Podcast
The Insurance Growth Lab
Hosted by Callan Harrington · EN
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.
37episodes
Episodes
Newest firstAll episodes
How Patrick McBride Built an Insurance Agency Targeting Harley Davidson Owners
Feb 1200:40:20Tap to summarizeHost Callan Harrington sits down with Patrick McBride, founder of The McBride Agency, to explore his unconventional approach to building a successful independent insurance agency. Patrick shares how he transformed his personal passions for motorcycles and cycling into profitable niche markets, targeting high-value clients who own expensive Harley Davidson motorcycles and premium bicycles.Patrick dives into his creative marketing strategy to reach motorcycle enthusiasts and discusses the importance of understanding coverage needs specific to these communities, from accessory upgrades to personal articles floaters. The conversation covers his biggest operational challenges as the agency has grown, including knowledge transfer to new team members and the critical importance of carrier ease of use over pricing.Patrick delivers practical insights on community-based marketing, niche targeting strategies, and the systems needed to scale a scratch-built insurance agency.Key topics covered:[00:00] Intro[01:14] Never Give Clients Your Cell Phone[08:42] Targeting Harley Davidson Owners[12:46] Using Reddit for Customer Acquisition[16:10] Creating Custom Audiences Through Pixelation[18:16] Building Community Through Referrals[20:29] Operationalizing Niche Marketing Strategies[24:35] Launching the Cyclist Community Focus[30:22] Current Agency Growth Challenges[32:42] What Carriers Are Doing Right[35:59] Starting an Agency From ScratchConnect with Patrick McBride on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/patrick-j-mcbride/Subscribe to The Insurance Growth Lab for more tactical growth strategies from insurance industry leaders. New episodes every week.
Transcribe →How Andy Harbut Scaled a Niche Insurance Brokerage in One Year
Feb 500:43:42Tap to summarizeCallan Harrington sits down with Andy Harbut, Co-Founder of NewCo Risk, who built a multi-million dollar insurance brokerage in just one year after leaving the big brokerage world. Andy shares how he and his partner, Josh, carved out their own path, focusing on search fund clients and lower middle-market private equity deals. With 75% of their clients being entrepreneurs who bought their own businesses, Andy explains why this niche offers more personal satisfaction than working as a cog in a large institutional machine.Andy breaks down their growth strategy built on old-school relationship building through conference sponsorships, university events, and face-to-face networking within the search fund community. He discusses the challenges of carrier selection across 40 states, why they wholesale specialty lines to true experts, and how they compete against major brokers by offering intimate client relationships and direct accountability. The conversation covers everything from insurance diligence in M&A transactions to why Andy insists on calling himself a broker rather than an agent.This episode offers tactical insights for any insurance professional looking to understand niche market development and independent brokerage growth strategies.Key topics covered:[00:00] Intro[04:26] Why Start Your Own Brokerage[07:51] Extreme Growth in Search Fund Niche[13:14] Unique Competitive Positioning Advantage[16:01] Old School Selling Insurance Strategy[17:32] University Conference Marketing Approach[20:03] Building Messaging Around Unknown Problems[21:58] National Carrier Selection Challenges[24:06] Program Business Growth Strategy[28:20] Leveraging Underwriting Office Arbitrage[32:46] Wholesaling vs In-House Expertise[36:21] Why Broker Not Agent[39:49] Fee Only Model Exploration[42:54] Growing the TeamConnect with Andy Harbut on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/andyharbut/Subscribe to The Insurance Growth Lab for more tactical growth strategies from insurance industry leaders. New episodes every week.
