How Aaron Farmer Built a Flood Insurance Empire | From Captive Agent to MGA Success

In Episode 138 of the Scratch Agency Podcast, we’re joined by Aaron Farmer, founder of California Flood Insurance and the H2Quoter platform. Aaron walks us through his 25+ year journey from working with captives like Farmers Insurance to building his own flood-focused MGA and tech tools that empower agents nationwide.

We cover the evolution from hand-dialing cold leads with a phone book to empowering agents with instant flood quotes from 7+ carriers using a custom-branded link. Aaron gets real about the early grind, staying profitable in tough markets, and how agents today can use embedded tools, automation, and pain-point-based selling to dominate a niche.

🔥 Whether you're an agency owner looking to niche down, a producer wanting to scale with smarter systems, or just wondering where flood fits in a modern book — this one’s packed with insight, inspiration, and tactical advice.

🕒 Timestamps:
00:00 – Introduction
03:50 – Breaking into Insurance with No Experience
08:32 – From X-Dating to Flood Specialization
12:58 – Becoming a Lloyd’s MGA & Going Independent
18:13 – Lessons from the Captive Side
22:09 – Scaling with H2Quoter & Embedded Tech
26:40 – What “Riches in Niches” Really Means
31:44 – High-Impact Prospecting Tips for Scratch Agents
36:27 – Pain Points, Automation & How to Stand Out
41:16 – Hiring, Culture & Long-Term Buy-In
47:02 – The #1 Mistake New Agents Make
50:43 – Final Thoughts & Aaron’s Offer for Listeners

🎯 Special Offer:
Mention this podcast to get 25% commission on your first H2Quoter policy → https://H2Quoter.com

🤝 Connect with Aaron:
LinkedIn | H2Quoter.com

📩 Email: [email protected]

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