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Agency Ascend

Coverica

Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by CEO, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency Owners turn their business into a major asset.

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22 episodes
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Avg 43 min
English

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October 22 · 45 min
He Left the Military and Went into Insurance
What does a 25-year military career have to do with running an insurance agency? For Vic, quite a lot. After leaving the military and stepping into the agency his father-in-law had spent nearly four decades building, he quickly discovered that the discipline, attention to detail, and commitment to continuous learning that served him in uniform translated directly into insurance. In this episode of Agency Ascend, Vic joins the team to talk about becoming a risk advisor rather than simply a salesperson, preserving decades of institutional knowledge, and building the systems necessary to take a traditional agency into its next generation. They also discuss the value of mentors, why experienced agents have lessons the next generation needs to hear, how proactive loss prevention can change the relationship between an agent and a client, and why an agency's standards only matter if leaders are willing to enforce them. If you're building, inheriting, or preparing to grow an independent insurance agency, this conversation is a reminder that sustainable growth requires more than production. It requires processes, people, mentorship, and standards that remain intact when they're tested. Learn more about Agency Ascend and how independent agencies can access the relationships, resources, and support they need to grow. Connect with Vic Website: https://smains.com/our-sma-insurance-team Linkedin: https://www.linkedin.com/in/victor-lauersdorf About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
August 26 · 36 min
Why Generic Insurance Marketing Does Not Work
AI is changing insurance marketing, but it is not a substitute for a real brand. In this episode, the Agency Ascend team sits down with Tiany Rodriguez and Sir Isaac to discuss what agencies need to do to stand out in an increasingly crowded, automated content landscape. They explore why better stories beat generic insurance posts, how to build a recognizable brand voice, what makes marketing feel authentic instead of artificial, and why your value proposition has to come before your colors, logo, or slogan. The conversation also gives practical encouragement to agency owners, producers, and service staff who know they should market themselves—but are not sure where to start. If you want to build a more human, memorable insurance brand, this episode gives you a practical place to begin. Shares Tiany: Marketing Made Simple by Donald Miller Isaac: Will It Fly? by Pat Flynn Chris: Giftology by John Ruhlin Chad: How To Train Your Dragon by Cressida Cowell About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
August 6 · 45 min
David Allen on: Fear vs. Faith in the Pseudo Soft Market
Artificial intelligence isn't coming to insurance—it has already arrived. In this episode of Agency Ascend, Chad Brumet, Chris Sterlacci, Jessica McBurney and returning guest David Allen explore one of the biggest questions facing the insurance industry today: What happens when AI changes the business model of insurance? David introduces the idea of a "pseudo soft market," explaining why today's improving carrier appetite may actually be preparing agencies for a much larger transformation. The conversation examines how carriers like State Farm, Farmers, Progressive and Goosehead are each taking very different approaches to AI, agency distribution and technology adoption. The discussion then shifts toward what independent agents must become if they want to thrive over the next decade. Rather than competing on price alone, successful agencies will increasingly differentiate themselves by becoming trusted risk advisors who deliver consultative value, stronger relationships and proactive guidance that technology alone cannot replace. Whether you're an agency owner, producer or insurance leader, this episode offers practical insights into where the industry is headed—and how to prepare before the next wave arrives. Connect with David Allen: https://icainsuranceeducation.com/about-us-2/ Check out The Shift. It’s a resource that helps agencies evaluate the overall health of their business and identify opportunities for growth: http://theagencyshift.com/ About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
July 16 · 43 min
Do You Actually Own Your Insurance Book? Independent Agent's most Frustrating Problem.
