Business Refocused

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 that determine what your business is really worth—growth, profitability, and transferability.Originally featured on the Insurance Leaders Lab PodcastConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 work together and what actually drives performance inside an agency.One of the biggest takeaways is high growth doesn’t always mean high marketing spend. In fact, some of the fastest-growing agencies are spending less than 2% on marketing, relying instead on referrals, niche strategies, and operational efficiency. They also dig into how technology, AI investments, and compensation structures impact profitability, and why simply adding tools or people doesn’t always improve results.Key insights from the episode: How to use benchmarking as a health check for your agency  Why growth and profitability vary based on strategy  The real impact of marketing spend on organic growth  How technology and staffing decisions affect performance  Why compensation structure can limit profitabilityConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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. Lindsay shares her own path into the industry and how her experience helped shape the company’s next stage of growth.Together, they talk about how AgencyFocus evolved from a valuation-focused business into a firm that also provides fractional CFO services, mastermind groups, and deeper financial consulting for independent insurance agencies.This episode is a behind-the-scenes look at agency valuation, fractional CFO services, insurance industry career paths, and what it takes to build a business focused on helping agencies make better financial decisions.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 just for today’s revenue, but for the next generation of leaders.Todd shares how Conner Insurance scaled by consistently bringing in and developing talent, even when it meant short-term tradeoffs. Over time, that investment compounded into real growth.That means hiring early career talent with no book of business, funding their development, and accepting that not every hire will work out. For Todd, that’s not a risk. It’s part of the strategy.A few key ideas from the episode: Hiring young producers is an investment, not an expense  Most agencies struggle here because they protect short-term profit  Training matters more than experience, especially early on  Data builds confidence when recruiting and developing talent  Every team needs proof that success is achievable Agencies that grow aren’t just better at selling. They’re better at building people.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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. It was the messy middle that most people don’t talk about.Her perspective is simple and practical: transition comes whether you plan for it or not. What matters is how you respond.One idea that stands out is yield to overcome. Accept where you are so you can move forward with clarity.For agency owners, this hits directly. Transition is rarely about the numbers alone. It’s about identity, control, and what you carry with you into the next phase.A few key takeaways: Transition is emotional before it’s strategic  The hardest part is letting go of your role  What you’ll miss isn’t always what you expect  The skills that built your agency still matter, just in a different wayConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 valuation issues before you go to marketThe three seller personas — and why knowing yours changes everythingWhat a competitive process does that a direct negotiation can'tWhy so many owners hesitate to pull the trigger (and what to do about it)How to make a decision you won't regret two years laterConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 just the starting pointProducer-owned books: what they are and what they cost you at exitAggregator and cluster contracts — what you signed and what it means nowThe value killers that show up too late to fixHow leadership and culture factor into what a buyer will actually payConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 start, and what it really takes to feel good about the outcome.In this episode:Internal succession vs. external sale — the real trade-offsWhy "broker" and "advisor" aren't the same thingHow the advisory fee pays for itself (and then some)Why working with a sell-side only advisor matters more than you'd thinkWhat a good exit actually looks like beyond the wire transferConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 agency owners are making big decisions without the right financial pictureWhat a fractional CFO actually does (and why "fractional" is the point)How to forecast staffing and growth before you need toOrganic growth vs. acquisition — why doing both at once is harder than it soundsHow debt, cash flow, and annual valuation connect to what your agency is worthConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 strategic planning for agency owners.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 without realizing it.They walk through what benchmarking actually uncovers, including:Whether your compensation structure is in line with industry standardsIf your profitability is truly strong or just looks strong on the surfaceHow retention impacts long-term growth more than new business doesWhether your revenue per employee and spread support sustainable scalingWhy misclassified expenses can distort how healthy your agency really isThey also talk about why benchmarking is especially important for agencies planning internal transitions, acquisitions, or long-term growth. You cannot improve what you do not measure, and you cannot confidently scale what you do not understand.