Business Refocused
Helps leaders navigate the numbers, people, and strategy behind sustainable growth. Hosted by Carey Wallace and Lindsay Sexton, the show dives into what really happens when a business is changing, whether it's expanding, merging, transitioning ownership, or rethinking operations. Each conversation offers practical insight on analyzing your business, making data-driven decisions, and building a company built to last. The show was previously named Insurance Refocused but changed to Business Refocused in November 2025.
Episodes
#185 - When Is Enough, Enough? How to Know When to Sell Your Insurance Agency w/ Trey Siner
In this episode of Business Refocused, Carey and Lindsay sit down with Trey Siner to talk about one of the hardest questions an agency owner can ask: When is enough, enough?After more than 20 years of building his agency from scratch, Trey started thinking seriously about what he wanted the next chapter of his life to look like. The decision to sell was not just about valuation or getting the righ
#184 - Calculating Adjusted EBITDA w/ Lauren Washington
In this Coffee Break episode of Business Refocused, Carey and Lindsay are joined by AgencyFocus team member Lauren Washington to break down how to calculate your agency’s adjusted EBITDA and get a clearer picture of true operating profitability.They walk through the discretionary and one-time expenses that can distort your P&L, from country club dues and luxury vehicles to severance, rebrands,
#183 - How Benchmarking Drives Smarter Growth for Insurance Agencies w/ Kyle Becker
In this episode of Business Refocused, Carey and Lindsay welcome back agency owner Kyle Becker to discuss how benchmarking changed the way he manages his agency. From improving financial reporting to evaluating technology investments, Kyle shares how understanding his numbers has helped him make more confident business decisions.The conversation explores why many agency owners only see part of the
#182 - Revenue Per Employee: The Insurance Agency KPI Every Owner Should Track
In this Coffee Break episode of Business Refocused, Carey and Lindsay explain why revenue per employee is one of the most valuable benchmarks for measuring an insurance agency's operational efficiency and growth capacity.They break down how to calculate the metric, who should be included in the employee count, and why the benchmark is evolving as agencies adopt virtual employees, automation,
#181 - How Better Agency Operations Increase Business Value w/ Jessica Yarbrough
In this episode of Business Refocused, Carey and Lindsay welcome back Jessica Yarbrough, COO and co-owner of Johnson Insurance and founder of Agency Ops Advantage, to discuss how operational excellence can increase agency value while creating a better experience for employees and clients.Jessica shares how transforming operations, investing in technology, and building a high-performing culture hel
#180 - What is EBITDA?
In this Coffee Break episode of Business Refocused, Carey and Lindsay break down one of the most important financial metrics for independent insurance agencies: EBITDA.They explain what EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization) actually means, how to calculate it, and why it's a critical measure of your agency's true operating profitability. Whether you&apo
#179 - How to Successfully Transition a Family Business to the Next Generation w/ Catherine Garrity-Frans & Tom Garrity
In this episode of Business Refocused, Carey and Lindsay are joined by Tom Garrity and Catherine Garrity-Frans of Compass Point Consulting, LLC to discuss what it takes to successfully transition a business from one generation to the next.Drawing from decades of experience working with family businesses across industries, Tom and Catherine share why succession planning is about much more than choo
#178 - Why to Use a Broker for Your Sale w/ Legacy Advisors
In this episode of Business Refocused, Carey and Lindsay sit down with Mike Almberg and Max Olson of Legacy Advisors to discuss what agency owners should know before selling their business and why preparation matters long before a deal is on the table.The conversation explores agency valuations, buyer selection, market trends, and the importance of creating a competitive process. Mike and Max expl
#177 - What Happens After the Deal Closes? The Real Work of Agency Mergers w/ Anne Baum
