The Insurance Growth Lab

Hosted by Callan Harrington

Business Entrepreneurship

Website RSS feed

Episodes

150

Latest episode

Jul 2026

Language

About the show

Host Callan Harrington dives into the strategies, decisions, and lessons that have shaped the careers of top marketing and growth leaders in the insurance industry. From bold moves to costly mistakes, each episode uncovers real-world insights that listeners can apply to accelerate growth in their own businesses.

Listen to episodes

60 recent

July 9, 2026Episode 14842 min

How Diane Brickner Grew Peace Hills Insurance From 3 Employees to $500M in Premium

Host Callan Harrington sits down with Diane Brickner, Retired President and CEO of Peace Hills Insurance, to break down how a company with no profit for its first 10 years became consistently profitable for more than three decades. Diane shares the unlikely story of how Peace Hills started from three people, an idea, and a dormant insurance charter to become a company with over 350 employees and half a billion in annual premiums.Diane explains why she walked away from a rising career at Royal Insurance to build something new and how broker relationships became the foundation of lasting profitability. She talks about underwriting brokers as carefully as the business itself, becoming Canada's first female insurance company CEO, and the culture work that kept turnover low for decades. Her advice on leading by consensus and staying true to yourself is grounded in real decisions made over 40 years.If you want a real look at how relationships and culture build a durable insurance company, this conversation is worth your time.Key topics covered:[00:00] Intro[01:32] Asking shareholders for capital survival[03:38] From losses to 15 million profit[04:12] Canada's first female insurance CEO[04:57] Leaving Royal for risky startup[08:03] How they pulled off the impossible[10:17] Signing 24 brokers before launch[13:31] Surviving the 1987 tornado disaster[16:07] Building a claims service reputation[19:04] Fostering culture through Christmas stockings[23:39] The letter that changed everything[26:28] Stepping into a mentor's shoes[30:03] The secret to profitable growth[33:16] Why brokers get emotional about Peace Hills[37:15] Evolving as CEO alongside the company[41:04] Career advice worth rememberingConnect with Diane Brickner on LinkedIn: linkedin.com/in/diane-brickner-b6a80711?originalSubdomain=caSubscribe to The Insurance Growth Lab for more tactical insights from insurance industry leaders who are driving real growth results.

July 2, 2026Episode 14712 min

The 3 Moves Separating Elite Insurance Brokers from Everyone Else with Callan Harrington

Host Callan Harrington takes the mic solo in this episode to break down what separates the elite insurance brokers from everyone else. After 40 episodes of the Insurance Growth Lab, Callan pulled out the three themes that consistently show up among the top performers and turned them into practical takeaways you can apply to your own business.The conversation digs into how the best brokers find untapped markets that let them avoid head-to-head competition, using Matic Insurance and its move into loan servicing as a standout example. Callan also explains why elite operators bet the farm on what already works, pointing to Western Financial Group and its $775 million exit. He closes with the discipline of obsessing over a single growth metric, from policy count retention to policies per customer, plus a simple cross-sell tactic any agency can start using right away.If you want a clear roadmap for thinking like the top brokers in the country, this one is worth your time.Key topics covered:[00:00] Intro[00:45] Stealing tactics from elite performers[01:32] 3 themes top brokers share[02:19] Finding untapped market opportunities[02:56] How Matic disrupted real estate insurance[04:35] Loan servicing as a 10x market[05:20] 750000 leads and massive growth[05:46] Going all in on what works[06:31] Why elites bet the farm[07:03] Scott Tannas small town agency play[08:13] The 775 million exit story[08:30] Obsessing over one growth metric[09:14] Policy count versus premium wake up call[10:09] Why policies per customer matters[11:40] Where brokers should start todayConnect with Callan Harrington on LinkedIn: https://www.linkedin.com/in/callanharringtonSubscribe to The Insurance Growth Lab for more tactical insights from insurance industry leaders who are driving real growth results.

