Business 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 ...

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 d...

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...

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 trans...

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 w...

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 sustainab...

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 pr...

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, ...

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...

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...

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...

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.

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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 accoun...

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 t...

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...

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. The...

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 ...

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, a...

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 countr...