Build Your Legacy: Insurance Edition

Brent Farley didn’t set out to be an insurance agency owner—but once he discovered the path, he never looked back. In this episode of Build Your Legacy: Insurance Edition, Brent shares how he went from selling life insurance and working in claims to building a successful independent agency partnered with SIA of NC.
✅ What pushed him to leave the captive world
✅ How he overcame the challenges of starting from scratch
✅ T...

Captive and direct writers are feeling the pressure. 
In this episode of Build Your Legacy: Insurance Edition, we break down the growing disruption in the captive space—and why so many agents are making the move to independence. From commission cuts to lack of ownership, we cover the factors driving this shift and what it means for long-term success.
✅ How compensation cuts are affecting captive agents
✅ The demand for ...

Cyber intrusions are up 72%—and small businesses are feeling the heat. 
In this episode of Build Your Legacy: Insurance Edition, we explore the latest cyber insurance trends with Adam Connor of RPS. From social engineering scams to card tumbling fraud, we cover the threats driving today's claims—and what agencies must do to stay protected.
✅ Why ransomware payments are declining
✅ The rise of cyber fatigue among em...

🎙 Thinking about starting your own insurance agency? Before you leap, it’s critical to understand what it really takes to succeed.
In this episode of Build Your Legacy: Insurance Edition, we talk about the expectations vs. reality of launching an insurance agency. From long hours and stress management to handling every part of the business yourself, we break down the truths new owners need to hear.
✅ The misconception of &...

Thinking about growing your commercial book of business but not sure where to begin? In this episode, we sit down with Jerry Thacker, Director of Commercial Lines Development at SIAA, to discuss how independent agents can confidently break into the commercial space.
✅ Why commercial insurance is key to agency success
✅ Common mistakes new commercial producers make
✅ How to align with carriers and build your prospect lis...

Is your agency ready to acquire another book of business or agency? In this episode, we walk through what it takes to prepare financially and strategically for an acquisition.
✅ Learn why agency buyers need a plan before they shop
✅ Discover the importance of building banking and seller relationships
✅ Hear real-world insights on creative deal structuring
✅ Understand how small agencies can compete with larger broke...

Is your agency prepared for a cyberattack?
In this episode of Build Your Legacy: Insurance Edition, we talk with Adam from RPS—our go-to cyber expert—about the real impact of cyber threats and how cyber liability insurance protects agencies and their clients.
✅ What cyber liability insurance really covers
✅ Why every agency needs this policy—even if using third-party platforms
✅ How policies respond during a breach ...

💼 Is your agency hitting the right profit margin? In this episode of Build Your Legacy: Insurance Edition, we unpack what insurance agencies should be targeting for profitability—and why so many fall short.
✅ Typical agency profit margins: Why 2-10% isn’t enough
✅ What’s driving low margins—and how to fix it
✅ How to improve profit through smarter business placement
✅ The hidden impact of contingency bonuses and ca...

📢 Wondering how to make digital marketing actually work for your insurance agency?
In this episode of Build Your Legacy: Insurance Edition, we break down what a strong digital marketing strategy looks like—and how agents can avoid common pitfalls while boosting online visibility and lead generation.
✅ Learn how to identify your ideal client and target the right platform
✅ Understand the difference between traffic and c...

How Much Should Insurance Agency Owners Pay Themselves?
How do independent insurance agency owners decide what to pay themselves?
In this episode of Build Your Legacy: Insurance Edition, we dive into insurance agency compensation—how much to pay yourself, when to adjust your salary, and why stability matters more than spikes in income.
✅ Producer vs. Owner Pay – How to set your rate based on your role
✅ Market-Based...

Is your agency truly stable—or are you just hoping for the best?

In this episode of Build Your Legacy: Insurance Edition, we dive into how insurance agency partnerships offer the financial and carrier stability that every established agency needs.

✅ Guaranteed Contingencies – Build a stable revenue stream with quarterly payouts
 ✅ Market Access – How partnerships help you replace or expand carriers without disruption
 ✅ Finan...

Thinking about partnering with a network like SIAA? In this episode, we sit down with Don Mills, President of SIA Group, to explore why SIA Group chose to partner with SIAA—and how it helped grow the agency from 40 to 120 employees without losing independence.

✅ Learn the financial benefits of agency partnerships
 ✅ Understand how partnerships protect independence
 ✅ Hear real examples of long-term growth and support
 ✅ ...

#Insurance #SalesStrategy #IndependentAgency

🚨 Not all business is good business.

In this episode of Build Your Legacy: Insurance Edition, we explore when it's time to walk away from a prospect—and why it’s often the smartest move an agency owner can make.

✅ When “helping” actually hurts your agency
 ✅ The trap of quoting midterm policies
 ✅ How to recognize bad fits before you waste your time
 ✅ The cost of serving ...

#Insurance #AgencyNetworking #CarrierRelationships

🎯 This episode of Build Your Legacy: Insurance Edition gives a sneak peek into SIA of NC’s revamped annual meetings and how they're creating unmatched opportunities for insurance agency networking.

✅ Two regional locations—Charlotte and Durham
 ✅ Business insights + informal relationship building
 ✅ A fun, relaxed Topgolf setting for all team members
 ✅ Connect with...

Title: Thinking About Buying an Insurance Agency? Start Here
Description:
📌 Buying an insurance agency is a big decision—and not one to rush. In this episode of Build Your Legacy: Insurance Edition, we break down the essential questions to ask before making the leap.
✅ What to know about revenue and carrier relationships
✅ How to evaluate fit with your existing agency
✅ The importance of staffing, overhead, and...

#Insurance #AgencyPartnership #BuildYourAgency
💡 Ever wondered why there's a cost to partner with SIA of NC?
In this episode of Build Your Legacy: Insurance Edition, we break down what that investment really means—and why it’s one of the most valuable moves you can make for your agency’s future.
✅ Tailored Onboarding – Why every new agency gets a custom onboarding experience
✅ Foundation Support – From licensi...

#InsurancePerpetuation #AgencySuccession #InsuranceLegacy
🧩 Is your insurance agency ready for the future?
In this episode of Build Your Legacy: Insurance Edition, we unpack the essential steps to creating a smart perpetuation plan—before it’s too late.
✅ Why agencies fail to plan—and how that costs them
✅ Key factors that determine your agency’s true value
✅ How to prepare your agency for sale or internal succ...

#AgencySuccessionPlanning #IndependentAgencies #BuildYourLegacy
🔒 Who takes over your agency if something happens to you?
In this episode of Build Your Legacy: Insurance Edition, we explore why succession planning is essential for every independent insurance agency.
✅ Solo Owner Considerations – What happens if your spouse doesn’t work in the business?
✅ Partnership Triggers – What to know if your business partner ...

#Insurance #AgencyFailure #InsuranceSuccess
 
🚨 Thinking about starting an insurance agency? Many independent agencies struggle to stay afloat—and some fail entirely. In this episode of Build Your Legacy: Insurance Edition, we break down the top reasons why insurance agencies fail and how you can avoid common pitfalls.
 
✅ Financial Preparedness – Cash flow is king! Why agencies fail when they don’t plan for slow m...