In this episode of Business Refocused, Carey and Lindsay sit down with leadership consultant Anne Baum to discuss a critical piece of agency mergers that often gets overlooked: culture.While most merger conversations focus on valuation, deal structure, and financial performance, Anne explains that the real work begins after the transaction closes. The long-term success of any merger depends on how
#176 - How to Read Your Insurance Agency Financials Like a CFO
In this episode of Business Refocused, Carey and Lindsay answer common financial questions they’ve recently received from agency owners and break down what a meaningful monthly financial review should actually look like.From analyzing six-month auto policies and understanding profitability to identifying discretionary expenses and building accurate financial reports, the conversation focuses on he
#175 - Get Your Agency a Health Check
In this episode of Business Refocused, Carey and Lindsay explore how agency benchmarking is helping independent insurance agencies gain deeper financial visibility and make more informed business decisions.As more agency owners look beyond valuation and focus on long-term performance, health checks have become a powerful tool for measuring growth, profitability, book health, staffing efficiency, a
#174 - Building a Sales Culture in an Independent Insurance Agency w/ Patrick McClure
In this episode of Business Refocused, Carey and Lindsay sit down with Patrick McClure of Impact Performance Team to talk about one of the biggest challenges agency owners face: creating a true sales culture.Patrick shares his journey from commercial insurance producer to sales leader and entrepreneur, helping independent agencies improve sales performance, develop producers, recruit talent, and b
#173 - Building the Next Generation of Insurance Leaders with Launchpad
In this episode of The Insurance Refocused Podcast, Lindsay and Carey Wallace welcome Beth DeLaForest back to the show to talk about Launchpad, a new webinar series designed to help the next generation of insurance professionals learn, grow, and build meaningful industry connections.Beth and Carey share why knowledge transfer matters more than ever as experienced leaders prepare to exit the indust
Run Your Agency Like You're Selling It Tomorrow (Carey & Insurance Leaders Lab)
In this special re-release, we’re sharing an episode originally featured on Nina Shepard's Insurance Leaders Lab Podcast. Carey joins Nina to talk about financial clarity for independent insurance agency owners. They discuss why waiting until you're ready to sell is a mistake, how your compensation structure could secretly be tanking your agency's value, and the three key drivers th
#171 - The Story Behind the Numbers
In this episode of Business Refocused, Carey and Lindsay break down what they’re seeing from real agency benchmarking data and how top-performing insurance agencies are driving growth and profitability.They walk through the key metrics that matter most, including organic growth, profitability, staffing, technology spend, and revenue per employee. More importantly, they explain how these metrics wo
#170 - Inside AgencyFocus: From Valuations to Fractional CFO
In this episode of Business Refocused, Todd Hufford interviews Carey and Lindsay Wallace on the story behind AgencyFocus, how they each found their way into insurance, and what it took to grow the business beyond agency valuation.Carey shares how a role with the PIA of Ohio led her into valuation, perpetuation planning, and data analytics, eventually becoming the foundation for AgencyFocus. Lindsa
#169 - How Smart Agencies Are Hiring Young Talent w/ Todd Hufford
In this episode of Business Refocused, Lindsay and Carey sit down with Todd Hufford, CEO of Conner Insurance, to talk about on a topic that’s shaping the future of agencies: bringing in young talent. The conversation starts light but quickly gets into something more meaningful. Todd shares how his perspective on time, shaped early in life, led him to think long-term about building an agency. Not j
#168 - What Comes Next? Redefining Yourself After a Career Shift w/ Nicole Malachowski
In this episode of Business Refocused, Carey and Lindsay sit down with Nicole Malachowski, retired U.S. Air Force Colonel and the first female Thunderbird pilot, to talk about transition.Not just planning for it. Actually going through it.Nicole’s career ended unexpectedly after a serious illness forced her out of the role she had built her identity around. What followed wasn’t a clean next step.