Getting carrier appointments can create a frustrating chicken-and-egg problem for independent agencies: carriers may want proof of production before offering a direct appointment, but agencies need access before they can build that production history. In this episode of Agency Ascent, Chad Brumet, Chris Sterlacci, and Jessica McBurney break down their solution to help agencies navigate that gap ... its called AccessPlus. They also discuss how to evaluate whether you truly own your book, what to look for in MGA and network agreements, why mentorship matters when moving from captive to independent, and how service center agreements can support growth. Want to know more, give us a shout! visit https://www.covericaaa.com/ About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
June 24 · 39 min
How To Stop Wasting Time on Bad Insurance Opportunities
Commercial insurance isn’t just a bigger version of personal lines—it’s an entirely different process. In this episode, Amanda Hightower of Hightower Insurance Group joins Agency Ascend to discuss the operational changes required to grow a successful agency. From navigating a difficult market to implementing procedures, managing remote teams, and building better broker relationships, Amanda shares the lessons she learned scaling her agency. She also shares why complete submissions, clear expectations, and protecting your team’s time can make the difference between growth and burnout. What systems have you implemented that changed the way your agency operates? About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
June 3 · 37 min
The Math Behind Going Independent (as an Insurance Agency)
Richard Johnston joins Agency Ascend to share one of the most transparent conversations we’ve had yet about leaving the captive insurance model and rebuilding independently. Richard walks through the realities of operating a captive agency, including shrinking bonuses, staffing requirements, storefront overhead, and aggressive rate increases that eventually pushed him to reconsider his future. He also shares the emotional side of the transition — including being told his book “wasn’t attractive,” navigating anxiety during the sale process, and supporting his family while preparing to start over from zero. The conversation also dives into how Richard researched aggregators and networks, why he ultimately chose CAA, and how Access Plus helped bridge the gap while waiting for direct appointments. Richard explains how independence dramatically improved his close ratios, accelerated growth, and allowed him to build an agency model that aligned with his long-term goals and family priorities. If you are a captive agent considering the independent path, this episode provides both the emotional and operational realities behind making the jump. Richard's shares Favorite book: The Bible Favorite TV show: The Office Favorite movie: Old School Favorite quote: 1Co 10:31 "Therefore, whether you eat or drink, or whatever you do, do all to the glory of God" About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
#18
May 13 · 28 min
The Hidden Cost of Staying Captive
The captive agency model has helped many agents enter the insurance industry, build discipline, and learn how to sell. But in 2026, the model is facing new pressure. In this episode of Agency Ascend, Chad Brumit, Chris Sterlacci, and Jessica McBurney break down the biggest issues impacting captive agents right now, including reduced commission structures, moving compensation targets, rising business expenses, staffing requirements, and limited control over how the agency operates. The team also explores when the captive model still makes sense, especially for agents who are new to insurance, and when it may become too restrictive for business-minded owners who want more control, stronger resale value, commercial opportunities, and long-term independence. If you’re a captive agent wondering what comes next, this episode is for you. Movie Quotes from the Team: Chris "May the Force be with you" Chad "the very things that hold you down- are going to lift you up" Jessica "I don't want to be the product of my environment, I want my environment to be a product of me" About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
#17
April 22 · 46 min
Starting an Insurance Agency? These 5 Things Decide If You Make It
Starting an agency is exciting, but the first 12 to 24 months can also expose every weak spot in a business plan. In this episode of Agency Ascend, Chad Brumet, Chris Sterlacci, Jessica McBurney, and special guest Mindy Monaco, Director of Agency Development at CAA, break down the five things successful agencies do early to build real momentum. The conversation covers why having a plan matters, how to avoid drifting, and why early-stage owners need more than just hustle to get traction. The team digs into what it really means to define a niche, why carrier strategy should go beyond collecting appointments, and how new owners often underestimate the importance of focus. They also talk through the financial realities of building an agency, including the difference between surviving personally and building a business that can actually thrive. Along the way, they highlight the need for steady pipeline activity, accountability, and strong coaching relationships that keep new agencies moving in the right direction. If you are launching from scratch or trying to build a stronger foundation for growth, this episode lays out a practical framework for how to think, plan, and operate in the early stages. About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
