analyst for the Institute of WorkComp Professionals, for a practical deep dive into one of the most overlooked opportunities in commercial insurance: workers’ comp.

Kevin breaks down how agents can stop treating workers’ comp like a commodity and start using it as a true wedge in the sales process. From understanding the experience mod and minimum mod, to helping clients build injury response systems, return-to-work programs, and physician relationships, this episode is packed with tactical ways to create real results for commercial clients.

🔍 If you’re a scratch agent trying to write better commercial business, stand out from quote-chasers, and turn workers’ comp into a true value-add for your clients—this episode is a must-listen.

🕒 Timestamps:

00:00 – Introduction & Meet Kevin Ring

03:12 – How Kevin Accidentally Got Into Insurance

06:10 – What the Institute of WorkComp Professionals Does for Agents

10:18 – Where Agents Should Start with Workers’ Comp

14:22 – What Brokers Can Do When a Workers’ Comp Claim Happens

19:08 – Why Employers Need a Clear Injury Process Before a Claim

24:11 – Using the Experience Mod as a Sales Wedge

29:35 – Minimum Mod, Lost Profits & Explaining the Math Simply

35:42 – Why Workers’ Comp Creates Real Exit Barriers

41:05 – What Scratch Agents Should Learn First

46:18 – How to Speak About Comp in the Client’s Language

50:02 – Final Thoughts & Where to Connect with Kevin

💼 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 158 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with the founders of LionSure Insurance Brokers—Anthony Intile, John Dellafiora, and Massimo Mancini—to break down what it really takes to build a scratch agency from the ground up as partners.

From a cold call that turned into a partnership, to a nine-month “dating phase” before launching, this episode dives deep into how three individuals combined their strengths to build a fast-growing brokerage focused on the middle market.

Anthony shares how his background in construction and insurance shaped LionSure’s niche strategy, while John and Massimo bring insights on business structure, capital strategy, and building something designed to last—not just scale and sell.

This is a masterclass in partnerships, sales culture, and building a disciplined, high-performance agency from day one.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🔍 If you’re thinking about starting an agency, bringing on a partner, or building a sales-driven culture that actually performs—this episode is packed with real, tactical insights.

🕒 Timestamps:

00:00 – Introduction & Meet the LionSure Team

04:10 – From Cold Call to Partnership

09:35 – The 9-Month “Dating Phase” Before Launch

15:20 – Structuring a 3-Partner Agency the Right Way

21:05 – Finding Your Niche in the Middle Market

26:40 – Why Construction Became Their Core Focus

32:15 – Cold Calling vs Referrals: What Actually Works

38:50 – Hiring Producers Early & Building the Right Team

44:30 – KPIs for Producers: Calls, Meetings & Pipeline

49:10 – Sales Training, Role Play & LionSure Academy

55:25 – Why Most Insurance Training Fails

01:00:40 – Building Culture, Discipline & Accountability

01:05:10 – Final Advice on Consistency & Winning Mindset

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 157 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Nicholas Sakha, founder of Saka Agency and creator of Insurance Creators, to break down how he built a $28M agency by leveraging content, consistency, and relentless execution.

Nicholas shares his 9-year journey from cashing out his 401k to start a captive agency, scaling through internet leads and outbound sales, and eventually building a powerful personal brand through social media. He dives into what actually works in content today, why most agents overcomplicate it, and how shifting from “insurance education” to personal perspective unlocked growth.

We also get into hiring, scaling teams, setting expectations, balancing inbound vs outbound marketing, and the mindset required to go all-in on growth. Nicholas opens up about mistakes, lessons learned, and what he would do differently if starting over.

🔍 If you’re thinking about building your brand, generating leads through content, scaling your agency, or going all-in on your business — this episode delivers real, tactical insight from someone in the trenches.

💼 Sponsored by HawkSoft

https://www.hawksoft.com

🕒 Timestamps:

00:00 – Introduction & Meet Nicholas Sakha

03:45 – From Banking to Betting on Himself (401k Story)

08:20 – Building the Agency from Scratch

13:10 – Content Strategy & Going Viral

20:00 – Why Personal Brand Beats Insurance Education

27:30 – Organic vs Paid Leads (50/50 Strategy)

34:15 – Should Producers Create Content?

40:20 – Sales First: The Key to Early Growth

46:50 – Scaling Teams, Hiring & Expectations

53:40 – Mistakes & What Nicholas Would Do Differently

58:30 – Where to Find Nicholas & Final Thoughts

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:

/ thescratchagencypodcast

🎧 Listen on Spotify:

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

...

🌐 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 — we’ll see you next time!

In Episode 156 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Rick J. Lindsey, founder of XINSURANCE and Prime Risk Partners, to explore one of the most unique and innovative models in the insurance industry.Rick J. Lindsey shares his 40+ year journey in insurance — from working in his father’s MGA to building one of the most recognizable specialty risk insurance platforms in the country. What started during the insurance crisis of the 1980s eventually led Rick to pioneer solutions for businesses that traditional insurance markets refuse to cover.Throughout the conversation, Rick J. Lindsey explains why the insurance system often fails during catastrophes, how regulations like the Risk Retention Act changed the industry, and why innovation is necessary to serve complex and high-risk operations.We also dive into how XINSURANCE approaches underwriting differently, why direct communication with the insured matters, and how building trust, transparency, and strong relationships leads to better outcomes for agents, brokers, and clients.🔍 If you’re interested in specialty insurance, complex risk, the future of the insurance marketplace, or how one entrepreneur built a nationwide platform by solving problems others ignored — this episode delivers powerful industry insight.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet Rick J. Lindsey03:45 – Rick J. Lindsey’s Start in the Insurance Industry08:30 – The Insurance Crisis of the 1980s13:20 – Understanding the Risk Retention Act18:10 – Why Traditional Insurance Markets Fail23:40 – Building XINSURANCE & Specialty Risk Solutions29:50 – Insuring High-Risk & Unique Businesses36:15 – Fixing the Gaps in the Insurance Industry41:20 – Why Talking Directly to the Insured Matters46:30 – Building Trust Between Agents, Brokers & Carriers50:15 – Final Advice for Insurance ProfessionalsA 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/7hutxCZ...🌐 Visit Our Website:https://scratchagencypodcast.comThank 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!