Insurance Refocused Podcast: Recent Episodes
Lindsay & Carey Wallace
The independent insurance agency space is rapidly changing and evolving. The whole industry is feeling it and we want to provide a connection for agents to understand that they’re not alone. Join industry expert, Carey Wallace, and her Gen X daughter, Lindsay Wallace, as they interview agency owners, and get down in the nitty-gritty of every day topics that you face in your agency. The incoming wave of M&A, agency marketing, technology & insurtech, and generational change is upon us, join us as we redefine the industry!
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 financial picture and how benchmarking provides the context needed to measure growth, profitability, staffing efficiency, and operational performance. Kyle also shares how his agency is using AI and automation to improve revenue per employee, increase capacity, and create a better client experience.
Key takeaways include:
- Why benchmarking is more than comparing numbers
- How accurate financial reporting leads to better decisions
- The role of revenue per employee in measuring agency efficiency
- How AI and automation can create capacity without sacrificing service
- Why agency owners need peer groups and benchmarking to drive 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 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, and AI. The conversation also explores how revenue per employee can help agency owners evaluate staffing decisions, technology investments, and future growth opportunities.
Key takeaways include:
- How to calculate revenue per employee
- Why agency owners and virtual employees should be included
- How benchmarking reveals staffing capacity and efficiency
- The impact of technology, virtual employees, and AI on agency performance
- Why this metric should be part of every agency's financial dashboard
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 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 helped her agency double in size and earn recognition as both a Best Practices Agency and one of North Carolina's Best Employers. She also explains why she's now helping other agency owners improve their operations through consulting.
The conversation explores how operational strategy directly impacts agency valuation, scalability, and long-term growth. Rather than focusing solely on financial metrics, Jessica explains why strong leadership, effective change management, and intentional culture are often the difference between agencies that plateau and those that continue to grow.
Key takeaways include:
- How operational improvements can increase agency value
- Why culture and leadership are competitive advantages
- The importance of change management when implementing new technology
- How better systems create scalability and reduce owner dependency
- Why operational excellence benefits agencies planning to grow, acquire, or perpetuate
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 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're focused on growth, acquisitions, or maximizing your agency's value, understanding EBITDA helps you make better financial decisions.
Key takeaways include:
- What EBITDA is and why it matters
- How to calculate EBITDA from your profit and loss statement
- Why owner compensation and discretionary expenses should be adjusted
- The role of one-time expenses in measuring profitability
- How EBITDA impacts agency valuation and acquisition planning
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 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 choosing the next leader. They explore how governance, clearly defined roles, healthy communication, and intentional leadership development create businesses that can thrive for generations.
The conversation also tackles some of the most common challenges family businesses face, including when founders struggle to let go, how to avoid nepotism, why compensation should be separated from family ownership, and the importance of preparing the next generation long before a transition begins.
Key takeaways include:
- Why successful succession planning starts years before a transition
- How family businesses can balance ownership, leadership, and family relationships
- Common mistakes that create conflict between generations
- The importance of defining roles, responsibilities, and compensation
- Why founders often struggle to step away and how to overcome it
- Practical strategies for building a business that lasts beyond one generation
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 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 explain why selling an agency is about more than maximizing price. It's about finding the right partner, understanding your options, and making a decision you can feel confident about long after the deal closes.
They also share insights on today's M&A market, including how buyers are evaluating commercial lines versus personal lines agencies, what drives agency value, and why understanding your financial levers can dramatically impact future outcomes.
Key takeaways include:
- Why every agency owner should understand their agency's value before they plan to sell
- The importance of running a competitive process when evaluating buyers
- How buyer preferences are shifting in today's market
- What drives agency valuation and long-term enterprise value
- Why the right cultural fit matters as much as the purchase price
- How strategic planning can create more options and better outcomes
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 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 well leadership brings two teams together, builds trust, and create a shared vision for the future.
The conversation explores practical strategies for integrating teams, reducing uncertainty, and helping employees understand where they fit in the new organization. Anne shares lessons from guiding organizations through mergers and explains why communication, transparency, and intentional culture-building can make the difference between success and failure.
Key takeaways include:
- Why culture integration should begin immediately after closing
- How leaders can reduce fear and uncertainty during a merger
- The importance of communicating vision, expectations, and timelines
- Practical ways to build trust between newly combined teams
- Why retaining great people is often the biggest determinant of merger success
Connect with Our Guest:
Don't forget to connect with Anne Baum on LinkedIn to continue the conversation and gain further insights into leadership and organizational transformation.
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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 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 helping agency owners use their financials as a decision-making tool rather than simply a historical record.
Key topics include:
- How to evaluate six-month policies in financial reporting
- Which expenses should be considered discretionary or one-time costs
- Why monthly P&L reviews matter more than annual tax returns
- The risks of operating without timely financial statements
- When to outsource bookkeeping and accounting functions
- Using financial data to make better growth and investment 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, 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, and operational risk. Carey and Lindsay discuss how agencies can use benchmarking data to understand where they stand, identify blind spots, and uncover opportunities for improvement.
Topics covered include:
- How a health check differs from a traditional agency valuation
- Why growth and profitability metrics matter together
- The risks of carrier, client, and producer concentration
- How staffing efficiency impacts agency performance
- Why technology investments should create measurable capacity gains
- Using financial data to make more confident business 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, 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 build accountability across their organizations. What started as sales coaching has evolved into leadership consulting, recruiting, and operational support for growing agencies.
The conversation explores why many agencies hit a growth ceiling, how agency owners can transition from producer to leader, and what it takes to build a team that consistently generates new business.
Key takeaways include:
- The difference between managing producers and leading them
- How to build accountability without micromanaging
- Why recruiting the right people matters more than insurance experience
- The five non-negotiables of a successful sales organization
- How agencies can move from referral-driven growth to intentional sales 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 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 industry and younger professionals step into bigger roles. They discuss the value of mentorship, outside perspectives, peer relationships, and learning from leaders who have already walked the road ahead.
