Starting from zero and building a $10 million insurance agency sounds extraordinary—but what you’ll hear in this episode makes it feel grounded, methodical, and achievable.  

Tobiaz and I walk through what it really takes to grow from nothing: hiring before you feel ready, putting clients at the center of every decision, and building systems that can actually support scale. Instead of chasing shortcuts, this conversation focuses on the quiet, consistent work that creates trust, culture, and momentum. If you’re building—or rebuilding—an agency, this episode shows what sustainable growth really looks like. 

“Getting the right employees in place is obviously very important…to really get the growth, I think you have to be able to hire maybe more people than you can, almost than you can afford, at least than the business can afford. But at the same time, you continue the growth because you get the right people.” -Tobiaz Johannson  

Secrets to Boosting Retention and Referrals to Achieve Growth 

Building a successful agency from scratch starts with mindset and people. Tobiaz’s story shows that you don’t need a perfect résumé or a massive book of business to grow—you need persistence, business-savvy team members, and a willingness to invest in others before the numbers fully justify it.  

When you focus on client relationships instead of quick wins, high retention and referrals become natural byproducts of how you operate. Strong systems and clear processes give that growth somewhere to land, turning chaos into something scalable and repeatable. 

Over time, that combination creates a business that can survive change, whether it comes from market shifts, new technology, or ownership transitions. When your agency is built on people, process, and long-term thinking, it becomes easier to grow without burning out—or becoming the bottleneck yourself. 

Moments That Move the Needle  

Every agency story has a few inflection points—the decisions and realizations that quietly change everything. These moments are where the conversation gets especially honest about what it really takes to build something that lasts. 

(00:08:59) Bittersweet Business Acquisition 

(00:12:15) Building a Sellable Business 

(00:14:05) Client-Focused Commercial Insurance Expertise 

(00:26:05) Mastering the System Together 

(00:32:49) Hiring for Growth and Sustainability 

(00:40:59) Embracing AI: Adapt or Lag 

(00:44:09) Appreciation for a Valued Partner 

Smart Scaling Strategies for an Agency That Lasts 

Tobiaz Johansson unpacks what it really looks like to build a $10 million agency from the ground up. Persistence, people-first leadership, and having enough financial runway are what make growth possible when the early years feel tight and uncertain. Decisions around hiring, acquisitions, and technology either strengthen or strain your ability to scale, and this conversation doesn’t shy away from the trade-offs.  

You’ll hear what went wrong, what finally worked, and how strong systems and long-term team members create stability over time. The result is a grounded look at how an agency becomes profitable, sustainable, and able to outlast any one person. 

Connect with Eddie Price and Jenesis Software:  

LinkedIn: https://www.linkedin.com/in/eddierprice/ 

The Perfect Insurance Agency Book: https://www.amazon.com/Perfect-Insurance-Agency-Changes-Success/dp/0578485753 

Agency Management Software: https://www.jenesissoftware.com/ 

Book Your Demo of Jenesis Software today: https://www.jenesissoftware.com/request-demo-2/ 

YouTube: https://www.youtube.com/@JenesisSoftware 

Connect with Tobiaz Johanneson and America’s Insurance:  

Website: https://amerinsure.net/ 

Email: [email protected]