Transcribe →Jennie Lyttle's Cold Calling Playbook for Insurtech Outbound Success
Jan 1500:42:43Tap to summarizeCallan Harrington sits down with Jennie Lyttle, Sales Director at Salt and one of the most skilled cold callers in insurtech. Jennie breaks down her most successful campaign ever, the “broker box” initiative at Beam Benefits that delivered over 300% ROI despite being launched without approval. She explains how she turned leftover Bluetooth toothbrushes from Beam's warehouse into a powerful lead generation tool that forced the company to hire additional sales reps to handle demand.The conversation shifts into a comprehensive look at cold calling in today's insurance market. Jennie shares her current approach for both inbound and outbound prospects, explaining why she sends resource emails before calling inbound leads but starts with calls for outbound. She details her qualification process, emphasizing the importance of determining fit before booking demos, and discusses the growing trend toward full-cycle sales roles versus separate BDR teams.This episode delivers practical insights for anyone running outbound campaigns or looking to improve their cold calling effectiveness in the insurance space.Key topics covered:[00:00] Intro[02:44] Email Campaign Mistake[04:20] Turning Marketing Errors Into Wins[08:23] The Beam Benefits Broker Box Campaign[11:18] 300% ROI From Unsanctioned Campaign[13:20] Cold Calling State of the Union[15:28] Inbound vs Outbound Call Strategies[19:36] First 30 Seconds of Cold Calls[21:35] Qualifying Prospects Over Meeting Setting[23:25] Full Cycle Sales vs BD Teams[26:42] Selling to Insurance Agents Successfully[29:46] Why Insurance Professionals Never Leave[32:27] Early Adopter Agency Relationships[34:17] Starting Over at The Shipyard[36:57] Consistency Beats Talent Every Time[40:27] Self-Reflection in Sales PerformanceConnect with Jennie Lyttle on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/jenlyttleSubscribe to The Insurance Growth Lab for more tactical growth strategies from insurance industry leaders. New episodes every week.
Transcribe →Clinton Houck's Framework for Driving Non-Core Product Adoption
Jan 800:46:24Tap to summarizeCallan Harrington sits down with Clinton Houck, VP of Insurance and Distribution at Fair, to explore how to successfully drive adoption of non-core products within P&C insurance agencies. Clinton brings serious insurance experience from every angle, having worked as an underwriter at State Farm, owned his own agency, and held leadership roles at multiple insurtech companies.Clinton reveals Fair's systematic approach to breaking through the traditional home, auto, and umbrella offering stack that most P&C agencies stick to. He shares how they achieved a 12% attachment rate by positioning auto warranty not as a separate product sale, but as a natural extension of the auto insurance conversation. The key insight is treating warranty like an endorsement rather than forcing producers to learn an entirely new sales process, making it feel complementary to existing coverage discussions rather than disruptive.This episode delivers tactical frameworks for anyone looking to distribute ancillary products through insurance agencies, from winning over principals to ensuring producer adoption through superior user experience and comprehensive training programs.Key topics covered:[00:00] Intro[02:28] First insurance industry rude awakening[06:22] Sitting in every seat drives career decisions[09:40] Breaking through P&C agency core offerings[12:07] Money talks but ease of use wins[17:25] Progressive's user experience advantage[20:00] Auto warranty fits naturally with insurance[22:21] Winning principals vs producers[26:13] Higher commissions than traditional P&C[29:25] Digital vs main street agency differences[32:43] Speed vs advisory value propositions[36:31] Where most ancillary products fail[39:38] Simplifying coverage options backfired[41:39] Claims transparency builds trust[43:17] Cold calling agencies doesn't workConnect with Clinton Houck on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/clinton-houckSubscribe for more insurance growth strategies and connect with Callan Harrington on LinkedIn for additional insights.
Transcribe →How Caleb Cramer Used Webinars to Scale AgencyZoom to Thousands
Dec 1800:45:31Tap to summarizeCallan Harrington sits down with Caleb Cramer, Chief Revenue Officer at LAUNCH, to break down the exact group demo process that helped AgencyZoom onboard thousands of agencies to their CRM product. Caleb shares his experience working across insurtech, agency networks, and service businesses, explaining why he believes the insurance industry attracts people who want to help others despite lacking the technology tools other verticals take for granted.The conversation dives into the tactical details of running effective webinars versus one-to-one sales calls. Caleb walks through his complete process from cold calling with validated problem statements to nurturing prospects through text messaging and structured webinar experiences. This episode provides actionable insights for any insurtech company looking to maximize their sales resources while building trust through group experiences rather than traditional individual demos.Key topics covered:[00:00] Intro[03:02] Why Insurance Industry Attracts Tech Talent[05:47] Differentiation Challenges Facing Producers[08:03] Dale Carnegie Problem in Sales Discovery[11:00] Group Webinars vs One to One Demos[13:13] Problem Statement Validation Through Customer Interviews[16:08] Segmentation Process for Targeting Agencies[19:50] Cold Call Structure with Problem Hypothesis[21:00] Moving Prospects to Text Communication[25:47] Rep Ownership vs Marketing Sequences[28:46] Group Demo Content Structure[30:14] Making Prospects the Hero Not Victim[34:22] Curated Product Moments Over Full Tours[36:15] Post Demo Follow Up Strategy[40:21] When Group Demos Don't Work[43:48] Scaling Lessons from Agency ZoomConnect with Caleb Cramer on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/caleb-cramerSubscribe to The Insurance Growth Lab for more tactical growth strategies from insurance industry leaders. New episodes every week.
