The Scratch Agency Podcast

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Episodes

169

Latest episode

Jun 2026

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EN-US

About the show

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.

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60 recent

June 11, 2026Episode 16633 min

Audit Your Agency Tech Stack Before Buying Another Tool | With Michael Ley

In Episode 166 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Michael Ley, Director of Networks at HawkSoft, to tackle a topic every agency owner needs to hear: your tech stack.From shiny-object syndrome and AI overload to duplicate subscriptions, underused software, and disconnected systems, Michael shares a practical framework for auditing your agency’s technology before adding another monthly expense.The conversation dives into how agencies can identify wasted spending, uncover overlooked features in existing platforms, improve integrations, and create more efficient workflows without constantly chasing new software.Whether you're a brand-new scratch agent or running a mature agency with multiple team members, this episode will help you simplify your operations, reduce tech bloat, and focus on tools that actually move the needle.🔍 If you've ever wondered whether you're paying for software you don't need, missing features in tools you already own, or creating unnecessary complexity in your agency—this episode is for you.🕒 Timestamps:00:00 – Introduction & Meet Michael Ley01:55 – Michael’s Journey from Agency Owner to HawkSoft05:10 – The Biggest Tech Mistake Agencies Make07:15 – Building a Tech Inventory & Cost Audit10:05 – Finding Duplicate Software & Hidden Costs13:00 – Integrations: Why They Matter More Than New Tools15:35 – CRM vs AMS: Where Should Your Team Live?19:45 – Agency Tech Gaps & Underutilized Features22:30 – AI in Insurance Agencies: Real-World Applications28:15 – Why Education & Vendor Training Matter31:00 – “You Can’t Scale Chaos” – Audit Before You Build33:45 – Practical Advice for Scratch Agents36:10 – Upcoming Events & Community Updates💼 Sponsored by HawkSoftA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🌐 Learn More:https://www.hawksoft.com🔗 Links & Resources:📍 Scratch Agency NYC MeetupJuly 31, 2026 | New York Cityhttps://scratchagencynyc.com📘 Join the Scratch Agency Podcast Community (Facebook Group)📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.comIn this episode, Michael emphasizes a powerful lesson: most agencies don't have a technology problem—they have a visibility problem. Before buying another software subscription, take inventory of what you're already paying for, understand the features you already own, and make sure your systems are working together before adding more complexity.

June 3, 2026Episode 16516 min

State Farm Insurance Compensation Cuts | The Bigger Industry Story

In Episode 165 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald break down one of the biggest insurance industry stories of the year — the reported State Farm compensation changes and what they could mean for agents across the industry.Stephen and Shawn share their perspectives on the reported commission reductions, benefit changes, and the broader implications for captive agents navigating uncertainty. They discuss the reactions happening across Facebook groups, LinkedIn, and industry communities, while offering a grounded perspective for independent agency owners.The conversation explores why independent agents may be in a fundamentally different position, the importance of diversification, carrier relationships, profit sharing, commission structures, and how agency owners can focus on what they can control instead of getting caught up in fear and speculation.They also dive into AI, technology, industry disruption, and why preparing for the future is different than panicking about it. Most importantly, they discuss how agency owners can turn industry change into opportunity by staying focused on growth, strategy, and execution.🔍 If you're wondering what the reported State Farm changes mean, how independent agencies should think about industry shifts, or how to position your agency for long-term success — this episode delivers practical perspective and actionable insight.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Breaking State Farm News03:15 – Reported Commission & Benefit Changes Explained07:45 – Why Captive and Independent Models Are Different12:20 – Should Independent Agents Be Concerned?17:10 – Carrier Diversification & Strategic Partnerships22:35 – Profit Sharing, Commissions & Market Trends27:40 – GEICO, Direct-to-Consumer & Industry Shifts32:15 – AI, Technology & Preparing for the Future38:20 – Opportunity vs. Fear During Industry Change43:10 – What Agency Owners Can Actually Control48:05 – The NYC Meetup Update & Community Announcements51:20 – Final ThoughtsA 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:/ thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ...🌐 Visit Our Website:https://scratchagencypodcast.com🎟️ Scratch Agency NYC Meetup:https://scratchagencynyc.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!

