The Scratch Agency Podcast

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:

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🎧 Listen on Spotify:

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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

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🎧 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

📲 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:

https://scratchagencypodcast.com

🎯 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:

https://scratchagencypodcast.com

🎯 Thanks for tuning into The Scratch Agency Podcast. If this episode brought you value, drop a like, share it with another agent, and hit subscribe to stay in the loop.

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

In Episode 145 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald sit down for a candid year-end recap of everything they learned (and survived) in 2025. From Google and Meta ads that actually worked to time-blocking around daycare pickups and scaling with producers — nothing is off the table in this behind-the-scenes breakdown of building two agencies and two families from scratch.

They dig into what changed their processes, how the community meetup sparked real results, and why planning now for the agency you want to be is the key to sustainable growth.

🔥 Whether you’re in your first year or building your next hire, this episode is packed with real talk, real data, and the mindset shifts that matter.

🕒 Timestamps:

00:00 – Intro: Surviving Winter & Fatherhood

03:45 – Sound Harbor Recap: Rebrand & Paid Ads

07:18 – Why Pre-Qualifying Leads Changed the Game

11:30 – Systems, SOPs, and Sales Scripts That Stuck

15:44 – Hiring: When You Stop Looking & They Show Up

21:02 – Data-Driven Decisions & Doubling New Revenue

26:20 – T5 Recap: Foundations, Family & Focus

32:15 – Planning for Growth in 2026

38:00 – Community Event Wins & The Next One

42:40 – Letters from Santa, Balance, and Big Picture

🔧 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:

https://scratchagencypodcast.com

🎯 Thank you for tuning into The Scratch Agency Podcast. If this episode brought you value, drop a like, share it with another agent, and hit subscribe to stay in the loop. Own your future — we’ll see you next time.

In Episode 144 of the Scratch Agency Podcast, we’re joined once again by Don Shampine — now a three-time guest and a fan favorite among Scratch agents. This time, Don dives deep into one of the most overlooked drivers of long-term agency growth: annual planning with team alignment and purpose.

Don walks us through how to craft a theme-driven annual plan that actually sticks — whether you're a solo producer or leading a growing team. We talk about setting an intentional tone for the year, creating buy-in through collaborative planning, and turning big goals into repeatable behaviors. Plus, Don shares his exact framework for how he structures these annual meetings, including his famous snack log, team KPIs, and the agenda items most agents forget to plan for.

🔥 Whether you’re one person or one hundred, this episode will challenge you to rethink how you approach your next planning cycle — with purpose, practicality, and people-first leadership.

🕒 Timestamps:

00:00 – Introduction

03:12 – Why Annual Planning Fails for Most Agents

06:38 – Creating a Yearly Theme that Drives Focus

10:11 – From Culture to KPIs: Building with Intention

13:25 – Don’s Planning Framework (and Favorite Snacks)

16:47 – Collaborating with Your Team (Even if You're Solo)

21:05 – Mistakes Agents Make When Planning Big

26:18 – Holding Teams Accountable Without Burnout

30:09 – Branding the Theme: Stickers, Rituals & Shared Language

34:52 – The Power of Personal + Professional Goal Setting

38:06 – Agency Standards That Keep Everyone on Track

42:30 – Introducing "Want Better, Be Better" Facebook Community

46:45 – Final Thoughts: Start Where You Are, Grow with Intention

👥 Join the Community:

Scratch Agency Telegram group → 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

Thanks for tuning into The Scratch Agency Podcast.

Like, share, and subscribe for more practical insights from agents in the trenches.

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

In Episode 143 of the Scratch Agency Podcast, we’re joined by Beth DeLaForest, founder of Aspire Insurance Group. Beth shares her powerful journey from starting over as a scratch agent to leading a fully remote, relationship-driven agency with a strong focus on culture, quality clients, and scalable referral systems.

We dive into her early career transition from the captive world, how she built Aspire with intention (and two toddlers at home), and the challenges of operating remotely before remote was cool. Beth also introduces her 3-15-6-1 method for managing referral partnerships — a practical system any agent can implement to grow consistently without chasing leads.

🔍 If you're tired of cold calls, inconsistent lead flow, or client chaos, this episode offers a fresh take on growing with clarity, boundaries, and purpose.

🕒 Timestamps

0000 – Intro & Early Scratch Days

0413 – Transitioning from Captive to Independent

0628 – Starting Remote in 2014 (Before It Was Normal)

0950 – Building Credibility as a Remote Commercial Agency Owner

1129 – Growth Strategy Acquisition vs. Referrals

1330 – Why the “Attract, Don’t Prospect” Model Works

1626 – Building Strong, Sticky Referral Relationships

2000 – 3-15-6-1 System Explained

2314 – Avoiding the “Help Me” Pitch Adding Real Value

2739 – Nurturing Referral Partners with Intention

3036 – Protecting Team Energy Through Client Culture

3350 – When to Let Go of Referral Partners

3637 – The Power of Firing Toxic Clients

3943 – Final Thoughts & How to Connect with Beth

👥 Join the Community

Scratch Agency Telegram group → httpst.me+cISob2kA3pAyMmY5

📱 Follow Us on Instagram

httpswww.instagram.comthescratchagencypodcast

🎧 Listen on Spotify

httpsopen.spotify.comshow7hutxCZ5NUPqF5hRdC79Hl

🌐 Visit Our Website

httpsscratchagencypodcast.com

Thanks for tuning into The Scratch Agency Podcast.

Like, share, and subscribe for more real-world conversations about building from scratch.

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