Agency Navigators™

You don’t sell a lot of insurance without giving great advice.  In our latest Expertise Files episode, Larry Linne breaks down what separates a producer from a true advisor—and why consulting your future self may be the mindset shift you need.  From the five levels of consulting to building momentum through goal-setting, this one’s packed with insight.  Roe and Don also reflect on how Larry helped...

Watch this episode on YouTube: https://youtu.be/GGAGltyUJgk   AI is powerful—but it’s meant to enhance human intelligence, not replace it.  We see too many agencies get caught in the shiny object trap: pouring money into tech without first investing in the people using it.  With limited resources, ask yourself:  Are we technology-rich and human poor?  Before chasing the next tool, take a step back...

Watch this episode on YouTube: https://youtu.be/-2xcslmmhX8   Where do you even start when hiring a new producer—and how do you justify the investment?   There are plenty of tools to help (lots of routes to Vegas, so to speak), but at the end of the day, a producer’s ability to prospect is what drives success. That’s where the SPQ Gold/FSA comes in—it helps identify reluctance before someone is in...

Watch this episode on YouTube: https://youtu.be/bcbXEG-U_TE   How healthy is your agency’s growth trajectory? Are you gaining ground—or losing it? The ACFO Magic Ratio answers both of these complex questions using just two data points and one simple formula.  More than just a metric, the Magic Ratio gives your entire agency a shared understanding of performance. And when everyone’s on the same pag...

Watch this episode on YouTube: https://youtu.be/h12wAl8B8gE   The good, the bad, the ugly—and why your perspective on industry benchmarking matters .   In this episode, Don, Roe, and Cayla break down the real value of benchmarking in the insurance industry. Yes, it takes effort—but the insights can be transformative.  Submitting your data is just the beginning. The real growth happens when you und...

Watch this episode on YouTube: https://youtu.be/Dg5fzZdPhhQ Is your agency outgrowing the startup mindset —but still running with startup-level financial reporting? In this episode of Agency Navigators , we introduce the Mid-Agency Mindset and break down one of the most important financial upgrades you can make as you scale: departmental financials . We’ll cover: Why simplicity can become a liabil...

Watch this episode on YouTube: https://youtu.be/dTLv2piKPtI Staying focused on the core of selling is key to long-term agency success. While the initial spark may fade, consistent sales efforts fuel your growth, stability, and long-term impact. As Don says, “Go sell some… stuff!”—because value is built through selling, not slashing expenses. A strong sales culture never goes out of style: write bu...

Watch this episode on YouTube: https://youtu.be/ngxGSGtuL9s ✨ What kind of gravity do you create as a leader? ✨ In this episode, Roe and Don unpack the often-unseen influence leaders have within their agencies. Through candid insights and real-world experiences , they explore how self-awareness , intentional communication , and a human-centered approach can shape culture, inspire teams, and driv...

Watch this episode on YouTube: https://youtu.be/Tt-uVbqgtOY In this episode, Roe, Don, and Cayla break down the tough decision many agencies face when a producer isn't the right fit. They explore the challenges through three key lenses: 🔹 Tactical – What happens to client relationships and accounts? 🔹 Emotional – Even when the numbers say "go," our hearts often say "stay.&quo...

Watch this episode on YouTube: https://youtu.be/oo_0JbgjOL4 Don and Roe are joined by CFOs, Cayla Carrillo and Shawna Cook, for a collaborative explanation of the “1-2 Cadence” in this episode of the Agency Navigators podcast. See it as a “two is better than one” or a “good cop, bad cop” scenario as Cayla jokes – either way, it just makes sense! We have tactical, strategic, and organizational pass...

Watch this episode on YouTube: https://youtu.be/3hT0uM-4pZ0 This episode of the Agency Navigators podcast focuses on what Day 2 really looks like after acquiring an agency. Roe and Don are joined by Chip and Ted Gibson, the CEO and President, of Deland Gibson Insurance. As the agency who has been with AgencyCFO™ the longest, there’s so much that has been learned together along the way! Chip and Te...

Watch this episode on YouTube: https://youtu.be/aqqRT5Dti3I Join us as we kick off Season 4 of the Agency Navigators podcast talking about every agency’s most valuable asset, and the common misconceptions and mistakes made when managing it. Intangible? Yes. Immensely Important? Also, yes.  While we can appreciate agencies considering their employees to be their most valuable asset, it simply is no...