#167 – Walking Away Happy w/ Matt Naimoli
The agency owners who walk away from a sale feeling good aren't the ones who got lucky — they're the ones who prepared. In the final episode of this series, Carey and Matt talk about fixing problems before they become deal killers, how to know what kind of seller you are, and why the question of what comes next matters just as much as the closing number.In this episode:How to fix valuati
#166 – What's Your Agency Actually Worth w/ Matt Naimoli
Your agency might be worth less than you think — and the reasons probably have nothing to do with your revenue. In part three, Carey and Matt dig into the valuation drivers most owners never see coming: producer-owned books, aggregator contracts, leadership concentration, and the transferability issues that quietly discount an otherwise strong agency.In this episode:Why a multiple of EBITDA is jus
#165 – The Decisions That Matter When Selling Your Agency w/ Matt Naimoli
Selling your agency isn't just a financial transaction — it's one of the biggest decisions you'll ever make. In part two of this series, Carey and Matt get into what it actually looks like to navigate an exit, whether that's keeping it in the family or going to market. They break down the difference between a broker and a true advisor, why the fee question is the wrong place to
#164 – Running the Numbers w/ Matt Naimoli
Most agency owners are great at insurance. The financial side? That's where things get fuzzy. Carey Wallace sits down with Matt Naimoli of Legacy Advisors to talk about what financial clarity actually looks like inside an independent agency — and why getting there changes everything from hiring decisions to long-term value. This is part one of a four-part series.In this episode:Why most agenc
#163 - It's Not Always About Size w/ Adam DeLaForest
In this episode, Lindsay and Carey sit down with Adam DeLaForest to explore the key factors influencing agency valuation, including financial management, operational efficiency, and market conditions. Our guest, Adam DeLaForest, shares insights from his experience completing valuations on numerous agencies at his role in AgencyFocus, emphasizing the importance of profitability, contracts, and str
#162 - Your Yearly Agency Check-Up: Benchmarking
In this episode of Business Refocused, Lindsay and Carey focus specifically on benchmarking and why it might be the most underutilized tool in an agency owner’s toolbox.A lot of owners think benchmarking is just a “nice to have” report. In reality, it is a financial health check. It gives you a clear, unbiased look at how your agency stacks up against others your size and where you may be off with
#161 - Hire Better Producers w/ Steve Heroux
In this solo episode of Business Refocused, Lindsay sits down with sales coach and founder of The Sales Collective, Steve Heroux, for a direct and eye-opening conversation about why so many agencies struggle with producer hiring, motivation, and growth.Steve shares his journey from a painfully shy kid to a top national sales performer, and now a coach helping organizations rethink how they hire an
#160 - No Crying In Budgeting w/ Lisa Melroy
In this episode of Business Refocused, Carey and Lindsay welcome AgencyFocus Fractional CFO Lisa Melroy, CPA, for a very real conversation about budgeting inside independent insurance agencies.Lisa has spent more than 30 years in financial roles, including working directly with independent agencies and networks. She shares what actually happens behind the scenes when agencies either skip budgeting
#159 - Who Should Own Your Agency After You w/ Laurie Barkman
In this episode of Business Refocused, Lindsay and Carey sit down with Laurie Barkman, owner of The Business Transition Sherpa, to talk about one of the most common (and most avoided) conversations in independent insurance agencies: how to transition ownership without losing value, momentum, or key people.Laurie reframes “exit planning” as transition planning, emphasizing that leaving your busines
#158 - Interest Rates and Agency M&A in 2026 w/ Scott Freiday & Keith Mangini
In this episode of Business Refocused, Lindsay and Carey sit down with Scott Freiday and Keith Mangini from InsurBanc for a timely, straight-talk conversation about interest rates, lending strategy, and what agency owners should actually be doing in 2026.From rate expectations and market timing myths to acquisition readiness and creditworthiness, Scott and Keith break down how lenders really think
