Business Refocused

Hosted by Lindsay Sexton & Carey Wallace

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Episodes

186

Latest episode

Aug 2026

Language

EN-US

About the show

Helps leaders navigate the numbers, people, and strategy behind sustainable growth. Hosted by Carey Wallace and Lindsay Sexton, the show dives into what really happens when a business is changing, whether it’s expanding, merging, transitioning ownership, or rethinking operations. Each conversation offers practical insight on analyzing your business, making data-driven decisions, and building a company built to last. Show previously named Insurance Refocused, but changed to Business Refocused in November 2025. Business owners of all industries face the same challenges as independent insurance agencies.

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60 recent

August 25, 2026Episode 18633 min

#186 - How to Use Debt to Grow Your Insurance Agency Through Acquisition w/ Covington Carlson

In this episode of Business Refocused , Carey and Lindsay sit down with Covington Carlson from Live Oak Bank to talk about one of the biggest questions agency owners face when they want to grow through acquisition: How do you actually finance the deal? Covington breaks down how banks look at insurance agency acquisitions, why some debt can be a powerful growth tool, and what buyers need to understand before taking on a loan. He explains debt service coverage, EBITDA, cash flow, seller notes, and the difference between SBA and conventional lending in a way that makes the financing side of acquisitions much easier to understand. They also dig into a few of the mistakes buyers make when evaluating a deal. Revenue alone does not tell you whether an acquisition makes sense. The profitability of the agency, the quality of its recurring revenue, the adjustments made to EBITDA, and the amount of debt the business can actually support all matter. A few things we cover: Why acquisition debt can be considered “good debt” How banks determine whether an agency can support a loan What debt service coverage ratio tells you about a deal SBA vs. conventional financing for insurance agencies Why EBITDA matters more than revenue when evaluating an acquisition Common mistakes buyers make with add-backs and due diligence How financing can work for internal perpetuation and partner buyouts Why planning early gives buyers and sellers more options Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

August 18, 2026Episode 18536 min

#185 - When Is Enough, Enough? How to Know When to Sell Your Insurance Agency w/ Trey Siner

In this episode of Business Refocused , Carey and Lindsay sit down with Trey Siner to talk about one of the hardest questions an agency owner can ask: When is enough, enough? After more than 20 years of building his agency from scratch, Trey started thinking seriously about what he wanted the next chapter of his life to look like. The decision to sell was not just about valuation or getting the right number. It was about his family, his time, his team, and whether he was ready to let go of something he had spent decades building. Trey shares how he prepared the agency before the sale, why finding the right buyer mattered so much, and what the transition actually looked like behind the scenes. He also talks about something that often gets overlooked in succession planning - preparing yourself for what comes after the deal closes. Key takeaways include: How to know when it may be time to sell your insurance agency Why preparing years before a sale can create better options What to consider beyond the purchase price How to evaluate the right buyer for your team and clients Why agency valuation and clean financials matter before going to market How to prepare personally for life after selling your agency Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

August 11, 2026Episode 18416 min

#184 - Calculating Adjusted EBITDA w/ Lauren Washington

In this Coffee Break episode of Business Refocused , Carey and Lindsay are joined by AgencyFocus team member Lauren Washington to break down how to calculate your agency’s adjusted EBITDA and get a clearer picture of true operating profitability. They walk through the discretionary and one-time expenses that can distort your P&L, from country club dues and luxury vehicles to severance, rebrands, technology conversions, and other non-recurring costs. They also explain why properly categorizing expenses matters when benchmarking your agency against peers. Key takeaways include: Which discretionary expenses to adjust out of EBITDA How to identify one-time and non-recurring expenses Why expense categorization matters for agency benchmarking How adjusted EBITDA provides a clearer view of profitability Why understanding true profitability matters for valuation and financial decisions Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

August 4, 2026Episode 18329 min

#183 - How Benchmarking Drives Smarter Growth for Insurance Agencies w/ Kyle Becker

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 benchmarking provides the context needed to measure growth, profitability, staffing efficiency, and operational performance. Kyle also shares how his agency is using AI and automation to improve revenue per employee, increase capacity, and create a better client experience. Key takeaways include: Why benchmarking is more than comparing numbers How accurate financial reporting leads to better decisions The role of revenue per employee in measuring agency efficiency How AI and automation can create capacity without sacrificing service Why agency owners need peer groups and benchmarking to drive growth Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

