Podcast
Business Refocused
Hosted by Lindsay Sexton & Carey Wallace · EN
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.
15episodes
Episodes
Newest firstAll episodes
#184 - Calculating Adjusted EBITDA w/ Lauren Washington
3d ago00:16:57Tap to summarizeIn 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 decisionsConnect 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
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#183 - How Benchmarking Drives Smarter Growth for Insurance Agencies w/ Kyle Becker
1w ago00:29:45Tap to summarizeIn 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 growthConnect 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
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#182 - Revenue Per Employee: The Insurance Agency KPI Every Owner Should Track
2w ago00:09:20Tap to summarizeIn 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 dashboardConnect 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
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#181 - How Better Agency Operations Increase Business Value w/ Jessica Yarbrough
3w ago00:31:43Tap to summarizeIn 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 perpetuateConnect 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
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#180 - What is EBITDA?
Jul 1400:13:02Tap to summarizeIn 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 planningConnect 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
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#179 - How to Successfully Transition a Family Business to the Next Generation w/ Catherine Garrity-Frans & Tom Garrity
Jul 700:44:42Tap to summarizeIn 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 generationConnect 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
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#178 - Why to Use a Broker for Your Sale w/ Legacy Advisors
Jun 3000:34:59Tap to summarizeIn 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 outcomesConnect 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
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#177 - What Happens After the Deal Closes? The Real Work of Agency Mergers w/ Anne Baum
Jun 2300:32:30Tap to summarizeIn 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 successConnect 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
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#176 - How to Read Your Insurance Agency Financials Like a CFO
Jun 1600:20:42Tap to summarizeIn this episode of Business Refocused, Carey and Lindsay answer common financial questions they’ve recently received from agency owners and break down what a meaningful monthly financial review should actually look like.From analyzing six-month auto policies and understanding profitability to identifying discretionary expenses and building accurate financial reports, the conversation focuses on helping agency owners use their financials as a decision-making tool rather than simply a historical record. Key topics include: How to evaluate six-month policies in financial reporting Which expenses should be considered discretionary or one-time costs Why monthly P&L reviews matter more than annual tax returns The risks of operating without timely financial statements When to outsource bookkeeping and accounting functions Using financial data to make better growth and investment decisionsConnect 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
Transcribe →#175 - Get Your Agency a Health Check
Jun 900:26:22Tap to summarizeIn this episode of Business Refocused, Carey and Lindsay explore how agency benchmarking is helping independent insurance agencies gain deeper financial visibility and make more informed business decisions.As more agency owners look beyond valuation and focus on long-term performance, health checks have become a powerful tool for measuring growth, profitability, book health, staffing efficiency, and operational risk. Carey and Lindsay discuss how agencies can use benchmarking data to understand where they stand, identify blind spots, and uncover opportunities for improvement. Topics covered include: How a health check differs from a traditional agency valuation Why growth and profitability metrics matter together The risks of carrier, client, and producer concentration How staffing efficiency impacts agency performance Why technology investments should create measurable capacity gains Using financial data to make more confident business decisionsConnect 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
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