The Insurance Growth Lab

How Brokers Can Become True Risk Advisors with Aclaimant President David Wald

Callan Harrington sits down with David Wald, President and Co-Founder of Aclaimant, to explore what it truly means to become a risk advisor in today's insurance market. David shares the unexpected origin story of Aclaimant and its growth trajectory to tracking billions of dollars in claims annually and serving thousands of companies. The conversation dives into the practical aspects of becoming a true risk advisor rather than just a rate-shopping broker. David outlines the three key components that separate real risk advisors from those who just talk about it. He also shares his insights on the importance of leveraging professional networks, the transition from founder to president, and why listening to industry veterans can accelerate business growth. This episode provides actionable insights for brokers looking to evolve their service model and technology entrepreneurs entering the insurance space. Key topics covered: [00:00] Intro [01:01] Father-in-law's app idea sparks startup [04:11] Three early customers say yes immediately [07:58] What being a risk advisor really means [11:00] Quarter million premium threshold for advisory services [12:32] Three parts of successful risk advisory [17:54] Geographic density versus vertical specialization [22:46] Leveraging asymmetric relationship advantages [25:48] Network building creates business opportunities [30:34] Hiring Kathy Burns as CEO transition [34:47] Organizational maturity through experienced leadership [37:33] Listen more to industry wisdom Connect with David Wald on LinkedIn: https://www.linkedin.com/in/davidawald Subscribe for more tactical insurance growth insights and strategies from industry leaders who are driving real results.

Chris Paradiso's Retention System Every Insurance Agency Needs

Host Callan Harrington sits down with Chris Paradiso, owner of Paradiso Financial and Insurance Services, to dive into the retention strategies that form the foundation of real agency growth. Chris shares how his 50+ employee agency learned the hard way that retention is everything when their numbers dropped nearly 10% after getting lazy with client communication during COVID. Chris breaks down his systematic approach to client retention, from the 60-day renewal process to the three-attempt phone call strategy for top clients. The conversation covers practical tactics like same-call resolution, Net Promoter Score follow-ups, and why Chris believes emails are for information but phone calls are for communication. This episode delivers actionable insights for any agency owner looking to build sustainable growth through stronger client relationships and proven retention systems. Key topics covered: [00:00] Intro [01:00] Marine Corps Boot Camp Experience [03:46] Conquering Fear Through Challenges [07:37] Real Growth Starts with Retention [08:15] Vegas Agency Retention Disaster [10:45] Phone Calls Drive Retention Success [13:53] Calling Every Single Client [18:14] Single A Clients Become Triple A's [20:30] Growth Formula with Retention Math [21:00] Soft Market Premium Challenges [23:55] Coverage First Price Second Strategy [26:02] Recording and Auditing Phone Calls [28:44] Segmented Client Touch Points [30:21] 60 Day Renewal Process [32:17] Net Promoter Score Follow Up [34:01] Dunkin Donuts Gift Card Hack [37:36] Same Call Resolution Strategy [39:17] First Step Retention Coaching Advice [41:40] Investing in the Best Training Connect with Chris Paradiso on LinkedIn: https://www.linkedin.com/in/christopherparadiso Subscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