#16
March 25 · 34 min
The New Rules of Carrier Access and Agency Growth
In this episode of Agency Ascend, Chad, Chris, and Jessica break down what’s really happening with carrier relationships, market access, and agency positioning heading into 2026. While many agents are asking if markets are opening back up, the reality is more nuanced: carriers are becoming increasingly selective, prioritizing profitability, data, and alignment over sheer volume. The team explores how strong carrier relationships can unlock far more than appointments—providing insights, growth opportunities, and strategic advantages that most agents overlook. They also dive into how different carrier strategies (broad vs. selective) impact agency growth, why diversification is now essential, and how small agencies can still compete against larger firms by leveraging relationships and adaptability. If you’re an agency owner trying to navigate a faster, more complex market, this episode lays out exactly what it takes to stay competitive—and where most agents are falling behind. About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
#15
March 4 · 59 min
How to Choose the Right Insurance Network Model
Choosing a network, aggregator, or franchise isn’t about finding the “best” option—it’s about finding the right fit for your vision. In this episode, Chad and Jessica break down the primary models available to independent agency owners: easy-entry clusters, pure aggregation volume groups, elite institutional models, and franchise systems. Each comes with trade-offs in ownership, support, capital requirements, and long-term exit flexibility. The team concludes with a deep dive into supported independence, and how combining national scale - with regional expertise creates flexibility across agency life stages, from side hustle to growth-minded scaling firm. About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
February 11 · 39 min
Growth, Scale, or Exit: Choosing the Right Agency Path
In this episode, the team breaks down the real paths agency owners take—and why choosing the wrong one can quietly limit growth. From lifestyle agencies and producer-owners to builders, acquirers, and exit-focused firms, the hosts explain how each model operates and why success looks different for each. The discussion challenges the assumption that all agencies should grow the same way, highlighting how misalignment between mindset and strategy creates friction. As the conversation turns toward 2026, the focus shifts to the pressures reshaping the independent channel. Carrier expectations are rising, technology is no longer optional, and adaptability is becoming a competitive advantage. The team explores common warning signs—like revenue sawtoothing—and explains how delegation, systems, and leadership development separate scalable agencies from stagnant ones. The episode closes with practical insights on what agency owners should prioritize now: production, technology adoption, and flexibility in a rapidly changing market. Whether you’re building for scale or designing a sustainable lifestyle agency, this episode provides a clear framework for making intentional decisions about your future. About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
January 21 · 46 min
Why Most Agency Owners Don’t Actually Own Their Book
In this episode of Agency Ascend, the core team dives deep into one of the most misunderstood topics in the insurance industry: contracts. Building on feedback from a previous acquisition-focused episode, the conversation explores how contract language determines who truly owns client relationships, carrier access, and long-term agency value. The hosts break down why many agents believe they own their book—when in reality, they may only be producing business for someone else. Chris, Jessica, and Chad unpack the difference between owning client data and owning carrier contracts, using MGA, captive-light, and network models to illustrate how revenue can exist without equity. The episode also tackles acquisitions, red flags, and advice for both new and established agency owners. Shares: Chad: “The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore, all progress depends on the unreasonable man.” - Quote from George Brenard Shaw Jessica: “The Man in the Arena” - Speech from Teddy Roosevelt Chris: ““I would rather earn 1% of a hundred people’s efforts than 100% of my own efforts.” - Quote from John D. Rockefeller About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
Dec 31, 2025 · 27 min
Agency Ascend Reacts: Hard Truths About Growth, Exits, and Reality
This special reaction episode of Agency Ascend brings the full core cast back together to revisit and react to standout moments from earlier episodes. Producer Sir Isaac steps in as moderator, curating clips and guiding discussion as the cast reflects—sometimes seriously, sometimes humorously—on how those conversations land with hindsight. The episode blends industry insight with candid behind-the-scenes commentary, giving listeners context on why certain moments resonated and how perspectives have evolved. About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
