Getting Past the Premium

Elliot Bassett & Ryan Brott
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Welcome to Getting Past the Premium, hosted by Elliot Bassett and Ryan Brott! What's different about our podcast? We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!

  1. 07/23/2025

    S5E13 | Producers Aren't Losing Clients to Price...They're Losing Them to Specialists feat. Joshua Verch

    Most mid-market construction companies are outgrowing their brokers without even realizing it. In this episode of Getting Past the Premium, Elliot Bassett sits down with Joshua Verch, Senior Advisor at The Baldwin Group, to unpack what really happens when companies scale past $10M, $25M, or $50M—and producers are still treating them like they’re a small business. Joshua brings a sharp and refreshing perspective from inside the trenches of construction risk management, where service gaps, outdated brokers, and foggy renewal processes are killing profitability. If you’re a producer, agency owner, or executive dealing with risk in the construction space… This conversation is a wake-up call. You’ll learn: ✅ Why most insurance strategies don’t evolve as businesses grow ✅ The hidden risks of staying loyal to the wrong broker ✅ How to structure better submissions and win underwriting support ✅ Why consultative producers are taking market share ✅ What it takes to be seen as an advisor—not a quote machine Whether you’re trying to win BORs or protect your largest accounts, this episode delivers a masterclass in authority-based selling and next-level advisory. 👉 Connect and follow us: Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Website:  https://getlaunch.io/ 👉 Connect with our guest: Joshua Verch, Senior Advisor at The Baldwin Group LinkedIn:  https://www.linkedin.com/in/joshuaverch/  Website:  http://www.baldwin.com/ _____________________ 🎙️ Sponsored by LAUNCH This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance. With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO. Stop selling price.  Start selling insight. 👉 Visit https://getlaunch.io/ and get past the premium. _____________________ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    43 min

  2. 07/16/2025

    S5E12 | How to Build a Top-Tier Book of Business Without Cold Calls or Commodity Pitches - feat. Tom Gilroy

    Most producers chase every lead and wonder why they’re stuck in the price game. But Tom Gilroy flipped the script—and helped scale a 120-year-old family agency into a nationally recognized powerhouse. In this episode, Tom breaks down the repeatable strategy that took him from finance outsider to President of GKG, and the systems they use to help producers win high-value clients without pitching on price. If you’re serious about creating meaningful differentiation, building real expertise, and closing accounts that actually want your advice—this episode is your blueprint. Here’s what you’ll learn: ✅ Why grit, network, or expertise—you only need 2 of the 3 to win ✅ How Tom used social media to generate national inbound leads ✅ The system GKG built to back up every sales promise with execution ✅ How to create a risk strategy roadmap that compels clients to switch ✅ Why the “no a-hole” rule protects your team and client experience ✅ How to craft a repeatable risk advisory process your team can use to scale 👉 Connect and follow us: Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Website:  https://getlaunch.io/ 👉 Connect with our guest: Tom Gilroy, President, GKG LinkedIn:  https://www.linkedin.com/in/tom-gilroy/  Website:  http://www.gkgrisk.com/ _____________________ 🎙️ Sponsored by LAUNCH This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance. With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO. Stop selling price.  Start selling insight. 👉 Visit https://getlaunch.io/ and get past the premium. _____________________ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    42 min

  3. 07/09/2025

    S5E11 | How to Eliminate 90% of Back-Office Chaos Without Hiring Another Person feat. Chris Peabody

    Most agencies are burning out their team to protect their bottom line. More remarketing.  More manual quoting.  More inefficiencies. All while margins get tighter — and expectations get higher. This week on Getting Past the Premium, Elliot sits down with Chris Peabody from Ascend to unpack what the most forward-thinking agencies are doing differently: ✅ Automating the right processes ✅ Embedding AI in invisible, high-impact ways ✅ Standardizing workflows without losing trust ✅ And actually measuring ROI before adopting new tools This episode isn’t about “using AI” — it’s about building a more scalable, sustainable firm in today’s reality. 👉 Connect and follow us: Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Website:  https://getlaunch.io/ 👉 Connect with our guest: Chris Peabody, Director of Partnerships, Acsend LinkedIn:  https://www.linkedin.com/in/chris-peabody-9b686541/  Website:  https://www.useascend.com/ _____________________ 🎙️ Sponsored by LAUNCH This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance. With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO. Stop selling price.  Start selling insight. 👉 Visit https://getlaunch.io/ and get past the premium. _____________________ Chapters: 00:00 – Intro: Chris Peabody Returns 01:30 – What Ascend Actually Solves for Agencies 02:30 – Why Direct Bill and Agency Bill Reconciliation Are Broken 04:15 – Automation Isn’t Just About Efficiency — It’s About Client Experience 06:20 – Standardization: Why It Matters More Than Ever 08:30 – The Case for Workflow-Driven Technology 09:45 – AI-Powered Invoicing: Real-World Examples 12:10 – Human Mistakes vs. System Capacity Limits 13:55 – The Hidden Cost of Remarketing in a Hard Market 15:30 – Tech That Creates ROI vs. Tech That Creates Noise 17:00 – What Agencies Get Wrong About AI 19:10 – Ascend’s Approach to Embedded AI (And Why It Works) 21:00 – Real Use Cases That Actually Save Time 23:30 – Why Tech ROI Starts with Process Clarity 25:15 – Stop Mimicking Bigger Agencies — Find What Works for You 28:30 – The Real Value of Peer Learning in Insurance 31:00 – How to Vet Tech Vendors the Right Way 34:00 – Launch, Ascend, and the Power of Listening to Your Clients 🎙 Getting Past the Premium is powered by Launch — the only platform helping producers sell insight, not just insurance. This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    43 min

