Run Your Agency Like You're Selling It Tomorrow (Carey & Insurance Leaders Lab)

#174 - Building a Sales Culture in an Independent Insurance Agency w/ Patrick McClure

In this episode of Business Refocused, Carey and Lindsay sit down with Patrick McClure of Impact Performance Team to talk about one of the biggest challenges agency owners face: creating a true sales culture. Patrick shares his journey from commercial insurance producer to sales leader and entrepreneur, helping independent agencies improve sales performance, develop producers, recruit talent, and build accountability across their organizations. What started as sales coaching has evolved into leadership consulting, recruiting, and operational support for growing agencies.  The conversation explores why many agencies hit a growth ceiling, how agency owners can transition from producer to leader, and what it takes to build a team that consistently generates new business. Key takeaways include: *  The difference between managing producers and leading them  *  How to build accountability without micromanaging  *  Why recruiting the right people matters more than insurance experience  *  The five non-negotiables of a successful sales organization  *  How agencies can move from referral-driven growth to intentional sales growth 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/ [https://agency-focus.com] Show previously named Insurance Refocused

#173 - Building the Next Generation of Insurance Leaders with Launchpad

In this episode of The Insurance Refocused Podcast, Lindsay and Carey Wallace welcome Beth DeLaForest back to the show to talk about Launchpad, a new webinar series designed to help the next generation of insurance professionals learn, grow, and build meaningful industry connections. Beth and Carey share why knowledge transfer matters more than ever as experienced leaders prepare to exit the industry and younger professionals step into bigger roles. They discuss the value of mentorship, outside perspectives, peer relationships, and learning from leaders who have already walked the road ahead. The conversation also highlights the heart behind Launchpad: creating a free, collaborative space where future leaders can hear from experienced voices across the industry on topics like leadership, delegation, imposter syndrome, AI, and building confidence in their careers.  Link to Upcoming Launchpad Sessions [https://urldefense.proofpoint.com/v2/url?u=https-3A__canva.link_dqlye8bofqj7wq0&d=DwMF-g&c=euGZstcaTDllvimEN8b7jXrwqOf-v5A_CdpgnVfiiMM&r=8fZX--pmY2EV8u14MqE0Q1Fij3Jus9CLKa-jc7oYOys&m=V-m0IxGCY_4SYpd65qHrivqAFEvjVb_rQO4ro1vPKcyT9nGBzf1UgxiOhw-ZDfsl&s=nGiQ9O05hr_gt56a70DTQPAQbYxncmDn2kGtIRsrSTA&e=] 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/ [https://agency-focus.com] Show previously named Insurance Refocused

Run Your Agency Like You're Selling It Tomorrow (Carey & Insurance Leaders Lab)

In this special re-release, we’re sharing an episode originally featured on Nina Shepard's Insurance Leaders Lab Podcast. Carey joins Nina to talk about financial clarity for independent insurance agency owners.  They discuss why waiting until you're ready to sell is a mistake, how your compensation structure could secretly be tanking your agency's value, and the three key drivers that determine what your business is really worth—growth, profitability, and transferability. Originally featured on the Insurance Leaders Lab Podcast [https://ninashepard.com/podcast/] 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/ [https://agency-focus.com] Show previously named Insurance Refocused

#171 - The Story Behind the Numbers

In this episode of Business Refocused, Carey and Lindsay break down what they’re seeing from real agency benchmarking data and how top-performing insurance agencies are driving growth and profitability. They walk through the key metrics that matter most, including organic growth, profitability, staffing, technology spend, and revenue per employee. More importantly, they explain how these metrics work together and what actually drives performance inside an agency. One of the biggest takeaways is high growth doesn’t always mean high marketing spend. In fact, some of the fastest-growing agencies are spending less than 2% on marketing, relying instead on referrals, niche strategies, and operational efficiency.  They also dig into how technology, AI investments, and compensation structures impact profitability, and why simply adding tools or people doesn’t always improve results. Key insights from the episode: *  How to use benchmarking as a health check for your agency  *  Why growth and profitability vary based on strategy  *  The real impact of marketing spend on organic growth  *  How technology and staffing decisions affect performance  *  Why compensation structure can limit profitability 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/ [https://agency-focus.com] Show previously named Insurance Refocused

#170 - Inside AgencyFocus: From Valuations to Fractional CFO

In this episode of Business Refocused, Todd Hufford interviews Carey and Lindsay Wallace on the story behind AgencyFocus, how they each found their way into insurance, and what it took to grow the business beyond agency valuation. Carey shares how a role with the PIA of Ohio led her into valuation, perpetuation planning, and data analytics, eventually becoming the foundation for AgencyFocus. Lindsay shares her own path into the industry and how her experience helped shape the company’s next stage of growth. Together, they talk about how AgencyFocus evolved from a valuation-focused business into a firm that also provides fractional CFO services, mastermind groups, and deeper financial consulting for independent insurance agencies. This episode is a behind-the-scenes look at agency valuation, fractional CFO services, insurance industry career paths, and what it takes to build a business focused on helping agencies make better financial decisions. 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/ [https://agency-focus.com] Show previously named Insurance Refocused