Getting Past the Premium
Welcome to Getting Past the Premium, hosted by Elliot Bassett and Ryan Brott! What's different about our podcast? We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!
Getting Past the Premium
S5E8 | The $1M Producer’s Blueprint: Niches, Mentors, and Relentless Follow-Up feat. Wells Gunn
Most insurance producers don’t make it past year three.
Wells Gunn did…and built a thriving, specialized book in the independent grocery industry.
In this powerful episode of Getting Past the Premium, host Elliot Bassett sits down with Wells to unpack the exact mindset, process, and strategies he used to go from cold-calling 100 prospects a week…
…to leading a national risk practice for Houchens Insurance Group.
No gimmicks. No fluff. Just the hard-earned truth about what it really takes to win in this business.
You’ll learn:
✅ Why most producers quit (and how to avoid it)
✅ How to turn a niche into a $1M+ growth engine
✅ The role of mentors, repetition, and proprietary process
✅ The difference between quoting insurance… and being hired as a true advisor
✅ Why the best producers never stop cold calling — they just evolve it
Whether you’re a new producer, a sales leader, or building a growth-first agency, this is the blueprint for long-term success in commercial insurance.
👉 Connect and follow us:
Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium Podcast
LinkedIn: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
Website: https://getlaunch.io/
👉 Connect with our guest:
Wells Gunn, Producer, Houchens Insurance Group
LinkedIn: https://www.linkedin.com/in/wells-gunn-2bb32235/
Website: http://www.higusa.com/
_____________________
🎙️ Sponsored by LAUNCH
This episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance.
With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO.
Stop selling price. Start selling insight.
👉 Visit https://getlaunch.io/ and get past the premium.
_____________________
00:00 – Intro + Sponsor
01:05 – The Golf Course That Changed Everything
02:23 – From Hospitality to Grocery
05:36 – Embrace the Grind: 100 Cold Calls a Week
10:59 – Niche or Die
19:15 – $1M Producer Blueprint
30:18 – How to Stand Out Against Bigger Shops
39:10 – Build a Process They Can’t Replace
43:00 – Final Word to Young Producers
This episode is sponsored by LAUNCH.
In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.
Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.
THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.
Visit https://getlaunch.io/ to learn more.