Business Refocused

Lindsay Sexton & Carey Wallace
  • 4.9 (47)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

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. 

  1. #163 - It's Not Always About Size w/ Adam DeLaForest

    1D AGO

    #163 - It's Not Always About Size w/ Adam DeLaForest

    In this episode, Lindsay and Carey sit down with Adam DeLaForest to explore the key factors influencing agency valuation, including financial management, operational efficiency, and market conditions. Our guest, Adam DeLaForest,  shares insights from his experience completing valuations on numerous agencies at his role in AgencyFocus, emphasizing the importance of profitability, contracts, and strategic planning for agency owners. 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

    29 min
  2. #162 - Your Yearly Agency Check-Up: Benchmarking

    MAR 3

    #162 - Your Yearly Agency Check-Up: Benchmarking

    In this episode of Business Refocused, Lindsay and Carey focus specifically on benchmarking and why it might be the most underutilized tool in an agency owner’s toolbox. A lot of owners think benchmarking is just a “nice to have” report. In reality, it is a financial health check. It gives you a clear, unbiased look at how your agency stacks up against others your size and where you may be off without realizing it. They walk through what benchmarking actually uncovers, including: Whether your compensation structure is in line with industry standardsIf your profitability is truly strong or just looks strong on the surfaceHow retention impacts long-term growth more than new business doesWhether your revenue per employee and spread support sustainable scalingWhy misclassified expenses can distort how healthy your agency really isThey also talk about why benchmarking is especially important for agencies planning internal transitions, acquisitions, or long-term growth. You cannot improve what you do not measure, and you cannot confidently scale what you do not understand. 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

    24 min
  3. #161 - Hire Better Producers w/ Steve Heroux

    FEB 24

    #161 - Hire Better Producers w/ Steve Heroux

    In this solo episode of Business Refocused, Lindsay sits down with sales coach and founder of The Sales Collective, Steve Heroux, for a direct and eye-opening conversation about why so many agencies struggle with producer hiring, motivation, and growth. Steve shares his journey from a painfully shy kid to a top national sales performer, and now a coach helping organizations rethink how they hire and develop sales talent. He breaks down why most agencies are unknowingly sabotaging their growth by posting generic job descriptions, hiring based on “likability,” and underpaying top performers. They also unpack some hard truths: Why you cannot “motivate” an unmotivated producerWhat a bad sales hire really costs an agencyWhy industry experience is often overratedHow the wrong compensation structure limits profitability and long-term valueWhy hiring based on instinct instead of assessment leads to high turnoverSteve introduces the idea of “sales DNA” and explains why identifying the will to sell matters more than a resume full of licenses. The conversation challenges agency owners to rethink how they recruit, pay, and structure their sales teams if they truly want sustainable 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

    36 min
  4. #160 - No Crying In Budgeting w/ Lisa Melroy

    FEB 17

    #160 - No Crying In Budgeting w/ Lisa Melroy

    In this episode of Business Refocused, Carey and Lindsay welcome AgencyFocus Fractional CFO Lisa Melroy, CPA, for a very real conversation about budgeting inside independent insurance agencies. Lisa has spent more than 30 years in financial roles, including working directly with independent agencies and networks. She shares what actually happens behind the scenes when agencies either skip budgeting altogether or build one that looks good on paper but doesn’t reflect reality. They talk through common issues they’re seeing right now, especially in a shifting market. Many owners are focused on premium growth but not thinking through how rate changes impact actual revenue. Others are pushing for 10 percent growth without stepping back to ask whether staffing, compensation, and carrier appetite support that goal. In this episode, you’ll learn: The biggest budgeting mistake agencies make and why “no budget” is still commonWhy aggressive top-line growth goals can backfire without the right foundationHow softening markets impact revenue, not just premiumWhy profit does not equal cash and how to think about cash flowThe hidden risks in producer compensation structuresHow benchmarking expense categories can highlight inefficienciesWhy budgeting should be a living document, not a once-a-year exerciseConnect 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

    33 min
  5. #159 - Who Should Own Your Agency After You w/ Laurie Barkman

    FEB 10

    #159 - Who Should Own Your Agency After You w/ Laurie Barkman

    In this episode of Business Refocused, Lindsay and Carey sit down with Laurie Barkman, owner of The Business Transition Sherpa, to talk about one of the most common (and most avoided) conversations in independent insurance agencies: how to transition ownership without losing value, momentum, or key people. Laurie reframes “exit planning” as transition planning, emphasizing that leaving your business is a moment, but building a transferable company takes years. Together, they dig into why so many agency owners delay perpetuation planning, how owner dependency shows up in sales and service, and what it really takes to create a business that can thrive without the founder as the linchpin. The conversation also covers financial readiness, internal succession realities, and why being a great producer, manager, or even a family member does not automatically translate into being a great owner. In this episode, you’ll learn: When agency owners should start perpetuation planning (and why “later” costs you options)How to spot owner dependency in sales, service, and decision-makingWhat “transferability” actually looks like in a founder-led agencyWhy clean, consistent financials are the first step to increasing enterprise valueHow to evaluate whether an internal successor has an owner mindsetWhat happens when key relationships live in someone’s head instead of a processWhy retaining key team members through a transition can protect agency valueA practical way to prioritize value-growth work without getting overwhelmedConnect 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