June 18, 2026Episode 14643 min

How Travis Hedge Built an AI-Enabled Brokerage at Vouch Insurance

Callan Harrington sits down with Travis Hedge, Co-Founder and CEO at Vouch Insurance, to explore how his company became an AI-enabled brokerage generating 73 NPS scores and $200M+ in funding.The conversation dives into Vouch's transformation from primarily a carrier to exclusively a brokerage business and how that shift unlocked new opportunities for AI integration. Travis shares specific examples of AI workflows his team has built, from automated renewal proposals to real-time coaching systems, and explains their AI native operating principles that focus on rapid prototyping and accelerated learning loops. He also discusses the strategic decision to sell their carrier business to focus entirely on building the most trusted brand in the lower-middle market for complex, underserved tech companies.Travis provides tactical insights on building AI workflows that actually work while maintaining the human relationships that drive trust in the insurance industry.Key topics covered:[00:00] Intro[03:22] Trusting Human Agents Over Digital[06:21] Building AI Native Operating Systems[08:52] AI Builder of the Week Awards[11:40] Creating Data Architecture Foundations[14:45] Industrializing Insurance Expertise in Real Time[18:25] Accelerating Producer Learning Loops[21:13] Setting AI Guardrails and Boundaries[24:23] Client Manager Builds AI Renewal Proposal[27:41] Transforming from Carrier to Broker[32:04] Selling the Insurance Carrier Division[36:02] Transitioning to CEO Role[40:10] 10 Year Vision for AI-Enabled Brokerage[42:46] Scaling Revenue Per EmployeeConnect with Travis Hedge on LinkedIn: https://www.linkedin.com/in/travishedgeSubscribe to The Insurance Growth Lab for more tactical insights from insurance industry leaders who are driving real growth results.

June 11, 2026Episode 14543 min

How Scott Tannas Turned One Small-Town Agency into a $775M Exit

Host Callan Harrington sits down with Scott Tannas, Chairman of Western Investment Company and Canadian Senator, to explore how he transformed a single small-town insurance agency into a massive enterprise. Scott shares the remarkable journey of growing Western Financial Group's stock price by 1038 percent, ultimately leading to a $775 million acquisition in 2017.Scott walks through his methodical approach to acquiring insurance agencies across small-town Western Canada, starting with just $100,000 and a willingness to learn the business from the ground up. He discusses the critical moments when he had to systematize operations, rebrand individual agencies under one unified name, and build a cohesive culture across 140 distributed locations. From implementing employee conventions and boot camps to developing guiding principles that attracted the right people while repelling the wrong ones, Scott demonstrates how intentional culture-building scaled across hundreds of employees in dozens of communities.This conversation offers invaluable insights for anyone looking to scale an insurance brokerage through strategic acquisitions while maintaining culture and operational excellence.Key topics covered:[00:00] Intro[03:42] Acquiring High River Insurance with $100,000[05:49] Early Growth Strategy and Phone Book Prospecting[07:33] Spotting Opportunities at Broker Conventions[08:38] Going Public with Junior Capital Pool[10:47] Small Town Focus Over Metropolitan Markets[12:26] Thoughtful Targeting and Relationship Building[16:54] Building Culture Across Distributed Workforce[18:52] Slaying Sacred Cows at 25 Stores[21:34] Employee Conventions and Boot Camp Training[24:58] Creating Real Guiding Principles[29:27] Single Number Focus and Flash Reports[31:12] Paying Branch Managers Like Mini Owners[33:57] Leading Through Different Growth Stages[35:32] Becoming the Brand at 50 Employees[38:45] Starting Western Investment Company[40:33] Building Fortress Insurance and Finding Partners[42:17] Vision for Specialty Insurance ConstellationConnect with Scott Tannas on LinkedIn: https://ca.linkedin.com/in/scotttannasSubscribe to The Insurance Growth Lab for more tactical insights from insurance industry leaders who are driving real growth results.

June 4, 2026Episode 14442 min

Chad King's M&A Strategy That Grew King Risk Partners to $125 Million

Host Callan Harrington sits down with Chad King, Chairman and Founder of King Risk Partners, to explore how he transformed a 6-person family agency into a $125 million powerhouse with over 600 employees. Chad shares the pivotal lesson from his father about keeping your word that became the foundation of his business philosophy, from driving through hurricanes to close deals to building authentic relationships that differentiate King in the competitive M&A landscape.Chad reveals his unconventional early acquisition strategy where agencies with websites were considered too big to buy, leading to creative deal structures and genuine connections with sellers. He discusses the evolution from hands-on operator to visionary leader, the importance of finding patriots over mercenaries in partnerships, and how maintaining personal relationships at scale has driven King's growth to over 60 acquisitions. Chad's story demonstrates how authentic leadership and genuine care for people can build extraordinary business results while maintaining strong company culture.Key topics covered:[00:00] Intro[01:06] Dad's lesson about keeping your word[03:17] Driving through hurricanes for M&A deals[06:16] Leaving Wall Street for family insurance agency[09:13] First acquisition strategy targeting agencies without websites[12:16] Creative deal structures for early acquisitions[15:02] Choosing the right private equity partner[18:51] Building emotional connections in M&A deals[22:02] Maintaining personal relationships at scale[26:22] Patriots vs mercenaries approach to acquisitions[28:48] Providing confidence through transparency and testimonials[32:38] Evolving leadership through different growth stages[36:33] Finding your zone of genius in M&A[39:41] Building with humility and asking for help[40:46] Long-term vision for company cultureConnect with Chad King: https://www.linkedin.com/in/malcolm-chad-king-509a1812Subscribe to The Insurance Growth Lab for more tactical insights from top insurance industry leaders, and don't forget to leave a review if this episode was valuable to you.

