S5E12 | How to Build a Top-Tier Book of Business Without Cold Calls or Commodity Pitches - feat. Tom Gilroy

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.

If you’re serious about creating meaningful differentiation, building real expertise, and closing accounts that actually want your advice—this episode is your blueprint.

Here’s what you’ll learn:
✅ Why grit, network, or expertise—you only need 2 of the 3 to win
✅ How Tom used social media to generate national inbound leads
✅ The system GKG built to back up every sales promise with execution
✅ How to create a risk strategy roadmap that compels clients to switch
✅ Why the “no a-hole” rule protects your team and client experience
✅ How to craft a repeatable risk advisory process your team can use to scale

👉 Connect and follow us:
Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast
LinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
Website:  https://getlaunch.io/

👉 Connect with our guest:
Tom Gilroy, President, GKG
LinkedIn:  https://www.linkedin.com/in/tom-gilroy/ 
Website:  http://www.gkgrisk.com/
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🎙️ Sponsored by LAUNCH
This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance.

With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO.

Stop selling price.  Start selling insight.
👉 Visit https://getlaunch.io/ and get past the premium.
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This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.