How Lyndon Block Built 7 Insurance Brokerages Through Community Building

Callan Harrington sits down with Lyndon Block, President & CEO of Block's Agencies, Prairie Insurance, Mello Insurance, and Rosthern Agencies, to explore his unconventional path to building 7 insurance brokerages across Saskatchewan. Lyndon shares how a chance encounter with marketing expert Chris Paradiso at a conference sparked a relentless pursuit of digital marketing mastery that changed everything. After being called out for doing "nothing" with his marketing efforts, Lyndon's persistence led to a life-changing mentorship in Connecticut, where he learned the fundamentals of digital growth. The conversation reveals Lyndon's dual strategy of building both a self-funded digital insurance platform and acquiring struggling small-town agencies. He explains why distressed assets in rural communities represent hidden opportunities and how his boots-on-the-ground approach builds the trust necessary to turn around declining agencies. This episode offers practical insights for anyone looking to grow through acquisition or build authentic community connections in their business. Key topics covered: [00:00] Intro [02:09] Wake up call from insurance marketing guru [03:32] Flying to Connecticut for free training [05:55] Persistence as a competitive advantage [08:00] Self funding a digital insurance agency [09:27] Gary Vaynerchuk's cannibalization strategy [11:19] Building API bridges for online insurance [12:02] Old school door knocking for lead generation [14:17] Two minute tenant insurance buying process [16:37] Small town community strategy explained [18:58] Why buy struggling insurance agencies [21:33] Small town loyalty creates sticky clients [25:02] Turning around distressed agencies [28:40] Being present at hockey games and pancake breakfasts [31:17] Using comedy to generate insurance business [34:44] Digital versus community agencies coexisting [36:56] Never say no to opportunities Connect with Lyndon Block on LinkedIn: https://www.linkedin.com/in/lyndonblock/ Subscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

How Curtis Barton Built ALKEME into a $2B Insurance Powerhouse

Curtis Barton didn't take the traditional path to building a large platform agency. He convinced six agency owners to merge their businesses, raise private equity capital together, and build something that had never been done in the industry. ALKEME is now ranked 21st on the Insurance Journal top 100, with over $2 billion in premiums written, $122 million in EBITDA, and 83 acquisitions completed. Callan Harrington sits down with Curtis to break down how ALKEME was built from the ground up, why they moved every agency onto a single integrated system before anyone was talking about it, and how they use AI today to turn account managers from reactive paper pushers into proactive mini-salespeople.  This episode is a blueprint for any agency owner thinking about what it actually takes to scale past a lifestyle business and build something that lasts. Key topics covered: [00:00] Intro [01:18] Skiing teaches business adaptation skills [04:24] Why leaders must explain change [06:48] Building agency from zero revenue [09:02] Lifestyle business versus generational wealth [11:00] Constant reinvestment beats traditional playbooks [12:36] Eight agencies merge into platform [17:19] Roadblocks to starting agency platforms [22:23] Pick niche then hyper niche [25:18] Organic growth fuels acquisition capacity [28:58] AI automates workflow from inbox [32:16] Blind scoring acquisition targets [36:22] Scale beats growth every time [40:07] Maturity means leading with intelligence [44:49] Building forever company not exit Connect with Curtis Barton on LinkedIn: https://www.linkedin.com/in/curtisbarton Subscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.

Breaking Down Modern Claims Operations with Snapsheet President Andy Cohen

Callan Harrington sits down with Andy Cohen, President and COO of Snapsheet, to dive into why claims operations represent the biggest opportunity left in insurance, and what it actually looks like when carriers get it right. Andy brings perspective from both the carrier side and Snapsheet's work with over 180 carriers, including 16 of the top 20 P&C carriers.  Andy covers why loss adjustment expenses have barely moved even as premiums have surged, what modern claims operations actually look like when they're working, and what brokers and agents should be asking their carrier partners to hold them accountable on performance. This episode provides actionable insights for anyone looking to understand how claims technology can drive better outcomes and competitive advantage in today's insurance market. Key topics covered: [00:00] Intro [01:15] Change Management Takes 3 Years at Carriers [03:02] AI Moving Fast in Insurance [06:16] Snapsheet's 180 Carrier Network [08:10] Claims Tech Overnight Success 14 Years Later [10:59] Brokers Haven't Paid Attention to Claims [15:28] Agents Can Vote With Their Feet [18:03] Questions Agents Should Ask Carriers [21:07] Best Practices from Top Carriers [24:08] Key Questions About Loss Adjustment Expense [26:28] Modern Claims Process Breakdown [30:40] Where Agents Insert Themselves [32:49] The Next 10 Years of Claims [36:03] Modernization vs True Transformation [38:31] Claims as Competitive Advantage Connect with Andy Cohen on LinkedIn: https://www.linkedin.com/in/andrewjustincohen Subscribe to The Insurance Growth Lab for more tactical growth strategies from industry leaders.