#157 - How InsurTech Is Changing Independent Agencies w/ Tony Lew
In this episode of Business Refocused, Lindsay and Carey welcome Tony Lew, Co-Founder of InsurTech New York, to kick off a new direction for the podcast: bringing on guests outside of agency ownership to help agency leaders learn how other parts of the insurance ecosystem operate. Tony shares how InsurTech New York was started in 2019, what the insurtech landscape looked like during the peak hype
#156 - Make Your Agency More Valuable
In this episode of Business Refocused, Lindsay and Carey sit down for a practical conversation on how independent insurance agencies can increase agency valuation. They unpack what “growing value” really means beyond writing more policies, and why the agencies that win long-term are the ones built around efficiency, focus, and intentional investment.You’ll hear their take on why a clear niche crea
#155 - Perpetuation
In this episode of Business Refocused, Lindsay and Carey dig into one of the most common yet misunderstood ownership paths in independent agencies: internal perpetuation. While internal transitions often feel simpler than external sales, the reality is the work is just different and, without urgency, these deals can quietly stall or fall apart.They share what makes internal transitions successful,
#154 - The Mindset Behind Successful Acquisitions w/ Jeff Arnold
In this episode of Business Refocused, Lindsay and Carey sit down with Jeff Arnold, founder of RightSure, serial acquirer, author of 11 books, and one of the most experienced agency buyers in the industry. With more than 40 agency acquisitions, multiple exits, and decades of leadership experience, Jeff brings a grounded, honest perspective on growth, technology, and knowing when it’s time to let g
#153 - Being a Student of Business w/ Larry Linne
In this episode of Business Refocused, Lindsay and Carey sit down with Larry G. Linne, founder of InCite Performance Group, author of Make the Noise Go Away, and a lifelong student of business, leadership, and human behavior.Larry shares his unconventional path from a West Texas football player once told he “shouldn’t go to college” to becoming one of the most respected advisors in the insurance i
#152 - The Key to Success in Entrepreneurship w/ Wess Anderson
On Business Refocused, Lindsay and Carey sit down with Wessly J. Anderson to talk entrepreneurship, leadership, and the very real way AI is changing business right now. Wes is the founder of Agency VA and Agent CVA, and he’s built what most people only talk about: multiple businesses across different seasons of life, with a bias toward growth, speed, and learning through doing.Wes shares how he gr
#151 - Selling My Oil & Propane Company w/ Matt Porter
On Business Refocused, Lindsay and Carey talk with Matt Porter, former owner of a family-run oil and propane company in mid-coast Maine who started his business at the dining room table, grew it over 16+ years, and sold it in December 2022 through Tounge Associates. Today, Matt has come full circle and now serves as a Senior Advisor at Tounge Associates, helping other business owners navigate acqu
#150 - Transition From Fighter Pilot to Business Owner w/ Robert "Cujo" Teschner
In this episode of Business Refocused, Lindsay and Carey talk with Col. (Ret.) Robert “Cujo” Teschner, former F-15 and F-22 fighter pilot and author of Debrief to Win. Cujo shares how a childhood dream of flying fighters led to a 20-year Air Force career, what happened when a colorectal cancer diagnosis forced him out of the cockpit, and how he rebuilt his purpose as an entrepreneur and leadership
#149 - Lessons from a Serial Entrepreneur w/ Alan Ringvald
On Business Refocused, Lindsay and Carey sit down with serial entrepreneur Alan Ringvald, CEO of Relativity6, to talk about what today’s entrepreneurs and leaders can learn from the startup world. Alan shares the lessons he picked up building companies across industries, from launching tech products to navigating early-stage chaos to finding real product-market fit.He explains why entrepreneurs ne
#148 - Solving the Underwriting Bottleneck w/ Trace Meek