Transcribe →The Story Behind one of Nationwide's Most Successful Marketing Campaigns with Brad Barnett
Dec 1100:47:45Tap to summarizeCallan Harrington sits down with Brad Barnett, former VP of Enterprise Marketing at Nationwide and current independent consultant, to break down one of insurance marketing's most successful campaigns. Brad managed over $300 million in annual media spend and a $50 million portfolio of sports and entertainment partnerships during his 20-year tenure at Nationwide. He was instrumental in developing the iconic NFL partnership featuring Peyton Manning and the return of the famous "Nationwide is on your side" jingle that became a cultural phenomenon.Brad shares the strategic thinking behind Nationwide's entry into NFL sponsorship, from competing against Geico and Progressive's massive advertising budgets to creating unique B2B experiences for distribution partners. He reveals how the campaign achieved the highest brand awareness scores in Nationwide's 100-year history and explains the behind-the-scenes process of talent selection, Q-score analysis, and managing reputation challenges. The conversation covers everything from negotiating category sponsorships to measuring ROI on major sports partnerships.Key topics covered:[00:00] Intro[03:04] Crowd Pleasers and Karaoke Strategy[06:37] Product Experience Drives Marketing Success[09:52] Nationwide Career Path to CMO[12:52] NFL Partnership Origins and Strategy[16:55] Official NFL Sponsorship Benefits[19:09] Peyton Manning Selection Process[21:22] Bringing Back the Jingle[25:29] Strategic Bet and Executive Buy-in[28:21] Distribution Partner Experiences[34:24] Brand Awareness vs Direct Consumer[36:31] Managing Reputation Challenges[39:40] Entrepreneurial Leap Decision[41:12] Outworking Competition Early Career[42:14] Natural Curiosity as Differentiator[43:18] Intentional Relationship BuildingConnect with Brad Barnett on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/bradbarnett05/Subscribe to The Insurance Growth Lab for more tactical growth strategies from insurance industry leaders. New episodes every week.
Transcribe →Inside the Strategic Shift Coming to Insurance in 2026 with Callan Harrington
Dec 400:21:14Tap to summarizeHost Callan Harrington breaks down why the insurance industry may be entering a new growth phase and shares a standout story from his Bold Penguin days that proves what’s possible when momentum shifts. With enterprise carrier spend up 27% and major players like Nationwide committing $1.5 billion to tech, all signs point to a market ready to get back on offense.In this episode, Callan unpacks what it really takes to capitalize on that kind of opportunity. He explains how the Bold Penguin team hit a nearly impossible sales goal during what most consider to be the “slowest” month of the year by throwing out their usual processes and going all-hands-on-deck. What started as chaos turned into one of the most successful campaigns of his career, teaching him that sometimes you need to do things that don't scale to capture major opportunities.Key topics covered:[00:00] Intro[01:20] Growth Period Signs Emerging[02:34] EverQuote Earnings Signal Carrier Spending[03:22] Nationwide's $1.5 Billion Tech Investment[04:02] Window of Aggressive Growth Opportunity[06:09] Bold Penguin's 200 Agency Challenge[07:28] Setting Stretch Goals vs Impossible Goals[08:30] Commercial Rating Platform Background[10:48] November December Sales Reality[11:24] All Hands Blitz Strategy[12:52] Team Rally Around Shared Goal[14:46] Hitting the 200 Agency Mark[16:17] Doing Things That Don't Scale[17:15] Repairing Carrier Agent Relationships[18:38] InsurTech Competition for Carrier Investment[19:55] Planning Bold 2026 StrategiesSubscribe for more tactical insurance growth strategies and connect with Callan Harrington on LinkedIn to share your thoughts on this episode: https://www.linkedin.com/in/callanharrington
Transcribe →Go-to-Market Benchmarks Every Insurance Leader Must Know with Callan Harrington
Oct 900:32:46Tap to summarizeCallan Harrington breaks down the evolving go-to-market landscape for insurtech companies, sharing insights from his presentation at InsureTech New York's Education Day. As founder of Flashgrowth, Callan examines what's stayed the same from 2024 and what's rapidly changing in 2025 as AI transforms sales and marketing strategies.Callan covers critical benchmarks for scaling revenue from zero to 1 million, 1 to 10 million, and beyond 10 million in annual recurring revenue. He explains when to hire your first sales reps and VP of Sales, and when the timing is right to scale. The discussion includes essential metrics like customer retention rates, quota attainment benchmarks, and the importance of crossing the chasm from early adopters to early majority customers.Key topics covered:[00:00] Intro[03:24] Zero to 1 Million Sales Benchmarks[05:05] When to Hire First Sales Reps[06:54] 1 to 10 Million Growth Stage[08:01] Hiring Your First VP of Sales[11:23] Scaling Past 10 Million Revenue[12:25] Golden Rule of Quota Attainment[14:05] Ideal Customer Profile Requirements[14:59] Crossing the Chasm Strategy[18:00] AI's Impact on Go-to-Market[19:45] Cold Calling Death Myths[21:13] Partnership Led Growth Rise[22:25] Revenue Leaders Need AI Skills[24:06] Things Are Moving Faster[25:38] Expert Status Requirements[27:04] Go-to-Market Headcount Predictions[28:40] Relationships as Future CurrencySubscribe for more tactical insurance growth strategies that cut through the noise and focus on what actually works.
