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 ...
Jul 22, 2025•21 min•Ep. 130
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 g...
Jul 15, 2025•30 min•Ep. 129
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. ///////////// Ag...
Jul 08, 2025•30 min•Ep. 128
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. ///////////// Agency Focus is the premier resource...
Jul 01, 2025•34 min•Ep. 127
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. ///////////// Agency Focus is the premier resource for agents to understand thei...
Jun 24, 2025•36 min•Ep. 126
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. ///////////// Agency Fo...
Jun 17, 2025•35 min•Ep. 125
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 n...
Jun 10, 2025•28 min•Ep. 124
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. ///////////// Agency Focus is the premier resource for agents to understand their agency's value, pla...
Jun 03, 2025•30 min•Ep. 123
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. ///////////// Agency...
May 27, 2025•30 min•Ep. 122
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 ...
May 20, 2025•26 min•Ep. 121
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 im...
May 13, 2025•31 min•Ep. 120
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 creati...
May 06, 2025•19 min•Ep. 119
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. ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transi...
Apr 29, 2025•23 min•Ep. 118
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 ...
Apr 22, 2025•31 min•Ep. 117
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 r...
Apr 15, 2025•40 min•Ep. 116
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. ///////////// Agency Focus is the premier resource for agents to ...
Apr 08, 2025•47 min•Ep. 115
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. ///////////// Agency Focus is ...
Apr 01, 2025•38 min•Ep. 114
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. ///////////// 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/...
Mar 25, 2025•34 min•Ep. 113
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 mentor...
Mar 18, 2025•32 min•Ep. 112
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...
Mar 11, 2025•35 min•Ep. 111
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. ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prep...
Mar 04, 2025•31 min•Ep. 110
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...
Feb 25, 2025•30 min•Ep. 109
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. ///...
Feb 18, 2025•28 min•Ep. 108
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. ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of owne...
Feb 11, 2025•41 min•Ep. 107
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. ///////////// Agency Focus is the premier resource for agents to under...
Feb 04, 2025•31 min•Ep. 105
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. ///////////// Agency Focus is the premier resource for agents to understan...
Jan 28, 2025•43 min
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 th...
Jan 21, 2025•47 min•Ep. 104
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 ///////////// Agency Focus is t...
Jan 14, 2025•32 min•Ep. 103
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 perspective...
Jan 07, 2025•41 min•Ep. 102
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, a...
Dec 31, 2024•29 min•Ep. 101