The conversation also highlights the heart behind Launchpad: creating a free, collaborative space where future leaders can hear from experienced voices across the industry on topics like leadership, delegation, imposter syndrome, AI, and building confidence in their careers.
Link to Upcoming Launchpad Sessions
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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 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 Podcast
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 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 profitability
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, 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 way
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
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 market
- The three seller personas — and why knowing yours changes everything
- What a competitive process does that a direct negotiation can't
- Why 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 later
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
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 point
- Producer-owned books: what they are and what they cost you at exit
- Aggregator and cluster contracts — what you signed and what it means now
- The value killers that show up too late to fix
- How leadership and culture factor into what a buyer will actually pay
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
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-offs
- Why "broker" and "advisor" aren't the same thing
- How the advisory fee pays for itself (and then some)
- Why working with a sell-side only advisor matters more than you'd think
- What a good exit actually looks like beyond the wire transfer
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
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 picture
- What a fractional CFO actually does (and why "fractional" is the point)
- How to forecast staffing and growth before you need to
- Organic growth vs. acquisition — why doing both at once is harder than it sounds
- How debt, cash flow, and annual valuation connect to what your agency is worth
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 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 standards
- If your profitability is truly strong or just looks strong on the surface
- How retention impacts long-term growth more than new business does
- Whether your revenue per employee and spread support sustainable scaling
- Why misclassified expenses can distort how healthy your agency really is
They 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 producer
- What a bad sales hire really costs an agency
- Why industry experience is often overrated
- How the wrong compensation structure limits profitability and long-term value
- Why hiring based on instinct instead of assessment leads to high turnover
Steve 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 common
- Why aggressive top-line growth goals can backfire without the right foundation
- How softening markets impact revenue, not just premium
- Why profit does not equal cash and how to think about cash flow
- The hidden risks in producer compensation structures
- How benchmarking expense categories can highlight inefficiencies
- Why budgeting should be a living document, not a once-a-year exercise
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 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-making
- What “transferability” actually looks like in a founder-led agency
- Why clean, consistent financials are the first step to increasing enterprise value
- How to evaluate whether an internal successor has an owner mindset
- What happens when key relationships live in someone’s head instead of a process
- Why retaining key team members through a transition can protect agency value
- A practical way to prioritize value-growth work without getting overwhelmed
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 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 plans
- How short-term vs long-term rates actually impact agency loans
- What a realistic acquisition timeline looks like and how to shorten it
- How creditworthiness, financial reporting, and owner behavior affect loan terms
- Why waiting for lower rates can increase competition and valuations
- How refinancing and restructuring existing debt can free up cash flow
- Why industry lenders understand agency value differently than local banks
- What agency owners should prioritize now to be ready for opportunities in 2026
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 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 after
- Why insurtechs that ignore insurance fundamentals (like loss ratio discipline) struggle long-term
- The difference between insurtechs as “competitors” vs “enablers” for agents and brokers
- Why 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 tools
- How to vet vendors: customer count, funding runway, references, contracts, and acquisition risk
- The pros and cons of working with early-stage startups vs more established vendors
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 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 count
- Why defining a niche improves efficiency, predictability, and profitability
- How to spot bottlenecks and reduce admin work through process and automation
- What to consider before adopting insurtech tools so you don’t become “tool heavy”
- How to optimize carrier relationships and book placement for long-term value
- Smart acquisition lessons: cultural fit, carrier assumptions, staffing risk, and concentration
- Why EBITDA (operating profit) × multiple determines value, and how owners can increase EBITDA
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 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 sales
- The biggest risks that cause internal perpetuations to stall
- Why responsibility often needs to transfer before ownership does
- How valuation, compensation changes, and hiring gaps affect success
- Common internal transition structures, including gifting and discounted pricing
- The key advisors needed to support a successful internal transition
Resources mentioned:
- Navigating an Internal Perpetuation Between Family Members
https://www.agency-focus.com/articles/navigating-an-internal-perpetuation-between-family
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 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 tools
- How to avoid becoming “tech shackled” as an agency
- What builds trust when acquiring another agency
- Why outsourcing creates perspective, not loss of control
- The real challenges agency owners face when transitioning ownership
- How to know when it’s time to exit and what comes next
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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 expert
- How AI will reshape insurance without eliminating the need for advisors
- The real risk agencies face during leadership and producer transitions
- Why “smart” agencies will outperform product-focused agencies
- How second-in-command leaders can create clarity and reduce organizational noise
Connect with us:
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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 learn
- How serial entrepreneurs spot opportunity and build fast
- Why contracts, consistency, and “showing up” create real enterprise value
- The hidden risk of choosing partners without a process
- Wes’s take on AI: privacy, practicality, and why adoption is now a competitive advantage
- A simple framework for entrepreneurs: know your strengths, outsource your weaknesses, and ignore the noise
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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 learn
- How to know when growth is creating pressure instead of opportunity
- What buyers value most in service-based businesses
- Why working with an M&A advisor can protect value and reduce stress
- How to communicate a sale to employees and customers
- Why planning your post-sale chapter matters
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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 learn
- How fighter pilot debriefs translate into a simple, repeatable accountability process for your agency
- A forward focused way to talk about mistakes that improves performance instead of creating fear
- How to reframe disruption, illness, or career change so your story “gets better” instead of smaller
- Why purpose drives better results than quotas, and how to reconnect your daily work to real impact
- Practical ideas for leading your team through uncertainty, tough feedback, and major transition
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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 learn
- Why solving the right problem matters more than having a clever idea
- How to validate new concepts quickly using real customer feedback
- The role of accurate underwriting data in profitable growth
- How AI is reshaping decision-making
- What long-term resilience looks like inside a high-growth company
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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 learn
- Why underwriting friction slows growth
- How speed impacts your close ratio
- Where appetite confusion really starts
- How Ask Fetch helps decode carrier rules faster
- How to reduce reliance on tribal knowledge inside your agency
- How modern workflows help new hires quote and bind sooner
- The mindset shift that moves agencies from overwhelmed to intentional
Business Refocused exists to help leaders remove roadblocks, improve operations, and build agencies that run with confidence.
