The independent insurance agency space is rapidly changing and evolving. The whole industry is feeling it and we want to provide a connection for agents to understand that they’re not alone. Join industry expert, Carey Wallace, and her Gen X daughter, Lindsay Wallace, as they interview agency owners, and get down in the nitty-gritty of every day topics that you face in your agency. The incoming wave of M&A, agency marketing, technology & insurtech, and generational change is upon us, join us as we redefine the industry!
In this episode, Carey and Lindsay sit down with Dawnyel Smink, President of the Western region at Keystone Insurers Group to talk about the importance of agency networks in todays insurance landscape. The discussion emphasizes the need for agency owners to choose networks that align with their vision and values, and the importance of treating network relationships as partnerships rather than mere contracts. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
12/10/24 • 39:04
In this episode, Lindsay and Carey Wallace sit down with Brenden Corr & Justin Goodman to chat about Project 55, an initiative aimed at providing resources and support for mental health in the insurance industry. Project 55's mission is to educate, empower, and equip individuals with the tools necessary to support mental health in their communities.Check it out here: https://project55.org/This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
12/3/24 • 39:29
In this episode Lindsay and Carey sit down with Andrew Ryan from Hertvik Insurance Group to discuss generational differences in the workplace, the role of technology in modern insurance, and the significance of creating a culture that encourages innovation and risk-taking. Andrew emphasizes the need for alignment between individual and organizational goals, offering valuable insights for both young professionals and agency owners. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
11/26/24 • 35:56
In this episode, Lindsay and Carey Wallace answer the question "What even is a valuation report anyways?" and break down what a valuation report really is, why understanding your agency’s worth is crucial, and the key components that make up an accurate valuation. The discussion highlights how regular valuations serve as a vital health check for agencies, the essential data you’ll need, and the role subjectivity plays in these reports. They wrap up with practical insights on how knowing your agency's strengths and weaknesses can impact your valuation strategy.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
11/19/24 • 31:52
In this episode, Carey and Lindsay Wallace sit down with Billy Wagner to explore the transition from being an operator to a CEO, emphasizing the importance of building a high-performance team and solving the people problem. Billy shares insights on creating a strong agency culture, the significance of continuous improvement, and the necessity of having the right people in the organization to drive success. Billy shares his how letting go of daily responsibilities to focus on strategic growth, defining a clear purpose for the agency, and creating a positive work environment that resonates with younger generations. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
11/12/24 • 42:44
In this episode, Lindsay and Carey Wallace sit down with Mike Wagar and Mike Strakhov from Westfield Bank, to discuss the dynamics of the insurance lending market. They explore the current state of the market, predictions for 2024 and 2025, and strategies for independent agents looking to grow through acquisitions. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
11/5/24 • 35:14
In this co-hosted solo episode, Lindsay and Carey Wallace dive into key strategies for boosting the valuation and overall value of an insurance agency. They cover essential topics like preparation, defining a niche, improving efficiency, leveraging technology, maximizing carrier relationships, and driving strategic growth through acquisitions. Emphasizing the importance of having a clear plan, understanding financials, and documenting processes, this episode offers actionable insights for enhancing agency profitability and long-term value.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
10/29/24 • 33:38
In this episode Lindsay and Carey sit down with Kabir Syed, the Founder CEO of Ennabl to discuss the critical role of data and technology in the insurance industry. He shares his journey into insurance, the importance of data in underwriting and risk assessment, and the challenges faced by agencies in utilizing data effectively. The discussion also covers the impact of AI on the industry, emphasizing that while AI can automate many tasks, the human element and relationships remain vital. Kabir provides insights on how agencies can leverage data to improve their operations and the future of AI in insurance.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
10/22/24 • 40:23
In this episode, Lindsay and Carey sit down with Nick Vitali, Vice President & Co-Owner of All About Insurance to explore the power of marketing in agency growth. They discuss how NIL (Name, Image, Likeness) partnerships have elevated the agency’s visibility, strengthened relationships with influential clients, and helped choose the right athletes or influencers to align with the agency's goals. The conversation also covers strategies for turning high-profile clients into advocates and the often overlooked role of marketing in successful acquisitions, providing practical advice for other agency owners.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
10/15/24 • 37:44
In this episode, Lindsay and Carey sit down with Vonda Copeland to chat about the importance of community support and gratitude in the face of adversity. Vonda shares her experiences giving back to her community with the Flint Hills Foster Teen Camps, a program dedicated to helping foster teens overcome trauma and prepare for adulthood, and her recent announcement on being named an Executive Committee Member for the National Association of Professional Insurance Agents. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
