Getting Past the Premium

Most producers chase every lead and wonder why they’re stuck in the price game.

But Tom Gilroy flipped the script—and helped scale a 120-year-old family agency into a nationally recognized powerhouse.

In this episode, Tom breaks down the repeatable strategy that took him from finance outsider to President of GKG, and the systems they use to help producers win high-value clients without pitching on price.

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Most agencies are burning out their team to protect their bottom line.

More remarketing.  More manual quoting.  More inefficiencies.
All while margins get tighter — and expectations get higher.

This week on Getting Past the Premium, Elliot sits down with Chris Peabody from Ascend to unpack what the most forward-thinking agencies are doing differently:

✅ Automating the right processes
✅ Embedding A...

Most insurance producers think they need more leads.
What they actually need is more clarity.

Clarity on:
→ Who they serve
→ Why they’re different
→ How they want to grow
→ And who should be referring them business

In this episode of Getting Past the Premium, Elliot Bassett sits down with Abby Arcishewsky, founder of Archway Strategy, to break down how producers can build intentional, strategic...

Most insurance producers cap out at $600K.

Not because they lack talent...but because the system around them is broken.

In this episode of Getting Past the Premium, I sat down with Ryan Deeds, VP of Strategy and Analytics at Alkeme, to break down the real reasons producers and agencies stall out.

Ryan’s built sales systems for 300+ producers across 57+ acquired firms...and what he’s seeing is uncomfortabl...

Most insurance producers don’t make it past year three.

Wells Gunn did…and built a thriving, specialized book in the independent grocery industry.

In this powerful episode of Getting Past the Premium, host Elliot Bassett sits down with Wells to unpack the exact mindset, process, and strategies he used to go from cold-calling 100 prospects a week…
…to leading a national risk practice for Houchens Insurance Group.

In this throwback episode, originally aired on January 4, 2023, Josh Gurley, Insurance Agency Owner at HM Advisors, redefines what it means to be an advisor.

Josh explains how truly understanding your clients’ risks and proactively servicing them sets top-tier advisors apart, turning your sales process into a relationship-building tool for long-term success.

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norri...

In this throwback episode, originally aired on July 17, 2024, Brandon Schuh of Christensen Group challenges the traditional insurance model by asking: what if you ran your agency like a law firm?

Brandon unpacks how positioning yourself as a trusted advisor—not a quote machine—can transform client relationships, streamline your sales process, and unlock long-term growth.

Episode Links:
Ellerbrock-Norris: ⁠https://www.el...

David Sliman, CEO of Sales Proformance Consulting, is back! We dive deep into the core principles that drive a highly effective sales presentation. David has worked with hundreds of sales team to teach them how to set themselves apart. He covers: setting the agenda up front, separating a sales presentation from a sales proposal, thinking of objections as building blocks (not road blocks), and avoiding the dreaded "email it to ...

In this throwback episode, originally aired on September 1, 2022, Andrew Atkinson, Business Insurance Professional from INSURICA Southwest, joined the show to discuss the best ways to provide value to your clients, prospects, and your team.

Andrew brings a thorough and practical understanding of commercial insurance, with a specialization in Workers’ Compensation. He works with clients to help them improve their Experience Modifier ...

Let’s face it… tech is taking over! But sometimes, nothing beats the power of a face-to-face meeting.

In this throwback episode, originally aired on February 8, 2023, we sit down with Michael Bodack to explore how personal connection can be the ultimate sales differentiator.

Michael breaks down his proven approach to client relationships and reveals strategies to stay competitive in a digital-first world.

How do you earn the right for a prospect's time? How do you set yourself apart from the agency down the street? And how are you being creative with your follow-up? David Sliman, CEO of Sales Proformance Consulting, has led sales teams across multiple industries, including insurance and risk management. He joins us today to discuss his four principles of selling – and it starts with speaking the language of your ideal client.

"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sales Manager and Risk Advisor at Oswald Companies, he practices what he preaches. Brokering is about selling a product. Advice is about expanding how you think and how you serve your clients. Casey also dives into marketing and content creation, creating "warm calls" as opposed to cold calls, and driving value with your clie...

We all want the best talent. Recruiting can be pain, but even beyond finding good people, developing them can be equally difficult. Brett Young, President & CEO at Erb and Young, is taking a unique approach to training and development: Erb and Young University. From weekly trainings to onboarding to its "Masterclass" series, finding a way to focus on helping your team learn and improve is vital to scalable success. Br...

Tim Leman, CEO at Gibson, joins the show today to talk through one of the biggest catalysts of growth at your insurance practice: Intentionality. How do you build your business to grow in the areas you most want to grow, in the locations you most want to hit, and with the beliefs you most want to instill in your team? From the corporate level all the way down to the individual producers, learn how to get everyone on the same page a...

When you're building a book of business, you control your own destiny. If you hit a plateau, it's easy to blame the product or to blame the market, but often times, the problem is you. Today, Angus Nelson, Founder and Executive Coach at Evolve Leadership, joins the show to talk about creating lifetime value and taking control of your outcomes. He discusses innovation, mindset, seeking intentional coaching and more.

Micah Salas, Senior Vice President for Christensen Group Insurance, started inside of a large captive agency and moved into the independent world. He joins the show today to discuss the "business plan" you learn coming up in trenches vs. what independent agencies face. He dives into building your client profile and niche, finding the volume of prospects you need to succeed, avoiding paralysis by analysis, and creating qua...

There is a difference between marketing and sales. And the sooner you create that distinction in your firm, the more scalable you'll become, according to Brett Young, CEO of Erb and Young. Brett joins us this week to talk about how his agency has built a brand in their market, grown within their niche and scaled with a repeatable process.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.el...

Julie Richt, President and Founder at Lucid Insurance, has seen about every side of the insurance industry in her career. Her path led her to starting Lucid, an MGA focused solely on property insurance. Learn why she's taken such a unique approach to her company, how the industry is evolving, how specialized offerings like hers have become more valuable, and what to expect from the current property market.

Enjoy the e...

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk about the value an agency can bring to a clients. Your commission percentages aren’t going to change, so how can you change your service model to add value and add revenue? LAUNCH is a tool Ryan uses to expand his offering beyond insurance and encompass more risk management “impact areas.” Learn how you can do the same within your model.

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