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/

On Insurance Refocused, Lindsay and Carey sit down with Aaron Stocks, CEO of AgencyPoint (PFS Global), to compare accounting firm acquisitions with independent insurance agency M&A. Aaron breaks down why client transferability, systems standardization, and regulatory disclosures make accounting roll-ups very different from buying an insurance agency. He also shares hard-won lessons on cultural fit, pricing discipline, and what to review before you trust a spreadsheet.

What you’ll learn

• Why broker-of-record and carrier appointments boost transferability in insurance
• How Board of Accountancy rules and consent requirements slow accounting deals
• Benchmarks and typical multiples across both spaces
• Retention risks when a solo CPA book moves into a larger firm
• A practical diligence checklist for quality of tax returns, packaging, and client fit
• Real timelines from first conversation to close and through year-one integration

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

In this episode of Insurance Refocused, Carey and Lindsay Wallace break down a powerful agency transformation that doubled in value in just four years. Starting with $3.5 million in revenue and 27–28% profitability, this agency faced key challenges—an aging owner, outdated systems, and compensation structures that limited growth. Carey and Lindsay walk through the strategic changes that fueled its success, including right-sizing producer compensation, modernizing technology, empowering new leaders, and building an internal perpetuation plan.

You’ll hear how these steps not only boosted profitability and growth but also improved carrier relationships, culture, and long-term sustainability. If you’re an agency owner thinking about transition planning or improving your valuation, this case study is packed with practical insights you can apply today.

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/

In this special re-release, we’re sharing an episode originally featured on HawkSoft’s Insurance Perspectives podcast. Carey joins Kenny Hendricks to break down what it really takes to buy an agency—from assessing your readiness and evaluating cultural fit to spotting red flags before you sign.

They dive into the key performance indicators every buyer should understand and why communication across your team is one of the most important parts of a successful acquisition.

Originally featured on the HawkSoft Insurance Perspectives Podcast

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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/

Your agency might have strong revenue, solid margins, and loyal clients, but does the business truly stand on its own? The answer comes down to transferability.

In this episode, Lindsay and Carey Wallace talk with Monica Adwani of Breezy Seguros about what it really takes to build an agency that is valuable beyond the owner. Monica shares her journey from joining a startup as the fourth employee, to helping grow and sell that agency, and now to running her own consulting firm and serving a new community as a partner at Breezy.

You’ll hear about:

• Why owners themselves are often the biggest risk to agency value
• How to make your operations, book, and team less dependent on you
• The role of client communication preferences in shaping sustainability
• What it means to build a culture that supports long-term transferability

If you want your agency to thrive today and be worth more tomorrow, this conversation will give you practical ideas and inspiration to get there.

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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/

In this episode, Lindsay and Carey Wallace sit down with Charley Todd from Charley Insurance to explore his pivotal decision to transition from a captive agency to the independent side of the insurance industry. They delve into the motivations behind this bold move, the surprising challenges of starting anew, and the exciting opportunities it presents. Charley shares his philosophy on embracing entrepreneurship, the critical importance of customer experience, and his ambitious vision to specialize in home insurance for disaster-prone states. The discussion highlights the value of viewing industry changes not as threats, but as catalysts for innovation and creative growth.

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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/

In this episode, Lindsay and Carey Wallace sit down with Rob Bowen from Patriotic Insurance Group to reflect on his first-year post-acquisition. They explore the challenges and lessons learned during the transition from a paper-based system to a digital one, the importance of communication with carriers, and the human element in maintaining business relationships. Rob shares valuable insights on pacing change management, the significance of mentorship, and the necessity of accurate data management. The discussion emphasizes the need for empathy and understanding in navigating the complexities of agency acquisitions.

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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/