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 a…

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.

…

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 wee…

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…

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 St…

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, …

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…

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?

Bran…

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 tea…

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 t…

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 t…

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 Proforma…

"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…

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 a…

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 y…

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 N…

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 pla…

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 join…

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 insuran…

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 …