The Insurance Growth Lab

Hosted by Callan Harrington

Business Entrepreneurship

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Episodes

155

Latest episode

Aug 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

September 10, 2026Episode 15450 min

Alex Frommeyer on Using ICHRA to Win Small Business Clients

Callan Harrington sits down with Alex Frommeyer, Founder and CEO of Stack Health, to break down the future of small business health benefits. Alex previously founded Beam Dental, which he started in his dorm room and grew to over $175 million in premiums before its exit to Principal. Now he is tackling what he calls the core problem in healthcare: benefits organized around the employer instead of the individual. Alex explains how ICHRA plans shift employers from defined benefit to defined contribution, giving employees the freedom to choose their own coverage, doctors, and health systems. He walks through why this lets brokers go on offense instead of defense, which types of businesses are adopting it fastest, and how Stack routes unused dollars into HSAs so employees never leave money on the table. The conversation then turns to how Alex is building an AI native company using a slower, smaller, and senior approach to hiring, and why he believes this is good news for young workers and small businesses alike. If you work in benefits or run a small business, this one is worth your time. Key topics covered: [00:00] Intro [01:38] First time running out of money [03:22] Choosing the insurance deck gamble [04:41] The pitch that changed everything [07:12] Beam's exit by the numbers [08:11] Why benefits are broken [10:23] Organizing risk at the wrong layer [13:15] Individual coverage for baby delivery [15:18] What an ICHRA plan is [18:30] Turning leftover dollars into HSA savings [22:15] Brokers going on offense [25:59] Why brokers still profit here [28:44] Best businesses to target [30:52] How ICHRA strengthens the ACA market [33:31] Building slower smaller senior [39:25] Why AI won't kill jobs [44:22] The 10 year vision for stacking [49:14] Advice for future entrepreneurs Follow Alex Frommeyer on LinkedIn: https://www.linkedin.com/in/alexfrommeyer/ If you found this useful, subscribe for more tactical breakdowns of the growth strategies working right now in insurance. The Insurance Growth Lab is brought to you by Flashgrowth, where we go deep on the campaigns and strategies driving real results for carriers, insurtechs, and top brokers.

September 3, 2026Episode 15345 min

Jeff Cohen on Why Benchmarking and Loss Data Change How Brokers Place Coverage

In this episode of The Insurance Growth Lab, host Callan Harrington sits down with Jeff Cohen, Senior Vice President at Zywave, to break down how data separates transactional agents from true advisers. Jeff has spent over 20 years building two powerful datasets, an insurance program benchmarking database and a library of more than 1 million verified loss events. He explains why benchmarking answers what everyone else is doing while loss data answers why they do it. The conversation digs into the gap between what a carrier pays on a claim and the actual economic loss a business absorbs, a difference that can shut a company down. Jeff and Callan explore how AI is leveling the playing field for smaller agencies, why Zywave built an MCP layer to connect its tools with platforms like Claude, and the critical distinction between efficiency and productivity. Jeff also shares what he believes will never change in insurance, from relationships to consistency, and the advice he would give his younger self. If you want to understand how data, AI, and relationships shape the future of insurance sales, this episode is worth your time. Key topics covered: [00:00] Intro [01:14] Building a 20-year insurance database [04:38] How benchmarking guides coverage decisions [05:47] Why loss data beats claims data [07:20] The gap between payouts and true loss [09:27] Mining 1 million verified loss events [11:05] Becoming a trusted adviser with AI [12:32] Leveling the field against big brokers [15:14] What AI can't replace in advising [18:27] Closing the economic loss gap [21:57] Efficiency versus productivity gains [26:29] How agents differentiate in an AI world [32:01] What won't change in insurance [34:32] Why relationships drive real value [37:46] The power of owning your niche [40:32] Advice for his younger self Follow Jeff Cohen on LinkedIn: https://www.linkedin.com/in/jeffreymcohen If you found this useful, subscribe for more tactical breakdowns of the growth strategies working right now in insurance. The Insurance Growth Lab is brought to you by Flashgrowth, where we go deep on the campaigns and strategies driving real results for carriers, insurtechs, and top brokers.

