In this episode of Business Refocused, Carey and Lindsay sit down with Trey Siner to talk about one of the hardest questions an agency owner can ask: When is enough, enough?

After more than 20 years of building his agency from scratch, Trey started thinking seriously about what he wanted the next chapter of his life to look like. The decision to sell was not just about valuation or getting the right number. It was about his family, his time, his team, and whether he was ready to let go of something he had spent decades building.

Trey shares how he prepared the agency before the sale, why finding the right buyer mattered so much, and what the transition actually looked like behind the scenes. He also talks about something that often gets overlooked in succession planning - preparing yourself for what comes after the deal closes.

Key takeaways include:

• How to know when it may be time to sell your insurance agency
• Why preparing years before a sale can create better options
• What to consider beyond the purchase price
• How to evaluate the right buyer for your team and clients
• Why agency valuation and clean financials matter before going to market
• How to prepare personally for life after selling your agency

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 Coffee Break episode of Business Refocused, Carey and Lindsay are joined by AgencyFocus team member Lauren Washington to break down how to calculate your agency’s adjusted EBITDA and get a clearer picture of true operating profitability.

They walk through the discretionary and one-time expenses that can distort your P&L, from country club dues and luxury vehicles to severance, rebrands, technology conversions, and other non-recurring costs. They also explain why properly categorizing expenses matters when benchmarking your agency against peers.

Key takeaways include:

• Which discretionary expenses to adjust out of EBITDA
• How to identify one-time and non-recurring expenses
• Why expense categorization matters for agency benchmarking
• How adjusted EBITDA provides a clearer view of profitability
• Why understanding true profitability matters for valuation and 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/

Show previously named Insurance Refocused

In this episode of Business Refocused, Carey and Lindsay welcome back agency owner Kyle Becker to discuss how benchmarking changed the way he manages his agency. From improving financial reporting to evaluating technology investments, Kyle shares how understanding his numbers has helped him make more confident business decisions.

The conversation explores why many agency owners only see part of the financial picture and how benchmarking provides the context needed to measure growth, profitability, staffing efficiency, and operational performance. Kyle also shares how his agency is using AI and automation to improve revenue per employee, increase capacity, and create a better client experience.

Key takeaways include:

• Why benchmarking is more than comparing numbers
• How accurate financial reporting leads to better decisions
• The role of revenue per employee in measuring agency efficiency
• How AI and automation can create capacity without sacrificing service
• Why agency owners need peer groups and benchmarking to drive 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/

Show previously named Insurance Refocused