Building with Purpose: How Passion, Personalization, and Healthy Boundaries Are Fueling Modern Agency Success

In today’s crowded insurance market, building trust and standing out means more than having a good quote turnaround time – it means showing up with purpose. That’s exactly what Dana Acabbo and Carrie Keller have done with Make the Switch Insurance, a boutique agency serving high-net-worth individuals, collectors, and commercial clients with a distinctly human approach.

In a recent episode of The Accelerator podcast, the duo shared what’s driving their success and how other agents, especially those selling collector car coverage, can apply the same principles in their own agency business.

To hear the full conversation with Dana and Carrie, check out Episode 3 of The Accelerator podcast.

Here are four key takeaways:

1. It’s Not About Volume. It’s About Fit.

Make the Switch is a referral-only agency. That wasn’t a marketing gimmick, it was a deliberate choice to prioritize quality over quantity.

“We want to make sure we’re placing the client with the right carrier and vice versa,” Dana explained. “We do in-house underwriting. If a risk doesn’t make sense, we won’t send it out just to make a deal.”

For agents feeling overwhelmed by the pressure to grow fast, this is a compelling reminder: You can grow by narrowing your focus. Prioritize fit, and trust and referrals will follow.

2. Authenticity Is Your Most Underrated Sales Tool

Neither Dana nor Carrie lead with a pitch. In fact, when attending car events (from local shows to Pebble Beach), they focus on relationships, not conversion rates.

“If you go in with a quota or a script, people smell it,” Carrie said. “But if you show up because you love cars and are genuinely interested in the people who love them too, everything else follows naturally.”

For Hagerty agents especially, leaning into your own interests - cars, craftsmanship, the thrill of the drive - can bridge the gap between you and clients in meaningful, memorable ways.

3. Build a Culture that Lets People Be People

From naming their office bulldog mascot “Ryder” to encouraging open dialogue about mental health, the culture at Make the Switch reflects a refreshingly modern mindset.

“We’re building an employee-owned future,” Dana said. “This isn’t about me - it’s about something that lives beyond me.”

Carrie added that the internal team culture isn’t just about performance, it’s about perspective. “We tell each other when it’s time to walk away from the laptop, go for a walk, go to the gym. You can’t run a marathon at sprint speed forever.”

Agents wearing too many hats can take a cue here: sustainable success isn’t just about hustle, it’s about creating space to breathe.

4. Ask Better Questions. Go Deeper. Cover More.

One of the most striking moments in the conversation came when Dana shared a recent example of discovering a major gap in a client’s coverage - simply by taking the time to ask (here are some of our top questions).

“We do a 45-minute intake call,” she said. “We ask questions no one else is asking, and almost every time, we find something uncovered - whether it’s a vacation home, a collection, or a missing umbrella policy.”

This approach is a strong reminder: agents are not just here to sell - they’re here to protect. And doing that well means asking smarter, more complete questions, even if it takes a little more time.

Final Thought: Make Your Switch

Whether you’re new to the collector space or a seasoned pro, there’s something energizing about hearing from people who’ve carved their own path.

As Dana put it: “There’s no perfect time to go for it. But if you’re ready to make the switch - whatever that looks like in your career - just know it’s worth it.”

Learn more about Dana, Carrie, and the Make the Switch Insurance team.

Find this and all other The Accelerator podcast episodes wherever you listen to podcasts:

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