Matt Naimoli went from college baseball player to building one of the fastest-growing insurance agencies in America using an unconventional $10,000 bobblehead campaign. What started as a networking attempt became a systematic referral machine generating 500 warm leads monthly with a 75% closing ratio.

In this episode, Callan Harrington sits with Matt to break down the exact process behind the campaign that helped his agency capture 7% of all new home sales in Massachusetts. He reveals how they identified centers of influence, created systematic follow-up processes, and built relationships with 100+ referral partners who consistently sent high-quality leads.

Matt also shares insights from his current role helping agency owners maximize their business value for acquisition. He explains what buyers actually pay premiums for, why growth matters more than book composition, and how to position your agency in today's market.

Whether you're starting an agency or looking to scale, this episode provides a blueprint for building sustainable referral systems that compound over time.

Key topics covered:

[00:00] Intro
[01:17] Baseball to Insurance Career Journey
[04:24] Sales Stereotypes vs Reality
[06:11] From Liberty Mutual to Agency Success
[07:05] The Office Inspired Bobhead Campaign
[10:11] Identifying Centers of Influence Strategy
[12:08] Building Systematic Networking Processes
[16:26] Written Process for Relationship Building
[19:47] Modern Bobhead Campaign Revival
[23:23] What Drives Agency Valuation Today
[27:42] Scale Growth and Leadership Matter Most
[32:29] Advice for Next Generation Agency Owners
[34:41] How Carriers Can Support Growth
[38:39] Long Term Reputation Over Shortcuts

Connect with Matt Naimoli on LinkedIn: https://www.linkedin.com/in/mattnaimoli

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