    38 min
  6. #158 - Interest Rates and Agency M&A in 2026 w/ Scott Freiday & Keith Mangini

    FEB 3

    #158 - Interest Rates and Agency M&A in 2026 w/ Scott Freiday & Keith Mangini

    In this episode of Business Refocused, Lindsay and Carey sit down with Scott Freiday and Keith Mangini from InsurBanc for a timely, straight-talk conversation about interest rates, lending strategy, and what agency owners should actually be doing in 2026. From rate expectations and market timing myths to acquisition readiness and creditworthiness, Scott and Keith break down how lenders really think about agency deals. They explain why waiting for the “perfect rate” can cost buyers real opportunities, how preparedness impacts both speed and pricing, and why clean financials often matter more than agents realize. The discussion also covers refinancing, structuring debt more efficiently, and why working with an industry-specific lender changes the entire experience. In this episode, you’ll learn: Why trying to time interest rate cuts can hurt acquisition and growth plansHow short-term vs long-term rates actually impact agency loansWhat a realistic acquisition timeline looks like and how to shorten itHow creditworthiness, financial reporting, and owner behavior affect loan termsWhy waiting for lower rates can increase competition and valuationsHow refinancing and restructuring existing debt can free up cash flowWhy industry lenders understand agency value differently than local banksWhat agency owners should prioritize now to be ready for opportunities in 2026Connect 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

    30 min
  7. #157 - How InsurTech Is Changing Independent Agencies w/ Tony Lew

    JAN 27

    #157 - How InsurTech Is Changing Independent Agencies w/ Tony Lew

    In this episode of Business Refocused, Lindsay and Carey welcome Tony Lew, Co-Founder of InsurTech New York, to kick off a new direction for the podcast: bringing on guests outside of agency ownership to help agency leaders learn how other parts of the insurance ecosystem operate. Tony shares how InsurTech New York was started in 2019, what the insurtech landscape looked like during the peak hype cycle, and what separates sustainable insurtech companies from the ones that flame out. Tony breaks down what he has seen work overtime: founders who truly understand insurance, solutions built around real workflow pain, and products that help agents and brokers scale without replacing the relationship-driven nature of the business. The conversation also gets tactical for agency owners who want to adopt new technology. Tony outlines how to evaluate vendors, when it makes sense to work with early-stage startups, what questions to ask (customers, funding, traction), and why peer references matter when you are deciding what to implement. In this episode, you’ll learn: How InsurTech New York started and what it does today (events, startup programs, matchmaking, investing)What the “insurtech hype cycle” looked like from 2019–2020 and what changed afterWhy insurtechs that ignore insurance fundamentals (like loss ratio discipline) struggle long-termThe difference between insurtechs as “competitors” vs “enablers” for agents and brokersWhy many successful insurtech founders come from inside the industry (agents, underwriters, claims)How agency owners can approach adopting new tech: identify the real problem first, then match toolsHow to vet vendors: customer count, funding runway, references, contracts, and acquisition riskThe pros and cons of working with early-stage startups vs more established vendorsConnect 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

    32 min

  8. JAN 20

    #156 - Make Your Agency More Valuable

    In this episode of Business Refocused, Lindsay and Carey sit down for a practical conversation on how independent insurance agencies can increase agency valuation. They unpack what “growing value” really means beyond writing more policies, and why the agencies that win long-term are the ones built around efficiency, focus, and intentional investment. You’ll hear their take on why a clear niche creates predictability (and protects profitability), how to identify the biggest time drains inside your agency, and what it looks like to leverage technology, automation, and outsourcing without getting distracted by shiny tools. They also dig into growth by acquisition, including why adding revenue alone doesn’t guarantee a higher valuation, and how buyers discount risk when agencies scale without strategy. The episode wraps with a reminder that agency value comes down to two numbers: EBITDA and the multiple, and owners control one of them more than they realize. In this episode, you’ll learn: What actually drives agency valuation beyond premium and policy countWhy defining a niche improves efficiency, predictability, and profitabilityHow to spot bottlenecks and reduce admin work through process and automationWhat to consider before adopting insurtech tools so you don’t become “tool heavy”How to optimize carrier relationships and book placement for long-term valueSmart acquisition lessons: cultural fit, carrier assumptions, staffing risk, and concentrationWhy EBITDA (operating profit) × multiple determines value, and how owners can increase EBITDAConnect 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

    35 min
See All (164)

Trailer

4.9
out of 5
47 Ratings

About

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. 

Information

  • Creator
    Lindsay Sexton & Carey Wallace
  • Years Active
    2023 - 2026
  • Episodes
    164
  • Rating
    Explicit
  • Copyright
    © 2026 Business Refocused
  • Show Website
    Business Refocused

You Might Also Like