Business Refocused

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 benchmar...

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 h...

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 e...

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 maximizin...

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 ...

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 ...

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 t...

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...

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 Lind...

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 or...

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 i...

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 real...

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...

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 indu...

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 re...

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...

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
• Th...

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
• Produ...

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 abo...