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 and develop sales talent. He breaks down why most agencies are unknowingly sabotaging their growth by posting generic job descriptions, hiring based on “likability,” and underpaying top performers.They also unpack some hard truths:Why you cannot “motivate” an unmotivated producerWhat a bad sales hire really costs an agencyWhy industry experience is often overratedHow the wrong compensation structure limits profitability and long-term valueWhy hiring based on instinct instead of assessment leads to high turnoverSteve introduces the idea of “sales DNA” and explains why identifying the will to sell matters more than a resume full of licenses. The conversation challenges agency owners to rethink how they recruit, pay, and structure their sales teams if they truly want sustainable growth.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 altogether or build one that looks good on paper but doesn’t reflect reality.They talk through common issues they’re seeing right now, especially in a shifting market. Many owners are focused on premium growth but not thinking through how rate changes impact actual revenue. Others are pushing for 10 percent growth without stepping back to ask whether staffing, compensation, and carrier appetite support that goal.In this episode, you’ll learn:The biggest budgeting mistake agencies make and why “no budget” is still commonWhy aggressive top-line growth goals can backfire without the right foundationHow softening markets impact revenue, not just premiumWhy profit does not equal cash and how to think about cash flowThe hidden risks in producer compensation structuresHow benchmarking expense categories can highlight inefficienciesWhy budgeting should be a living document, not a once-a-year exerciseConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 business is a moment, but building a transferable company takes years. Together, they dig into why so many agency owners delay perpetuation planning, how owner dependency shows up in sales and service, and what it really takes to create a business that can thrive without the founder as the linchpin. The conversation also covers financial readiness, internal succession realities, and why being a great producer, manager, or even a family member does not automatically translate into being a great owner.In this episode, you’ll learn:When agency owners should start perpetuation planning (and why “later” costs you options)How to spot owner dependency in sales, service, and decision-makingWhat “transferability” actually looks like in a founder-led agencyWhy clean, consistent financials are the first step to increasing enterprise valueHow to evaluate whether an internal successor has an owner mindsetWhat happens when key relationships live in someone’s head instead of a processWhy retaining key team members through a transition can protect agency valueA practical way to prioritize value-growth work without getting overwhelmedConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 about agency deals. They explain why waiting for the “perfect rate” can cost buyers real opportunities, how preparedness impacts both speed and pricing, and why clean financials often matter more than agents realize. The discussion also covers refinancing, structuring debt more efficiently, and why working with an industry-specific lender changes the entire experience.In this episode, you’ll learn:Why trying to time interest rate cuts can hurt acquisition and growth plansHow short-term vs long-term rates actually impact agency loansWhat a realistic acquisition timeline looks like and how to shorten itHow creditworthiness, financial reporting, and owner behavior affect loan termsWhy waiting for lower rates can increase competition and valuationsHow refinancing and restructuring existing debt can free up cash flowWhy industry lenders understand agency value differently than local banksWhat agency owners should prioritize now to be ready for opportunities in 2026Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 cycle, and what separates sustainable insurtech companies from the ones that flame out.Tony breaks down what he has seen work overtime: founders who truly understand insurance, solutions built around real workflow pain, and products that help agents and brokers scale without replacing the relationship-driven nature of the business. The conversation also gets tactical for agency owners who want to adopt new technology. Tony outlines how to evaluate vendors, when it makes sense to work with early-stage startups, what questions to ask (customers, funding, traction), and why peer references matter when you are deciding what to implement.In this episode, you’ll learn:How InsurTech New York started and what it does today (events, startup programs, matchmaking, investing)What the “insurtech hype cycle” looked like from 2019–2020 and what changed afterWhy insurtechs that ignore insurance fundamentals (like loss ratio discipline) struggle long-termThe difference between insurtechs as “competitors” vs “enablers” for agents and brokersWhy many successful insurtech founders come from inside the industry (agents, underwriters, claims)How agency owners can approach adopting new tech: identify the real problem first, then match toolsHow to vet vendors: customer count, funding runway, references, contracts, and acquisition riskThe pros and cons of working with early-stage startups vs more established vendorsConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 creates predictability (and protects profitability), how to identify the biggest time drains inside your agency, and what it looks like to leverage technology, automation, and outsourcing without getting distracted by shiny tools. They also dig into growth by acquisition, including why adding revenue alone doesn’t guarantee a higher valuation, and how buyers discount risk when agencies scale without strategy. The episode wraps with a reminder that agency value comes down to two numbers: EBITDA and the multiple, and owners control one of them more than they realize.In this episode, you’ll learn:What actually drives agency valuation