The Insurance Growth Lab

Hosted by Callan Harrington

Business Entrepreneurship

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Episodes

148

Latest episode

Jun 2026

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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.

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60 recent

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.

April 23, 2026Episode 13839 min

Breaking Down Modern Claims Operations with Snapsheet President Andy Cohen

Callan Harrington sits down with Andy Cohen, President and COO of Snapsheet, to dive into why claims operations represent the biggest opportunity left in insurance, and what it actually looks like when carriers get it right. Andy brings perspective from both the carrier side and Snapsheet's work with over 180 carriers, including 16 of the top 20 P&C carriers. Andy covers why loss adjustment expenses have barely moved even as premiums have surged, what modern claims operations actually look like when they're working, and what brokers and agents should be asking their carrier partners to hold them accountable on performance.This episode provides actionable insights for anyone looking to understand how claims technology can drive better outcomes and competitive advantage in today's insurance market.Key topics covered:[00:00] Intro[01:15] Change Management Takes 3 Years at Carriers[03:02] AI Moving Fast in Insurance[06:16] Snapsheet's 180 Carrier Network[08:10] Claims Tech Overnight Success 14 Years Later[10:59] Brokers Haven't Paid Attention to Claims[15:28] Agents Can Vote With Their Feet[18:03] Questions Agents Should Ask Carriers[21:07] Best Practices from Top Carriers[24:08] Key Questions About Loss Adjustment Expense[26:28] Modern Claims Process Breakdown[30:40] Where Agents Insert Themselves[32:49] The Next 10 Years of Claims[36:03] Modernization vs True Transformation[38:31] Claims as Competitive AdvantageConnect with Andy Cohen on LinkedIn: https://www.linkedin.com/in/andrewjustincohenSubscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

April 16, 2026Episode 13737 min

What Top Insurance Producers Do Differently with Paul VanderMarck

Host Callan Harrington sits down with Paul VanderMarck, Chief Technology and Innovation Officer at SageSure, to explore what the best insurance producers actually do differently, and why a softening market is about to make that question impossible to ignore.Paul shares how top producers navigate the shift from a supply-constrained hard market to one where competition on price is back, and carriers are getting aggressive. He walks through a real example of how an admitted policy with full replacement cost coverage is a fundamentally different product than a surplus lines policy with a roof payment schedule, and why the agents who can explain that difference are also the most insulated from AI reshaping distribution.This episode is a must-listen for any producer or carrier executive trying to understand where distribution is headed and what it actually takes to win in a softening market.Key topics covered:[00:00] Intro[01:09] Mountain bike sales lesson for insurance[04:19] Why insurance isn't really a commodity[06:42] What top producers actually do differently[09:17] True advisory selling versus order taking[12:27] Technology supporting producer education[16:34] Hard market survival strategies for agents[19:39] Soft market competition and pricing tactics[22:55] AI deployment in insurance operations[25:28] AI threat to insurance distribution channels[28:37] Future of AI in customer acquisition[31:26] Leveraging AI for producer training acceleration[35:27] Insurance as life partnership visionConnect with Paul VanderMarck on LinkedIn: https://www.linkedin.com/in/pvandermarckSubscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

April 2, 2026Episode 13639 min

Kyle Nakatsuji on What the Future of AI in Insurance Actually Looks Like

Host Callan Harrington sits down with Kyle Nakatsuji, CEO and Founder of Clearcover and Dearborn Labs, to explore how AI is reshaping insurance from the ground up. Kyle shares his unconventional path from persistent business school dropout to insurance entrepreneur who raised over $500 million and built technology capable of processing claims in 7 minutes.The conversation dives into Kyle's decision to launch Dearborn Labs, essentially bringing a decade of hard-won AI deployment lessons to carriers and agencies who can't afford to wait. Kyle explains why the recent leap in reasoning capabilities from frontier models like Claude Opus 4.6 represents a genuine inflection point, not just incremental progress. He outlines a future where agents interact with AI orchestrators rather than navigating fifteen carrier portals, with context rather than software becoming the true competitive currency in insurance.Kyle's insights on the K-shaped economy emerging from AI adoption offer a clear roadmap for insurance professionals ready to embrace the technology revolution transforming their industry.Key topics covered:[00:00] Intro[03:42] Business school persistence pays off[06:13] Competing against billion dollar ad spends[07:07] Seven minute claim payout achievement[08:15] Why launch Dearborn Labs now[10:27] AI breakthrough moment arrives[12:23] Agent experience transformation begins[15:11] API for AI agents explained[20:11] Who builds the connection layer[24:18] K shaped AI adoption reality[28:34] Start simple with AI tools[31:06] Technology curve never flattens[32:18] Discovery process for carriers[35:58] Building hammers versus finding nails[37:17] Advice to younger selfConnect with Kyle Nakatsuji on LinkedIn: https://www.linkedin.com/in/kylenakatsujiSubscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.