10/8/24 • 29:44
In this episode, Lindsay and Carey sit down with Bradley, co-host of the Insurance Guys Podcast and Owner of Portal Insurance to discuss the intricacies of mergers and acquisitions (M&A) in the insurance industry. They explore Bradley's journey in finding the right acquisition, the challenges faced during the due diligence process, and the importance of understanding financials and valuations. The discussion also highlights the significance of employee management post-acquisition and shares valuable lessons learned along the way, providing insights and advice for those considering similar ventures.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
10/1/24 • 44:30
In this episode, Lindsay and Carey sit down with Bill Butler from Butler & Associates Insurance Agency to discuss the journey of transitioning from a generalist insurance agency to a niche-focused agency. Bill shares his experiences, challenges, and successes in choosing his niche, emphasizing the importance of market research, understanding client needs, and the value of commitment and hard work. He also highlights innovative marketing strategies, such as writing a book and launching a podcast, to establish authority in the niche. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
9/24/24 • 39:15
In this episode, Lindsay and Carey Wallace sit down with Rob Bowen, the owner of Patriotic Insurance Group, about his first seven months post acquisition. They discuss the process of getting on an approved buyer's list, the challenges of acquiring a paper-based agency and the challenges and lessons learned during the transition period, such as data import, technology implementation, and cultural adjustments. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
9/17/24 • 47:42
In this episode, Lindsay and Carey sit down with Wessly Anderson, co-founder of Agency VA, to discuss the benefits of virtual assistants (VAs) in the insurance industry and his mission to disrupt systemic poverty. Wessly explains that VAs can handle tasks such as quoting, re-shops, and certificate management, allowing agency owners to focus on revenue-generating activities. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
9/10/24 • 39:58
In this episode, Lindsay and Carey sit down with Heath Shearon, the Mayor of Insurance Town to chat about topics such as the impact of technology on the future of the industry, and the importance of maximizing efficiency and driving margins in agencies. Overall, the conversation highlights the need for adaptation and creativity in the insurance industry in areas such as technology, generative AI, and hybrid/remote work.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
9/3/24 • 43:54
In this episode, Lindsay and Carey sit down with Spencer Berg, to share his story finding the abilities in his autism diagnosis that helped him build a successful career in the insurance industry. Spencer emphasizes the importance of recognizing and valuing the unique abilities of individuals with disabilities and discusses the misconceptions about autism and how it is not a social incapability but rather a different approach to social interactions. Spencer encourages individuals with disabilities to challenge their mindset and push themselves to achieve their full potential. He advises employers to recognize and leverage the strengths and abilities of individuals with disabilities in their organizations.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
8/27/24 • 34:04
In this episode, Lindsay and Carey sit down with Sean and Paul Hawkins, the founders of Hawksoft to chat about what large technology companies are doing to keep up with the rapidly evolving insurtech landscape. This episode covers many topics including challenges of integrating different software systems, the importance of focusing on relationships in the industry, impact of COVID-19 and the need for agencies to adapt and embrace technology while maintaining strong customer relationships.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
8/20/24 • 35:45
In this episode, Lindsay and Carey sit down with Kirt Trimble, the president of Trimble Insurance as shares his experience of being the fourth generation to transitioning into ownership of the agency. He emphasizes the importance of planning, clear communication, and understanding the strengths and culture of the agency. Kirt also discusses the role of technology and relationships in the industry, as well as the challenges of the current hard market and hiring market. He offers advice for aspiring agency owners, including learning the business inside and out, setting goals, and maintaining open lines of communication.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
8/13/24 • 31:37
In this episode, Lindsay and Carey interviews Aaron Stocks, CEO of PFS Global and AgencyPoint, about outsourcing accounting for independent insurance agencies. They discuss the process of onboarding, cleaning up books and taxes, and the importance of tax planning. They also touch on the benefits of outsourcing accounting, such as creating redundancy and improving the accuracy of financial statements. Aaron emphasizes the need for agencies to have a clean set of books for a smoother sale and higher valuation. He also highlights the importance of understanding the tax implications and implementing tax planning strategies.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
8/6/24 • 32:37
In this episode, Lindsay and Carey sit down with Charles Symington, the CEO of the Independent Insurance Agents and Brokers of America, to discuss his journey in the insurance industry and the challenges faced by independent agents. The conversation covers the current hard market and the impact of technology on the industry. Symington emphasizes the importance of independent agents in offering customization, choice, and advocacy to customers. He also highlights the need for agents to adapt to technological advancements and the role of associations in supporting their members.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
