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

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

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