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
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 Spain
- The path from 10 employees down to 3, then back up to 15 with close to 20% organic revenue growth
- Why EOS, clarity in roles, and a true accountability chart unlocked scale
- How 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 change
- Practical ideas to create more freedom for yourself and your team, including extended time off and sabbatical style breaks
If 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.
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
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 learn
- A founder’s checklist for deciding when to sell vs raise another round
- How to evaluate buyers beyond the offer price
- What changes when your product becomes one feature inside a large company
- How to plan your post-sale season, including staying on or stepping back
- Why mission and family can be the best governance for big decisions
- How Little Sparks reduces financial stress for families with complex medical needs
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
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 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.
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
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.
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
Connect with us:
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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 learn
- Why broker-of-record and carrier appointments boost transferability in insurance
- How Board of Accountancy rules and consent requirements slow accounting deals
- Benchmarks and typical multiples across both spaces
- Retention risks when a solo CPA book moves into a larger firm
- A practical diligence checklist for quality of tax returns, packaging, and client fit
- Real timelines from first conversation to close and through year-one integration
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
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/
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.
Sponsored by AgencyPoint
This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused
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/
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 Podcast
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 value
- How to make your operations, book, and team less dependent on you
- The role of client communication preferences in shaping sustainability
- What it means to build a culture that supports long-term transferability
If you want your agency to thrive today and be worth more tomorrow, this conversation will give you practical ideas and inspiration to get there.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 culture and communication in ensuring successful transitions during acquisitions.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 involvement in decision-making processes. Jessica shares insights on how her agency fosters a collaborative environment and the importance of maintaining a good reputation in the community.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 acquisitions, and the unique dynamics of working in a family business. The discussion highlights the importance of innovation, trust, and operational readiness in achieving successful growth and acquisitions in the insurance industry.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 covers key metrics for agency health, such as retention and profitability, and the necessity of creating space for strategic thinking. Finally, they stress the importance of delegation and intentionality in managing time and resources effectively.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 importance of creating capacity within agencies and the potential for improved customer satisfaction and efficiency through AI integration.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 highlights the importance of succession planning, the realities of leading through change, and the vital role community plays in navigating the toughest moments in agency ownership.
Whether you're an agency owner, successor, or advisor, this episode is a powerful reminder of why preparation, and adaptability matters.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 to these changes to remain competitive.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 to do their homework and be clear about their goals and deal breakers.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 reflects on his experiences, the strategies he employed to earn trust, and the significance of mentorship in navigating the complexities of agency management.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 highlights the evolving landscape for women in business and the importance of embracing one's unique qualities to thrive in their careers.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 episode, it's the emotional and financial implications of being unprepared and encourages agency owners to take action to protect their businesses and families.
Download our Perpetuation Planning Guide
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 for agency owners to assess their businesses from a buyer's perspective to identify potential risks.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
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 independent insurance agencies.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Lindsay and Carey Wallace sit down with Jordan Piland, President at Lewis and Wallace Associates, Inc, who shares his journey from working at IBM to the insurance industry at a family agency. We dive deep into a discussion of the challenges and triumphs of working in a family agency, the importance collaboration and open communication, and the timeline of Jordan's transition to ownership within the agency.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace sit down with Charles McDade, Agency Owner at McDade Insurance, to discuss building an agency from scratch from an entrepreneurial perspective. The conversation covers the importance of relationships, the lessons learned from entrepreneurship, and the significance of context in receiving advice. Charles also hits on the top key decisions that agency owners should focus on, including choosing the right MGA for you, understanding financial metrics, and the significance of asking the right questions to foster successful partnerships.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with financial experts Andre Logan, Ivan Kan, and Aaron Stocks from Agency Point and Ameriprise Financial to discuss the financial needs and strategies for agency owners. This episode explores the importance of diversifying wealth, effective tax planning, and the necessity of having a cohesive advisory team that understands the unique challenges faced by agency owners.
Learn more here: www.SentinelWealthAdvisoryGroup.com
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Jake Jensen and Kevin Callister from the Leavitt Group to discuss the how the hard market has impacted M&A in the independent insurance industry. They share insights on what the market has changed, the importance of agency valuations, and the dynamics between buyers and sellers. The discussion emphasizes the significance of culture, employee retention, and the long-term implications of selling an agency. The guests provide valuable perspectives on navigating the complexities of M&A transactions and the critical factors that influence agency valuations.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Thomas Mann, a new addition to Agency Focus, to discuss the challenges and opportunities facing insurance agencies as they navigate scaling, staffing issues, and the importance of technology. They explore predictions for the insurance industry in 2025, emphasizing the need for agencies to document processes and prepare for market changes. The conversation highlights the significance of agency performance and valuation in a competitive landscape, as well as the excitement surrounding Thomas's new role at Agency Focus.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Lindsay and Carey sit down with Frank "Santa" Sentner to celebrate their podcast milestone, who shares his extensive experience in insurance technology. The conversation covers the evolution of technology in the insurance industry, the importance of AI, and the need for independent agents to adapt to changing customer preferences.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace sit down with Andrew Darlington from Veritas Insurance to chat through how he manages his internship program. THe conversation explores how internship programs can be used to attract young talent, the responsibilities of mentoring interns, and the value of real-world experience. The discussion emphasizes the need for structured internship programs that focus on project-based learning, allowing interns to engage meaningfully while contributing to agency growth.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Dawnyel Smink, President of the Western region at Keystone Insurers Group to talk about the importance of agency networks in todays insurance landscape. The discussion emphasizes the need for agency owners to choose networks that align with their vision and values, and the importance of treating network relationships as partnerships rather than mere contracts.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace sit down with Brenden Corr & Justin Goodman to chat about Project 55, an initiative aimed at providing resources and support for mental health in the insurance industry. Project 55's mission is to educate, empower, and equip individuals with the tools necessary to support mental health in their communities.
