The Scratch Agency Podcast

In Episode 167 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald pull back the curtain on one of the biggest milestones in agency ownership: reaching your first $1 million in premium.After a last-minute guest cancellation, Stephen and Shawn take the opportunity to have a candid conversation about the early days of building their agencies from scratch—what worked, what didn’t, and what they would do differently if they were starting over today.From hiring decisions and carrier appointments to technology mistakes, niche selection, community involvement, and building the right support network, this episode is packed with real-world lessons for agents who are still in the trenches of building their first book of business.🔍 If you're working toward your first million in premium—or wondering how to accelerate growth without making costly mistakes—this episode provides an honest look at the realities of the scratch agency journey.🕒 Timestamps:00:00 – Introduction & Why We’re Doing a Solo Episode02:10 – Looking Back at the First $1 Million in Premium03:45 – What Shawn Would Do Differently Starting Today05:15 – Carrier Selection & Building Around a Core Niche07:05 – Tech Stack Mistakes & Shiny Object Syndrome08:45 – Stephen’s Biggest Lessons From Year One10:15 – Hiring Earlier vs Waiting Too Long12:00 – Finding Your Agency’s Growth System14:20 – The Power of Taking Action Faster15:00 – Why Your Network Matters More Than You Think16:45 – The Importance of Adaptation as You Grow17:55 – Scratch Agency NYC Meetup 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 30, 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.comOne of the biggest takeaways from this episode is that growth rarely comes from having the perfect plan. Both Stephen and Shawn reflect on how many mistakes they made during their first few years—and how taking action, learning quickly, and surrounding themselves with the right people ultimately mattered more than getting everything right from the start. The message is simple: your first million in premium is achievable, but the person you become while building it is what truly creates long-term success.

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!

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

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

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

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!

In Episode 155 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with LUIS LEAL, founder of Leal Insurance Services, to talk about what it really means to start from scratch — twice.LUIS LEAL shares his journey from producing at a State Farm agency to launching his own independent agency in just 60 days, merging in 2020 to focus on commercial growth, and then relaunching his original brand in 2025 with a sharper vision and clearer strategy.With nearly two decades in insurance, LUIS LEAL breaks down the massive differences between starting an agency in 2010 versus 2025 — from carrier appetites and automation to CRM rebuilds and data integrity. He opens up about lessons learned, focusing on commercial lines, building ideal client profiles, and why niching down has been a game-changer the second time around.🔍 If you’re a scratch agent wondering how to build smarter, avoid early mistakes, and focus on profitable growth — this episode delivers practical perspective from someone who’s lived both versions of the journey.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction & Meet LUIS LEAL04:30 – From State Farm Producer to Independent Owner09:40 – Opening an Agency in 60 Days (2010)15:25 – Merging in 2020 & Lessons from Partnership21:10 – Relaunching Leal Insurance Services in 202528:00 – Carrier Appointments: Then vs. Now34:15 – Rebuilding CRM, Automation & Systems40:05 – Why LUIS LEAL Is Hyper-Focused on Commercial Lines45:30 – Residential Service Contractors & Niche Programs51:10 – Ideal Client Profiles & Pre-Qualification Strategy56:00 – Final Advice for Scratch AgentsA 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

In Episode 153 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Hunter Nelson, owner of Nelson Insurance Agency in South Dakota, to unpack one of the most unique scratch stories we’ve heard yet.Hunter started his agency at just 18 years old—while still in high school. From door-knocking million-dollar homes to niching down into trucking insurance, he shares how he built momentum early, learned the industry on the fly, and leveraged content marketing to fuel organic growth.This conversation dives into what it really looks like to start young without formal agency training, how to talk your way into better career relationships, why niching down changed everything, and how platforms like YouTube and TikTok are generating real inbound leads for his agency today.🔍 If you’re thinking about going scratch, struggling to pick a niche, or wondering how to turn content into clients—this episode is packed with tactical insight and real execution.🕒 Timestamps:00:00 – Introduction & Meet Hunter Nelson03:05 – Starting an Agency at 18 Years Old07:40 – Door Knocking & Early Prospecting Tactics12:15 – Why Niching Down to Trucking Changed the Game18:20 – Using YouTube & TikTok to Drive Organic Leads23:55 – Hiring Young & Building the Right Team Structure28:40 – Lessons on Training, Onboarding & Avoiding Hiring Mistakes32:15 – Carrier Relationships & Breaking Into Tough Markets36:50 – AI Tools, Automation & Avoiding Shiny Object Syndrome41:30 – Advice for Agents Thinking About Going Scratch💼 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