May 28, 2026Episode 14342 min

How Rollo Insurance 5X'd in 5 Years Without a Niche or Outside Capital

Callan Harrington sits down with Jackson Rollo, President of Rollo Insurance, to explore how he became president at 24 and led the agency through 5x growth over 5 years without private equity backing.Jackson explains Rollo's unique philosophy of being a local generalist rather than pursuing industry niches, focusing on relationships and community connections over product specialization. He details their systematic approach to scaling culture across 250 teammates in 50 locations nationwide, including the creation of the Rollo Rules and integration processes for acquisitions. The conversation covers practical strategies for driving cultural adoption remotely and how they maintain their family business values while achieving venture-backed growth rates.Discover how relationship-first thinking and local community focus can drive exceptional growth in the insurance industry.Key topics covered:[00:00] Intro[02:17] Top producer credibility drives leadership success[04:02] Converting sales expertise into teachable processes[07:59] Local generalist strategy over niche specialization[11:03] Building trust through personal connections[13:27] Scaling local relationships across multiple states[17:12] Culture integration for new acquisitions[22:28] Handling cultural misalignment in acquisitions[25:59] Defining culture through beliefs values standards[29:26] Driving adoption of Rollo Rules nationwide[33:53] Right people doing right way growth formula[38:13] Learning from mistakes with mentorship guidance[40:20] 10 year vision staying true to core valuesConnect with Jackson Rollo: https://www.linkedin.com/in/jacksonrolloSubscribe to The Insurance Growth Lab for more tactical insights from top insurance industry leaders, and don't forget to leave a review if this episode was valuable to you.

May 21, 2026Episode 14240 min

How Brokers Can Become True Risk Advisors with Aclaimant President David Wald

Callan Harrington sits down with David Wald, President and Co-Founder of Aclaimant, to explore what it truly means to become a risk advisor in today's insurance market. David shares the unexpected origin story of Aclaimant and its growth trajectory to tracking billions of dollars in claims annually and serving thousands of companies.The conversation dives into the practical aspects of becoming a true risk advisor rather than just a rate-shopping broker. David outlines the three key components that separate real risk advisors from those who just talk about it. He also shares his insights on the importance of leveraging professional networks, the transition from founder to president, and why listening to industry veterans can accelerate business growth.This episode provides actionable insights for brokers looking to evolve their service model and technology entrepreneurs entering the insurance space.Key topics covered:[00:00] Intro[01:01] Father-in-law's app idea sparks startup[04:11] Three early customers say yes immediately[07:58] What being a risk advisor really means[11:00] Quarter million premium threshold for advisory services[12:32] Three parts of successful risk advisory[17:54] Geographic density versus vertical specialization[22:46] Leveraging asymmetric relationship advantages[25:48] Network building creates business opportunities[30:34] Hiring Kathy Burns as CEO transition[34:47] Organizational maturity through experienced leadership[37:33] Listen more to industry wisdomConnect with David Wald on LinkedIn: https://www.linkedin.com/in/davidawaldSubscribe for more tactical insurance growth insights and strategies from industry leaders who are driving real results.