Check it out here: https://project55.org/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Lindsay and Carey sit down with Andrew Ryan from Hertvik Insurance Group to discuss generational differences in the workplace, the role of technology in modern insurance, and the significance of creating a culture that encourages innovation and risk-taking. Andrew emphasizes the need for alignment between individual and organizational goals, offering valuable insights for both young professionals and agency owners.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace answer the question "What even is a valuation report anyways?" and break down what a valuation report really is, why understanding your agency’s worth is crucial, and the key components that make up an accurate valuation. The discussion highlights how regular valuations serve as a vital health check for agencies, the essential data you’ll need, and the role subjectivity plays in these reports. They wrap up with practical insights on how knowing your agency's strengths and weaknesses can impact your valuation strategy.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay Wallace sit down with Billy Wagner to explore the transition from being an operator to a CEO, emphasizing the importance of building a high-performance team and solving the people problem. Billy shares insights on creating a strong agency culture, the significance of continuous improvement, and the necessity of having the right people in the organization to drive success. Billy shares his how letting go of daily responsibilities to focus on strategic growth, defining a clear purpose for the agency, and creating a positive work environment that resonates with younger generations.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace sit down with Mike Wagar and Mike Strakhov from Westfield Bank, to discuss the dynamics of the insurance lending market. They explore the current state of the market, predictions for 2024 and 2025, and strategies for independent agents looking to grow through acquisitions.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this co-hosted solo episode, Lindsay and Carey Wallace dive into key strategies for boosting the valuation and overall value of an insurance agency. They cover essential topics like preparation, defining a niche, improving efficiency, leveraging technology, maximizing carrier relationships, and driving strategic growth through acquisitions. Emphasizing the importance of having a clear plan, understanding financials, and documenting processes, this episode offers actionable insights for enhancing agency profitability and long-term value.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Lindsay and Carey sit down with Kabir Syed, the Founder CEO of Ennabl to discuss the critical role of data and technology in the insurance industry. He shares his journey into insurance, the importance of data in underwriting and risk assessment, and the challenges faced by agencies in utilizing data effectively. The discussion also covers the impact of AI on the industry, emphasizing that while AI can automate many tasks, the human element and relationships remain vital. Kabir provides insights on how agencies can leverage data to improve their operations and the future of AI in insurance.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Nick Vitali, Vice President & Co-Owner of All About Insurance to explore the power of marketing in agency growth. They discuss how NIL (Name, Image, Likeness) partnerships have elevated the agency’s visibility, strengthened relationships with influential clients, and helped choose the right athletes or influencers to align with the agency's goals. The conversation also covers strategies for turning high-profile clients into advocates and the often overlooked role of marketing in successful acquisitions, providing practical advice for other agency owners.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Vonda Copeland to chat about the importance of community support and gratitude in the face of adversity. Vonda shares her experiences giving back to her community with the Flint Hills Foster Teen Camps, a program dedicated to helping foster teens overcome trauma and prepare for adulthood, and her recent announcement on being named an Executive Committee Member for the National Association of Professional Insurance Agents.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Bradley, co-host of the Insurance Guys Podcast and Owner of Portal Insurance to discuss the intricacies of mergers and acquisitions (M&A) in the insurance industry. They explore Bradley's journey in finding the right acquisition, the challenges faced during the due diligence process, and the importance of understanding financials and valuations. The discussion also highlights the significance of employee management post-acquisition and shares valuable lessons learned along the way, providing insights and advice for those considering similar ventures.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Bill Butler from Butler & Associates Insurance Agency to discuss the journey of transitioning from a generalist insurance agency to a niche-focused agency. Bill shares his experiences, challenges, and successes in choosing his niche, emphasizing the importance of market research, understanding client needs, and the value of commitment and hard work. He also highlights innovative marketing strategies, such as writing a book and launching a podcast, to establish authority in the niche.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace sit down with Rob Bowen, the owner of Patriotic Insurance Group, about his first seven months post acquisition. They discuss the process of getting on an approved buyer's list, the challenges of acquiring a paper-based agency and the challenges and lessons learned during the transition period, such as data import, technology implementation, and cultural adjustments.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Wessly Anderson, co-founder of Agency VA, to discuss the benefits of virtual assistants (VAs) in the insurance industry and his mission to disrupt systemic poverty. Wessly explains that VAs can handle tasks such as quoting, re-shops, and certificate management, allowing agency owners to focus on revenue-generating activities.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Heath Sharon, the Mayor of Insurance Town to chat about topics such as the impact of technology on the future of the industry, and the importance of maximizing efficiency and driving margins in agencies. Overall, the conversation highlights the need for adaptation and creativity in the insurance industry in areas such as technology, generative AI, and hybrid/remote work.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Spencer Berg, to share his story finding the abilities in his autism diagnosis that helped him build a successful career in the insurance industry. Spencer emphasizes the importance of recognizing and valuing the unique abilities of individuals with disabilities and discusses the misconceptions about autism and how it is not a social incapability but rather a different approach to social interactions. Spencer encourages individuals with disabilities to challenge their mindset and push themselves to achieve their full potential. He advises employers to recognize and leverage the strengths and abilities of individuals with disabilities in their organizations.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Sean and Paul Hawkins, the founders of Hawksoft to chat about what large technology companies are doing to keep up with the rapidly evolving insurtech landscape. This episode covers many topics including challenges of integrating different software systems, the importance of focusing on relationships in the industry, impact of COVID-19 and the need for agencies to adapt and embrace technology while maintaining strong customer relationships.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Kirt Trimble, the president of Trimble Insurance as shares his experience of being the fourth generation to transitioning into ownership of the agency. He emphasizes the importance of planning, clear communication, and understanding the strengths and culture of the agency. Kirt also discusses the role of technology and relationships in the industry, as well as the challenges of the current hard market and hiring market. He offers advice for aspiring agency owners, including learning the business inside and out, setting goals, and maintaining open lines of communication.