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Welcome to the Agency Navigators Podcast! Hosted by AgencyCFO™. With best practices as our guide, our team integrates financial, organizational and growth excellence within independent insurance agencies across the United States. We have one mission: navigate independent insurance agencies to higher GROWTH, PROFIT, AND VALUE. Tune in for guidance on navigating your agency forward.
44 Episodes
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Watch this episode on YouTube: https://youtu.be/jjbj5rOgo7U In this episode of Agency Navigators, Roe and Don sit down with Lauren Roberts from Kite Technology Group to explore the critical foundations every insurance agency needs to thrive. Together, they break down four game-changing areas: Change Management – why leadership buy-in and positive momentum make or break system migrations.Right Person, Right Seat – the hard truth about misaligned roles, and how to avoid disengagement across you...
Watch this episode on YouTube: https://youtu.be/dTLv2piKPtI Staying focused on the core of selling is key to long-term agency success. While the initial spark may fade, consistent sales efforts fuel your growth, stability, and long-term impact. As Don says, “Go sell some… stuff!”—because value is built through selling, not slashing expenses. A strong sales culture never goes out of style: write business, earn revenue, and keep it. Stay focused on what you're selling, who you're selling it wit...
Watch this episode on YouTube: https://youtu.be/Tt-uVbqgtOY In this episode, Roe, Don, and Cayla break down the tough decision many agencies face when a producer isn't the right fit. They explore the challenges through three key lenses: 🔹 Tactical – What happens to client relationships and accounts? 🔹 Emotional – Even when the numbers say "go," our hearts often say "stay." 🔹 Organizational – As Don puts it: “An underperforming producer serves no one well.” The rea...
Watch this episode on YouTube: https://youtu.be/oo_0JbgjOL4 Don and Roe are joined by CFOs, Cayla Carrillo and Shawna Cook, for a collaborative explanation of the “1-2 Cadence” in this episode of the Agency Navigators podcast. See it as a “two is better than one” or a “good cop, bad cop” scenario as Cayla jokes – either way, it just makes sense! We have tactical, strategic, and organizational passion sure, but we realized early on that we also have a passion for process. As CFOs we want to ta...
Watch this episode on YouTube: https://youtu.be/3hT0uM-4pZ0 This episode of the Agency Navigators podcast focuses on what Day 2 really looks like after acquiring an agency. Roe and Don are joined by Chip and Ted Gibson, the CEO and President, of Deland Gibson Insurance. As the agency who has been with AgencyCFO™ the longest, there’s so much that has been learned together along the way! Chip and Ted have been integral to Deland Gibson’s seven acquisitions completed over the last four years. Su...
Watch this episode on YouTube: https://youtu.be/aqqRT5Dti3I Join us as we kick off Season 4 of the Agency Navigators podcast talking about every agency’smost valuable asset, and the common misconceptions and mistakes made when managing it. Intangible? Yes. Immensely Important? Also, yes. While we can appreciate agencies considering their employees to be their most valuable asset, it simply is not the case. When Don identified “Data Chaos” as a common theme and major barrier to Boo...
Watch this episode on YouTube: https://youtu.be/aYjhEFptPjg On this episode of the Agency Navigators podcast, Roe and Don spotlight the power of ‘find a way to say ‘yes!’’ As a fellow resource to independent insurance agencies, Austin Morehead of LAVA Automation also understands never-ending entrepreneurial needs and the loneliness that comes with agency ownership. Join Roe, Don, and Austin as they talk about their strengths, weaknesses, and the opportunities made possible with di...
Watch this episode on YouTube: https://www.youtube.com/watch?v=mK2Io5s-AHM Roe and Don traveled over the river, through the SNOW and just shy of 2,000 miles to host Mark Rodgers of Trailstone Insurance on this episode of the Agency Navigators podcast! Curious about the custom client experience at AgencyCFO? This episode highlights the day-to-day (and long-term) benefits of having a Custom Fractional CFO, the blind spots we highlight and eliminate, and the vast collaboration possibilities. Cat...
Watch this episode on YouTube: https://www.youtube.com/watch?v=vyJO_sj5HXY In this episode of the Agency Navigators podcast, Roe and Don Polczynski discuss the current "hard market" and its historical impact on independent insurance agencies. While this hard market has boosted revenues and profitability for agencies, such conditions won’t last forever. When the market shifts to a softer state, many agencies may be caught off guard and experience a noticeable drop in their key financial metri...
