Jason Cass: Building An Agency Today – Part 2

by | September 22, 2020



In this episode of Agency Intelligence podcast, host Jason Cass continues the second part of his solo miniseries, Building An Agency. He also shares the good, the bad, and the ugly of getting markets.

Episode Highlights:

  • How many agents and how many other business owners that you’re taking advice from have started their books from scratch? (6:25)
  • Jason mentions that he started three books from scratch before he built his agency. (6:53)
  • Jason thinks that it’s vital to realize what carriers we’re going to need, to write business. (8:05)
  • Jason shares that the aggregators benefit because they take advantage of your ignorance and also, take advantage of the fact that you’re in a position that you’re dissatisfied with and you need markets. (8:37)
  • Jason creates a scenario on how to get markets. (9:00)
  • Jason mentions one of the things he never would have done to get an aggregator. (9:13)
  • Jason realized that he wasn’t writing a lot of business through the aggregator. (11:05)
  • Jason shares that one of the incentives to growing is that you grow, you write profit, and when the company profits, you should get a piece of that. (12:20)
  • Jason shares a couple of his ideas on what we can do to get markets. (12:38)
  • Jason mentions that most of the brokers used to all be the same. But now, the brokers realize that they have to niche, as well. (13:40)
  • Jason shares that there are MGA’s that’s focused on personal lines and have good direct markets, and other MGA’s that’s focused on commercial insurance and specialty. (13:53)
  • Jason shares that choosing the client and then finding the markets that serve them, could lead to more efficiency and more productivity. (14:40)
  • Jason thinks that the aggregators and other groups are legitimate, but there are points that you need to know and understand that there are other avenues. (25:05)
  • Jason explains the difference between clusters, and the aggregators or groups. (26:09)
  • Jason mentions that clusters have all the contracts themselves. (27:08)
  • Jason shares that most of the carriers should understand that the independent insurance industry system is getting young because they left them out with the training and the way that they pay. (27:55)
  • Jason shares that the reason why he gets upset with clusters and other groups is because they don’t do what they say and they only want your book of business. (31:02)

Key Quotes:

  • “You have to keep in mind, I didn’t talk about getting markets and then discovering who you were. We talked about discovering who you were and then getting markets. See? That makes a difference.” – Jason Cass
  • “If you’re a rockstar agent, they’ll give you your direct contracts after being on your own for six months, a year, year and a half, to two years. Why couldn’t you do that six months before? Right? It’s just the way our industry is.” – Jason Cass
  • “Now, go out on your own to be profitable. If you’re going to be an agency owner and you’re going to be an entrepreneur, go out there and do what you’re supposed to do. Write good business, discover who you are, and get the right markets.” – Jason Cass

Resources Mentioned:


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