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey interviews Aaron Stocks, CEO of PFS Global and AgencyPoint, about outsourcing accounting for independent insurance agencies. They discuss the process of onboarding, cleaning up books and taxes, and the importance of tax planning. They also touch on the benefits of outsourcing accounting, such as creating redundancy and improving the accuracy of financial statements. Aaron emphasizes the need for agencies to have a clean set of books for a smoother sale and higher valuation. He also highlights the importance of understanding the tax implications and implementing tax planning strategies.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Charles Symington, the CEO of the Independent Insurance Agents and Brokers of America, to discuss his journey in the insurance industry and the challenges faced by independent agents. The conversation covers the current hard market and the impact of technology on the industry. Symington emphasizes the importance of independent agents in offering customization, choice, and advocacy to customers. He also highlights the need for agents to adapt to technological advancements and the role of associations in supporting their members.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Jonathan Lugo, a Producer at Veritas Insurance. They discuss Jonathan's journey into the insurance industry, his focus on his niche, and how he created FirmSecured to help grow that niche and build a specialized career as a young producer entering the insurance space. The interview touches on building a lead generation pipeline, customizing Salesforce and HubSpot to support growth, and finding mentors who will help you grow your career.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with John Darr, the president and founder of Darr Schackow Insurance to discuss John's experience acquiring 37 agencies and continuing to grow his agency. John shares his approach to growth by acquisition and explains how he keeps acquired agencies separate while still working towards organic growth. He shares the benefits of acquiring smaller agencies, the importance of building relationships with key people in the industry, and the role of social media in finding potential acquisitions.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey Wallace sit down with David E. Foate, an attorney with PFS Law specializing in insurance agency acquisitions. They discuss the key considerations for buyers when acquiring an agency, including financial due diligence, legal considerations, and tax implications. David emphasizes the importance of having a team of advisors, including legal counsel, financial advisors, and tax specialists, to navigate the complex process. They also highlight the need for clear communication and negotiation during the deal-making process, as well as the importance of trust and realistic expectations.
This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business.
Learn more and create a free account at https://www.haveyourcake.com/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Adam Bowe, Founder of Cake, to chat about how this platform brings an innovative solution to buying and selling insurance agencies. The conversation explores the platform's features, the buyer and seller experience, and the impact of the hard market on Cake's adoption.
Visit https://www.haveyourcake.com/insurancerefocused to learn more and create your free account.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Matt Chrismore of The Crismore Agency as he shares his experience of selling his agency after owning it for four years. The decision to sell his agency was made to simplify his life, leverage resources, and focus on what he enjoys most—talking to clients and providing the best insurance value. Matt emphasizes the importance of taking your time, knowing your value, and using resources to make an informed decision.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Chris Langille, Founder of Advisor Evolved to talk about the importance of branding and the use of video content to enhance brand presence. Chris gives advice to agencies who may be struggling to create engaging content and gives examples of the way he humanizes his approach to branding.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Grant Weber, President of TruSummit Insurance Solutions to talk about the entrepreneurship, partnerships, and the challenges of business ownership. Grant shares his personal experiences and lessons learned, offering valuable advice for those considering partnerships. He emphasizes the importance of clear communication, detailed contracts, and the impact of personal experiences on professional decisions.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay are joined by David Watson from RiskAdvisor to talk about the impact of data on agency operations and acquisitions. The conversation covers the topic of RiskAdvisor's functionality, and explores the efficiency and value of capturing and leveraging data, as well as the potential for data-driven decision-making in an agency acquisition.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Elliot Bassett, the president of Ellerbrock-Norris and co-founder of Rocketship Ventures. They discuss Elliot's journey in the insurance industry and the development of Launch, a software platform designed to help insurance agencies become trusted advisors to their clients providing a roadmap to assist in ways to improve their insurance score and build client relationships.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey are joined by Meg McKean to discuss imposter syndrome, knowing your worth, and redefining success. They explore the challenges and doubts that come with pursuing a non-traditional career path, the importance of embracing your own journey, and the power of vulnerability and authenticity. Meg shares her own experiences and offers advice on how to navigate imposter syndrome and make choices that align with your values and goals. The conversation highlights the need for support and solidarity among women in the insurance industry and emphasizes the importance of defining success on your own terms.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Olivia Schmitt from Vertafore to talk about personal and professional growth in the insurance industry. Covering various topics, including their love for family and dogs, the importance of having a mentor, and redefining success in different areas of life. Olivia shares her experience transitioning from a small insurance company to a large company and emphasizes the value of finding a mentor in navigating the industry.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Kevin Panter, the owner of Kevin Panter Insurance and a founding member of Southeastern Network Agencies (SNA) to discuss the importance of technology and learning from failure. Kevin emphasizes the importance of hiring the right people, partnering with the right companies, and investing in technology to enhance agency operations.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Jennifer Weaver, a lawyer at Manning Fulton & Skinner, P.A., who specializes in insurance industry litigation, to discuss the recent ruling by the FTC banning non-compete clauses in employment contracts. She explains that non-competes are agreements between employers and employees that prevent the employee from working for a competitor during or after employment. The FTC's ruling prohibits employers from entering into or enforcing non-compete clauses with employees, independent contractors, and other workers. However, there is a narrow exception for non-competes with senior executives earning over $150,000 a year. Jennifer advises employers to review their agreements and consider alternative ways to protect their business, such as confidentiality and non-solicitation agreements. She also discusses the changes to the salary threshold for overtime exemptions and the importance of correctly classifying employees as exempt or non-exempt.