Business Refocused

On Insurance Refocused, Lindsay and Carey sit down with Aaron Stocks, CEO of AgencyPoint (PFS Global), to compare accounting firm acquisitions with independent insurance agency M&A. Aaron breaks down why client transferability, systems standardization, and regulatory disclosures make accounting roll-ups very different from buying an insurance agency. He also shares hard-won lessons on cultural fit, pricing discipline, and what ...

In this episode of Insurance Refocused, Carey and Lindsay Wallace break down a powerful agency transformation that doubled in value in just four years. Starting with $3.5 million in revenue and 27–28% profitability, this agency faced key challenges—an aging owner, outdated systems, and compensation structures that limited growth. Carey and Lindsay walk through the strategic changes that fueled its success, including right-sizing pr...

In this special re-release, we’re sharing an episode originally featured on HawkSoft’s Insurance Perspectives podcast. Carey joins Kenny Hendricks to break down what it really takes to buy an agency—from assessing your readiness and evaluating cultural fit to spotting red flags before you sign.

They dive into the key performance indicators every buyer should understand and why communication across your team is one of the most import...

Your agency might have strong revenue, solid margins, and loyal clients, but does the business truly stand on its own? The answer comes down to transferability.

In this episode, Lindsay and Carey Wallace talk with Monica Adwani of Breezy Seguros about what it really takes to build an agency that is valuable beyond the owner. Monica shares her journey from joining a startup as the fourth employee, to helping grow and sell that agency...

In this episode, Lindsay and Carey Wallace sit down with Charley Todd from Charley Insurance to explore his pivotal decision to transition from a captive agency to the independent side of the insurance industry. They delve into the motivations behind this bold move, the surprising challenges of starting anew, and the exciting opportunities it presents. Charley shares his philosophy on embracing entrepreneurship, the critical import...

In this episode, Lindsay and Carey Wallace sit down with Rob Bowen from Patriotic Insurance Group to reflect on his first-year post-acquisition. They explore the challenges and lessons learned during the transition from a paper-based system to a digital one, the importance of communication with carriers, and the human element in maintaining business relationships. Rob shares valuable insights on pacing change management, the signif...

In this episode, Lindsay and Carey sit down with Dawnyel Smink, President of the Western region at Keystone Insurers Group, about her initiatives to empower women in the insurance industry. They discuss the importance of collaboration between men and women, the challenges of imposter syndrome, and the need for open conversations about leadership and wellness. Dawnyel shares insights on her WISE Talks program, which aims to cultivat...

In this episode, Lindsay and Carey sit down with Elizabeth Moore, co-founder of Amelia Risk, to discuss on building a specialized insurance agency in the consumer packaged goods (CPG) space. Elizabeth shares how her career path shifted from advertising dreams in New York to a fulfilling journey in insurance, and why choosing a niche has been key to her agency’s growth. She explains how important for agencies to use technology to st...

In this episode, Lindsay and Carey Wallace sit down with Lee Gaudette from Gaudette Insurance Agency. They discuss the evolution of the insurance industry, the importance of generational perspectives, and the role of community engagement. Lee shares his family's rich history in the insurance business, the significance of outside experience for family members joining the agency, and his experiences hosting a radio show focused ...

In this episode, Carey and Lindsay Wallace sit down with Kimberly Bunce from Security Financial Bank to explore the intricacies of the insurance industry. Kimberly shares her journey from accounting to banking, offering a unique perspective on lending to insurance agencies. The discussion covers the challenges and opportunities in agency acquisitions, the importance of maintaining strong financials, and the evolving landscape of in...

In this episode, Carey and Lindsay sit down with Taylor Garcia, owner of Jackson & Jackson Insurance, to discuss his unique journey from musician to insurance leader. Taylor shares his experience taking over the family business, the challenges and opportunities of rebranding a legacy agency, and the importance of maintaining authentic client relationships during times of change. The conversation highlights how creative thinking...

In this episode, Carey and Lindsay Wallace sit down with Justin Thomas, CEO of YourPolicy Insurance Agency, to discuss the evolving landscape of the insurance industry, particularly about the impact of AI. Justin shares his journey into insurance, the challenges and opportunities presented by AI, and the importance of adapting to change. The discussion emphasizes the need for agencies to prepare their data and workflows for the fut...

In this episode, Lindsay and Carey sit down with John Darr, the president and founder of Darr Schackow Insurance, to discuss the intricacies of agency acquisitions in the insurance industry. They explore the impact of acquisitions on client relationships, the importance of communication during transitions, and the challenges of maintaining a consistent claims process. John shares valuable insights from his extensive experience in a...

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 als...

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 th...

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 in...

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 operat...

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.

Sponsored by Age...

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 L...