Watch this episode on YouTube: https://youtu.be/aYjhEFptPjg On this episode of the Agency Navigators podcast, Roe and Don spotlight the power of ‘find a way to say ‘yes!’’  As a fellow resource to independent insurance agencies, Austin Morehead of LAVA Automation also understands never-ending entrepreneurial needs and the loneliness that comes with agency ownership.  Join Roe , Don , and Austin as...

Watch this episode on YouTube: https://www.youtube.com/watch?v=mK2Io5s-AHM Roe and Don traveled over the river, through the SNOW and just shy of 2,000 miles to host Mark Rodgers of Trailstone Insurance on this episode of the Agency Navigators podcast! Curious about the custom client experience at AgencyCFO? This episode highlights the day-to-day (and long-term) benefits of having a Custom Fraction...

Watch this episode on YouTube: https://www.youtube.com/watch?v=vyJO_sj5HXY In this episode of the Agency Navigators podcast, Roe and Don Polczynski discuss the current "hard market" and its historical impact on independent insurance agencies. While this hard market has boosted revenues and profitability for agencies, such conditions won’t last forever. When the market shifts to a softer...

Watch this episode on YouTube: https://youtu.be/7b4S1SNFM9A Surprise! We’re back with a special mini season of the Agency Navigators Podcast by AgencyCFO™!  In this episode of Season 3, let’s start by taking a trip back in time to learn the backstory of the original “OG” Insurance Agency Fractional CFO.  AgencyCFO™ officially launched in 2018, and the business that launched the program was founded...

Since 1993 Reagan & Big “I” have conducted the “Best Practices Study.” Year over year they have provided valuable insight into the performance of agencies across the country, ranging from under $1.25M to over $25M. The 2021 Best Practices Study has been released and Don, The AgencyCFO President is giddy!  This one study can put your agency ahead of the curve and prepare you for a strong 2022....

You’ve thought about or have actually made the investment in hiring young talent, now what? Do you have a development plan for success or is the plan to wing it – they’ll understand eventually, right? Wrong. Potential for success starts BEFORE they even join the team. Especially young sales talent. Join Roe, Don, and Cayla this episode for tips on getting the ROI on your new hire. Questions? Email...

We get it. You’re a driven agency owner and the agency’s success is on your back. You’re probably tired and often go through periods of being completely burnout. When is the last time you took a step back and reflected on your role in the agency? That’s right. Burnout CAN be fixed and avoided. It starts with re-aligning your Highest and Best Use in the agency. Questions? Email: rdagteam@rdadvisory...

Agency Owners and Principals– this episode is for you.  Information out there to help you run your agency is endless and right at your fingertips! As a business owner there is always something shiny, new, or “innovative”, with the hope to solve your agency’s problems.  Your AgencyCFO™ team is telling you to focus on the bottom-line results. Tune-in to hear the “Big 5” metrics that will make a diff...

We’re back! Thank you to everyone who offered us feedback on Season 1. We listened and are back this season with not only financial wellness tips, but growth and organizational  strategies. To our clients, partners and friends - THANK YOU.   As always, we hope to serve you well!  - The AgencyCFO™ team

The #AgencyNavigators welcome their first guest: RD Advisory Group’s Growth Advisor , Cayla Carrillo . Cayla is kicking the year off with THREE TIPS for GROWTH in 2021. Yes, three, easy ACTIONABLE tips. Growth is more than a statement or mindset, it requires action.  We've got your back and are here to help you move in the right direction. Questions? Want to hear more from Cayla? Email: cayla...

We’ve heard a common focus for insurance agencies in 2021, GROWTH. Before setting growth targets, the #AgencyCFO recommends measuring your team’s SALES VELOCITY . This metric is one of the best predictors for future earned growth. Ideally, your ORGANIC GROWTH. In this episode: The Agency Navigators not only teach you how to calculate your sales velocity (%), but also how to use it for measuring yo...

We’ve talked about why you should separate your personal and agency finances, but we’ve never talked about how much or exactly HOW to actually pay yourself .  On this episode, the Agency Navigators discuss the magic formula on calculating the right compensation for owners based on agency size and  impacts to agency finances. Like most decisions, there are items to consider before moving into actio...

As a kid, did you ever line up your dominoes and let them fall?  Ironically, as adults we can actually BENEFIT from playing with dominoes the same way as we did as children.  On this episode, the Agency Navigators share insight on the book “The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results” by Gary Keller and Jay Papasan. The trick is to treat our strategic projects, big ta...