beyond premium and policy countWhy defining a niche improves efficiency, predictability, and profitabilityHow to spot bottlenecks and reduce admin work through process and automationWhat to consider before adopting insurtech tools so you don’t become “tool heavy”How to optimize carrier relationships and book placement for long-term valueSmart acquisition lessons: cultural fit, carrier assumptions, staffing risk, and concentrationWhy EBITDA (operating profit) × multiple determines value, and how owners can increase EBITDAConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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, where agencies tend to get stuck, and what they’ve learned from helping agencies plan ownership transfers for 2026 and beyond. From valuing the agency to transferring responsibility before ownership, this episode provides a practical framework for navigating internal succession with confidence.In this episode, you’ll learn:Why internal transitions can be just as complex as external salesThe biggest risks that cause internal perpetuations to stallWhy responsibility often needs to transfer before ownership doesHow valuation, compensation changes, and hiring gaps affect successCommon internal transition structures, including gifting and discounted pricingThe key advisors needed to support a successful internal transitionResources mentioned:Navigating an Internal Perpetuation Between Family Members https://www.agency-focus.com/articles/navigating-an-internal-perpetuation-between-familyConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 go.The conversation covers what most agency owners are thinking about right now: how to lead through AI without becoming “AI shackled,” how to approach acquisitions with trust and relevance, and why adopting technology without fixing broken processes only creates more problems. Jeff shares real-world examples of how his firm is using AI today, not as a buzzword, but as a tool to support people, improve workflows, and create long-term value.They also dig into the emotional side of ownership and exit. Jeff talks candidly about selling agencies, the identity shift that comes with transition, and why staying too long can quietly damage the legacy you worked so hard to build. For agency owners considering growth, acquisition, or succession, this episode offers perspective that only comes from experience.In this episode, you’ll learn:Why AI leadership matters more than AI toolsHow to avoid becoming “tech shackled” as an agencyWhat builds trust when acquiring another agencyWhy outsourcing creates perspective, not loss of controlThe real challenges agency owners face when transitioning ownershipHow to know when it’s time to exit and what comes nextConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 industry. Along the way, he explains why curiosity, critical thinking, and execution matter more than new ideas, and why studying industries outside insurance is essential to staying relevant.The conversation dives deep into the future of the insurance industry, including AI, the silver tsunami of retiring leaders, and the growing risk of knowledge loss inside agencies. Larry challenges the fear-based narratives around technology and makes a compelling case for why AI will not replace insurance professionals but will expose those who refuse to adapt.They also revisit the core idea behind Larry’s book: the power of the “number two.” Larry explains why second-in-command leaders are often the real drivers of organizational clarity, execution, and growth, and why leadership does not only live at the top.In this episode, you’ll learn:Why being a student of business matters more than being an industry expertHow AI will reshape insurance without eliminating the need for advisorsThe real risk agencies face during leadership and producer transitionsWhy “smart” agencies will outperform product-focused agenciesHow second-in-command leaders can create clarity and reduce organizational noiseConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 grew up inside his dad’s tech company (back when “CD-ROM” felt like the future), and why that experience wired him to build. From a lawn mowing company where he never mowed a lawn, to a cleaning business at 14, to a surprisingly large candy company supplying hospitals, his story is a masterclass in sales grit, relationship building, and showing up when other people quit. He also gets honest about what can go wrong when you choose the wrong partners, including a painful story of a business being stolen and the lessons that shaped his much stricter partner-vetting process today.Then the conversation shifts into a topic every business owner needs to be thinking about: AI. Wes is bullish on it, but clear-eyed about risk. He explains why putting sensitive information into public AI tools is a bad move, why “head in the sand” is the most dangerous position a leader can take, and how the real separator will be the people who put in the reps. Not AI itself, but the business owners who learn how to use it responsibly and well.They wrap with Wes’s best advice for entrepreneurs: stop chasing everyone else’s playbook, get honest about what you’re good at, and build your business around your strengths while finding partners, people, and tools to cover the rest.What you’ll learnHow serial entrepreneurs spot opportunity and build fastWhy contracts, consistency, and “showing up” create real enterprise valueThe hidden risk of choosing partners without a processWes’s take on AI: privacy, practicality, and why adoption is now a competitive advantageA simple framework for entrepreneurs: know your strengths, outsource your weaknesses, and ignore the noiseConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 acquisitions and ownership transitions.Matt shares what led him to sell, including rapid COVID-era growth, labor challenges in the trades, and the personal toll of running a seven-day-a-week service business. He walks through