Dec 3, 2025 · 45 min
Why Agency Acquisitions Are Exploding in 2026
This episode of Agency Ascend digs into one of the hottest topics in the independent insurance world: acquisitions—why they’re accelerating, what drives agency value, and how owners on both sides can make the smartest decisions. Chad, Chris, and Jessica discuss why recurring revenue, private equity activity, and market shifts have turned acquisitions into a central growth strategy for agencies of all sizes. They also explore how aging-out owners, premium inflation, and the hard market have forced many agencies to rethink their future. They share real examples of acquisition pitfalls—from terminated contracts to bad servicing codes—as well as the key questions every buyer should ask before entering a deal. On the seller side, they outline what owners can start doing today to prepare for a clean, profitable transition years down the line. Whether you’re considering buying, selling, or simply want to understand the landscape, this episode provides the clarity and practical insight every agency owner needs to stay competitive in a changing market. Shares: Jessica -If you want to go fast, go alone. If you want to go far, go together. Chris- Success is rent, and the rent is due every day. Chad -Proverbs 20:18 — “Plans are established by seeking advice; so if you wage war, obtain guidance.” About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
#15
Nov 5, 2025 · 53 min
How ICA is Reinventing Insurance Education with David Allen
In this episode of Agency Ascend, hosts Chad Brummett, Chris Sterlacci, and Jessica McBurney sit down with David Allen, Commercial Lines and Sales Instructor for Insurance Centers of America (ICA). David shares how ICA’s education model has transformed insurance training by prioritizing live, interactive learning that engages agents across the country — from beginners to seasoned professionals. He opens up about his journey from a teenage insurance agent to leading ICA’s national training initiative, explaining how humor, empathy, and real-world application make his sessions memorable. David also dives into the importance of coaching, self-awareness, and setting realistic expectations for success in the industry. From the power of niche specialization to overcoming comfort-driven stagnation, David provides actionable insights for agents looking to scale their impact and revenue. His perspective on helping others before selling, and on personal leadership growth as the foundation for business growth, makes this episode a must-listen for every aspiring agency leader. Shares: David: How to Win Friends and Influence People by Dale Carnegie, and much more Jessica: Shaping a Winning Team by Paul Fayad Chris: The Mom Test by Rob Fitzpatrick Chad: Beyond the Hammer by Brian Gottlieb Guest Link: David Allen – ICA Insurance Education About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
Oct 8, 2025 · 45 min
Mentorship Meets Metrics: How Growth Coaches Drive Agency Success
In this episode of Agency Ascend, Chad and Jessica sit down with CAA’s Growth Coaches, Mindi Monaco and Robyn Dallas, to discuss how growth coaching transforms independent agencies. Mind shares her journey from AAA captive agent to mentor and coach, while Robyn reflects on her path through underwriting and marketing before joining CAA. Together, they explain how their roles combine mentorship, analytics, and hands-on support to help agencies grow sustainably. Listeners will learn what a “day in the life” of a growth coach looks like—from tracking production and retention metrics to helping agents earn carrier appointments and optimize their processes. These coaches also go deep into CAA’s support systems, including Access Plus and carrier partnerships, and how they empower agents to scale faster, avoid common pitfalls, and transition successfully from captive to independent models. Remember, growth doesn't happen by accident. If you have ever wondered what a growth coach could do for your insurance agency, this episode is for you. Shares: Mindi: “Atomic Habits” by James Clear Robyn: "Cant Never Could Do Nothing" Jessica: "Inner Excellence" by Jim Murphy Chad: Book of Philippians Connect with our Guests: Mindi Monaco | Mindi.Monaco@covericaaa.com Robyn Dallas | Robyn.Dallas@covericaaa.com About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
Aug 6, 2025 · 52 min
Stop Chasing Growth—Start Pursuing Alignment: Austin Jordan's Story
In this episode of Agency Ascend, we sit down with Austin Jordan, a Regional Sales Manager with AmTrust Financial Services in the DFW area who shares his career journey, lessons from the field, and practical advice for agencies transitioning into commercial insurance. He talks about the importance of mentorship, building trust through service, and how agencies often solve problems clients don’t even know they have. More than just tactical advice, Austin opens up about what drives him: legacy, family, and purpose-driven leadership. This conversation is packed with insight for producers, agency owners, and anyone looking to grow with intention. If you want to connect with Jordan, you can find him on LInkedin: https://www.linkedin.com/in/austin-jordan-5a6009144/ Shares: Chad: "The Four Agreements" by Don Miguel Ruiz Austin: "Strong Heart" by Jill Garner Jessica: "I used to believe that prayer changes things, but now I know that prayer changes us and we change things" - Mother Teresa Chris Matt: 6:34 About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
