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

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

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

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

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

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

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

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