On Business Refocused, Lindsay and Carey sit down with Trace Meek, a third-generation agency owner and founder of Ask Fetch, to talk about one of the most persistent challenges in personal lines: the underwriting bottleneck. From appetite confusion to slow carrier responses to the loss of institutional knowledge, Trace explains why agencies get stuck and how tools like Ask Fetch are helping teams
#147 - Running The Business Abroad w/ Jay Mueller
On this episode of Business Refocused, Carey and Lindsay Wallace sit down with Jay Mueller, an independent agency owner who lives on the Mediterranean coast of Spain while running a growing brick and mortar insurance agency in Cincinnati. He shares how he restructured a multigenerational family business, implemented EOS, and built a leadership team that allows him to be overseas without losing mom
#146 - How to Choose the Right Buyer w/ Raghav Tanna
On Business Refocused, Lindsay and Carey talk with Raghav Tanna, founder of Tarmika and cofounder of the nonprofit Little Sparks Project. Raghav shares the real story behind building Tarmika, selling to Applied Systems, and deciding when it is time to exit. He breaks down how to pick the right buyer, what it feels like to stay on after a sale, and why family and happiness should drive the decision
#145 - Year-End Tax Planning for Insurance Agencies w/ David Foate
On this episode of Insurance Refocused, Carey and Lindsay Wallace sit down with tax attorney David Foate to unpack the truth about year-end tax planning for insurance agencies. From entity structure decisions to vehicle deductions, R&D credits, and home office rules, they cover what really works and what might land you in trouble with the IRS.David shares real audit stories, explains why S Cor
#144 - Why Every Agency Owner Needs a Mastermind Group
On this episode of Insurance Refocused, Carey and Lindsay Wallace explore one of the most impactful growth tools for independent insurance agencies — mastermind groups. They discuss how these peer groups function like a “board of directors” for agency owners, providing accountability, fresh perspective, and real-world solutions that drive measurable growth.Drawing from their own experience facilit
#143 - The Differences in M&A: Accounting vs Insurance M&A w/ Aaron Stocks
On Insurance Refocused, Lindsay and Carey sit down with Aaron Stocks, CEO of AgencyPoint (PFS Global), to compare accounting firm acquisitions with independent insurance agency M&A. Aaron breaks down why client transferability, systems standardization, and regulatory disclosures make accounting roll-ups very different from buying an insurance agency. He also shares hard-won lessons on cultural
#142 - Doubling Your Independent Insurance Agency's Value in Three Years
In this episode of Insurance Refocused, Carey and Lindsay Wallace break down a powerful agency transformation that doubled in value in just four years. Starting with $3.5 million in revenue and 27–28% profitability, this agency faced key challenges—an aging owner, outdated systems, and compensation structures that limited growth. Carey and Lindsay walk through the strategic changes that fueled its
What to Know Before Buying an Agency (Carey & Hawksoft)
In this special re-release, we’re sharing an episode originally featured on HawkSoft’s Insurance Perspectives podcast. Carey joins Kenny Hendricks to break down what it really takes to buy an agency—from assessing your readiness and evaluating cultural fit to spotting red flags before you sign.They dive into the key performance indicators every buyer should understand and why communication across
#140 - Why Transferability Defines Your Agency’s Value w/ Monica Adwani
Your agency might have strong revenue, solid margins, and loyal clients, but does the business truly stand on its own? The answer comes down to transferability.In this episode, Lindsay and Carey Wallace talk with Monica Adwani of Breezy Seguros about what it really takes to build an agency that is valuable beyond the owner. Monica shares her journey from joining a startup as the fourth employee, t
#139 - Transitioning from Captive to Independent w/ Charley Todd
In this episode, Lindsay and Carey Wallace sit down with Charley Todd from Charley Insurance to explore his pivotal decision to transition from a captive agency to the independent side of the insurance industry. They delve into the motivations behind this bold move, the surprising challenges of starting anew, and the exciting opportunities it presents. Charley shares his philosophy on embracing en