the decision not to pass the company to the next generation, even with multiple family members working inside the business, and why timing and pressure matter as much as valuation.The conversation breaks down what it’s really like to work with an M&A advisor, from valuation and buyer outreach to negotiating offers while still running the business. Matt also reflects on communicating the sale to employees, staying on through a critical transition period, and planning life after the sale.What you’ll learnHow to know when growth is creating pressure instead of opportunityWhat buyers value most in service-based businessesWhy working with an M&A advisor can protect value and reduce stressHow to communicate a sale to employees and customersWhy planning your post-sale chapter mattersConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 coach. He walks through the accountability and debrief system used in elite fighter squadrons and shows how those same tools help business leaders create high performance teams, lead through disruption, and handle feedback without blame.Throughout the conversation, Cujo and the hosts connect these lessons directly to independent insurance agencies: finding meaning in “numbers work,” leading teams through transition, and staying grounded when your identity is tied to your role. It is a practical, story-driven playbook for any owner or leader who feels stuck, burned out, or on the edge of a big change.What you’ll learnHow fighter pilot debriefs translate into a simple, repeatable accountability process for your agencyA forward focused way to talk about mistakes that improves performance instead of creating fearHow to reframe disruption, illness, or career change so your story “gets better” instead of smallerWhy purpose drives better results than quotas, and how to reconnect your daily work to real impactPractical ideas for leading your team through uncertainty, tough feedback, and major transitionConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 need to focus on the problem before the solution, how to test ideas in the real world, and why great data has become a competitive advantage for both carriers and agents. Alan also breaks down how AI has accelerated innovation, what founders often misunderstand about adoption, and how to stay resilient when the work gets messy.What you’ll learnWhy solving the right problem matters more than having a clever ideaHow to validate new concepts quickly using real customer feedbackThe role of accurate underwriting data in profitable growthHow AI is reshaping decision-makingWhat long-term resilience looks like inside a high-growth companyConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 move faster and stay competitive.He shares the turning point that inspired him to build a solution, the operational lessons he learned running his family agency, and why speed is now one of the strongest predictors of winning new business. This episode offers practical fixes, smarter workflows, and a deeper look at what high-performing agencies are doing to improve underwriting clarity.What you’ll learnWhy underwriting friction slows growthHow speed impacts your close ratioWhere appetite confusion really startsHow Ask Fetch helps decode carrier rules fasterHow to reduce reliance on tribal knowledge inside your agencyHow modern workflows help new hires quote and bind soonerThe mindset shift that moves agencies from overwhelmed to intentionalBusiness Refocused exists to help leaders remove roadblocks, improve operations, and build agencies that run with confidence.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 momentum, culture, or performance. They unpack what it really looks like to design freedom into your agency, from getting out of the day to day to trusting your people and putting the right systems in place.What you’ll learn:How Jay runs a Cincinnati based independent insurance agency while living in SpainThe path from 10 employees down to 3, then back up to 15 with close to 20% organic revenue growthWhy EOS, clarity in roles, and a true accountability chart unlocked scaleHow to move from “I am the main producer” to “I develop producers and leaders”Simple ways to test working remotely before you commit to a big life changePractical ideas to create more freedom for yourself and your team, including extended time off and sabbatical style breaksIf you are asking yourself whether it is possible to grow your agency, protect your culture, and still build a life you are excited about, this conversation gives you a realistic, step by step view of what it takes.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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. The conversation also spotlights the Little Sparks Gala in Boston, and how the foundation supports families facing rare medical diagnoses with meaningful financial grants.What you’ll learnA founder’s checklist for deciding when to sell vs raise another roundHow to evaluate buyers beyond the offer priceWhat changes when your product becomes one feature inside a large companyHow to plan your post-sale season, including staying on or stepping backWhy mission and family can be the best governance for big decisionsHow Little Sparks reduces financial stress for families with complex medical needsConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 Corps often make sense for agencies, and breaks down how to tell the difference between smart tax strategies and the viral “hacks” flooding social media. Whether you’re trying to lower your tax bill, prepare for a future sale, or just avoid costly mistakes, this conversation offers practical advice every agency owner should hear before year-end.