7/30/24 • 34:27
In this episode, Carey and Lindsay sit down with Jonathan Lugo, a Producer at Veritas Insurance. They discuss Jonathan's journey into the insurance industry, his focus on his niche, and how he created FirmSecured to help grow that niche and build a specialized career as a young producer entering the insurance space. The interview touches on building a lead generation pipeline, customizing Salesforce and HubSpot to support growth, and finding mentors who will help you grow your career.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
7/23/24 • 35:41
In this episode, Lindsay and Carey sit down with John Darr, the president and founder of Darr Schackow Insurance to discuss John's experience acquiring 37 agencies and continuing to grow his agency. John shares his approach to growth by acquisition and explains how he keeps acquired agencies separate while still working towards organic growth. He shares the benefits of acquiring smaller agencies, the importance of building relationships with key people in the industry, and the role of social media in finding potential acquisitions. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
7/16/24 • 42:39
In this episode, Lindsay and Carey Wallace sit down with David E. Foate, an attorney with PFS Law specializing in insurance agency acquisitions. They discuss the key considerations for buyers when acquiring an agency, including financial due diligence, legal considerations, and tax implications. David emphasizes the importance of having a team of advisors, including legal counsel, financial advisors, and tax specialists, to navigate the complex process. They also highlight the need for clear communication and negotiation during the deal-making process, as well as the importance of trust and realistic expectations.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
7/9/24 • 38:10
In this episode Carey and Lindsay sit down with Adam Bowe, Founder of Cake, to chat about how this platform brings an innovative solution to buying and selling insurance agencies. The conversation explores the platform's features, the buyer and seller experience, and the impact of the hard market on Cake's adoption. Visit https://www.haveyourcake.com/insurancerefocused to learn more and create your free account. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
7/2/24 • 35:17
In this episode Carey and Lindsay sit down with Matt Chrismore of The Crismore Agency as he shares his experience of selling his agency after owning it for four years. The decision to sell his agency was made to simplify his life, leverage resources, and focus on what he enjoys most—talking to clients and providing the best insurance value. Matt emphasizes the importance of taking your time, knowing your value, and using resources to make an informed decision. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
6/25/24 • 35:02
In this episode Carey and Lindsay sit down with Chris Langille, Founder of Advisor Evolved to talk about the importance of branding and the use of video content to enhance brand presence. Chris gives advice to agencies who may be struggling to create engaging content and gives examples of the way he humanizes his approach to branding. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
6/18/24 • 37:47
In this episode Carey and Lindsay sit down with Grant Weber, President of TruSummit Insurance Solutions to talk about the entrepreneurship, partnerships, and the challenges of business ownership. Grant shares his personal experiences and lessons learned, offering valuable advice for those considering partnerships. He emphasizes the importance of clear communication, detailed contracts, and the impact of personal experiences on professional decisions.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
6/11/24 • 35:56
In this episode, Carey and Lindsay are joined by David Watson from RiskAdvisor to talk about the impact of data on agency operations and acquisitions. The conversation covers the topic of RiskAdvisor's functionality, and explores the efficiency and value of capturing and leveraging data, as well as the potential for data-driven decision-making in an agency acquisition.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
6/4/24 • 37:37
In this episode, Lindsay and Carey sit down with Elliot Bassett, the president of Ellerbrock-Norris and co-founder of Rocketship Ventures. They discuss Elliot's journey in the insurance industry and the development of Launch, a software platform designed to help insurance agencies become trusted advisors to their clients providing a roadmap to assist in ways to improve their insurance score and build client relationships. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
5/28/24 • 33:54
In this episode, Lindsay and Carey are joined by Meg McKean to discuss imposter syndrome, knowing your worth, and redefining success. They explore the challenges and doubts that come with pursuing a non-traditional career path, the importance of embracing your own journey, and the power of vulnerability and authenticity. Meg shares her own experiences and offers advice on how to navigate imposter syndrome and make choices that align with your values and goals. The conversation highlights the need for support and solidarity among women in the insurance industry and emphasizes the importance of defining success on your own terms.This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agents looking to grow their business. Learn more and create a free account at https://www.haveyourcake.com/ ///////////// Agency Focus is the premier resource for agents to understand their agency's value, plan for a transition of ownership, and prepare for acquisitions.Learn more at https://agency-focus.com/
5/21/24 • 36:27