#138 - Inside the Acquisition: Year After Reflection w/ Rob Bowen
In this episode, Lindsay and Carey Wallace sit down with Rob Bowen from Patriotic Insurance Group to reflect on his first-year post-acquisition. They explore the challenges and lessons learned during the transition from a paper-based system to a digital one, the importance of communication with carriers, and the human element in maintaining business relationships. Rob shares valuable insights on p
#137 - Women Supporting Women w/ Dawnyel Smink
In this episode, Lindsay and Carey sit down with Dawnyel Smink, President of the Western region at Keystone Insurers Group, about her initiatives to empower women in the insurance industry. They discuss the importance of collaboration between men and women, the challenges of imposter syndrome, and the need for open conversations about leadership and wellness. Dawnyel shares insights on her WISE Ta
#136 - Building a Niche Independent Insurance Agency w/ Elizabeth Moore
In this episode, Lindsay and Carey sit down with Elizabeth Moore, co-founder of Amelia Risk, to discuss on building a specialized insurance agency in the consumer packaged goods (CPG) space. Elizabeth shares how her career path shifted from advertising dreams in New York to a fulfilling journey in insurance, and why choosing a niche has been key to her agency’s growth. She explains how important f
#135 - Building a Generational Insurance Agency w/ Lee Gaudette
In this episode, Lindsay and Carey Wallace sit down with Lee Gaudette from Gaudette Insurance Agency. They discuss the evolution of the insurance industry, the importance of generational perspectives, and the role of community engagement. Lee shares his family's rich history in the insurance business, the significance of outside experience for family members joining the agency, and his experi
#134 - What Banks Look for in Insurance Agency Buyers w/ Kimberly Bunce
In this episode, Carey and Lindsay Wallace sit down with Kimberly Bunce from Security Financial Bank to explore the intricacies of the insurance industry. Kimberly shares her journey from accounting to banking, offering a unique perspective on lending to insurance agencies. The discussion covers the challenges and opportunities in agency acquisitions, the importance of maintaining strong financial
#133 - Taking Over the Family Insurance Agency w/ Taylor Garcia
In this episode, Carey and Lindsay sit down with Taylor Garcia, owner of Jackson & Jackson Insurance, to discuss his unique journey from musician to insurance leader. Taylor shares his experience taking over the family business, the challenges and opportunities of rebranding a legacy agency, and the importance of maintaining authentic client relationships during times of change. The conversati
#132 - How Agencies Are Using AI in the Insurance Industry w/ Justin Thomas
In this episode, Carey and Lindsay Wallace sit down with Justin Thomas, CEO of YourPolicy Insurance Agency, to discuss the evolving landscape of the insurance industry, particularly about the impact of AI. Justin shares his journey into insurance, the challenges and opportunities presented by AI, and the importance of adapting to change. The discussion emphasizes the need for agencies to prepare t
#131 - The Client-Centric Approach to Agency Acquisitions w/ John Darr
In this episode, Lindsay and Carey sit down with John Darr, the president and founder of Darr Schackow Insurance, to discuss the intricacies of agency acquisitions in the insurance industry. They explore the impact of acquisitions on client relationships, the importance of communication during transitions, and the challenges of maintaining a consistent claims process. John shares valuable insights
#130 - Producer Compensation in Independent Insurance Agencies
In this episode, Lindsay and Carey Wallace discuss the complexities of employee compensation in insurance agencies. They explore various compensation models, the importance of aligning compensation with agency goals, and the challenges of merging different structures. The conversation emphasizes the need for accurate data and the significance of communication and transparency in fostering trust an
#129 - From R&B Artist to Agency Owner w/ Jarrard "Rod" Powell Sr.
