Business Refocused

197 Episodes

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#196 - Different Types of Insurance Agency Valuations Explained

2026-11-0310:28

What’s the difference between a fair market valuation and a book of business valuation, and which does your insurance agency need? In this Business Refocused coffee chat, Carey Wallace and Lindsay Sexton explain how agency size, operating expenses, and risk factors influence the valuation process. They discuss when revenue multiples or EBITDA multiples apply, why a valuation can differ from a buyer’s offer, and how staffing, carrier relationships, and shared expenses affect acquisition pricin...

#195 - What KPI's Should I Be Looking At?

2026-10-2737:53

Do you know what your agency’s numbers are telling you? In this episode of Insurance Refocused, Carey Wallace breaks down five essential KPIs every independent insurance agency should track to understand performance and guide growth. From organic growth and retention to profitability, EBITDA, and revenue per employee, Carey explains how to calculate these metrics and turn them into action. She also explores how budgeting, industry benchmarks, and role-specific goals for producers and service ...

#194 - Buy Businesses like an Investor w/ Chase Murdock

2026-10-2033:12

In this episode of Business Refocused, Carey and Lindsay sit down with Chase Murdock, founder of Patina Capital and CEO of Decada Group, to talk about how investors evaluate small businesses and what makes a company worth buying. Chase spends his time acquiring, investing in, and partnering with privately held businesses. Instead of chasing flashy startups, he focuses on durable companies with real customers, real cash flow, and the potential to continue operating long after the founder steps...

#193 - E&O Tail Coverage and Insurance Agency M&A w/ Cari Senefsky

2026-10-1334:02

In this episode of Business Refocused, Carey and Lindsay sit down with Cari Senefsky of Canary Insurance Group to talk about a part of selling an agency that can easily get overlooked until the last minute. When an agency sells, the financial side of the deal gets a lot of attention. But the seller also has to think about how they will protect themselves from claims tied to work done before the transaction. That is where extended reporting period coverage, often called tail coverage, comes in...

#192 - Inside Agent Underground: Why Independent Agency Owners Grow Better Together w/ Dan Vander Kooi

2026-10-0626:22

In this episode of Business Refocused, Carey sits down with Dan Vander Kooi of Manna Insurance to talk about the value of having the right people around you as an agency owner. Dan shares the story behind Agent Underground, a small, collaborative event created for independent agency owners who want to learn from each other, talk openly about what is working, and have honest conversations about the challenges that come with ownership and leadership. The conversation also gets into something ma...

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