The Scratch Agency Podcast

The Scratch Agency Podcast
  • 5.0 (22)
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The Scratch Agency Podcast is for scratch insurance agents by scratch insurance agents. Shawn Fitzgerald and Stephen Turnbull discuss all aspects of opening a new insurance agency and provide real-life examples of their experiences. Whether it's obtaining new carrier appointments, sales strategies, virtual assistants, or marketing The Scratch Agency Podcast dives into what you need to know to kill it in the scratch agency game.

  1. 1D AGO

    How Rick J. Lindsey Is Fixing the Broken Insurance Market | The Story Behind XINSURANCE & Specialty Risk

    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!

    50 min

  2. MAR 10

    Restarting From Scratch (Again) with LUIS LEAL | Independence, Niches & Building Smarter the Second Time

    In Episode 155 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with LUIS LEAL, founder of Leal Insurance Services, to talk about what it really means to start from scratch — twice. LUIS LEAL shares his journey from producing at a State Farm agency to launching his own independent agency in just 60 days, merging in 2020 to focus on commercial growth, and then relaunching his original brand in 2025 with a sharper vision and clearer strategy. With nearly two decades in insurance, LUIS LEAL breaks down the massive differences between starting an agency in 2010 versus 2025 — from carrier appetites and automation to CRM rebuilds and data integrity. He opens up about lessons learned, focusing on commercial lines, building ideal client profiles, and why niching down has been a game-changer the second time around. 🔍 If you’re a scratch agent wondering how to build smarter, avoid early mistakes, and focus on profitable growth — this episode delivers practical perspective from someone who’s lived both versions of the journey. 💼 Sponsored by HawkSoft https://www.hawksoft.com 🕒 Timestamps: 00:00 – Introduction & Meet LUIS LEAL 04:30 – From State Farm Producer to Independent Owner 09:40 – Opening an Agency in 60 Days (2010) 15:25 – Merging in 2020 & Lessons from Partnership 21:10 – Relaunching Leal Insurance Services in 2025 28:00 – Carrier Appointments: Then vs. Now 34:15 – Rebuilding CRM, Automation & Systems 40:05 – Why LUIS LEAL Is Hyper-Focused on Commercial Lines 45:30 – Residential Service Contractors & Niche Programs 51:10 – Ideal Client Profiles & Pre-Qualification Strategy 56:00 – Final Advice for Scratch Agents 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

    31 min

  3. MAR 4

    Selling Smart: How Rob Bowen Turned Growth into Leverage | From Farmers to Independence to Strategic Exit

    In Episode 154 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Rob Bowen, founder of Patriotic Insurance Group, to unpack one of the biggest moves an agency owner can make — selling the agency and stepping into a larger strategic role. Rob shares his 11-year journey from starting with Farmers, building an independent book, completing acquisitions, scaling quickly, and ultimately selling his agency to Stable Rock in a move that gives him greater resources, autonomy, and long-term growth potential. We dive deep into automation, cancel non-pay workflows, AI tools, shiny object syndrome, vendor relationships, and what it really takes to build processes that allow an agency to scale efficiently. Rob also gets honest about the mindset shift required when giving up ownership control — and why more resources can unlock bigger opportunities. 🔍 If you’re thinking about acquisitions, scaling through automation, implementing smarter workflows, or even planning an exit — this episode gives you tactical insights from someone who’s done it all. 💼 Sponsored by HawkSoft https://www.hawksoft.com 🕒 Timestamps: 00:00 – Introduction & Meet Rob Bowen 04:30 – From Farmers to Independent Agency Owner 09:15 – Acquisitions & Scaling the Right Way 14:20 – The Stable Rock Acquisition Story 20:10 – Giving Up Control vs. Gaining Resources 26:45 – Automation, Cancel Non-Pay & Process Discipline 34:30 – AI, Outmarket & Leveraging Tech Smarter 41:10 – Shiny Object Syndrome & Vendor Strategy 47:50 – Why Process Comes Before Automation 53:20 – The Future of Rob’s Agency & 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: 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. Remember to like, share, and subscribe for more valuable insights. Own your future — we’ll see you next time!

    33 min

  4. FEB 24

    From High School to Niche Authority with Hunter Nelson | Trucking Insurance, Content & Scaling Young

    In Episode 153 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Hunter Nelson, owner of Nelson Insurance Agency in South Dakota, to unpack one of the most unique scratch stories we’ve heard yet. Hunter started his agency at just 18 years old—while still in high school. From door-knocking million-dollar homes to niching down into trucking insurance, he shares how he built momentum early, learned the industry on the fly, and leveraged content marketing to fuel organic growth. This conversation dives into what it really looks like to start young without formal agency training, how to talk your way into better career relationships, why niching down changed everything, and how platforms like YouTube and TikTok are generating real inbound leads for his agency today. 🔍 If you’re thinking about going scratch, struggling to pick a niche, or wondering how to turn content into clients—this episode is packed with tactical insight and real execution. 🕒 Timestamps: 00:00 – Introduction & Meet Hunter Nelson 03:05 – Starting an Agency at 18 Years Old 07:40 – Door Knocking & Early Prospecting Tactics 12:15 – Why Niching Down to Trucking Changed the Game 18:20 – Using YouTube & TikTok to Drive Organic Leads 23:55 – Hiring Young & Building the Right Team Structure 28:40 – Lessons on Training, Onboarding & Avoiding Hiring Mistakes 32:15 – Carrier Relationships & Breaking Into Tough Markets 36:50 – AI Tools, Automation & Avoiding Shiny Object Syndrome 41:30 – Advice for Agents Thinking About Going Scratch 💼 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

    33 min

  5. FEB 21

    Vision, Growth & Scaling Smart with Jeff Roy | From Scratch to Strategic Scale

    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: 📲 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

    34 min

  6. FEB 11

    Cash Flow, Trust Accounting & Financial Discipline | Avoiding the Most Costly Agency Mistakes

    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 📸 Follow us on Instagram: https://www.instagram.com/thescratchagencypodcast 🎧 Listen on Spotify: https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl 🌐 Visit Our Website: https://scratchagencypodcast.com

    34 min

  7. FEB 4

    Evolving AMS, Empowering Agents with Rushang Shah | HawkSoft, AI & Data Ownership

    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!

    32 min

  8. JAN 30

    From Quote & Hope to Precision Qualifying | How to Pre-Filter Leads Like a Pro

    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!

    19 min
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5
out of 5
22 Ratings

About

The Scratch Agency Podcast is for scratch insurance agents by scratch insurance agents. Shawn Fitzgerald and Stephen Turnbull discuss all aspects of opening a new insurance agency and provide real-life examples of their experiences. Whether it's obtaining new carrier appointments, sales strategies, virtual assistants, or marketing The Scratch Agency Podcast dives into what you need to know to kill it in the scratch agency game.

Information

  • Creator
    The Scratch Agency Podcast
  • Years Active
    2022 - 2026
  • Episodes
    159
  • Rating
    Explicit
  • Copyright
    © The Scratch Agency Podcast
  • Show Website
    The Scratch Agency Podcast

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