Business Refocused

In this episode, Lindsay and Carey sit down with Jeff Brehmer to discuss the intricacies of agency acquisitions. They explore the importance of relationships, due diligence, and acquisition challenges. Jeff shares his personal experiences, emphasizing the need for patience, persistence, and understanding the unique dynamics of each acquisition. The discussion highlights the significance of team cu...

In this episode, Lindsay and Carey sit down with Jessica Yarbrough to talk about her unique journey into the insurance industry, the importance of operations within an agency, and the value of building strong internal and external relationships. They discuss the significance of agency values, team culture, and adopting new technologies, particularly AI, while emphasizing the need for team involvem...

In this episode, Lindsay and Carey sit down with Jackson Rollo to discuss the dynamics of family-run businesses, particularly in the context of Rollo Insurance, which he leads. They explore the importance of company culture, growth strategies, and the challenges of merging different agency cultures post-acquisition. Jackson shares insights on community engagement, the significance of values in acq...

In this episode, Lindsay and Carey discuss the importance of focusing on agency growth and business strategy, emphasizing the need for agency owners to work on their business rather than just in it. They explore the challenges of risk assessment within agencies, highlighting how many agencies struggle to identify their own risks despite being adept at assessing client risks. The discussion also co...

In this episode, Lindsay and Carey discuss the detailed exploration of concentration risk in agency valuations. They cover various aspects of concentration risk, including its definition, factors contributing to it, and strategies for managing it effectively. The discussion highlights the importance of diversification and awareness in mitigating risks within an agency's operations. Connect wi...

In this episode, Lindsay and Carey sit down with Francisco Lopes to talk about the innovative AI technology he developed for insurance agencies. The AI functions as a receptionist, handling calls and customer inquiries while maintaining a personal touch. They explore common objections to AI, the implementation process, and the future of AI in the insurance industry. The discussion highlights the i...

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 highli...

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...

In this episode, Lindsay and Carey sit down with Steve Carroll from Patriot Growth Insurance Services to talk about current market dynamics and the characteristics of agencies that are well-prepared for sale. They discuss the importance of understanding deal structures, the role of culture in mergers, and the expectations for post-sale integration. Steve emphasizes the need for potential sellers t...

In this episode, Lindsay and Carey sit down with Jason Kilgo from Kilgo Insurance, to talk about importance of building connections through mastermind groups, the value of sharing knowledge and the significance of trust and transparency in business relationships. Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn...

In this episode Lindsay and Carey sit down with Landon Bentham from Callahan & Rice to talk about his journey taking over Callahan and Rice from his father-in-law, Mark Rice. The discussion covers the challenges and dynamics of transitioning leadership within a family business, emphasizing the importance of patience, communication, and understanding the perspectives of those involved. Landon r...

In this episode, Lindsay and Carey sit down with Julie Webb to discuss the importance of female empowerment in the insurance industry, Julie's journey as a woman entrepreneur, and the challenges faced in male-dominated fields. They explore the significance of self-awareness, energy management, and the need for collaboration among women to foster leadership and success. The discussion highligh...

In this episode, Lindsay and Carey sit down with Chris Larmore to discuss his experience in building a niche agency specializing in high risk construction markets. They explore the challenges and opportunities within the insurance market, the importance of relationships, and how technology, particularly AI, is being leveraged to enhance agency efficiency.  Connect with us: Follow AgencyFocus for m...

In this episode, Lindsay and Carey discuss the importance of perpetuation planning for agency owners and the consequences in the event of not having a plan in place. They dive into the components that should be included in a perpetuation plan, and the steps to take to create a living document that can be updated regularly. If there's one thing they want listeners to take away from this episod...

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...

In this episode, Lindsay and Carey Wallace, sit down with Jim Schubert, owner of Southern States Insurance, Inc. to explore the dynamics of remote work, the role of virtual assistants in agencies, the impact of employee retention on agency success and the implementation of the Entrepreneurial Operating System (EOS) as a framework for organizational structure and growth.  Connect with us: Follow Ag...

In this episode, Lindsay and Carey Wallace sit down with Karl Sherrill to discuss the importance of sales training and the dynamics of agency transitions. Karl shares his personal journey into the insurance world, emphasizing the potential for growth and success within the industry. The discussion also highlights the need for a supportive sales culture and the optimism surrounding the future of in...

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 t...

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 owner...

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...

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 ret...

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 conver...

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.  Connect with us: Follow AgencyFocus for...

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 fo...

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...