The Scratch Agency Podcast

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

Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: https://virtualintell.com/

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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!

In Episode 129 of the Scratch Agency Podcast, we're joined by Andrew Rasson, Director of Strategic Partnerships at Smart Financial. Andrew delves into the intricacies of lead generation, sharing his expertise on setting up effective processes and maximizing ROI. He discusses the importance of speed to lead, the role of automation, and how to leverage digital marketing to grow your agency.🔍 Whether you're new to the insurance industry or looking to refine your lead management strategies, this episode offers practical advice and industry insights.🕒 Timestamps: 00:00 – Introduction 03:45 – Understanding Lead Generation 07:12 – Importance of Speed to Lead 11:30 – Leveraging Automation in Lead Management 15:20 – Digital Marketing Strategies for Agents 19:05 – Common Misconceptions About Leads 23:40 – Setting Up Effective Processes 27:15 – Wrap-Up and Contact InformationEnhance 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:   / thescratchagencypodcast  🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ...🔗 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 this episode, we chat with Colton Hunter, founder of Perficio Insurance Services, who shares what it’s really like to build two scratch agencies from the ground up. From hiring virtual assistants early to leveraging Facebook groups and referral partners, Colton dives into the tools, mindset, and structure that helped him grow smarter the second time around.🔍 If you’re building or rebuilding your agency, this one’s full of practical gems on time-blocking, team-building, and scaling with lean resources.🕒 Timestamps:00:00 – Colton’s Journey: Door-to-Door Sales to Agency Owner05:20 – Referrals, Facebook Groups & Community Marketing08:45 – Why His First Hire Was a Quoting VA11:15 – Getting VAs to Work: Onboarding & Expectations14:45 – Role Specialization vs. Overloading Team Members18:40 – Building a Lean Team: CSR, Admin VA & Growth Plans21:30 – Group Hiring Strategy for Sales Reps29:00 – Colton’s Ideal Day & 70% Revenue FocusEnhance 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:   /thescratchagencypodcast  🎧 Listen now on Spotify: https://open.spotify.com/show/7hutxCZ...🔗 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 this one, we take a deep dive into the evolving journey of podcasting—from rebranding your show to finding your voice and building meaningful connections.We introduce the "Make An Impact" podcast and share insights on how you can start your own show even with minimal equipment. Whether you're a creator, entrepreneur, or someone passionate about storytelling, this episode is full of real talk, tips, and encouragement to help you make an impact with your message.🕒 Timestamps:00:00 - Introduction03:28 - Local podcast rebrand and guest feedback05:00 - Introduction to "Make An Impact" podcast and its purpose08:17 - Relatability and impact of podcast guests' stories12:57 - Starting a podcast with minimal tech investments and focusing on content15:50 - Recommendations for finding guests and collaborators for podcasting17:49 - Importance of consistency and persistence in podcasting efforts19:51 - Reflection on relationships and community networking in podcasting21:32 - Closing remarks and encouragement for self-belief and future ownershipEnhance 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:   / thescratchagencypodcast  Watch now 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.

In Episode 126 of the Scratch Agency Podcast, we're joined by Jason Armogida, founder of 360 Insurance Solutions. Jason shares his journey transitioning from the captive insurance model to building a thriving independent agency. He opens up about the growing pains, key decisions, and strategic use of systems and virtual assistants that have helped him scale successfully in today’s tech-driven landscape.

🔍 Whether you're starting your own agency, exploring InsureTech trends, or figuring out how to scale with the right team—this episode delivers real talk and actionable insight.

🕒 Timestamps:

(00:00) – Introduction

(04:13) – Transition from Captive to Independent Model

(06:28) – Utilizing Systems in Agency Operations

(12:32) – Navigating the InsureTech Boom

(16:17) – Early Days and Transition to 360 Insurance Solutions

(18:43) – Decision Making in Agency Growth and Expansion

(22:04) – Challenges of Scaling an Agency and Talent Acquisition

(26:44) – Three Years In: Team Structure and Virtual Assistants

(29:01) – Wrap-Up and Contact Information

Enhance your productivity and reclaim time with Virtual Intelligence, our podcast sponsor. Explore their expert Virtual Employees services now at: virtualintell.com

Join our exclusive Telegram community for The Scratch Agency Podcast to connect with like-minded agents: The Scratch Agency Podcast

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Instagram: The Scratch Agency Podcast

🔗 For more exclusive content, visit our website: 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!