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Agency Acceleration Lab is the podcast for insurance agents and agency owners who want to scale smarter, not harder.
Hosted by Alex Branning, each episode breaks down real growth strategies, marketing systems, and client retention frameworks that help you attract better clients, increase lifetime value, and build a more predictable agency.
If you're serious about building a high-performance insurance business, you're in the right place.
Episode Transcript
Agency Acceleration Lab – Episode 3
Alex Branning:
Hey, what’s up, guys? I’m here with Joe Kampert. Joe, you said something really powerful. You said you want to be able to set your business up so you can work with who you want, not the person that comes in the door that you need to take on to pay your bills. What was the game changer for you that made that possible?
Joe Kampert:
Man, the game changer was, gosh, it was years ago now. And I remember, I’m primarily on the property and casualty side of things. But again, this can apply to any verticals. Whoever’s listening, it doesn’t matter if you’re P and C, life, health, Medicare, this does apply to you, so listen up. For me, I was saying yes to everything. I was a captive Allstate guy, came over to the independent world in 2018. And maybe a lot of y’all have gone through this moment of, oh my gosh, if it can be insured, I can do it now. I’m independent, I have 200 carriers and all these options and all this access.
And I remember saying basically yes to everything. That was my slogan, if it can be insured, I’m your guy. Well, we all know what happens when you become the yes man. You start to say yes to everything, and you spread yourself so thin. I’ll never forget this day. I always like to tell this story because facts tell, stories sell. The guy’s name is Alex Donohue. It was a Nerf gun arena, like a paintball setup for kids, but mobile, for birthday parties. Kids running around, Nerf guns, still risky. And I remember saying, hey, yeah dude, I can do this. I’m independent.
About 45 days later, after probably 50 pages of supplemental applications and underwriting, I finally got the binder. I thought, okay, this is going to be the biggest payday of my life. It was $1,200 a year. Premium financed. Manual renewal every year. After taxes and fees, I made less than $100 on that account. So that was the lightbulb moment. I realized I don’t need every single carrier or every single client. I need the best carriers in the right places. Now I operate at a national scale. You can go to the National Insurance Producer Registry, pay a small fee, and within 48 hours, you’re licensed in other states. So now I can get in front of who I want to get in front of, instead of saying yes to everyone just to pay my bills.
Alex Branning:
So you’re really selective. Tell me about your ideal client avatar. Who are you bringing in?
Joe Kampert:
I would say definitely younger. If you’re listening, you can’t see me, but I look like a baby, I’m 31. I resonate better with people in their 20s, 30s, and 40s. Once I get into 50s and 60s, I can still communicate, but I lose a bit of that connection. So middle aged, starting families, starting businesses. But the biggest thing is they have to be somewhat tech savvy. Are they on Facebook? That’s one of the first things I look at, because that’s how I communicate my message and show who I am.
Alex Branning:
So how are you bringing those people in? Organic? Paid ads?
Joe Kampert:
I’d say 95 percent of what I do is organic. Mainly Facebook. I’ll do some Instagram, but it’s primarily Facebook through my personal profile. One quick tip, turn on professional mode. It lets you track analytics and see what’s working. Facebook even gives you weekly challenges to improve your reach. The other big thing is Facebook groups. There’s a Facebook group for everything. For example, I’m in a group called New to Austin 20s and 30s. Why? Because people moving are making changes, new house, new insurance. That’s when they’re most open to buying something new. You can even use the search bar in groups and type insurance to find people actively asking for help.
Alex Branning:
How do you avoid looking like spam in those groups?
Joe Kampert:
First, be honest when joining. Don’t pretend to be something you’re not. Second, don’t post first. Start by commenting. Only comment when you can provide value. For example, someone struggling with a certificate issue, instead of selling, I give them the solution. But I’ll mention, as an insurance agent, I see this all the time. That’s enough. Then people start messaging me. Once you’ve built value, then you can start posting your services.
Alex Branning:
How do you manage your time across all these groups?
Joe Kampert:
I run about 17 of my own groups, and I’m in over 200. But I use Facebook as a business tool. If it’s making you money, it’s worth your time. It’s my second CRM after Agent CRM. I keep it open while I work and just engage consistently.
Alex Branning:
Do you run ads?
Joe Kampert:
No. I don’t spend a dime, only time. But I track everything, so I know what’s working.
Alex Branning:
What kind of content works best?
Joe Kampert:
It’s a mix of engagement, personal, and business posts. But the strongest content is testimonials. Client stories, real situations we solved. Those speak louder than anything I can say about myself.
Alex Branning:
I love it. Thank you, Joe. This was powerful. For those watching, take notes and take action. You won’t get results unless you implement.
Share this episode if you got value, and we’ll see you in the next one.