Business Refocused

Lindsay Sexton & Carey Wallace
  • 4.9 (46)
  • ENTREPRENEURSHIP
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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. 1D AGO

    #166 – What's Your Agency Actually Worth w/ Matt Naimoli

    Your agency might be worth less than you think — and the reasons probably have nothing to do with your revenue. In part three, Carey and Matt dig into the valuation drivers most owners never see coming: producer-owned books, aggregator contracts, leadership concentration, and the transferability issues that quietly discount an otherwise strong agency. In this episode: Why a multiple of EBITDA is just the starting pointProducer-owned books: what they are and what they cost you at exitAggregator and cluster contracts — what you signed and what it means nowThe value killers that show up too late to fixHow leadership and culture factor into what a buyer will actually payConnect 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

    20 min

  2. MAR 24

    #165 – The Decisions That Matter When Selling Your Agency w/ Matt Naimoli

    Selling your agency isn't just a financial transaction — it's one of the biggest decisions you'll ever make. In part two of this series, Carey and Matt get into what it actually looks like to navigate an exit, whether that's keeping it in the family or going to market. They break down the difference between a broker and a true advisor, why the fee question is the wrong place to start, and what it really takes to feel good about the outcome. In this episode: Internal succession vs. external sale — the real trade-offsWhy "broker" and "advisor" aren't the same thingHow the advisory fee pays for itself (and then some)Why working with a sell-side only advisor matters more than you'd thinkWhat a good exit actually looks like beyond the wire transferConnect 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

    17 min

  3. MAR 17

    #164 – Running the Numbers w/ Matt Naimoli

    Most agency owners are great at insurance. The financial side? That's where things get fuzzy. Carey Wallace sits down with Matt Naimoli of Legacy Advisors to talk about what financial clarity actually looks like inside an independent agency — and why getting there changes everything from hiring decisions to long-term value. This is part one of a four-part series. In this episode: Why most agency owners are making big decisions without the right financial pictureWhat a fractional CFO actually does (and why "fractional" is the point)How to forecast staffing and growth before you need toOrganic growth vs. acquisition — why doing both at once is harder than it soundsHow debt, cash flow, and annual valuation connect to what your agency is worthConnect 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

    19 min
  4. #163 - It's Not Always About Size w/ Adam DeLaForest

    MAR 10

    #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
  5. #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
  6. #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
  7. #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
  8. #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
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4.9
out of 5
46 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
    167
  • Rating
    Explicit
  • Copyright
    © 2026 Business Refocused
  • Show Website
    Business Refocused

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