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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

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

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

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

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

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

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

On Business Refocused, Lindsay and Carey talk with Matt Porter, former owner of a family-run oil and propane company in mid-coast Maine who started his business at the dining room table, grew it over 16+ years, and sold it in December 2022 through Tounge Associates. Today, Matt has come full circle and now serves as a Senior Advisor at Tounge Associates, helping other business owners navigate acquisitions and ownership transitions. Matt shares what led him to sell, including rapid COVID-era growth, labor challenges in the trades, and the personal toll of running a seven-day-a-week service business. He walks through the decision not to pass the company to the next generation, even with multiple family members working inside the business, and why timing and pressure matter as much as valuation. The conversation breaks down what it’s really like to work with an M&A advisor, from valuation and buyer outreach to negotiating offers while still running the business. Matt also reflects on communicating the sale to employees, staying on through a critical transition period, and planning life after the sale. What you’ll learn How to know when growth is creating pressure instead of opportunityWhat buyers value most in service-based businessesWhy working with an M&A advisor can protect value and reduce stressHow to communicate a sale to employees and customersWhy planning your post-sale chapter mattersSponsored 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

In this episode of Business Refocused, Lindsay and Carey talk with Col. (Ret.) Robert “Cujo” Teschner, former F-15 and F-22 fighter pilot and author of Debrief to Win. Cujo shares how a childhood dream of flying fighters led to a 20-year Air Force career, what happened when a colorectal cancer diagnosis forced him out of the cockpit, and how he rebuilt his purpose as an entrepreneur and leadership coach. He walks through the accountability and debrief system used in elite fighter squadrons and shows how those same tools help business leaders create high performance teams, lead through disruption, and handle feedback without blame. Throughout the conversation, Cujo and the hosts connect these lessons directly to independent insurance agencies: finding meaning in “numbers work,” leading teams through transition, and staying grounded when your identity is tied to your role. It is a practical, story-driven playbook for any owner or leader who feels stuck, burned out, or on the edge of a big change. What you’ll learn How fighter pilot debriefs translate into a simple, repeatable accountability process for your agencyA forward focused way to talk about mistakes that improves performance instead of creating fearHow to reframe disruption, illness, or career change so your story “gets better” instead of smallerWhy purpose drives better results than quotas, and how to reconnect your daily work to real impactPractical ideas for leading your team through uncertainty, tough feedback, and major transitionSponsored 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

On Business Refocused, Lindsay and Carey sit down with serial entrepreneur Alan Ringvald, CEO of Relativity6, to talk about what today’s entrepreneurs and leaders can learn from the startup world. Alan shares the lessons he picked up building companies across industries, from launching tech products to navigating early-stage chaos to finding real product-market fit. He explains why entrepreneurs need to focus on the problem before the solution, how to test ideas in the real world, and why great data has become a competitive advantage for both carriers and agents. Alan also breaks down how AI has accelerated innovation, what founders often misunderstand about adoption, and how to stay resilient when the work gets messy. What you’ll learn Why solving the right problem matters more than having a clever ideaHow to validate new concepts quickly using real customer feedbackThe role of accurate underwriting data in profitable growthHow AI is reshaping decision-makingWhat long-term resilience looks like inside a high-growth companySponsored 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

On Business Refocused, Lindsay and Carey sit down with Trace Meek, a third-generation agency owner and founder of Ask Fetch, to talk about one of the most persistent challenges in personal lines: the underwriting bottleneck. From appetite confusion to slow carrier responses to the loss of institutional knowledge, Trace explains why agencies get stuck and how tools like Ask Fetch are helping teams move faster and stay competitive. He shares the turning point that inspired him to build a solution, the operational lessons he learned running his family agency, and why speed is now one of the strongest predictors of winning new business. This episode offers practical fixes, smarter workflows, and a deeper look at what high-performing agencies are doing to improve underwriting clarity. What you’ll learn Why underwriting friction slows growthHow speed impacts your close ratioWhere appetite confusion really startsHow Ask Fetch helps decode carrier rules fasterHow to reduce reliance on tribal knowledge inside your agencyHow modern workflows help new hires quote and bind soonerThe mindset shift that moves agencies from overwhelmed to intentionalBusiness Refocused exists to help leaders remove roadblocks, improve operations, and build agencies that run with confidence. Sponsored 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

On this episode of Business Refocused, Carey and Lindsay Wallace sit down with Jay Mueller, an independent agency owner who lives on the Mediterranean coast of Spain while running a growing brick and mortar insurance agency in Cincinnati. He shares how he restructured a multigenerational family business, implemented EOS, and built a leadership team that allows him to be overseas without losing momentum, culture, or performance. They unpack what it really looks like to design freedom into your agency, from getting out of the day to day to trusting your people and putting the right systems in place. What you’ll learn: How Jay runs a Cincinnati based independent insurance agency while living in SpainThe path from 10 employees down to 3, then back up to 15 with close to 20% organic revenue growthWhy EOS, clarity in roles, and a true accountability chart unlocked scaleHow to move from “I am the main producer” to “I develop producers and leaders”Simple ways to test working remotely before you commit to a big life changePractical ideas to create more freedom for yourself and your team, including extended time off and sabbatical style breaksIf you are asking yourself whether it is possible to grow your agency, protect your culture, and still build a life you are excited about, this conversation gives you a realistic, step by step view of what it takes. Sponsored 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

On Business Refocused, Lindsay and Carey talk with Raghav Tanna, founder of Tarmika and cofounder of the nonprofit Little Sparks Project. Raghav shares the real story behind building Tarmika, selling to Applied Systems, and deciding when it is time to exit. He breaks down how to pick the right buyer, what it feels like to stay on after a sale, and why family and happiness should drive the decision. The conversation also spotlights the Little Sparks Gala in Boston, and how the foundation supports families facing rare medical diagnoses with meaningful financial grants. What you’ll learn A founder’s checklist for deciding when to sell vs raise another roundHow to evaluate buyers beyond the offer priceWhat changes when your product becomes one feature inside a large companyHow to plan your post-sale season, including staying on or stepping backWhy mission and family can be the best governance for big decisionsHow Little Sparks reduces financial stress for families with complex medical needsSponsored 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

On this episode of Insurance Refocused, Carey and Lindsay Wallace sit down with tax attorney David Foate to unpack the truth about year-end tax planning for insurance agencies. From entity structure decisions to vehicle deductions, R&D credits, and home office rules, they cover what really works and what might land you in trouble with the IRS. David shares real audit stories, explains why S Corps often make sense for agencies, and breaks down how to tell the difference between smart tax strategies and the viral “hacks” flooding social media. Whether you’re trying to lower your tax bill, prepare for a future sale, or just avoid costly mistakes, this conversation offers practical advice every agency owner should hear before year-end. Sponsored 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

On this episode of Insurance Refocused, Carey and Lindsay Wallace explore one of the most impactful growth tools for independent insurance agencies — mastermind groups. They discuss how these peer groups function like a “board of directors” for agency owners, providing accountability, fresh perspective, and real-world solutions that drive measurable growth. Drawing from their own experience facilitating masterminds across the country, Carey and Lindsay explain how sharing data and context creates transparency, eliminates excuses, and builds deep trust among agency leaders. They break down what makes a strong mastermind, why collaboration beats competition, and how the right group can change the trajectory of your agency. Whether you’re feeling stuck, isolated, or simply ready for your next level of growth, this episode shows why joining (or creating) a mastermind might be the best move you make this year. Sponsored 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