Most mid-market construction companies are outgrowing their brokers without even realizing it.

In this episode of Getting Past the Premium, Elliot Bassett sits down with Joshua Verch, Senior Advisor at The Baldwin Group, to unpack what really happens when companies scale past $10M, $25M, or $50M—and producers are still treating them like they’re a small business.

Joshua brings a sharp and refreshing perspective from inside the trenches of construction risk management, where service gaps, outdated brokers, and foggy renewal processes are killing profitability.

If you’re a producer, agency owner, or executive dealing with risk in the construction space…
This conversation is a wake-up call.

You’ll learn:

✅ Why most insurance strategies don’t evolve as businesses grow
✅ The hidden risks of staying loyal to the wrong broker
✅ How to structure better submissions and win underwriting support
✅ Why consultative producers are taking market share
✅ What it takes to be seen as an advisor—not a quote machine

Whether you’re trying to win BORs or protect your largest accounts, this episode delivers a masterclass in authority-based selling and next-level advisory.

👉 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:
Joshua Verch, Senior Advisor at The Baldwin Group
LinkedIn: https://www.linkedin.com/in/joshuaverch/
Website: http://www.baldwin.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.
_____________________

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.

Most producers chase every lead and wonder why they’re stuck in the price game.

But Tom Gilroy flipped the script—and helped scale a 120-year-old family agency into a nationally recognized powerhouse.

In this episode, Tom breaks down the repeatable strategy that took him from finance outsider to President of GKG, and the systems they use to help producers win high-value clients without pitching on price.

If you’re serious about creating meaningful differentiation, building real expertise, and closing accounts that actually want your advice—this episode is your blueprint.

Here’s what you’ll learn:
✅ Why grit, network, or expertise—you only need 2 of the 3 to win
✅ How Tom used social media to generate national inbound leads
✅ The system GKG built to back up every sales promise with execution
✅ How to create a risk strategy roadmap that compels clients to switch
✅ Why the “no a-hole” rule protects your team and client experience
✅ How to craft a repeatable risk advisory process your team can use to scale

👉 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:
Tom Gilroy, President, GKG
LinkedIn: https://www.linkedin.com/in/tom-gilroy/
Website: http://www.gkgrisk.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.
_____________________

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.

Most agencies are burning out their team to protect their bottom line.

More remarketing. More manual quoting. More inefficiencies.
All while margins get tighter — and expectations get higher.

This week on Getting Past the Premium, Elliot sits down with Chris Peabody from Ascend to unpack what the most forward-thinking agencies are doing differently:

✅ Automating the right processes
✅ Embedding AI in invisible, high-impact ways
✅ Standardizing workflows without losing trust
✅ And actually measuring ROI before adopting new tools

This episode isn’t about “using AI” — it’s about building a more scalable, sustainable firm in today’s reality.

👉 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:
Chris Peabody, Director of Partnerships, Acsend
LinkedIn: https://www.linkedin.com/in/chris-peabody-9b686541/
Website: https://www.useascend.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.
_____________________

Chapters:
00:00 – Intro: Chris Peabody Returns
01:30 – What Ascend Actually Solves for Agencies
02:30 – Why Direct Bill and Agency Bill Reconciliation Are Broken
04:15 – Automation Isn’t Just About Efficiency — It’s About Client Experience
06:20 – Standardization: Why It Matters More Than Ever
08:30 – The Case for Workflow-Driven Technology
09:45 – AI-Powered Invoicing: Real-World Examples
12:10 – Human Mistakes vs. System Capacity Limits
13:55 – The Hidden Cost of Remarketing in a Hard Market
15:30 – Tech That Creates ROI vs. Tech That Creates Noise
17:00 – What Agencies Get Wrong About AI
19:10 – Ascend’s Approach to Embedded AI (And Why It Works)
21:00 – Real Use Cases That Actually Save Time
23:30 – Why Tech ROI Starts with Process Clarity
25:15 – Stop Mimicking Bigger Agencies — Find What Works for You
28:30 – The Real Value of Peer Learning in Insurance
31:00 – How to Vet Tech Vendors the Right Way
34:00 – Launch, Ascend, and the Power of Listening to Your Clients

🎙 Getting Past the Premium is powered by Launch — the only platform helping producers sell insight, not just insurance.

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.