May 28, 2026Episode 16418 min

Double Down on What’s Working | Avoiding Entrepreneur Distraction Loops

In Episode 164 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald dive into one of the biggest hidden struggles agency owners face: constantly chasing the next thing instead of doubling down on what’s already working.From AI noise and niche FOMO to SOP rabbit holes, dashboards, and shiny-object syndrome, the guys share real stories from their mastermind group conversations and explain how easy it is for entrepreneurs to get distracted—even when their businesses are growing successfully.Stephen opens up about the realization that T5’s growth has consistently come through relationships and community, while Sean reflects on how simply tripling down on Meta ads and proven systems doubled his agency’s monthly revenue.This episode is a powerful reminder that growth doesn’t always require reinvention—sometimes it just requires focus.🔍 If you’ve ever found yourself overcomplicating your business, constantly pivoting strategies, or getting distracted by what everyone else is doing online—this episode is for you.🕒 Timestamps:00:00 – Introduction01:20 – Why Entrepreneurs Constantly Chase “The Next Thing”04:10 – The Power of Mastermind Groups & Honest Feedback06:45 – “Why Are You Changing Something That’s Working?”09:05 – Sean’s Meta Ads Story & Doubling Revenue11:40 – Niching Down vs. Doubling Down14:20 – Time, Family & Seasons of Business16:55 – Why Focus Beats Constant Reinvention18:30 – Scratch Agency Community Facebook Group Update20:00 – Scratch Agency NYC Meetup Details22:10 – Final Thoughts & Encouragement💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📍 Scratch Agency Mastermind Meetup – July 30, 2026🌆 New York City🔗 https://scratchagencynyc.com📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.com

May 22, 2026Episode 16315 min

The Entrepreneur Reset: Burnout, Delegation & Learning to Unplug

In Episode 163 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down for a raw and honest solo conversation about entrepreneurship, burnout, work-life balance, and the challenge of truly unplugging as a business owner.Fresh off a vacation where Sean was unexpectedly forced to disconnect after the entire island’s Wi-Fi and cell service went down, the guys dive into the reality of always feeling “on” as a scratch agency owner—and why learning to slow down might actually make you more effective.From delegation struggles and mindset shifts, to parenting, family, team trust, and the pressure entrepreneurs put on themselves, this episode is a candid behind-the-scenes look at what it really feels like building a business while trying to stay present in life.🔍 If you’ve ever felt guilty for taking a break, struggled to unplug, or constantly felt like you should be working harder—this episode will hit home.🕒 Timestamps:00:00 – Introduction03:10 – Sean’s Vacation & The Island Wi-Fi Disaster07:20 – Why Entrepreneurs Struggle to Relax11:15 – “I Felt Like I Was Falling Behind”15:40 – The Power of Fully Disconnecting20:05 – Delegation, Trust & Letting the Team Step Up24:30 – Family, Kids & Reframing Priorities29:10 – Why Rest Makes You More Effective33:20 – The Mental Side of Entrepreneurship38:05 – Scratch Agency Meetup Updates42:10 – Final Thoughts & Encouragement for Agency Owners💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📍 Scratch Agency Mastermind Meetup – July 30, 2026🌆 New York City🔗 https://scratchagencynyc.com📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.com

May 5, 2026Episode 16245 min

Commercial Lines, Niche Strategy & Winning Bigger Accounts with Charles Specht

In Episode 162 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Charles Specht, owner of Permission Network Insurance Agency, for a deep dive into commercial lines strategy, niche positioning, and how scratch agents can start winning bigger accounts—without overcomplicating it.Charles shares his journey from accidental entry into insurance to becoming a commercial producer, consultant, and sales trainer. He breaks down exactly how agents can transition into commercial lines, why picking a micro-niche is critical, and how mindset—not product knowledge—is the real barrier holding most agents back.From identifying carrier strengths and building a focused prospect list, to driving a wedge in competitive relationships and understanding what truly differentiates great agents—this episode is packed with tactical insights for agents ready to level up.🔍 If you’re a scratch agent trying to break into commercial, land larger accounts, or stop spinning your wheels as a generalist—this episode will help you think bigger and act more strategically.🕒 Timestamps:00:00 – Introduction & Meet Charles Specht03:10 – From Teacher to Commercial Producer07:25 – Consulting for Large Commercial Accounts11:40 – Where Scratch Agents Should Start in Commercial15:05 – Why Picking a Niche Changes Everything20:30 – The Mindset Problem Holding Agents Back25:10 – “The Size of the Account Is in Your Head”29:45 – Driving a Wedge in Client Relationships35:20 – How to Pre-Qualify Prospects Effectively40:05 – Best Prospecting Methods (And Why It Depends)45:15 – Real Competitive Advantage of Independent Agencies50:30 – What Clients Actually Look for in Their Agent55:10 – Final Advice for Scaling Smarter💼 Sponsored by HawkSofthttps://www.hawksoft.comA family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.🔗 Links & Resources:📲 Join Our Community:(Private Facebook Group – link shared in episode)📸 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Website:https://scratchagencypodcast.com

