How Advisory Selling + Risk Tech Is Changing the Game for Producers and Agencies feat. Elliot Bassett
If you’re still relying on quotes, cold calls, and generic sales scripts to grow your book…
You’re playing a losing game.
In this episode of The Riches in the Niches™ Show, I sit down with one of the sharpest minds in the industry — Elliot Bassett, President of Ellerbrock-Norris and Co-Founder of Launch — to talk about the real shift happening in the insurance industry right now.
👉 What you’ll learn inside this episode:
✅ Why quoting is dead — and what advisory producers are doing instead
✅ How Elliot built a platform to systematize producer performance and risk consulting
✅ The mindset and model that separates mediocre agents from million-dollar producers
✅ Why industry niche specialization is the only path forward in a saturated market
✅ The role AI will play in future-proofing (or replacing) your agency
✅ And the exact playbook new producers should follow to dominate their niche
💥 “If you're just selling a policy, you're already replaceable. But if you're solving problems — you're untouchable.” – Elliot Bassett
This isn’t theory. It’s the playbook being used by agencies who are scaling faster, closing bigger accounts, and becoming media-first, advisory-driven brands inside their markets.
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👉 Connect with the Host:
Rob Jacomen: https://www.linkedin.com/in/rob-jacomen/
Founder, Alchemy Content Lab & Niche Mastery Academy
👉 Connect with our special Guest:
Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
Website : https://getlaunch.io/
⏱️ TIMESTAMPS
0:00 – Intro & Why This Episode Matters
1:42 – Elliot’s Shift From Policy Pusher to Risk Advisor
6:03 – The Producer Sales Model That Changed Their Agency Forever
10:40 – How Launch Was Born (and Why It’s So Powerful)
15:19 – The #1 Mistake New Producers Make
20:55 – Building a Brand vs. Banging the Phones
27:13 – What Clients Really Want (It’s Not a Quote)
34:20 – The Launch Scorecard System Explained
42:40 – Why Niche Selling Is a Shortcut to Mastery
48:55 – De-Risking a Business = Increasing Business Value
55:04 – AI, Automation, and the Future of the Advisory Model
1:03:12 – Final Takeaway: Shift the Sales Conversation. Own Your Niche.
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We talk about transformation, authority, growth, and domination in your niche.
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