  4. 07/02/2025

    S5E10 | How to Fix Your Message So the Right Clients (and Referrals) Find You - feat. Abby Arcishewsky

    Most insurance producers think they need more leads. What they actually need is more clarity. Clarity on: → Who they serve → Why they’re different → How they want to grow → And who should be referring them business In this episode of Getting Past the Premium, Elliot Bassett sits down with Abby Arcishewsky, founder of Archway Strategy, to break down how producers can build intentional, strategic, revenue-driving sales systems — starting with their value proposition and referral process. If you’re relying on COIs, but don’t have a plan… If your value prop is vague or generic… Or if your business development is ad hoc instead of engineered… This episode is a masterclass in fixing all of it. You’ll learn: ✅ How to define your Ideal Client Persona (ICP) — and why generalists get referred junk ✅ The 3 rules for qualifying great COIs (most people miss the last one) ✅ How to reframe your intro to avoid the “I already have someone” objection ✅ Why your value prop isn’t working — and how to build one that pulls prospects in ✅ How curated micro-events can 10X trust and drive high-conversion referrals ✅ The COI referral scripting strategy that gives you control over your positioning 👉 Connect and follow us: Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Website:  https://getlaunch.io/ 👉 Connect with our guest: Abby Arcishewsky, Founder of Archway Strategy & Consulting LinkedIn:  https://www.linkedin.com/in/abby-arcishewsky-cexp%C2%AE-cap%C2%AE-968a5276/   Website:  http://www.archway.consulting/ _____________________ 🎙️ Sponsored by LAUNCH This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance. With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO. Stop selling price.  Start selling insight. 👉 Visit https://getlaunch.io/ and get past the premium. _____________________ Chapters: 00:00 – Intro: Meet Abby Arcishewsky, Founder of Archway Strategy 01:10 – From Private Wealth to Building Business Development Systems 02:40 – The 5 Core Pillars of Sales Strategy 05:15 – How to Define Your Ideal Client Persona 06:50 – Why Generalists Get Bad Referrals 08:45 – “I Already Have Someone” — Fixing Your Value Proposition 11:55 – Overcoming Scarcity Mindset When Niching 13:50 – How to Phase Into a Niche Without Losing Revenue 15:00 – The Power of Intentional, Strategic Planning 16:40 – The 3 Golden Rules for COI Relationships 19:10 – Why Most COI Strategies Fail (and How to Fix It) 21:15 – The Power of Referral Scripting + Coaching Your COIs 24:00 – Why Education + Process Win the Referral Game 26:30 – Give to Get: Referral Trust is Earned, Not Assumed 28:00 – Curated Events as Referral Machines 30:15 – How to Build Trust and Create Momentum Through Events 32:50 – Event Stra This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    40 min

  5. 06/26/2025

    S5E9 | You Can't Scale What You Don't See...Why Most Producers Get Stuck and Flatline. feat. Ryan Deeds

    Most insurance producers cap out at $600K. Not because they lack talent...but because the system around them is broken. In this episode of Getting Past the Premium, I sat down with Ryan Deeds, VP of Strategy and Analytics at Alkeme, to break down the real reasons producers and agencies stall out. Ryan’s built sales systems for 300+ producers across 57+ acquired firms...and what he’s seeing is uncomfortable, but true: “40% of our clients were generating just 3.5% of our premium.” That’s not growth.  That’s bloat. You’ll discover: ✅ Why most producers plateau...and how to break through ✅ How Alkeme built a Producer Portal that actually gets used ✅ The single most important metric every producer should track (average account size) ✅ How to design cross-sell and round-out into your operations ✅ The real cost of service drag (and why it caps growth) ✅ Why earnouts complicate scale—and how Alkeme is solving for it ✅ What to do when producers resist systems, tools, and change 👉 Connect and follow us: Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Website:  https://getlaunch.io/ 👉 Connect with our guest: Ryan Deeds, VP of Strategy and Analytics at Alkeme LinkedIn:  https://www.linkedin.com/in/ryancdeeds/   Website:  https://alkemeins.com/ _____________________ 🎙️ Sponsored by LAUNCH This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance. With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO. Stop selling price.  Start selling insight. 👉 Visit https://getlaunch.io/ and get past the premium. _____________________ Chapters: 00:00 – Welcome Back: Ryan Deeds Returns 05:20 – The Producer Portal: Tracking, Tools, Transparency 10:15 – Cross-Sell and Round-Out at Scale 14:30 – Why Average Account Size Changes Everything 27:00 – Service Models, Earnouts & the Growth Bottleneck 42:00 – Chick-fil-A, ICPs, and Strategic Discipline This episode is a masterclass in building scalable, data-driven, human-first sales systems. If you’re a producer, agency owner, sales leader, or operator... this is required listening. This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    54 min

