5 Learnings from an Agency that Built a Collector Car Growth Engine

Most agencies don’t lack opportunity in the collector vehicle space. They lack a clear way to recognize it – and a strategy to act on it. What separates high-performing agencies in this category isn’t access to better leads or bigger markets. It’s their ability to connect what’s already in front of them: clients, lifestyle, and passion.

Jeremy Benjamin, Partner at Winton-Ireland, Strom & Green Insurance Agency, is a clear example of what happens when that connection is made – and scaled.

Here’s what agents can learn from how Jeremy built a collector car growth engine inside an existing book of business. This is a summary of the takeaways from The Accelerator podcast - listen to it here.

1. The Opportunity Is Already in Your Book

Jeremy didn’t start by chasing new prospects. He started by looking at what he already had.

Based in California’s Central Valley, his agency serves a large agribusiness and construction client base. What he recognized, before many others did, was that these clients weren’t just business owners.

They were auto enthusiasts. They had the space to store vehicles. The income to acquire them. And the emotional connection that defines a collector.

The takeaway: Collector opportunities are often hiding in plain sight.

2. Growth Starts with Intentional Focus

In 2010, Jeremy and his team made a deliberate shift. They didn’t treat collector cars as an occasional add-on or accommodation. They treated it as a segment worth building.

That meant:

• Reviewing their existing book for eligible vehicles
• Learning Hagerty’s appetite in detail
• Identifying where standard policies weren’t the right fit
• Moving qualified risks into Guaranteed Value® (agreed value) coverage

Then they scaled it: Agribusiness, construction, personal lines. This wasn’t a campaign – it was a system.

The takeaway: Growth in this space doesn’t come from one-off wins. It comes from repeatable processes.

3. Collector Cars are a Door Opener

One of the most important strategic insights from Jeremy’s approach is this: Collector vehicle coverage is more than just a product. It’s a relationship catalyst.

By starting with something clients care deeply about, Jeremy creates a different kind of conversation – one about passion and trust – opening the door to deeper relationships.

From there, the opportunity expands. That conversation often leads to:

• Reviewing personal auto coverage
• Identifying umbrella gaps or life insurance needs
• Reassessing farm or commercial policies
• Expanding into full household coverage

The takeaway: When positioned correctly, it becomes one of the most effective entry points into deeper account relationships.

4. You Don’t Need to Be an Expert to Start

Jeremy is deeply embedded in car culture, but his advice for agents is simple: Start where you are. You don’t need to be a specialist. You only need to be present.

That means:

• Asking clients about their vehicles
• Learning the basics of Hagerty’s appetite
• Attending local car events
• Joining a club or enthusiast group

From there, knowledge builds quickly. And more importantly, so do relationships.

The takeaway: Confidence comes from engagement, not expertise.

5. In a Digital World, Relationships Win

As digital technology and AI continue to reshape the industry, one theme stood out clearly: Human connection is becoming more valuable.

Automation can improve speed and efficiency. But it can’t replace:

• Trust
• Shared passion
• Face-to-face connection

Use technology to create time. Then spend that time where it matters most – with your clients and your community.

The takeaway: The future belongs to agents who combine efficiency with presence.

The Bottom Line

Jeremy’s success isn’t built on a single tactic. For agents, the path forward is clear:

• Recognize the enthusiasts in your book
• Learn the segment and insurance appetite
• Start the conversation
• Show up consistently

As Jeremy has demonstrated, growth doesn’t always come from chasing more leads. It comes from seeing more in the clients you already have and helping them protect what they love.