July 28, 2026Episode 1829 min

#182 - Revenue Per Employee: The Insurance Agency KPI Every Owner Should Track

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 how revenue per employee can help agency owners evaluate staffing decisions, technology investments, and future growth opportunities. Key takeaways include: How to calculate revenue per employee Why agency owners and virtual employees should be included How benchmarking reveals staffing capacity and efficiency The impact of technology, virtual employees, and AI on agency performance Why this metric should be part of every agency's financial dashboard Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

July 21, 2026Episode 18131 min

#181 - How Better Agency Operations Increase Business Value w/ Jessica Yarbrough

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 earn recognition as both a Best Practices Agency and one of North Carolina's Best Employers. She also explains why she's now helping other agency owners improve their operations through consulting. The conversation explores how operational strategy directly impacts agency valuation, scalability, and long-term growth. Rather than focusing solely on financial metrics, Jessica explains why strong leadership, effective change management, and intentional culture are often the difference between agencies that plateau and those that continue to grow. Key takeaways include: How operational improvements can increase agency value Why culture and leadership are competitive advantages The importance of change management when implementing new technology How better systems create scalability and reduce owner dependency Why operational excellence benefits agencies planning to grow, acquire, or perpetuate Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

July 14, 2026Episode 18013 min

#180 - What is EBITDA?

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 maximizing your agency's value, understanding EBITDA helps you make better financial decisions. Key takeaways include: What EBITDA is and why it matters How to calculate EBITDA from your profit and loss statement Why owner compensation and discretionary expenses should be adjusted The role of one-time expenses in measuring profitability How EBITDA impacts agency valuation and acquisition planning Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

July 7, 2026Episode 17944 min

#179 - How to Successfully Transition a Family Business to the Next Generation w/ Catherine Garrity-Frans & Tom Garrity

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 how governance, clearly defined roles, healthy communication, and intentional leadership development create businesses that can thrive for generations. The conversation also tackles some of the most common challenges family businesses face, including when founders struggle to let go, how to avoid nepotism, why compensation should be separated from family ownership, and the importance of preparing the next generation long before a transition begins. Key takeaways include: Why successful succession planning starts years before a transition How family businesses can balance ownership, leadership, and family relationships Common mistakes that create conflict between generations The importance of defining roles, responsibilities, and compensation Why founders often struggle to step away and how to overcome it Practical strategies for building a business that lasts beyond one generation Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

June 30, 2026Episode 17834 min

#178 - Why to Use a Broker for Your Sale w/ Legacy Advisors

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 more than maximizing price. It's about finding the right partner, understanding your options, and making a decision you can feel confident about long after the deal closes. They also share insights on today's M&A market, including how buyers are evaluating commercial lines versus personal lines agencies, what drives agency value, and why understanding your financial levers can dramatically impact future outcomes. Key takeaways include: Why every agency owner should understand their agency's value before they plan to sell The importance of running a competitive process when evaluating buyers How buyer preferences are shifting in today's market What drives agency valuation and long-term enterprise value Why the right cultural fit matters as much as the purchase price How strategic planning can create more options and better outcomes Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused

June 23, 2026Episode 17732 min

#177 - What Happens After the Deal Closes? The Real Work of Agency Mergers w/ Anne Baum

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 together, builds trust, and create a shared vision for the future. The conversation explores practical strategies for integrating teams, reducing uncertainty, and helping employees understand where they fit in the new organization. Anne shares lessons from guiding organizations through mergers and explains why communication, transparency, and intentional culture-building can make the difference between success and failure. Key takeaways include: Why culture integration should begin immediately after closing How leaders can reduce fear and uncertainty during a merger The importance of communicating vision, expectations, and timelines Practical ways to build trust between newly combined teams Why retaining great people is often the biggest determinant of merger success Connect with Our Guest: Don't forget to connect with Anne Baum on LinkedIn to continue the conversation and gain further insights into leadership and organizational transformation. Connect with us: Follow AgencyFocus for more conversations that help agency owners build clarity, confidence, and long-term value. Learn more at https://agency-focus.com/ Show previously named Insurance Refocused