  6. 06/18/2025

    S5E8 | The $1M Producer’s Blueprint: Niches, Mentors, and Relentless Follow-Up feat. Wells Gunn

    Most insurance producers don’t make it past year three. Wells Gunn did…and built a thriving, specialized book in the independent grocery industry. In this powerful episode of Getting Past the Premium, host Elliot Bassett sits down with Wells to unpack the exact mindset, process, and strategies he used to go from cold-calling 100 prospects a week… …to leading a national risk practice for Houchens Insurance Group. No gimmicks.  No fluff.  Just the hard-earned truth about what it really takes to win in this business. You’ll learn: ✅ Why most producers quit (and how to avoid it) ✅ How to turn a niche into a $1M+ growth engine ✅ The role of mentors, repetition, and proprietary process ✅ The difference between quoting insurance… and being hired as a true advisor ✅ Why the best producers never stop cold calling — they just evolve it Whether you’re a new producer, a sales leader, or building a growth-first agency, this is the blueprint for long-term success in commercial insurance. 👉 Connect and follow us: Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Website:  https://getlaunch.io/ 👉 Connect with our guest: Wells Gunn, Producer, Houchens Insurance Group LinkedIn:  https://www.linkedin.com/in/wells-gunn-2bb32235/   Website:  http://www.higusa.com/  _____________________ 🎙️ Sponsored by LAUNCH This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance. With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO. Stop selling price.  Start selling insight. 👉 Visit https://getlaunch.io/ and get past the premium. _____________________ 00:00 – Intro + Sponsor 01:05 – The Golf Course That Changed Everything 02:23 – From Hospitality to Grocery 05:36 – Embrace the Grind: 100 Cold Calls a Week 10:59 – Niche or Die 19:15 – $1M Producer Blueprint 30:18 – How to Stand Out Against Bigger Shops 39:10 – Build a Process They Can’t Replace 43:00 – Final Word to Young Producers This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    46 min
  7. Josh Gurley - Changing the Way You View Your Sales Process

    05/21/2025

    Josh Gurley - Changing the Way You View Your Sales Process

    In this throwback episode, originally aired on January 4, 2023, Josh Gurley, Insurance Agency Owner at HM Advisors, redefines what it means to be an advisor. Josh explains how truly understanding your clients’ risks and proactively servicing them sets top-tier advisors apart, turning your sales process into a relationship-building tool for long-term success. Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ HM Advisors: https://www.hm-advisors.com/ LAUNCH: https://getlaunch.io/ LinkedIn: Elliot Bassett Ryan Brott Josh Gurley This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    57 min
  8. Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh

    05/14/2025

    Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh

    In this throwback episode, originally aired on July 17, 2024, Brandon Schuh of Christensen Group challenges the traditional insurance model by asking: what if you ran your agency like a law firm? Brandon unpacks how positioning yourself as a trusted advisor—not a quote machine—can transform client relationships, streamline your sales process, and unlock long-term growth. Episode Links: Ellerbrock-Norris: ⁠https://www.ellerbrock-norris.com⁠ Ellerbrock-Norris Wealth Strategies: ⁠https://www.ellerbrock-norris-ws.com⁠ Christensen Group Insurance: ⁠https://www.christensengroup.com⁠ LAUNCH: https://getlaunch.io/ Elliot Bassett: ⁠https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515⁠ Ryan Brott: ⁠https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a⁠ Brandon Schuh: ⁠https://www.linkedin.com/in/brandon-stephen-schuh This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

    41 min
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About

Welcome to Getting Past the Premium, hosted by Elliot Bassett and Ryan Brott! What's different about our podcast? We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!

Information

  • Creator
    Elliot Bassett & Ryan Brott
  • Years Active
    2021 - 2025
  • Episodes
    147
  • Rating
    Clean
  • Copyright
    © 2025 Getting Past the Premium
  • Show Website
    Getting Past the Premium