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Jimi Honachek, Vice President of YMI Insurance, to talk about his industry journey. From integrating into his family agency's legacy to fostering trust among the staff, Jimi shares invaluable insights reflecting on his podcasts for local marketing initiatives, and the intricacies of implementing transformative changes such as process and technology upgrades.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey interview Jacob Eisenrich, Vice President of Weatherby-Eisenrich Insurance. Jacob shares his unique background as a doctor who transitioned to the insurance industry and discusses the reasons for leaving the medical field and how he settled on insurance as a career. Jacob emphasizes the importance of being data-driven in the agency and shares how his agency tracks KPIs and utilizes data tools. He also highlights the impactful decisions made in the agency, such as investing in employee development and implementing a data-driven decision-making process. Jacob offers advice for newcomers in the industry, emphasizing the value of mastering the craft and providing value to clients.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with Matt Naimoli to discuss Matt's journey of selling his agency. They cover topics such as finding the right partner, educating oneself on the selling process, and setting expectations for the future. Matt shares his insights on running the business with a future sale in mind and the significance of day two culture. He also offers advice for agency owners considering a sale. Overall, the conversation highlights the complexities and opportunities involved in selling an agency.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey interview Daniel Smith, the co-founder of Market Retrievers, a digital marketing agency for insurance agencies. They discuss the importance of marketing for agencies and provide insights on how to effectively market insurance services. They cover topics such as choosing the right marketing channels, utilizing AI in content creation, measuring marketing success, and building relationships through marketing. The conversation also touches on the impact of branding and the value of agencies in the insurance industry. Overall, the conversation provides valuable insights and tips for agencies looking to enhance their marketing efforts.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
🕊 In Memory of Bobby Salmon 🕊
In this special re-launch episode, we pay tribute to our Bobby Salmon, whose passion in the independent insurance industry continues to inspire us. Join Carey and Lindsay as they revisit their conversation with Bobby, delving into the importance of fostering relationships in our industry and shaping its future.
Though Bobby may no longer be with us, his wisdom and passion live on through this timeless discussion. Join us as we honor his memory and celebrate the invaluable lessons he shared with us all.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Chris Paradiso, the owner of Paradiso Insurance. They discuss Chris's background in insurance and the importance of discipline and mental readiness when buying an agency. Chris shares his experiences with failure and the lessons he has learned from them. He emphasizes the significance of building relationships in the insurance industry and the role of ego in leadership. The conversation also touches on the challenges of managing and inspiring others, as well as the importance of embracing hard things and overcoming fear. In this conversation, Chris Paradiso shares advice for insurance professionals starting out in the industry. He emphasizes the importance of researching and finding successful agents to learn from. Chris also highlights the value of learning from failures and the need for processes and procedures in running an agency. He encourages listeners to reach out to him directly for more information. Lastly, Chris discusses the value of giving and how it can lead to personal fulfillment and success.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Clinton Orr, an insurance agent and partner at iProtect Insurance. Clinton shares his journey in the insurance industry, starting from his background in real estate and his transition to insurance. He discusses the importance of finding a niche and building a book of business, particularly in the commercial lines market. Clinton also talks about his pathway to ownership and the dynamics of his partnership with Scott Howell. He emphasizes the need for humility, patience, and self-awareness in becoming a successful business owner. Clinton offers advice for approaching the subject of ownership and shares his contact information for further discussion.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this conversation, Chris May shares his experience of starting his own insurance agency and navigating a partnership. The conversation covers topics such as getting started in the insurance industry, the decision to start a partnership, the importance of clear communication and expectations, and the process of ending a partnership. Chris emphasizes the need for honesty, open communication, and understanding each partner's strengths and weaknesses. He also provides advice for those considering a partnership, including the importance of setting clear goals and structuring the business effectively.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In the third episode of the series, Carey and Lindsay sit down with Erik Garcia from Plan Wisely to talk about the financial challenges and considerations of ownership transfers in independent insurance agencies. Discussing the importance of emotional and financial readiness, setting clear boundaries, and planning for retirement and succession. They emphasize early conversations and proper planning to avoid unintended consequences and regrets. The impact of taxes on business transition is also explored, along with the role of a financial planner in navigating these complexities. Overall, the conversation highlights the importance of understanding both the personal and financial aspects of business transition.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Eric Garcia from Plan Wisely to discuss the financial planning considerations for agency owners. They cover topics such as starting an agency from scratch, being careful who you take cues from, aligning personal and business finances, and creating cash flow and equity. They emphasize the importance of making disciplined decisions, seeking guidance, and building liquidity. The conversation highlights the need for agency owners to have a team of professionals to help them make informed financial decisions. Overall, the conversation provides valuable insights for agency owners at different stages of their business.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Erik Garcia, owner of Garcia Insurance Services and Plan Wisely, to discuss how future owners can set themselves up for success with preparing their personal finances for ownership. Erik emphasizes the need to start with a clear purpose and align financial decisions with personal values. He also discusses the importance of saving, managing spending, and avoiding common mistakes. Erik concludes by emphasizing the value of making decisions and taking action, and provides contact information for further assistance.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey Wallace and Lindsay sit down with Christos Provistalis about the recent sale of his family's business, Pleasant Pizza. They discuss the history of the business, the decision to sell, and the emotional impact of letting go. Christos shares how his family announced the sale to their staff and the community's response. He also talks about the future plans for each family member and his own speaking and workshop endeavors. The conversation highlights the importance of customer experience and communication in business.