Shows / The Insurance Growth Lab
The Insurance Growth Lab
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.
Episodes
- The Insurance Growth Lab
What Brokers Need to Know After ITC 2026 with Callan Harrington
Host Callan Harrington goes solo in this monthly roundup to break down what he saw and heard at ITC. Instead of chasing the obvious AI headlines, Callan…
- The Insurance Growth Lab
How Troy Kemelgor Took a Bottom-Ranked Northwestern Mutual Office From $3.2M to $26.4M in Revenue
Host Callan Harrington sits down with Troy Kemelgor, Managing Partner at Northwestern Mutual in Columbus, to break down a 19-year turnaround story. Callan was…
- The Insurance Growth Lab
How Scott Denbo Recapped Commercial Insurance Associates and Added 12 Owner Producers
Host Callan Harrington sits down with Scott Denbo, CEO of Commercial Insurance Associates, to break down one of the boldest moves in the independent brokerage…
- The Insurance Growth Lab
How Seth Zaremba Took Retention from 87 to 94% at ZINC Insurance
Callan Harrington sits down with Seth Zaremba, CEO of b atomic and ZINC Insurance, to break down how he built extreme efficiency into an insurance agency and…
- The Insurance Growth Lab
The Renewal Blind Spot Costing Brokers Their Clients with Jeff Wilcoxon
In this episode of The Insurance Growth Lab, host Callan Harrington sits down with Jeff Wilcoxon, Senior Strategy and Corporate Development Principal at VIU by…
- The Insurance Growth Lab
How PJ Cannon Turns Employee Referrals Into a Recruiting Machine
Callan Harrington sits down with PJ Cannon, Regional Managing Director at Henderson Brothers, to break down how he recruits and builds high-performing…
- The Insurance Growth Lab
Alex Frommeyer on Using ICHRA to Win Small Business Clients
Callan Harrington sits down with Alex Frommeyer, Founder and CEO of Stack Health, to break down the future of small business health benefits. Alex previously…
- The Insurance Growth Lab
Jeff Cohen on Why Benchmarking and Loss Data Change How Brokers Place Coverage
In this episode of The Insurance Growth Lab, host Callan Harrington sits down with Jeff Cohen, Senior Vice President at Zywave, to break down how data…
- The Insurance Growth Lab
The Cross-Sell tactics Behind Insurance's Best Agencies
Host Callan Harrington pulls together some of the best cross-sell moments from top insurance agencies on The Insurance Growth Lab. Featuring Chris Paradiso…
- The Insurance Growth Lab
How Bill Johnson Grew Liberty to $240 Million in Revenue Without Private Equity
Host Callan Harrington sits down with Bill Johnson, Chairman and CEO of Liberty Company, to unpack one of the most unusual growth stories in insurance. Bill…
- The Insurance Growth Lab
How Lee LeBaigue Uses AI Policy Checking to Catch Coverage Gaps
Callan Harrington sits down with Lee LeBaigue, SVP at ISU Steadfast Retail and Brokerage, to break down how he is using AI to improve accuracy and generate new…
- The Insurance Growth Lab
How Top Insurance Agencies Stand Out in a Crowded Market
Host Callan Harrington pulls together some of the best moments from The Insurance Growth Lab, featuring Ryan Hanley, Matt Naimoli, Curtis Barton, and Patrick…
- The Insurance Growth Lab
How Diane Brickner Grew Peace Hills Insurance From 3 Employees to $500M in Premium
Host Callan Harrington sits down with Diane Brickner, Retired President and CEO of Peace Hills Insurance, to break down how a company with no profit for its…
- The Insurance Growth Lab
The 3 Moves Separating Elite Insurance Brokers from Everyone Else with Callan Harrington
Host Callan Harrington takes the mic solo in this episode to break down what separates the elite insurance brokers from everyone else. After 40 episodes of the…
- The Insurance Growth Lab
How Travis Hedge Built an AI-Enabled Brokerage at Vouch Insurance
Callan Harrington sits down with Travis Hedge, Co-Founder and CEO at Vouch Insurance, to explore how his company became an AI-enabled brokerage generating 73…
- The Insurance Growth Lab
How Scott Tannas Turned One Small-Town Agency into a $775M Exit
Host Callan Harrington sits down with Scott Tannas, Chairman of Western Investment Company and Canadian Senator, to explore how he transformed a single…
- The Insurance Growth Lab
Chad King's M&A Strategy That Grew King Risk Partners to $125 Million
Host Callan Harrington sits down with Chad King, Chairman and Founder of King Risk Partners, to explore how he transformed a 6-person family agency into a $125…
- The Insurance Growth Lab
How Rollo Insurance 5X'd in 5 Years Without a Niche or Outside Capital
Callan Harrington sits down with Jackson Rollo, President of Rollo Insurance, to explore how he became president at 24 and led the agency through 5x growth…
- 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…
- The Insurance Growth Lab
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…