Transcribe →How Chris Kessler Built Multi-Million Dollar Insurance Partnerships
Oct 200:45:14Tap to summarizeHost Callan Harrington sits down with Chris Kessler, Chief Product and Platform Officer at Bold Penguin, for an in-depth look at enterprise solution selling. Chris brings a unique background in strategy consulting that has directly shaped how Bold Penguin consistently lands household names as enterprise clients in the insurance space. The conversation centers on Chris's detailed solutioning process, which goes far beyond typical sales approaches. He walks through his methodology of engaging with the right stakeholders, conducting strategic whiteboard sessions, and building comprehensive roadmaps that blend core product with custom services. He covers everything from identifying P&L owners with long-term mandates to navigating brutal procurement processes in the insurance industry.Key topics covered:[00:00] Intro[01:49] Solution in Enterprise Sales[03:42] How Chris Fell Into Insurance[08:15] Strategy Consulting to Corporate Strategy[13:38] Solution Process Deep Dive[16:00] Finding the Right Decision Makers[18:48] In-Person Strategy Sessions Matter[20:00] Whiteboarding Current State Process[24:28] Charging for Discovery Work[27:17] Building the Future State Roadmap[32:48] Procurement Doesn't Get Easier[36:15] Implementing Consulting Skills at Bold Penguin[39:07] Recognizing a Real Opportunity[42:24] Career Advice for Your Younger SelfConnect with Chris Kessler on LinkedIn: https://www.linkedin.com/in/kesslerchris/Learn more about Bold Penguin: https://www.boldpenguin.com/Subscribe for more tactical growth insights from insurance industry leaders, and leave a review if this episode helped you think differently about your acquisition strategy.
Transcribe →How Ido Deutsch is Using Paid Media to Acquire Insurance Agencies at Scale
Sep 2500:49:31Tap to summarizeCallan Harrington sits down with Ido Deutsch, VP of Growth at Agentero, to break down one of the most successful (and shocking) paid media strategies for acquiring insurance agencies. Ido shares how he built a predictable and affordable machine generating leads via Facebook. He breaks down the mindset that led him to bet on paid social, the experimentation framework behind his campaigns, and why chasing “more leads” is the wrong strategy.For insurance companies looking to diversify beyond traditional outbound methods, this episode provides a proven roadmap for paid social success in a notoriously difficult B2B market.Key topics covered:[00:00] Intro[03:32] First Tech Company Origin Story[05:40] Building Solutions From Personal Pain Points[08:22] When to Build vs Buy Decisions[10:26] Understanding Your Audience is Everything[13:44] Insurance Experience Advantage in Sales[17:07] Career Pivot From Soccer to Tech[20:12] Builder Mentality and Risk Taking[22:46] Experimentation Framework for Growth[25:26] Facebook Lead Generation Strategy Launch[29:09] $30 Cost Per Lead Results[32:34] Why Facebook Works for Insurance Agents[33:17] Analytics and Optimization Process[35:52] Revenue Leaders Should Own Marketing Funnel[43:47] Ido’s Growth Journey at Agentero[46:43] Advice to Younger SelfConnect with Ido Deutsch on LinkedIn: https://www.linkedin.com/in/ido-deutsch/Learn more about Agentero: https://agentero.com/Subscribe for more tactical growth insights from insurance industry leaders, and leave a review if this episode helped you think differently about your acquisition strategy.
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