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Patty and Vanessa Lares to discuss how mother-daughter duos are revolutionizing the insurance industry. Breaking gender stereotypes, they unveil the secret ingredients for building a successful multi-generational agency, emphasizing how consistency, dedication, and proactive referral requests fuel their agency's growth. Vanessa shares her experience, highlighting the power of community involvement and events as potent marketing tools. Tune in to uncover the essentials for starting an agency—self-belief, hard work, and a commitment to personal and professional growth.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Michael McCormick and Taylor Dobbie, founders of Insurance Soup, a Facebook group revolutionizing agent collaboration. Join the conversation as they discuss breaking down industry silos, creating a safe space for agent-to-agent learning and growth, and pushing each other to excel. Discover how Insurance Soup is transforming the landscape of agent relationships online and in person.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Missy Stallings, owner of Stallings Insurance Agency, as she shares her journey in the insurance industry and how she navigated challenges such as long commutes and starting her agency during a recession. She discusses the importance of mindset and how she draws inspiration from Tony Robbins. Missy also talks about the use of tools like Culture Index and Traction to improve her agency's performance and create a vision for the future. She emphasizes the significance of building strong relationships and becoming on the referral list for her clients. Missy reflects on her mistakes and the importance of placing the right people in the right roles within her agency.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with George V. Pilat, a partner at Gertzberg, Lakata law firm. George has extensive experience working with insurance agents and agencies, particularly in M&A transactions. He provides legal services related to errors and omissions defense, coverage analysis, administrative proceedings, and more. The conversation covers topics such as non-compete and non-solicit agreements, the importance of understanding insurance contracts in M&A transactions, and the pitfalls of partial ownership of a book of business. George emphasizes the need for agents to involve a lawyer early in the process and obtain a proper valuation before buying or selling an agency.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Lindsay and Carey sit down with CJ Hutsenpiller, a Private Client Advisor at Hutsenpiller Insurance, Co-owner of CAC and TacoBot. They discuss the implementation of AI in insurance agencies and the various ways it can be used, such as content creation, personal AI training tools, and accounting reconciliation. CJ also explains the difference between TacoBot and ChatGPT, highlighting their respective functionalities. The conversation also touches on the cautionary use of AI and the importance of transparency in transitioning to ownership of a family agency.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Dr. Billy Williams, an expert in insurance sales, shares his insights on the biggest misconception in sales and the role of technology in the industry. He emphasizes the importance of scripts and templates in effective communication and provides practical advice on creating an elevator pitch.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Austin Moorhead from LAVA Automation to discuss how integrating sales and marketing into your agency can double your manpower and cut costs. Learn about the crucial roles that Virtual Assistants and CRM systems play in achieving this efficiency boost. Tune in for insights into optimizing your agency's operations and maximizing productivity through strategic sales and marketing integration.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Morgan Harriss from Live Oak Bank to talk about financing acquisitions, buyer considerations and the market shift impact on M&A.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Rob Bowen from Patriotic Insurance Group to talk about the recent process he wen through of acquiring an insurance agency. They discuss the importance of getting your own agency in order before considering acquisitions, the red flags to look out for when evaluating potential agencies to buy, and the challenges of integrating paper-based agencies into a technology-driven environment.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Casey Nelson from Stakwise to talk about how automation can give your agency back valuable time, help build processes and expectations with your customers.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Lisa Hengel from Willow Wood Insurance Agency to talk about her journey buying an agency, or as she calls it, her 'internship.' We delve into the real-world lessons she learned, what it was like bringing a new team member on board, and how she stumbled upon the two agencies she now owns.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Mother and Daughter Duo Christy & Chasity Ross from Cecil A. Ross Investment & Insurance Group to talk about how they are utilizing technology in their multi-generational family agency, what training looks like, and their take on how being a family agency gives you an edge on a hard market.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Thomas Mann from Aureus Analytics to discuss agency data, the utilization of predictive processes for safeguarding your human capital, and the technological strategies employed by agencies.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Keith Savino, Managing Partner at PCF Insurance Services, to discuss navigating M&A decisions, keeping 'the point of sale' in mind after 'the point of sale,' and the transformation that occurs when you begin to view your agency as a business rather than just a lifestyle.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Mike Wagar from Westfield Bank to talk about what goes into buying an agency from a banker's perspective, how agencies are positioning themselves for success, and what a couple of the different options are.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Pat West from B Atomic to break down the true meaning of "data-driven," the significance of prioritizing your agency's data, and how B Atomic can support you on your data-driven journey.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Angela Trimble, owner of TrustPoint Insurance & Real Estate, to discuss the dynamic journey of owning an agency with a partner, merging acquired agencies, and navigating the ensuing challenges.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Nicole Ostander from Vault Insurance & Risk Management to talk about how her agency has pivoted their way through the hard market so far, their experience going through a name and branding change, and how she makes sure her staff are in the right seats for their skills.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Daniel Rohrbaugh, President of Raleigh Insurance Group, to discuss his journey in growing his scratch agency, staff expansion decisions, his strategy for choosing the right network, and the role of industry involvement in his success.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Mike Crowley from Crowley Insurance to talk about how his agency creates the connections that customers are craving, what it's like to innovate in a generational family agency, and how to take action to ideas you learned at a conference.
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with another mother-daughter duo, Teresa Kitchens, owner of Sterling Insurance, and her daughter Kaleigh Kitchens, Risk Management Specialist and Account Executive at Sterling Insurance. The four talk about onboarding a family member to an existing agency, how it impacts the agency's culture, and what it takes to maintain healthy family relationships in the workplace.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Terren Moore to talk about how opening his own farm at 15 led him to open his own insurance agency, how he stays focused while balancing the two companies, and how relationships have helped both his farm and agency.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Emmanuel Osuyah from Alpha Direct Agency, LLC to talk about his philosophy behind his agency's culture, how remote work fits into it, and the road that got them to having a waiting list for future employees!