- The Insurance Growth Lab
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…
- The Insurance Growth Lab
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…
- The Insurance Growth Lab
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…
- The Insurance Growth Lab
What Top Insurance Producers Do Differently with Paul VanderMarck
Host Callan Harrington sits down with Paul VanderMarck, Chief Technology and Innovation Officer at SageSure, to explore what the best insurance producers…
- The Insurance Growth Lab
Kyle Nakatsuji on What the Future of AI in Insurance Actually Looks Like
Host Callan Harrington sits down with Kyle Nakatsuji, CEO and Founder of Clearcover and Dearborn Labs, to explore how AI is reshaping insurance from the ground…
- The Insurance Growth Lab
How Matt Naimoli Built a Referral Network with 1300 Custom Bobbleheads
Matt Naimoli went from college baseball player to building one of the fastest-growing insurance agencies in America using an unconventional $10,000 bobblehead…
- The Insurance Growth Lab
Jim Waterwash's Playbook for Retaining Clients After an Agency Acquisition
Host Callan Harrington sits down with Jim Waterwash, Partner at INSocial Risk Advisors, to get into the details behind their 90%+ retention rate across 5…
- The Insurance Growth Lab
How Jeff Snyder Built Matic to 750K Leads Through Loan Servicing Partnerships
Callan Harrington sits down with Jeff Snyder, President of Matic, to break down how an “unqualified” first employee built one of the most successful embedded…
- The Insurance Growth Lab
How Eric Roberts Built the Cross-Sell System Behind His $20M Agency
Callan Harrington sits down with Eric Roberts, owner of My Insurance Group, to break down the systematic approach behind building a $20 million agency that…
- The Insurance Growth Lab
How Eddie Knezevich Built a Lead Machine Through Continuing Education Webinars
Callan Harrington sits down with Eddie Knezevich, President & CEO of NLF Partners, to break down the continuing education lead generation system that…
- The Insurance Growth Lab
How Patrick McBride Built an Insurance Agency Targeting Harley Davidson Owners
Host Callan Harrington sits down with Patrick McBride, founder of The McBride Agency, to explore his unconventional approach to building a successful…
- The Insurance Growth Lab
How Andy Harbut Scaled a Niche Insurance Brokerage in One Year
Callan 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…
- The Insurance Growth Lab
Jennie Lyttle's Cold Calling Playbook for Insurtech Outbound Success
Callan 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…
- The Insurance Growth Lab
Clinton Houck's Framework for Driving Non-Core Product Adoption
Callan Harrington sits down with Clinton Houck, VP of Insurance and Distribution at Fair, to explore how to successfully drive adoption of non-core products…
- The Insurance Growth Lab
How Caleb Cramer Used Webinars to Scale AgencyZoom to Thousands
Callan Harrington sits down with Caleb Cramer, Chief Revenue Officer at LAUNCH, to break down the exact group demo process that helped AgencyZoom onboard…
- The Insurance Growth Lab
The Story Behind one of Nationwide's Most Successful Marketing Campaigns with Brad Barnett
Callan Harrington sits down with Brad Barnett, former VP of Enterprise Marketing at Nationwide and current independent consultant, to break down one of…
- The Insurance Growth Lab
Inside the Strategic Shift Coming to Insurance in 2026 with Callan Harrington
Host 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…
- The Insurance Growth Lab
How Nick Golubitsky Uses AI and RevOps to Transform GTM
Callan Harrington sits down with Nick Golubitsky, VP of Revenue Operations at GreenSlate, for a deep dive into how AI is actually being used in go-to-market…
- The Insurance Growth Lab
Why Ryan Hanley Says Every Insurance Leader Needs a Personal Brand
Host Callan Harrington sits down with Ryan Hanley, President of Linqura and one of the insurance industry's most recognized voices, to break down the content…
- The Insurance Growth Lab
Why Insurtech Companies Are Losing the Messaging Battle with Callan Harrington
Callan Harrington returns from ITC Vegas with a critical observation that every insurtech needs to hear. Despite increased capital flowing into the market and…
- The Insurance Growth Lab
Why Margeaux Giles Spent a Year Rebranding Her Startup
Callan Harrington sits down with Margeaux Giles, CEO of IRYS Insurtech, to break down their year-long rebranding process that transformed both their external…
- The Insurance Growth Lab
Alex Harris on Building Partnerships That Drive Revenue and Mutual Benefit
Callan Harrington sits down with Alex Harris, co-founder of Fiat Growth and Fiat Ventures, to unpack how great partnerships actually drive growth. Alex shares…
- The Insurance Growth Lab