April 28, 2026Episode 16129 min

Building the Remedy Circle with Kenny Jones | Referral Partners, Social Proof & Scaling Fast

In Episode 161 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald welcome back Kenny Jones of Remedy Insurance and Wealth Builders for a powerful conversation on growth, visibility, referral strategy, and what it really takes to scale a modern agency.Kenny shares how his business has exploded over the last year through intentional referral partner relationships, strong branding, and fearless social media marketing. He breaks down the creation of the Remedy Circle—his unique referral partner incentive ecosystem—and explains how it’s helping him attract top realtors, lenders, attorneys, and other partners while building serious momentum in the Charlotte market.From content strategy and personal branding to team growth, SOPs, and scaling beyond yourself, this episode is packed with practical ideas for any scratch agent who wants to stand out, grow faster, and create a brand people actually remember.🔍 If you’ve been wondering how to generate more referrals, market yourself better on social media, and build a business people talk about—this episode will give you both the mindset and the playbook.🕒 Timestamps:00:00 – Introduction & Welcome Back Kenny Jones02:05 – What’s Changed Since Episode 4904:10 – Why Social Media Still Matters in 202607:20 – “Get Over It” – Kenny’s Advice on Showing Up Online10:45 – The Birth of the Remedy Circle15:30 – How the Referral Partner Model Works20:05 – Building Events That Create Loyalty & Buzz24:18 – How Kenny Markets the Remedy Circle28:40 – Why Realtors Have Been the Best Fit32:12 – Social Proof, Deal Closed Posts & Brand Positioning36:05 – The Power of Fast Execution39:22 – Growing the Team & Scaling with SOPs43:18 – Kenny’s Vision for Stepping Out of Sales46:10 – Final Thoughts & Where to Follow Kenny💼 Sponsored by HawkSofthttps://www.hawksoft.comA 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

April 21, 2026Episode 16013 min

The Scratch Agency Mastermind Is Back | NYC 2026 Event Breakdown

In Episode 160 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald bring a special solo episode announcing the return of the Scratch Agency Mastermind Meetup—bigger, better, and more intentional than ever.After an incredible response from last year’s event, this episode walks you through everything you need to know about the 2026 mastermind happening in New York City. From the structure and format, to what makes this event different from traditional conferences, Stephen and Shawn break down how this intimate, high-value room is designed to help agency owners at every stage grow faster—together.This isn’t a sit-and-listen conference. It’s a true roundtable mastermind where you’ll get direct feedback on your agency, learn from others in the trenches, and build real relationships that extend far beyond the event.🔍 If you’re building a scratch agency (or thinking about it) and want to surround yourself with the right people, ask better questions, and get real answers—this is the room you want to be in.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Why This Episode Matters02:10 – Scratch Agency Mastermind Announcement05:00 – Event Dates, Location & NYC Details08:45 – What’s Included (Meetup, Dinner, Experience)12:30 – Why We’re Capping It at 30 People16:10 – Hotel, Travel & Logistics Breakdown19:40 – New Format: True Roundtable Mastermind24:15 – Who This Event Is For (All Levels)28:05 – “Proximity Is Power” – Why This Room Matters32:00 – Real Feedback from Last Year’s Attendees36:10 – Sponsors & What Makes Them Different39:30 – Final Details & How to Secure Your SpotA 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

April 14, 2026Episode 15938 min

Owning Workers’ Comp with Kevin Ring | Lower Mods, Better Processes & Stronger Commercial Accounts