May 14, 2026Episode 14143 min

Chris Paradiso's Retention System Every Insurance Agency Needs

Host Callan Harrington sits down with Chris Paradiso, owner of Paradiso Financial and Insurance Services, to dive into the retention strategies that form the foundation of real agency growth. Chris shares how his 50+ employee agency learned the hard way that retention is everything when their numbers dropped nearly 10% after getting lazy with client communication during COVID.Chris breaks down his systematic approach to client retention, from the 60-day renewal process to the three-attempt phone call strategy for top clients. The conversation covers practical tactics like same-call resolution, Net Promoter Score follow-ups, and why Chris believes emails are for information but phone calls are for communication.This episode delivers actionable insights for any agency owner looking to build sustainable growth through stronger client relationships and proven retention systems.Key topics covered:[00:00] Intro[01:00] Marine Corps Boot Camp Experience[03:46] Conquering Fear Through Challenges[07:37] Real Growth Starts with Retention[08:15] Vegas Agency Retention Disaster[10:45] Phone Calls Drive Retention Success[13:53] Calling Every Single Client[18:14] Single A Clients Become Triple A's[20:30] Growth Formula with Retention Math[21:00] Soft Market Premium Challenges[23:55] Coverage First Price Second Strategy[26:02] Recording and Auditing Phone Calls[28:44] Segmented Client Touch Points[30:21] 60 Day Renewal Process[32:17] Net Promoter Score Follow Up[34:01] Dunkin Donuts Gift Card Hack[37:36] Same Call Resolution Strategy[39:17] First Step Retention Coaching Advice[41:40] Investing in the Best TrainingConnect with Chris Paradiso on LinkedIn: https://www.linkedin.com/in/christopherparadisoSubscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

May 7, 2026Episode 14040 min

How Lyndon Block Built 7 Insurance Brokerages Through Community Building

Callan Harrington sits down with Lyndon Block, President & CEO of Block's Agencies, Prairie Insurance, Mello Insurance, and Rosthern Agencies, to explore his unconventional path to building 7 insurance brokerages across Saskatchewan. Lyndon shares how a chance encounter with marketing expert Chris Paradiso at a conference sparked a relentless pursuit of digital marketing mastery that changed everything. After being called out for doing "nothing" with his marketing efforts, Lyndon's persistence led to a life-changing mentorship in Connecticut, where he learned the fundamentals of digital growth.The conversation reveals Lyndon's dual strategy of building both a self-funded digital insurance platform and acquiring struggling small-town agencies. He explains why distressed assets in rural communities represent hidden opportunities and how his boots-on-the-ground approach builds the trust necessary to turn around declining agencies.This episode offers practical insights for anyone looking to grow through acquisition or build authentic community connections in their business.Key topics covered:[00:00] Intro[02:09] Wake up call from insurance marketing guru[03:32] Flying to Connecticut for free training[05:55] Persistence as a competitive advantage[08:00] Self funding a digital insurance agency[09:27] Gary Vaynerchuk's cannibalization strategy[11:19] Building API bridges for online insurance[12:02] Old school door knocking for lead generation[14:17] Two minute tenant insurance buying process[16:37] Small town community strategy explained[18:58] Why buy struggling insurance agencies[21:33] Small town loyalty creates sticky clients[25:02] Turning around distressed agencies[28:40] Being present at hockey games and pancake breakfasts[31:17] Using comedy to generate insurance business[34:44] Digital versus community agencies coexisting[36:56] Never say no to opportunitiesConnect with Lyndon Block on LinkedIn: https://www.linkedin.com/in/lyndonblock/Subscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

April 30, 2026Episode 13944 min

How Curtis Barton Built ALKEME into a $2B Insurance Powerhouse

Curtis Barton didn't take the traditional path to building a large platform agency. He convinced six agency owners to merge their businesses, raise private equity capital together, and build something that had never been done in the industry. ALKEME is now ranked 21st on the Insurance Journal top 100, with over $2 billion in premiums written, $122 million in EBITDA, and 83 acquisitions completed.Callan Harrington sits down with Curtis to break down how ALKEME was built from the ground up, why they moved every agency onto a single integrated system before anyone was talking about it, and how they use AI today to turn account managers from reactive paper pushers into proactive mini-salespeople. This episode is a blueprint for any agency owner thinking about what it actually takes to scale past a lifestyle business and build something that lasts.Key topics covered:[00:00] Intro[01:18] Skiing teaches business adaptation skills[04:24] Why leaders must explain change[06:48] Building agency from zero revenue[09:02] Lifestyle business versus generational wealth[11:00] Constant reinvestment beats traditional playbooks[12:36] Eight agencies merge into platform[17:19] Roadblocks to starting agency platforms[22:23] Pick niche then hyper niche[25:18] Organic growth fuels acquisition capacity[28:58] AI automates workflow from inbox[32:16] Blind scoring acquisition targets[36:22] Scale beats growth every time[40:07] Maturity means leading with intelligence[44:49] Building forever company not exitConnect with Curtis Barton on LinkedIn: https://www.linkedin.com/in/curtisbartonSubscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.