Go-to-Market Benchmarks Every Insurance Leader Must Know with Callan Harrington
Callan Harrington breaks down the evolving go-to-market landscape for insurtech companies, sharing insights from his presentation at InsureTech New York's…
- The Insurance Growth Lab
How Chris Kessler Built Multi-Million Dollar Insurance Partnerships
Host Callan Harrington sits down with Chris Kessler, Chief Product and Platform Officer at Bold Penguin, for an in-depth look at enterprise solution selling…
- The Insurance Growth Lab
How Ido Deutsch is Using Paid Media to Acquire Insurance Agencies at Scale
Callan 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…
- The Insurance Growth Lab
How Amber Wuollet Repositioned an Insurance Product and Hit Sales Goals 2x Faster
Callan Harrington sits down with Amber Wuollet, Director of Product & Lifecycle Marketing at Cowbell, to explore how thoughtful marketing can change the…
- The Insurance Growth Lab
Closing the Chapter: From That Worked to The Insurance Growth Lab
Callan Harrington, Founder of Flashgrowth and host of That Worked, reflects on the journey of his podcast as he records its final episode before shifting to…
- The Insurance Growth Lab
Matt Farrell - COO at Niobium Microsystems: Succeeding in the Earliest Stages, Evaluating Potential Employees, and Creating Work/Life Alignment
Matt Farrell is the COO at Niobium Microsystems, a trusted hardware design company developing high-performance microelectronic components to enable the secure…
- The Insurance Growth Lab
Mastering Content Strategy, Delegation, and Creative Efficiency
In this episode of That Worked, co-hosts Callan Harrington and Sullivan Finlay dive into content strategy, delegation, and maximizing creative output. Sullivan…
- The Insurance Growth Lab
The Power of Improv, AI-Driven Content, and Buying Back Time for Growth
In this episode of That Worked, host Callan Harrington and comedian/content creator Sullivan Finlay explore how improv can transform leadership, the evolving…
- The Insurance Growth Lab
The Ethics of AI, Digital Likenesses, and the Future of Content Creation
In this episode of That Worked, host Callan Harrington and comedian/content creator Sullivan Finlay dive into the rapidly evolving role of AI in entertainment…
- The Insurance Growth Lab
Why Specialization Changes Everything
Callan Harrington, Founder of FlashGrowth and host of That Worked, takes a deep dive into the strategic decision to niche his business into the insurance…
- The Insurance Growth Lab
The Power of Niching Down, Adding Instant Value, and Vulnerability in Content Creation
In this episode of That Worked, host Callan Harrington and co-host Sullivan Finlay, a writer, comedian, and content creator, dive into the challenges and…
- The Insurance Growth Lab
Sriya Maram - Co-Founder of Persana AI: The Modern GTM Stack, Prompt Engineering, and How AI is Impacting GTM
Sriya is the Co-Founder of Persana AI. Persana AI is a Y-Combinator-backed AI tool designed to enhance sales through hyper-personalization, seamless…
- The Insurance Growth Lab
Scott Knowles - Co-Founder and CEO of Deep Vector: Empathy in Sales, Selling to a Competitor, and Breaking the Rules
Scott Knowles is the Co-Founder and CEO of Deep Vector, a web-based software platform that transforms unstructured documents into actionable insights with…
- The Insurance Growth Lab
Dan Snyder - CEO & Co-Founder of Lower: Launching a B2C Line, Growth through Acquisition, and Building an Entrepreneurial Culture
Dan Snyder is the CEO & Co-Founder of Lower, a multi-channel home lender he helped build and grow over the last decade into the 28th largest lender in the…
- The Insurance Growth Lab
Tom Grote - CEO of Agape Automation: Narrowing your Focus, Stong Values, and Balancing the Core Business and Innovation
Tom Grote is the CEO of Agape Automation, a food-tech innovation company that creates the automated Smart Kitchens of the future. Prior to Agape Automation…
- The Insurance Growth Lab
Dan Manges - Co-Founder of RWX: Finding Your Co-Founder, Engineering Challenges, and Decision Making
Dan Manges is the Co-Founder of RWX. RWX develops software engineering tools that optimize build and test performance, reliability, and developer experience…
- The Insurance Growth Lab
Matthew Achak - Co-Founder of FCR: Coin Flips, Choosing the Right Business Partner, and Employee Retention
Matthew Achak is the Co-Founder and Managing Partner of Non-Linear Venture Partners, where he consults and invests in early-stage start-ups. Prior to…
- The Insurance Growth Lab
David McFarland - Founder and CEO of Coterie Insurance: Building the Initial Team, Mitigating Hiting Mistakes, and Stage Fit
David McFarland is the Founder and CEO of Coterie Insurance. Coterie Insurance puts insurance agents and brokers first, delivering instant business insurance…