In Episode 159 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Kevin Ring, Chief Experience Mod Officer at Emerge Apps and Lead Workers’ Compensation Analyst for the Institute of WorkComp Professionals, for a practical deep dive into one of the most overlooked opportunities in commercial insurance: workers’ comp.Kevin breaks down how agents can stop treating workers’ comp like a commodity and start using it as a true wedge in the sales process. From understanding the experience mod and minimum mod, to helping clients build injury response systems, return-to-work programs, and physician relationships, this episode is packed with tactical ways to create real results for commercial clients.🔍 If you’re a scratch agent trying to write better commercial business, stand out from quote-chasers, and turn workers’ comp into a true value-add for your clients—this episode is a must-listen.🕒 Timestamps:00:00 – Introduction & Meet Kevin Ring03:12 – How Kevin Accidentally Got Into Insurance06:10 – What the Institute of WorkComp Professionals Does for Agents10:18 – Where Agents Should Start with Workers’ Comp14:22 – What Brokers Can Do When a Workers’ Comp Claim Happens19:08 – Why Employers Need a Clear Injury Process Before a Claim24:11 – Using the Experience Mod as a Sales Wedge29:35 – Minimum Mod, Lost Profits & Explaining the Math Simply35:42 – Why Workers’ Comp Creates Real Exit Barriers41:05 – What Scratch Agents Should Learn First46:18 – How to Speak About Comp in the Client’s Language50:02 – Final Thoughts & Where to Connect with Kevin💼 Sponsored by HawkSofthttps://www.hawksoft.comA 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

April 1, 2026Episode 15837 min

Building a Scratch Agency with Partners | The LionSure Playbook

In Episode 158 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with the founders of LionSure Insurance Brokers—Anthony Intile, John Dellafiora, and Massimo Mancini—to break down what it really takes to build a scratch agency from the ground up as partners.From a cold call that turned into a partnership, to a nine-month “dating phase” before launching, this episode dives deep into how three individuals combined their strengths to build a fast-growing brokerage focused on the middle market.Anthony shares how his background in construction and insurance shaped LionSure’s niche strategy, while John and Massimo bring insights on business structure, capital strategy, and building something designed to last—not just scale and sell.This is a masterclass in partnerships, sales culture, and building a disciplined, high-performance agency from day one.💼 Sponsored by HawkSofthttps://www.hawksoft.com🔍 If you’re thinking about starting an agency, bringing on a partner, or building a sales-driven culture that actually performs—this episode is packed with real, tactical insights.🕒 Timestamps:00:00 – Introduction & Meet the LionSure Team04:10 – From Cold Call to Partnership09:35 – The 9-Month “Dating Phase” Before Launch15:20 – Structuring a 3-Partner Agency the Right Way21:05 – Finding Your Niche in the Middle Market26:40 – Why Construction Became Their Core Focus32:15 – Cold Calling vs Referrals: What Actually Works38:50 – Hiring Producers Early & Building the Right Team44:30 – KPIs for Producers: Calls, Meetings & Pipeline49:10 – Sales Training, Role Play & LionSure Academy55:25 – Why Most Insurance Training Fails01:00:40 – Building Culture, Discipline & Accountability01:05:10 – Final Advice on Consistency & Winning MindsetA 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

March 24, 2026Episode 15728 min

How Nicholas Sakha Built a $28M Agency Through Content & Consistency

In Episode 157 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Nicholas Sakha, founder of Saka Agency and creator of Insurance Creators, to break down how he built a $28M agency by leveraging content, consistency, and relentless execution.Nicholas shares his 9-year journey from cashing out his 401k to start a captive agency, scaling through internet leads and outbound sales, and eventually building a powerful personal brand through social media. He dives into what actually works in content today, why most agents overcomplicate it, and how shifting from “insurance education” to personal perspective unlocked growth.We also get into hiring, scaling teams, setting expectations, balancing inbound vs outbound marketing, and the mindset required to go all-in on growth. Nicholas opens up about mistakes, lessons learned, and what he would do differently if starting over.🔍 If you’re thinking about building your brand, generating leads through content, scaling your agency, or going all-in on your business — this episode delivers real, tactical insight from someone in the trenches.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet Nicholas Sakha03:45 – From Banking to Betting on Himself (401k Story)08:20 – Building the Agency from Scratch13:10 – Content Strategy & Going Viral20:00 – Why Personal Brand Beats Insurance Education27:30 – Organic vs Paid Leads (50/50 Strategy)34:15 – Should Producers Create Content?40:20 – Sales First: The Key to Early Growth46:50 – Scaling Teams, Hiring & Expectations53:40 – Mistakes & What Nicholas Would Do Differently58:30 – Where to Find Nicholas & Final ThoughtsA 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:/ 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!