In this episode, Lindsay and Carey sit down with Jarrard "Rod" Powell Sr. to share his unique journey from the music industry to the insurance sector, highlighting the opportunities within the insurance field that many overlook. He discusses the inception of his podcast, 'You Should Get a License,' aimed at educating and inspiring others about careers in insurance. The discussi
#128 - Exploring the Insurance Industry w/ Molly Harrigan
In this episode, Lindsay and Carey sit down with Molly Harrigan to explore her journey in the insurance industry, from working in her family’s agency to making the move to the carrier side. Molly shares insights on navigating a challenging market, the importance of clear communication, and the unique opportunities available to young professionals in insurance. She also offers valuable advice for t
#127 - Portal Becomes a Best Practices Agency w/ Bradley Flowers
In this episode, Lindsay and Carey sit down with Bradley Flowers of Portal Insurance to discuss his agency's recognition as a Best Practices Agency. Bradley shares his journey to earning this industry distinction, the rigorous application process, and how it impacts his business operations. The conversation covers financial best practices, growth strategies, and practical advice for agency ow
#126 - Maximizing Agency Value in Acquisitions w/ Kelly Drouillard
In this episode, Lindsay and Carey sit down with Kelly Drouillard, an insurance industry expert, to discuss agency acquisitions. Kelly shares her extensive career journey, insights on sourcing targets, and the importance of understanding the acquisition process. The discussion also covers market trends, the evolving landscape of M&A, and practical advice for agency owners looking to buy or sel
#125 - Reinventing Insurance: Talent, Tech, and Taking Risks w/ Aubie Knight
In this episode, Lindsay and Carey sit down with Aubie Knight, CEO of the Independent Insurance Agents of North Carolina, to discuss the evolution of insurance associations, the importance of talent development through initiatives like InsurAcademy, and technology's role in modernizing the industry. He emphasizes how associations must adapt to create value for their members while sharing insi
#124 - The Future of Work: Bots in Insurance w/ Raul Guerra
In this episode, Lindsay and Carey sit down with Raul Guerra from Alleviant VBOTS to discuss the transformative impact of robotic process automation (RPA) and AI on independent insurance agencies. They explore the growth of RPA technology, its applications, and the importance of data security. The discussion highlights the benefits of automation in improving efficiency, reducing errors, and enhanc
#123 - Decoding Leadership Excellence w/ David Keller
In this episode, Lindsay and Carey sit down with David Keller to discuss key takeaways from a recent leadership training session, emphasizing the importance of defining success, learning from past mistakes, and fostering psychological safety within teams. They also explore the implementation of the EOS framework in business and the value of networking and learning from peers in leadership roles.Co
#122 - The Art of Knowing When to Walk Away in Business w/ Jeff Brehmer
In this episode, Lindsay and Carey sit down with Jeff Brehmer to discuss the intricacies of agency acquisitions. They explore the importance of relationships, due diligence, and acquisition challenges. Jeff shares his personal experiences, emphasizing the need for patience, persistence, and understanding the unique dynamics of each acquisition. The discussion highlights the significance of team cu
#121 - The Heart of Operations: Building a Strong Agency w/ Jessica Yarbrough
In this episode, Lindsay and Carey sit down with Jessica Yarbrough to talk about her unique journey into the insurance industry, the importance of operations within an agency, and the value of building strong internal and external relationships. They discuss the significance of agency values, team culture, and adopting new technologies, particularly AI, while emphasizing the need for team involvem
#120 - Navigating Family Dynamics in Business w/ Jackson Rollo
In this episode, Lindsay and Carey sit down with Jackson Rollo to discuss the dynamics of family-run businesses, particularly in the context of Rollo Insurance, which he leads. They explore the importance of company culture, growth strategies, and the challenges of merging different agency cultures post-acquisition. Jackson shares insights on community engagement, the significance of values in acq
#119 - Agency Risk
In this episode, Lindsay and Carey discuss the importance of focusing on agency growth and business strategy, emphasizing the need for agency owners to work on their business rather than just in it. They explore the challenges of risk assessment within agencies, highlighting how many agencies struggle to identify their own risks despite being adept at assessing client risks. The discussion also co
#118 - Concentration Risk
In this episode, Lindsay and Carey discuss the detailed exploration of concentration risk in agency valuations. They cover various aspects of concentration risk, including its definition, factors contributing to it, and strategies for managing it effectively. The discussion highlights the importance of diversification and awareness in mitigating risks within an agency's operations.Connect wit