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Chris Greene aka the Flood Guru to talk about health risks and protecting your agency, building a solid agency culture and how Chris encourages his employees to help organize the future of his agency.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Andrew Wynn from Ascend to talk about the numbers that really matter for your agency, the state of the M&A landscape and what Ascend is working on to help agents today.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Josh Gurley from HM Advisors to talk about the path to agency ownership, the key to having a healthy partnership, and the importance of giving your agency a tune up.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Elle Bunn Lappan from Bunn Insurance to talk about how she utilizes technology to automate her multi-office personal lines agencies, where she learned her tricks, and her advice to others looking to do the same.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Max Olson from Legacy Advisors to chat about his personal experience buying and selling agencies, and his experience helping others do the same.
Mentioned in the show: How to Retire Happy, Wild and Free
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Ryan Pessell from Hitchings Insurance to talk about how they optimized their agency operations by taking a closer look at their data after transitioning to neon.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Chris Cline, the Executive Director of the Agents Council for Technology at the Big I National to talk about technology's role in agencies, how agencies can be putting themselves ahead, and what's on the horizon in the evolution/revolution of the industry.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Ciara Gravier from The Bunker to talk about the importance of your agency's name, how "last name" insurance agencies can still share their story, and how the name of your agency impacts your value.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at https://agencyva.com/agency-focus/
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Seth Zaremba from b atomic and Zinc to talk about the impact of data on an agency and how this changes the way an agency operates, the metrics you look at, and ultimately your agency's value.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at www.agencyva.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Abigail Whorton from the Whorton Agency, Inc., to talk about her experience taking over her family agency after her father passed away unexpectedly.
This episode is in dedicated to the memory of Bill Whorton. Even though we never got the chance to meet him, we know he would have been so proud of Abigail, the team and all of her accomplishments.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at www.agencyva.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Jack Wingate from AllChoice Insurance to talk about how he utilizes technology and virtual assistants in his agency to streamline the sales process and deliver his clients a premium experience.
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SPONSORS
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables. Book a demo at https://www.useascend.com/insurancerefocused
Agency VA is the solution for all your hiring needs. They have over 1000 VA's who are licensed and ready to help you take your agency to the next level. Schedule a call with them at www.agencyva.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Dani Kimble from Azelie Marketing to talk about how she creates effective branding and marketing strategies for independent agencies, how the culture of an agency plays a huge role, and what she has learned from doing the same in her family's restaurant, Menches Bro's.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Scott Howell from iProtect Insurance and the Insurance Guys Podcast to talk about how his time in the Marine Corp helped sculpt his career as an independent insurance agent, some of the lessons he learned as a result, and about a new project he is working on called Big Industry Small Community.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Cyrus Jaffery from Jaffery Insurance, Quotamation and CJ Insurance Group, to talk about what he's doing in his agency to prepare for the future, using his insurance hat to dive into the insurtech/indetech space, and how his leadership style supports these initiatives.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode Carey and Lindsay sit down with Aaron Gordon from Gordon Companies Insurance Services to talk all about what Aaron does best, branding! We cover personal brands, company brands and how they fits into his family's multi-generational agency.
In honor of David Gordon, let us remember to cherish every precious moment together, respect the strong foundation built by those who came before us and keep his spirit alive in our hearts.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Mike Fusco from Fusco Orsini & Associates Risk and Insurance Services to talk all about the bots he has deployed in his agency. We cover what his bots do, how it impacts his staff and what he thinks it means for the future of both his agency and the industry.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Mike Stromsoe to talk about the lessons he learned from selling his agency, his advice to others who may be going down the same path, and what he is doing now with the Unstoppable Profit Producer program.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Matt O'Neill from GMG Insurance to talk about how marketing can impact your agency's value, why many agencies are doing their community a disservice by not sharing their story, and where you can start.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
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Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Pat O'Neill to talk about the emotions of insurance claims, their process for change, and learning from other industries.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Landon Bentham from Callahan & Rice to talk about carving out a niche, the value of marketing, and how they took their agency worldwide.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with George Robertson to talk about taking over his father's agency, how he made changes after the transition, and his process for choosing the right technology for your agency.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Ryan Reynolds from Grimes Insurance to talk about agency transition, modernizing an existing agency, and the impact of building trust and relationships with your staff.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Jared Roy from KAP to chat about the M&A landscape, some common myths surrounding it in the industry, and what agency owners should be doing to position themselves for transition.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Michelle O'Connor from O'Connor Insurance to chat about the journey to achieving goals, being a husband and a wife team, and finding your gifts.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Kyle Becker from Smart Insurance to talk about pursuing agency ownership while the current owner is still involved, what agency culture means to him, and why you need to have a little dog in you.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Matt Simon from CoverLink to chat about the importance of building trust, stepping into a leadership role, and how to decide what the right investment is for your agency.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Bobby Salmon from INSURE to chat about fostering the future of the independent insurance industry and why relationships matter so much in this industry.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay chat with Beth DeLaForest from Aspire Insurance Group Inc. to chat about fostering a positive agency culture, and how being a farmer, not a hunter can lead to great results and has helped her build a very successful agency.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Joe Hollier from Nifty to talk about the metaverse and its future in the independent insurance space.
If you would like to reach out to Joe to learn more, shoot him an email at joe@theniftyrewards.com.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
In this episode, Carey and Lindsay sit down with Syd Roe from Vertafore to talk about the challenges of generational family businesses and the impact data will have on the future of independent agencies.
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SPONSOR
Ascend is one of the fastest-growing insurance payment solutions that do it all: invoicing, premium financing, accounting, and carrier payables.
Book a demo at https://www.useascend.com/insurancerefocused
/////////////
Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.
Learn more at https://agency-focus.com/
Welcome to the Insurance Refocused Podcast! Join co-hosts Lindsay and Carey Wallace for an inside look at the industry and preview the diverse range of topics they'll be discussing in each episode. Be sure to subscribe and get ready for a fresh perspective on the industry through insightful conversations with key players in our industry's future.