August 20, 2026Episode 15212 min

The Cross-Sell tactics Behind Insurance's Best Agencies

Host Callan Harrington pulls together some of the best cross-sell moments from top insurance agencies on The Insurance Growth Lab. Featuring Chris Paradiso, Eric Roberts, and Clinton Houck, this episode breaks down exactly how elite agencies grow policies per customer and treat retention as the foundation of everything. Chris explains why emails are for information and phone calls are for communication, and why calling every client each year beats any shortcut. Eric shares his detailed renewal journey, the needs-tagging system his team uses, and a simple 5-step method to close every client call. Clinton then reveals how auto warranty works as a natural cross-sell that fits right into the insurance conversation without competing with your existing book. If you want a clear playbook for cross-selling and retention from agencies that actually track the numbers, this episode is worth the listen. Key topics covered: [00:00] Intro [00:31] Why elite agencies track policies per customer [01:49] Real growth starts with retention [01:56] Emails for information phone calls for communication [02:14] Turn a dog into an umbrella sale [03:10] Why calling every client wins [03:48] The hidden cost of monoline policies [04:47] Doubling policies per household system [05:20] Building a simple renewal journey [06:07] The GVGEC close framework [06:50] First step to start cross-selling [08:23] Why producers resist new products [08:48] Auto warranty as a cross-sell cheat code [09:55] Selling warranty as an endorsement [11:08] Beating the warranty stigma [12:00] Finding complementary products that convert Follow The Insurance Growth Lab for more conversations with marketing and growth leaders across the insurance industry. Subscribe for weekly breakdowns of the campaigns and strategies driving real results in insurance.

August 13, 2026Episode 15133 min

How Bill Johnson Grew Liberty to $240 Million in Revenue Without Private Equity

Host Callan Harrington sits down with Bill Johnson, Chairman and CEO of Liberty Company, to unpack one of the most unusual growth stories in insurance. Bill built an agency to $3 million in revenue, left to produce more than 30 films alongside major actors, then returned to grow Liberty to over $240 million in revenue and 900 people. He explains why he almost sold the business, how the universe pushed him to keep part of it, and what pulled him back years later. The heart of the conversation is culture and why Bill treats it as the real engine of growth. He breaks down how he defines culture as a feeling rooted in mission and values, how that feeling attracts top talent, and why staying privately held with zero private equity dollars sets Liberty apart. Bill also shares the specific things he does differently, from leading company meditations to hiring a Chief Wellness Officer and running dream circles for his people. If you care about building a business people never want to leave, this one episode is worth a listen. Key topics covered: [00:00] Intro [01:01] Reading signs from the universe [01:54] Building an agency from scratch [03:09] Chasing the film producer dream [04:30] Selling the insurance business [05:52] Carving out personal lines [08:00] Going all in on film [09:53] Landing the Ryan Reynolds movie [10:36] Why he returned to Liberty [11:52] Life as creative expression [13:55] Culture as a growth catalyst [16:09] Attracting top talent [19:19] Privately held with no PE grind [21:00] Highest and best use philosophy [23:05] Hiring a chief wellness officer [26:00] The dream circle initiative [28:22] Cultivating authenticity at work [31:04] Bringing life into alignment Connect with Bill Johnson on LinkedIn: https://www.linkedin.com/in/bill-johnson-liberty If you found this useful, subscribe for more tactical breakdowns of the growth strategies working right now in insurance. The Insurance Growth Lab is brought to you by Flashgrowth, where we go deep on the campaigns and strategies driving real results for carriers, insurtechs, and top brokers.