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 facilitating masterminds across the country, Carey and Lindsay explain how sharing data and context creates transparency, eliminates excuses, and builds deep trust among agency leaders. They break down what makes a strong mastermind, why collaboration beats competition, and how the right group can change the trajectory of your agency.Whether you’re feeling stuck, isolated, or simply ready for your next level of growth, this episode shows why joining (or creating) a mastermind might be the best move you make this year.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 fit, pricing discipline, and what to review before you trust a spreadsheet.What you’ll learnWhy broker-of-record and carrier appointments boost transferability in insuranceHow Board of Accountancy rules and consent requirements slow accounting dealsBenchmarks and typical multiples across both spacesRetention risks when a solo CPA book moves into a larger firmA practical diligence checklist for quality of tax returns, packaging, and client fitReal timelines from first conversation to close and through year-one integrationConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 success, including right-sizing producer compensation, modernizing technology, empowering new leaders, and building an internal perpetuation plan.You’ll hear how these steps not only boosted profitability and growth but also improved carrier relationships, culture, and long-term sustainability. If you’re an agency owner thinking about transition planning or improving your valuation, this case study is packed with practical insights you can apply today.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 your team is one of the most important parts of a successful acquisition.Originally featured on the HawkSoft Insurance Perspectives PodcastConnect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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, to helping grow and sell that agency, and now to running her own consulting firm and serving a new community as a partner at Breezy.You’ll hear about:Why owners themselves are often the biggest risk to agency valueHow to make your operations, book, and team less dependent on youThe role of client communication preferences in shaping sustainabilityWhat it means to build a culture that supports long-term transferabilityIf you want your agency to thrive today and be worth more tomorrow, this conversation will give you practical ideas and inspiration to get there.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 entrepreneurship, the critical importance of customer experience, and his ambitious vision to specialize in home insurance for disaster-prone states. The discussion highlights the value of viewing industry changes not as threats, but as catalysts for innovation and creative growth.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 pacing change management, the significance of mentorship, and the necessity of accurate data management. The discussion emphasizes the need for empathy and understanding in navigating the complexities of agency acquisitions.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 Talks program, which aims to cultivate confidence and support women in leadership roles. The discussion also touches on the impact of burnout in the industry and the significance of mentorship and community support.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 for agencies to use technology to streamline operations while keeping client relationships personal, and why referrals and trust often outweigh traditional advertising.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 experiences hosting a radio show focused on insurance. The discussion also touches on the future of the industry, particularly the impact of AI and the necessity of maintaining strong client relationships.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 financials, and the evolving landscape of interest rates and market dynamics. Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 conversation highlights how creative thinking from his music career translates to insurance leadership, while emphasizing the enduring value of personal connections in an increasingly digital industry.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 their data and workflows for the future, while also highlighting the importance of maintaining strong client relationships in the face of technological advancements.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 from his extensive experience in acquiring agencies, emphasizing the need for a strategic approach that prioritizes the customer experience. The discussion highlights the significance of understanding client expectations and the necessity of having a clear plan for integrating new agencies into existing operations.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 and loyalty among employees. They also highlight the importance of giving agencies time to transition their compensation structures as they grow.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 discussion also touches on the impact of the podcast on his agency and recruitment efforts, as well as reflections on personal growth and future aspirations.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 those considering a career in the industry, particularly within family-run agencies. Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 owners aiming to improve their operations and valuation. Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 sell their businesses.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 insights on the innovative 101 Weston Labs and its impact on the insurance landscape.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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 enhancing staff retention. The conversation also addresses the customization of bots for specific agency needs and the calculation of ROI for RPA investments, emphasizing the future of work in the insurance industry.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused

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.Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/Show previously named Insurance Refocused