Getting Past the Premium

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brings a sharp and refreshing perspective from inside the trenches of construction risk management, where service gaps, outdated brokers, and foggy renewal processes are killing profitability.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.

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.

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.

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.

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.

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.

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.

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.

David Sliman, CEO of Sales Proformance Consulting, is back! We dive deep into the core principles that drive a highly effective sales presentation. David has worked with hundreds of sales team to teach them how to set themselves apart. He covers: setting the agenda up front, separating a sales presentation from a sales proposal, thinking of objections as building blocks (not road blocks), and avoiding the dreaded "email it to me" request at all costs. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Sales Proformance Consulting: https://www.salesproformance.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 David Sliman: https://www.linkedin.com/in/davidslimansalespro 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.

In this throwback episode, originally aired on September 1, 2022, Andrew Atkinson, Business Insurance Professional from INSURICA Southwest, joined the show to discuss the best ways to provide value to your clients, prospects, and your team. Andrew brings a thorough and practical understanding of commercial insurance, with a specialization in Workers’ Compensation. He works with clients to help them improve their Experience Modifier (E-Mod) rating, lower their total cost of risk, and win contracts at the bidding table. Becoming a successful advisor is not easy, but Andrew has some tips to make things clear to those who need some fresh takes. As a thought leader, Andrew has spoken at the Arizona Construction Industry Annual Conference, the One Hundred Year Birthday of Workers’ Compensation Summit in Wausau, Wisconsin, and eleven different trade associations in four different states. This episode features special guest host Ben Woods. Episode Links: Ellerbrock-Norris: ⁠https://www.ellerbrock-norris.com/⁠ Ellerbrock-Norris Wealth Strategies: ⁠https://www.ellerbrock-norris-ws.com/⁠ INSURICA: ⁠https://insurica.com/⁠ LAUNCH: ⁠https://getlaunch.io/⁠ LinkedIn: ⁠Elliot Bassett⁠ ⁠Ryan Brott⁠ ⁠Andrew Atkinson⁠ 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.

Let’s face it… tech is taking over! But sometimes, nothing beats the power of a face-to-face meeting. In this throwback episode, originally aired on February 8, 2023, we sit down with Michael Bodack to explore how personal connection can be the ultimate sales differentiator. Michael breaks down his proven approach to client relationships and reveals strategies to stay competitive in a digital-first world. Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett Ryan Brott Michael Bodack 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.

How do you earn the right for a prospect's time? How do you set yourself apart from the agency down the street? And how are you being creative with your follow-up? David Sliman, CEO of Sales Proformance Consulting, has led sales teams across multiple industries, including insurance and risk management. He joins us today to discuss his four principles of selling – and it starts with speaking the language of your ideal client. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Sales Proformance Consulting: https://www.salesproformance.com/sales-coaching LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 David Sliman: https://www.linkedin.com/in/davidslimansalespro 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.

"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sales Manager and Risk Advisor at Oswald Companies, he practices what he preaches. Brokering is about selling a product. Advice is about expanding how you think and how you serve your clients. Casey also dives into marketing and content creation, creating "warm calls" as opposed to cold calls, and driving value with your clients over sales. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Oswald Companies: https://www.oswaldcompanies.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Casey Schrader: https://www.linkedin.com/in/casey-schrader-clcs-bb7a3229 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.

We all want the best talent. Recruiting can be pain, but even beyond finding good people, developing them can be equally difficult. Brett Young, President & CEO at Erb and Young, is taking a unique approach to training and development: Erb and Young University. From weekly trainings to onboarding to its "Masterclass" series, finding a way to focus on helping your team learn and improve is vital to scalable success. Brett walks us through how they're using technology to scale their training processes, where they are seeing results, and the confidence it's built among the producers on the team. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Erb and Young: https://www.erbandyounginsurance.com LAUNCH: https://getlaunch.io Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Brett Young: https://www.linkedin.com/in/brettins 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.

Tim Leman, CEO at Gibson, joins the show today to talk through one of the biggest catalysts of growth at your insurance practice: Intentionality. How do you build your business to grow in the areas you most want to grow, in the locations you most want to hit, and with the beliefs you most want to instill in your team? From the corporate level all the way down to the individual producers, learn how to get everyone on the same page and pushing toward the same goal. Tim covers sales, recruiting, making connections, and, most importantly, building an intentional process. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Gibson: https://www.thegibsonedge.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Tim Leman: https://www.linkedin.com/in/timleman 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.

When you're building a book of business, you control your own destiny. If you hit a plateau, it's easy to blame the product or to blame the market, but often times, the problem is you. Today, Angus Nelson, Founder and Executive Coach at Evolve Leadership, joins the show to talk about creating lifetime value and taking control of your outcomes. He discusses innovation, mindset, seeking intentional coaching and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Evolve Leadership: https://www.evolveleadership.org/business LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Angus Nelson: https://www.linkedin.com/in/angusnelson/?originalSubdomain=pt 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.

Micah Salas, Senior Vice President for Christensen Group Insurance, started inside of a large captive agency and moved into the independent world. He joins the show today to discuss the "business plan" you learn coming up in trenches vs. what independent agencies face. He dives into building your client profile and niche, finding the volume of prospects you need to succeed, avoiding paralysis by analysis, and creating quality opportunities. Enjoy the episode! 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 Micah Salas: https://www.linkedin.com/in/micahsalas 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.

There is a difference between marketing and sales. And the sooner you create that distinction in your firm, the more scalable you'll become, according to Brett Young, CEO of Erb and Young. Brett joins us this week to talk about how his agency has built a brand in their market, grown within their niche and scaled with a repeatable process. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Erb and Young: https://www.erbandyounginsurance.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Brett Young: https://www.linkedin.com/in/brettins/ 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.

Julie Richt, President and Founder at Lucid Insurance, has seen about every side of the insurance industry in her career. Her path led her to starting Lucid, an MGA focused solely on property insurance. Learn why she's taken such a unique approach to her company, how the industry is evolving, how specialized offerings like hers have become more valuable, and what to expect from the current property market. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Lucid Insurance: https://lucidins.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Julie Richt: https://www.linkedin.com/in/jricht13 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.

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk about the value an agency can bring to a clients. Your commission percentages aren’t going to change, so how can you change your service model to add value and add revenue? LAUNCH is a tool Ryan uses to expand his offering beyond insurance and encompass more risk management “impact areas.” Learn how you can do the same within your model. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.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 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.