In Episode 151 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald are joined by agency financial consultant Colby Allen for a direct, numbers-first conversation on cash flow management, budgeting, and one of the most dangerous (and common) issues facing independent agencies: trust accounting violations.Colby shares what he consistently sees while working with agencies across the country—owners pulling money too early, failing to plan for commission slow months, and unintentionally creating a cycle that leads to payroll stress, reactive decisions, and illegal transfers from trust accounts. The discussion breaks down how these mistakes happen, why they’re rarely intentional, and how proper financial structure can prevent them before they spiral.This episode is essential listening for scratch agents and established agency owners who want to protect their license, stabilize operations, and grow with confidence.🔍 Whether you’re scaling fast or trying to regain control of your finances, this conversation explains where agencies go wrong financially—and how to fix it early.💼 Sponsored by HawkSofthttps://www.hawksoft.com🕒 Timestamps:00:00 – Introduction03:15 – Why Cash Flow Planning Gets Overlooked07:42 – Seasonal Commission Drops & Operating Risk12:10 – The #1 Cause of Trust Accounting Violations17:05 – Owner Draws, Payroll Pressure & the Fear Cycle22:30 – Why “It’ll Catch Up Next Month” Is Dangerous27:18 – Budgeting as Risk Management32:40 – Structuring Cash Flow for Sustainable Growth36:55 – Final Advice from Colby AllenA family-owned agency management system built to support independent agencies with transparency, flexibility, and human-centered service.🔗 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

In Episode 149 of the Scratch Agency Podcast, co-hosts Stephen Turnbull and Shawn Fitzgerald go solo and get real about one of the biggest make-or-break factors in growing an independent agency: lead quality. They dive into their completely different lead sources—paid ads vs. inbound referrals—and break down how each has evolved their pre-qualification process to save time and close higher-value accounts.From the power of instant follow-ups to the importance of requiring deck pages before quoting, this episode is filled with tactical tips for scratch agents who want to stop quoting everyone and start quoting smarter. You'll walk away with ideas on how to tighten your intake forms, rethink discovery calls, and adopt one of their favourite mantras:"If you want better leads, make it slightly harder to become one."🔍 If you're drowning in unqualified leads or looking to build a more streamlined sales process, this is your playbook.💼 Sponsored by HawkSoft → https://www.hawksoft.com🕒 Timestamps:00:00 – Intro & Snow Day Chaos04:05 – Paid Ads vs. Referral Leads07:32 – Why Speed-to-Lead Matters for Trust10:55 – “If You Want Better Leads…”14:40 – Intake Forms & Filtering on the Front End20:11 – Why They Ask for Deck Pages First25:22 – Auto vs. Home vs. Commercial Pre-Qualifiers31:05 – Time Management & Saying No36:48 – Knowing Your Top 10 Clients41:37 – Closing Advice: Custom Criteria for Your Market📌 Connect with us on Instagram: @thescratchagencypodcast🔗 Join our Telegram Community: https://t.me/+cISob2kA3pAyMmY5🎧 Listen on Spotify: Scratch Agency Podcast💻 Visit our website: scratchagencypodcast.comThank you for tuning into The Scratch Agency Podcast. Like, share, and subscribe for more real talk and tools for growing your agency. Own your future — see you next time!

In Episode 147 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald kick off the new year with gratitude, big goals, and a brand-new partnership with HawkSoft — now the official sponsor of the Scratch Agency Podcast.They reflect on the unexpected journey from two agents "just chopping it up" to building a movement with thousands of listeners and a thriving agent community. This episode dives into personal and business resolutions for 2026, including gifting strategies that drive referrals, improving profit margins, reviewing tech stacks, and building sustainable systems.🔥 Whether you’re deep in the trenches or levelling up, this episode delivers insight, encouragement, and action items for running a better agency this year.🕒 Timestamps:00:00 – Intro & Our New Podcast Sponsor: HawkSoft04:38 – Behind-the-Scenes of the Partnership08:05 – 2026 Goal #1: Gifting & VIP Client Touches12:44 – Maximizing Paid Leads with Personalization16:25 – Creative Gifting Ideas Using AI & Custom Cards21:10 – The Power of Handwritten Notes & Micro-Moments24:55 – 2026 Goal #2: Scaling from $20K to $30K/Month28:12 – Stephen’s Focus: Profit Margins, Payroll, and CFO Support33:17 – Tech Stack Review: Hidden Costs & Smart Replacements38:28 – Wrapping Up: What’s Coming in 2026🔧 Sponsored by HawkSoftExplore the agency management system trusted by independent agents nationwide:👉 https://www.hawksoft.com📲 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957🔗 Join our Telegram Community:https://t.me/+cISob2kA3pAyMmY5🌐 Visit:https://scratchagencypodcast.com🎯 Thanks for supporting The Scratch Agency Podcast. If you’re ready to reset, refocus, and make 2026 your best year yet — like, share, and subscribe. We’re just getting started. Own your future.