Watch this episode on YouTube: https://youtu.be/7b4S1SNFM9A Surprise! We’re back with a special mini season of the Agency Navigators Podcast by AgencyCFO™! In this episode of Season 3, let’s start by taking a trip back in time to learn the backstory of the original “OG” Insurance Agency Fractional CFO. AgencyCFO™ officially launched in 2018, and the business that launched the program was founded in 2013 by married partners, Don and Roe Polczynski. 7 years later, we’re still workin...
Since 1993 Reagan & Big “I” have conducted the “Best Practices Study.” Year over year they have provided valuable insight into the performance of agencies across the country, ranging from under $1.25M to over $25M. The 2021 Best Practices Study has been released and Don, The AgencyCFO President is giddy! This one study can put your agency ahead of the curve and prepare you for a strong 2022. Listen in to this episode to learn exactly how from the expert himself, Don. For the 2021 Re...
You’ve thought about or have actually made the investment in hiring young talent, now what? Do you have a development plan for success or is the plan to wing it – they’ll understand eventually, right? Wrong. Potential for success starts BEFORE they even join the team. Especially young sales talent. Join Roe, Don, and Cayla this episode for tips on getting the ROI on your new hire. Questions? Email: rdagteam@rdadvisorygroup.com. Connect with us! LinkedIn: linkedin.com/company/rdadvisorygroup...
We get it. You’re a driven agency owner and the agency’s success is on your back. You’re probably tired and often go through periods of being completely burnout. When is the last time you took a step back and reflected on your role in the agency? That’s right. Burnout CAN be fixed and avoided. It starts with re-aligning your Highest and Best Use in the agency. Questions? Email: rdagteam@rdadvisorygroup.com. Connect with us! LinkedIn: linkedin.com/company/rdadvisorygroup Facebook: facebook.c...
Agency Owners and Principals– this episode is for you. Information out there to help you run your agency is endless and right at your fingertips! As a business owner there is always something shiny, new, or “innovative”, with the hope to solve your agency’s problems. Your AgencyCFO™ team is telling you to focus on the bottom-line results. Tune-in to hear the “Big 5” metrics that will make a difference in the results of your agency! Questions? Email: rdagteam@rdadvisorygroup....
We’re back! Thank you to everyone who offered us feedback on Season 1. We listened and are back this season with not only financial wellness tips, but growth and organizational strategies. To our clients, partners and friends - THANK YOU. As always, we hope to serve you well! - The AgencyCFO™ team
The #AgencyNavigators welcome their first guest: RD Advisory Group’s Growth Advisor, Cayla Carrillo. Cayla is kicking the year off with THREE TIPS for GROWTH in 2021. Yes, three, easy ACTIONABLE tips. Growth is more than a statement or mindset, it requires action. We've got your back and are here to help you move in the right direction. Questions? Want to hear more from Cayla? Email: caylac@rdadvisorygroup.com LinkedIn: linkedin.com/caylacarrillo Connect with us! LinkedIn: linkedin.co...
We’ve heard a common focus for insurance agencies in 2021, GROWTH. Before setting growth targets, the #AgencyCFO recommends measuring your team’s SALES VELOCITY. This metric is one of the best predictors for future earned growth. Ideally, your ORGANIC GROWTH. In this episode: The Agency Navigators not only teach you how to calculate your sales velocity (%), but also how to use it for measuring your team’s current and future performance. It is one, easy to calculate metric that can scale fro...
We’ve talked about why you should separate your personal and agency finances, but we’ve never talked about how much or exactly HOW to actually pay yourself. On this episode, the Agency Navigators discuss the magic formula on calculating the right compensation for owners based on agency size and impacts to agency finances. Like most decisions, there are items to consider before moving into action. There’s no “normal” to benchmark against, so let’s talk about one of the grayest area...
As a kid, did you ever line up your dominoes and let them fall? Ironically, as adults we can actually BENEFIT from playing with dominoes the same way as we did as children. On this episode, the Agency Navigators share insight on the book “The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results” by Gary Keller and Jay Papasan. The trick is to treat our strategic projects, big tasks, etc. as dominoes. In a world where we glorify multitasking, it may be time t...
It’s the gray area that no one really talks about… complete separation of personal and agency finances. Agency owners, we get it. It’s your agency and your money, so why are we even talking about this topic? As the agency owner, it’s your responsibility to promote sound business decision making and running the agency as cleanly as possible – just as you expect your team to. Not separating the personal and agency finances could: impact the valuation of your agencydemoralize team m...
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