August 6, 2026Episode 15035 min

How Lee LeBaigue Uses AI Policy Checking to Catch Coverage Gaps

Callan Harrington sits down with Lee LeBaigue, SVP at ISU Steadfast Retail and Brokerage, to break down how he is using AI to improve accuracy and generate new business inside an insurance agency. Lee shares how his years touring in a punk band shaped the business instincts he now applies to marketing, submissions, and growth. The conversation gets tactical fast. Lee explains how AI policy checking with citation tools caught a suite number error and a 15-year coverage gap that made the agency a better adviser overnight. He walks through using Claude to comb through massive public datasets like FMCSA and OSHA records to build targeted lead lists and open smarter conversations with prospects. Callan and Lee also debate where AI should not go, why human relationships and referrals still win, and what insurance might look like in 10 years once the busywork disappears. If you want real examples of AI at work inside an agency instead of hype, this one is worth your time. Key topics covered: [00:00] Intro [01:16] How a punk band taught business skills [02:41] Marketing lessons that translate to insurance [04:16] Why AI matters in agencies [05:35] What policy checking really means [07:22] Choosing the right AI tool [08:21] The excess policy catch that paid off [10:00] Becoming a true adviser not just efficient [11:49] Fact checking AI to avoid mistakes [14:04] Better submissions with insurance AI [16:22] Mining public data for new business [19:15] Leveling the playing field with AI [22:03] Building outreach that drives referrals [23:24] Inside Block's radical AI experiment [25:45] Why humans still matter in claims [28:19] Freeing up time for real relationships [29:19] The consumer driven shift ahead [32:26] AI music and the future of curation Connect with Lee LeBaigue on LinkedIn: https://www.linkedin.com/in/leelebaigue/ If you found this useful, subscribe for more tactical breakdowns of the growth strategies working right now in insurance. The Insurance Growth Lab is brought to you by Flashgrowth, where we go deep on the campaigns and strategies driving real results for carriers, insurtechs, and top brokers.

July 30, 2026Episode 14917 min

How Top Insurance Agencies Stand Out in a Crowded Market

Host Callan Harrington pulls together some of the best moments from The Insurance Growth Lab, featuring Ryan Hanley, Matt Naimoli, Curtis Barton, and Patrick McBride. The theme is simple. In a crowded broker world, the top agencies find ways to create real separation, and this episode breaks down exactly how they did it. Ryan explains why every leader needs a personal brand and how content fills the trust gap before a prospect ever talks to you. Matt shares the story of custom bobbleheads sent to top realtors and mortgage brokers, a campaign that led to a network that fueled years of growth. Curtis details his niche within a niche approach, front-branding producers in specific industries to make them instant experts. Patrick closes with a clever play targeting Harley Davidson owners, using Reddit content and pixel ads to turn one policy into five or six per household. Each story shows a different path to standing out, and every one is grounded in real results. Listen in to steal the ideas and make them your own. Key topics covered: [00:00] Intro [01:28] Why every leader needs a personal brand [03:34] Content that closes the trust gap [04:33] Selling GNG to Hill Group [05:07] The bobblehead marketing campaign explained [06:14] Building instant relationships through gifts [07:11] Going all in on home buyers [08:53] Curtis breaks down $122M EBITDA agency [09:41] Niching down to win commercial sales [10:29] Front branding your producers for authority [11:53] What makes an agency worth acquiring [12:33] Targeting Harley Davidson owners [13:52] The economics behind the niche [15:14] Turning one policy into six exposures [16:23] Winning with Reddit content and pixel ads [16:49] Referral networks that shut off the ads If you found this useful, subscribe for more tactical breakdowns from marketing and growth leaders in insurance. The Insurance Growth Lab is brought to you by Flashgrowth, where we go deep on the growth campaigns and strategies driving real results in the insurance industry.

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 remembering Connect with Diane Brickner on LinkedIn: linkedin.com/in/diane-brickner-b6a80711?originalSubdomain=ca Subscribe 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 today Connect with Callan Harrington on LinkedIn: https://www.linkedin.com/in/callanharrington Subscribe 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 Employee Connect with Travis Hedge on LinkedIn: https://www.linkedin.com/in/travishedge Subscribe 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 Constellation Connect with Scott Tannas on LinkedIn: https://ca.linkedin.com/in/scotttannas Subscribe to The Insurance Growth Lab for more tactical insights from insurance industry leaders who are driving real growth results.