#117 - Can AI Answer Your Agency’s Phones? w/ Francisco Lopes
In this episode, Lindsay and Carey sit down with Francisco Lopes to talk about the innovative AI technology he developed for insurance agencies. The AI functions as a receptionist, handling calls and customer inquiries while maintaining a personal touch. They explore common objections to AI, the implementation process, and the future of AI in the insurance industry. The discussion highlights the i
#116 - Buying an Agency After Loss w/ Ted Rusinoff
In this episode, Carey and Lindsay sit down with Ted Rusinoff to discuss a transition story few agency owners prepare for, purchasing an agency after the unexpected death of its owner.Ted shares the real-world challenges of stabilizing operations during a time of loss, building trust with clients and carriers, and making critical tech and business decisions under pressure.The conversation highligh
#115 - Harnessing AI in Insurance w/ Landry Fields
In this episode, Lindsay and Carey sit down with Landry Fields from Nova Insurance Group to talk about how he's leveraging of AI into his agency for content creation, enhancing efficiency, marketing, and training. He shares insights into the rise of AI capabilities, the necessity of investing in paid AI tools, and practical applications of AI in agency operations. Agency owners need to adapt
#114 - Preparing an Agency For Sale w/ Steve Carroll
In this episode, Lindsay and Carey sit down with Steve Carroll from Patriot Growth Insurance Services to talk about current market dynamics and the characteristics of agencies that are well-prepared for sale. They discuss the importance of understanding deal structures, the role of culture in mergers, and the expectations for post-sale integration. Steve emphasizes the need for potential sellers t
#113 - The Power of Mastermind Groups w/ Jason Kilgo
In this episode, Lindsay and Carey sit down with Jason Kilgo from Kilgo Insurance, to talk about importance of building connections through mastermind groups, the value of sharing knowledge and the significance of trust and transparency in business relationships.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn
#112 - Internal Transition of a Family Insurance Agency w/ Landon Bentham
In this episode Lindsay and Carey sit down with Landon Bentham from Callahan & Rice to talk about his journey taking over Callahan and Rice from his father-in-law, Mark Rice. The discussion covers the challenges and dynamics of transitioning leadership within a family business, emphasizing the importance of patience, communication, and understanding the perspectives of those involved. Landon r
#111 - The Journey of Female Entrepreneurs w/ Julie Webb
In this episode, Lindsay and Carey sit down with Julie Webb to discuss the importance of female empowerment in the insurance industry, Julie's journey as a woman entrepreneur, and the challenges faced in male-dominated fields. They explore the significance of self-awareness, energy management, and the need for collaboration among women to foster leadership and success. The discussion highligh
#110 - High Risk Niche w/ Chris Larmore
In this episode, Lindsay and Carey sit down with Chris Larmore to discuss his experience in building a niche agency specializing in high risk construction markets. They explore the challenges and opportunities within the insurance market, the importance of relationships, and how technology, particularly AI, is being leveraged to enhance agency efficiency. Connect with us: Follow AgencyFocus for mo
#109 - Failing to Plan: An Agency's Biggest Risk
In this episode, Lindsay and Carey discuss the importance of perpetuation planning for agency owners and the consequences in the event of not having a plan in place. They dive into the components that should be included in a perpetuation plan, and the steps to take to create a living document that can be updated regularly. If there's one thing they want listeners to take away from this episod
#108 - Agency Risk Factors
In this episode, Lindsay and Carey discuss risk factors affecting agency value, emphasizing the concept of transferability. Carey explains how transferability relates to the predictability of an agency's ongoing performance and the various factors that influence it, including agency culture, technology, and niche markets. The conversation highlights the significance of continuity and the need
#107 - The Future of Remote Work w/ Jim Schubert
In this episode, Lindsay and Carey Wallace, sit down with Jim Schubert, owner of Southern States Insurance, Inc. to explore the dynamics of remote work, the role of virtual assistants in agencies, the impact of employee retention on agency success and the implementation of the Entrepreneurial Operating System (EOS) as a framework for organizational structure and growth. Connect with us: Follow Age
#106 - Supporting Sales in the Insurance Industry w/ Karl Sherrill
In this episode, Lindsay and Carey Wallace sit down with Karl Sherrill to discuss the importance of sales training and the dynamics of agency transitions. Karl shares his personal journey into the insurance world, emphasizing the potential for growth and success within the industry. The discussion also highlights the need for a supportive sales culture and the optimism surrounding the future of in
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