How to Scale Beyond $5M: Scaling With Strategy and Culture | Andrew Gray

Andrew Gray, CEO of Virtus, shares how he scaled his insurance brokerage with specialization, culture, and calculated risk-taking. 

In this episode, Andrew reflects on the early days of Virtus and explains how focusing on niche industries like real estate, private equity, construction, and hospitality enabled Virtus to deliver unmatched expertise. 

A cornerstone of Virtus’ growth has been its commitment to people and culture. Early in his journey, Andrew set financial goals to measure progress, but over time, he shifted focus to building world-class teams and delivering exceptional client service. He believes this people-first approach has accelerated growth and strengthened the firm’s reputation.

Andrew also discusses the importance of overcoming setbacks, highlighting the decision to scrap a seven-figure tech project that didn’t meet expectations. For him, setbacks are opportunities to learn and improve, rather than reasons to dwell on mistakes.

“It's from the outside looking in. Everyone thinks you're an overnight success. But we're 10 years into this business. And in 10 years, I've probably had nine years’ worth of sleepless nights.”

Whether you’re looking to scale your business or redefine your approach to leadership, Andrew’s journey offers actionable insights for building a company that lasts.