Jul 16, 2025 · 54 min
What I Wish I Knew Before Starting My Insurance Agency with Amanda Hightower
In this episode of Agency Ascend, hosts Chris and Chad sit down with Amanda Hightower, founder of Hightower Insurance Group. Amanda shares how a moment of divine inspiration led her to start her own agency, Which as been a hard journey of finding the right and the mindset, systems, and leadership lessons to build to the scale she has reached today. She walks through the emotional challenges of being a leader, how she invests in her team, and what it means to lead with both strength and compassion. From learning to say no, to creating space for her family, to staying grounded in her faith, Amanda offers practical advice for agency owners who want to grow without burning out. Whether you’re thinking about launching your own business or simply want to lead with more intention, Amanda’s story is a masterclass in courage, clarity, and conviction. Shares: Amanda: Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink & Words That Work by Frank Luntz Chad: Beyond the Hammer by Brian Gottlieb Chris: Traction: Get a Grip on Your Business About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
#12
Jun 25, 2025 · 35 min
Married Couple Builds Insurance Empire: The Crenshaw Journey
In this episode of Agency Ascend, hosts Chad Brumit and Chris Sterlacci sit down with Diana and Ron Crenshaw of Elite Security Insurance. From military service to agency ownership, the Crenshaws share how their unique paths led them to buy and revitalize a struggling agency. They reveal how systems built from scratch, strong communication, and unwavering honesty with clients helped them grow rapidly—even during a hard market. The conversation touches on the emotional realities of buying a business, the importance of a mission-driven approach, and the power of being accessible and transparent with customers. Diana and Ron also open up about working together as a married couple, what drives their leadership philosophy, and how they’re planning to merge business with adventure by taking their work on the road. This episode offers practical wisdom for any insurance professional considering ownership, looking to strengthen operations, or aiming to build deeper client relationships. Visit their Website: https://elitesecurityins.com/ Shares: Diana: II Tim 1:7 - "For the Spirit God gave us does not make us timid, but gives us power, love and self-discipline." Ron: "In chaos there is profit, in extreme chaos there is extreme profit" Chris: "Inner Excellence" by Jim Murphy Chad: "Beyond The Hammer" by Brian Gottlieb About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com
Jun 4, 2025 · 54 min
The $800K Bet That Paid Off: Wes Spencer’s Agency Story
In this episode of Agency Ascend, hosts Chris and Jessica sit down with Wes Spencer, co-owner of Spencer Insurance DFW, for a masterclass in agency growth and strategic decision-making. Wes shares how he and his brother navigated the transition from a captive agency to full independence—one of only eight agencies nationwide to take advantage of Nationwide’s Partner Choice buyout. He explains how they built a thriving, referral-driven business by prioritizing relationships, client education, and niche commercial markets. Wes also dives into the role of faith and stewardship in leadership, and why long-term thinking beats chasing short-term margins. This is Part 2 of our conversations with Spencer Insurance DFW. See our previous episode with his brother, James Spencer. Shares: Chris: Learned Optimism by Martin Seligman Jessica: How To Win Friends and Influence People by Dale Carnegie Wes: I Cor 16:13-14 - "13 Be watchful, stand firm in the faith, act like men, be strong. 14 Let all that you do be done in love." (ESV) About the Show Agency Ascend is a podcast for insurance agents and agency owners who are looking for resources to scale their business. The show is hosted by Managing Partner, Chris Sterlacci, and other staff members of CAA to bring you tools and guidance on how they help Agency owners turn their business into a major asset. CoVerica Agency Alliance is a strategic master agency of SIAA, the fastest growing agency partnership in the country. Our “integrator” model combines the best aspects of each partnership model — clusters, aggregators, franchises — to create a one-of-a-kind partnership that enhances distribution and drives organic growth. As a top insurance agency strategic partner in Texas, we offer solutions to greatly strengthen your agency’s position in the market. New episodes drop triweekly on Wednesdays. Please drop us a line if you have a question or suggestion; you can reach us at podcast@coverica.com. Finally, if you like the podcast, we encourage you to subscribe and leave us a review. Visit us at www.covericaaa.com

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