In Episode 145 of the Scratch Agency Podcast, your hosts Stephen Turnbull and Shawn Fitzgerald sit down for a candid year-end recap of everything they learned (and survived) in 2025. From Google and Meta ads that actually worked to time-blocking around daycare pickups and scaling with producers — nothing is off the table in this behind-the-scenes breakdown of building two agencies and two families from scratch.They dig into what changed their processes, how the community meetup sparked real results, and why planning now for the agency you want to be is the key to sustainable growth.🔥 Whether you’re in your first year or building your next hire, this episode is packed with real talk, real data, and the mindset shifts that matter.🕒 Timestamps:00:00 – Intro: Surviving Winter & Fatherhood03:45 – Sound Harbor Recap: Rebrand & Paid Ads07:18 – Why Pre-Qualifying Leads Changed the Game11:30 – Systems, SOPs, and Sales Scripts That Stuck15:44 – Hiring: When You Stop Looking & They Show Up21:02 – Data-Driven Decisions & Doubling New Revenue26:20 – T5 Recap: Foundations, Family & Focus32:15 – Planning for Growth in 202638:00 – Community Event Wins & The Next One42:40 – Letters from Santa, Balance, and Big Picture🔧 Sponsored by HawkSoftExplore the agency management system trusted by independent agents nationwide:👉 https://www.hawksoft.com📲 Follow us on Instagram:https://www.instagram.com/thescratchagencypodcast🎧 Listen on Spotify:https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl?si=33a6cfadba084957🔗 Join our Telegram Community:https://t.me/+cISob2kA3pAyMmY5🌐 Visit:https://scratchagencypodcast.com🎯 Thank you for tuning into The Scratch Agency Podcast. If this episode brought you value, drop a like, share it with another agent, and hit subscribe to stay in the loop. Own your future — we’ll see you next time.

In Episode 143 of the Scratch Agency Podcast, we’re joined by Beth DeLaForest, founder of Aspire Insurance Group. Beth shares her powerful journey from starting over as a scratch agent to leading a fully remote, relationship-driven agency with a strong focus on culture, quality clients, and scalable referral systems.We dive into her early career transition from the captive world, how she built Aspire with intention (and two toddlers at home), and the challenges of operating remotely before remote was cool. Beth also introduces her 3-15-6-1 method for managing referral partnerships — a practical system any agent can implement to grow consistently without chasing leads.🔍 If you're tired of cold calls, inconsistent lead flow, or client chaos, this episode offers a fresh take on growing with clarity, boundaries, and purpose.🕒 Timestamps0000 – Intro & Early Scratch Days0413 – Transitioning from Captive to Independent0628 – Starting Remote in 2014 (Before It Was Normal)0950 – Building Credibility as a Remote Commercial Agency Owner1129 – Growth Strategy Acquisition vs. Referrals1330 – Why the “Attract, Don’t Prospect” Model Works1626 – Building Strong, Sticky Referral Relationships2000 – 3-15-6-1 System Explained2314 – Avoiding the “Help Me” Pitch Adding Real Value2739 – Nurturing Referral Partners with Intention3036 – Protecting Team Energy Through Client Culture3350 – When to Let Go of Referral Partners3637 – The Power of Firing Toxic Clients3943 – Final Thoughts & How to Connect with Beth👥 Join the CommunityScratch Agency Telegram group → httpst.me+cISob2kA3pAyMmY5📱 Follow Us on Instagramhttpswww.instagram.comthescratchagencypodcast🎧 Listen on Spotifyhttpsopen.spotify.comshow7hutxCZ5NUPqF5hRdC79Hl🌐 Visit Our Websitehttpsscratchagencypodcast.comThanks for tuning into The Scratch Agency Podcast.Like, share, and subscribe for more real-world conversations about building from scratch.Own your future — we’ll see you next week.