Stop Underusing Your CRM with Mariah Gates | AgencyZoom, Automation & Smarter Insurance Tech

In Episode 175 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with **Mariah Gates, owner of Accelerated Automation**, to talk about one of the biggest opportunities independent insurance agencies are leaving on the table: actually using their CRM to its full potential. After starting as a Farmers agency owner, Mariah began building automation inside her own business before realising other agents needed the same help. What started as a side business eventually became Accelerated Automation, which has now helped more than 1,000 insurance agencies improve their systems, workflows, and AgencyZoom implementation. Mariah explains why many agencies are essentially using AgencyZoom like a “fancy Excel sheet,” why structured data matters more than ever in the age of AI, and how properly documenting opportunities, quotes, carriers, and policy information can create years of future sales opportunities. The conversation also dives into integrations, choosing technology that actually works together, why more software does not automatically mean more efficiency, and how scratch agents should approach CRM implementation without overwhelming themselves. 🔍 **If you have AgencyZoom but know you’re barely scratching the surface—or you're building a scratch agency and trying to create the right tech foundation from day one—this episode gives you a practical roadmap for doing it right.** 🕒 **Timestamps:** 00:00 – Introduction & Meet Mariah Gates 02:00 – From Farmers Agency Owner to Accelerated Automation 03:10 – Why Accelerated Automation Focuses on AgencyZoom 04:35 – The Biggest AgencyZoom Mistake: Using It Like Excel 06:15 – Why Structured Data Matters in the Age of AI 08:20 – Where Scratch Agents Should Start With a CRM 10:40 – Building the Basics Before Adding More Technology 12:05 – Underused AgencyZoom Features 13:25 – Opportunities, Quotes & Retargeting Lost Leads 16:05 – Using Carrier Disruption to Create New Opportunities 17:45 – Why Producers Need to Document More Data 19:15 – AMS + CRM Integrations: What Actually Matters 21:05 – Choosing Tech Companies Built for Integration 22:35 – How Accelerated Automation Helps Agencies 24:15 – Be Careful Who You Hire for Consulting & Automation 26:15 – Why AgencyZoom Makes Sense for Scratch Agencies 28:05 – Where to Connect With Mariah 29:10 – Final Thoughts 💼 **Sponsored by HawkSoft** https://www.hawksoft.com A family-owned and operated agency management system serving independent agencies with teams from one to 300+ employees. HawkSoft continues to listen to agents, respond to feedback, and expand integrations that give agencies more flexibility with their technology. 🔗 **Links & Resources:** ⚙️ Accelerated Automation: https://acceleratedautomation.net 📸 Follow us on Instagram: https://www.instagram.com/thescratchagencypodcast 🎧 Listen on Spotify: https://open.spotify.com/show/7hutxCZ5NUPqF5hRdC79Hl 🌐 Visit Our Website: https://scratchagencypodcast.com Thank you for tuning into another episode of the Scratch Agency Podcast. 👍 Like the show. 📤 Share it with another insurance agency owner. 🔔 Subscribe so you never miss an episode. Most importantly, remember to **dig down deep, believe in yourself, and own your own future.**