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

    2D AGO

    #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 overwhelmedSponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    38 min
  2. #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 2026Sponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    30 min
  3. #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 vendorsSponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    32 min

  4. 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 EBITDASponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    35 min
  5. #155 - Perpetuation

    JAN 13

    #155 - Perpetuation

    In this episode of Business Refocused, Lindsay and Carey dig into one of the most common yet misunderstood ownership paths in independent agencies: internal perpetuation. While internal transitions often feel simpler than external sales, the reality is the work is just different and, without urgency, these deals can quietly stall or fall apart. They share what makes internal transitions successful, where agencies tend to get stuck, and what they’ve learned from helping agencies plan ownership transfers for 2026 and beyond. From valuing the agency to transferring responsibility before ownership, this episode provides a practical framework for navigating internal succession with confidence. In this episode, you’ll learn: Why internal transitions can be just as complex as external salesThe biggest risks that cause internal perpetuations to stallWhy responsibility often needs to transfer before ownership doesHow valuation, compensation changes, and hiring gaps affect successCommon internal transition structures, including gifting and discounted pricingThe key advisors needed to support a successful internal transitionResources mentioned: Navigating an Internal Perpetuation Between Family Members https://www.agency-focus.com/articles/navigating-an-internal-perpetuation-between-familySponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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. #154 - The Mindset Behind Successful Acquisitions w/ Jeff Arnold

    JAN 6

    #154 - The Mindset Behind Successful Acquisitions w/ Jeff Arnold

    In this episode of Business Refocused, Lindsay and Carey sit down with Jeff Arnold, founder of RightSure, serial acquirer, author of 11 books, and one of the most experienced agency buyers in the industry. With more than 40 agency acquisitions, multiple exits, and decades of leadership experience, Jeff brings a grounded, honest perspective on growth, technology, and knowing when it’s time to let go. The conversation covers what most agency owners are thinking about right now: how to lead through AI without becoming “AI shackled,” how to approach acquisitions with trust and relevance, and why adopting technology without fixing broken processes only creates more problems. Jeff shares real-world examples of how his firm is using AI today, not as a buzzword, but as a tool to support people, improve workflows, and create long-term value. They also dig into the emotional side of ownership and exit. Jeff talks candidly about selling agencies, the identity shift that comes with transition, and why staying too long can quietly damage the legacy you worked so hard to build. For agency owners considering growth, acquisition, or succession, this episode offers perspective that only comes from experience. In this episode, you’ll learn: Why AI leadership matters more than AI toolsHow to avoid becoming “tech shackled” as an agencyWhat builds trust when acquiring another agencyWhy outsourcing creates perspective, not loss of controlThe real challenges agency owners face when transitioning ownershipHow to know when it’s time to exit and what comes nextSponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    33 min
  7. #153 - Being a Student of Business w/ Larry Linne

    12/30/2025

    #153 - Being a Student of Business w/ Larry Linne

    In this episode of Business Refocused, Lindsay and Carey sit down with Larry G. Linne, founder of InCite Performance Group, author of Make the Noise Go Away, and a lifelong student of business, leadership, and human behavior. Larry shares his unconventional path from a West Texas football player once told he “shouldn’t go to college” to becoming one of the most respected advisors in the insurance industry. Along the way, he explains why curiosity, critical thinking, and execution matter more than new ideas, and why studying industries outside insurance is essential to staying relevant. The conversation dives deep into the future of the insurance industry, including AI, the silver tsunami of retiring leaders, and the growing risk of knowledge loss inside agencies. Larry challenges the fear-based narratives around technology and makes a compelling case for why AI will not replace insurance professionals but will expose those who refuse to adapt. They also revisit the core idea behind Larry’s book: the power of the “number two.” Larry explains why second-in-command leaders are often the real drivers of organizational clarity, execution, and growth, and why leadership does not only live at the top. In this episode, you’ll learn: Why being a student of business matters more than being an industry expertHow AI will reshape insurance without eliminating the need for advisorsThe real risk agencies face during leadership and producer transitionsWhy “smart” agencies will outperform product-focused agenciesHow second-in-command leaders can create clarity and reduce organizational noiseSponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    40 min
  8. #152 - The Key to Success in Entrepreneurship w/ Wess Anderson

    12/23/2025

    #152 - The Key to Success in Entrepreneurship w/ Wess Anderson

    On Business Refocused, Lindsay and Carey sit down with Wessly J. Anderson to talk entrepreneurship, leadership, and the very real way AI is changing business right now. Wes is the founder of Agency VA and Agent CVA, and he’s built what most people only talk about: multiple businesses across different seasons of life, with a bias toward growth, speed, and learning through doing. Wes shares how he grew up inside his dad’s tech company (back when “CD-ROM” felt like the future), and why that experience wired him to build. From a lawn mowing company where he never mowed a lawn, to a cleaning business at 14, to a surprisingly large candy company supplying hospitals, his story is a masterclass in sales grit, relationship building, and showing up when other people quit. He also gets honest about what can go wrong when you choose the wrong partners, including a painful story of a business being stolen and the lessons that shaped his much stricter partner-vetting process today. Then the conversation shifts into a topic every business owner needs to be thinking about: AI. Wes is bullish on it, but clear-eyed about risk. He explains why putting sensitive information into public AI tools is a bad move, why “head in the sand” is the most dangerous position a leader can take, and how the real separator will be the people who put in the reps. Not AI itself, but the business owners who learn how to use it responsibly and well. They wrap with Wes’s best advice for entrepreneurs: stop chasing everyone else’s playbook, get honest about what you’re good at, and build your business around your strengths while finding partners, people, and tools to cover the rest. What you’ll learn How serial entrepreneurs spot opportunity and build fastWhy contracts, consistency, and “showing up” create real enterprise valueThe hidden risk of choosing partners without a processWes’s take on AI: privacy, practicality, and why adoption is now a competitive advantageA simple framework for entrepreneurs: know your strengths, outsource your weaknesses, and ignore the noiseSponsored by AgencyPoint This episode is brought to you by AgencyPoint, your full-service partner for Accounting, Tax, Legal, and HR solutions built specifically for insurance agencies. AgencyPoint helps independent agencies streamline operations, stay compliant, and make confident financial decisions. Learn more at https://www.myagencypoint.com/partners/insurancerefocused 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

    38 min
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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
    160
  • Rating
    Explicit
  • Copyright
    © 2026 Business Refocused
  • Show Website
    Business Refocused

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