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/

Show previously named Insurance Refocused

In this episode of Business Refocused, Lindsay and Carey sit down with Todd Hufford, CEO of Conner Insurance, to talk about on a topic that’s shaping the future of agencies: bringing in young talent.

The conversation starts light but quickly gets into something more meaningful. Todd shares how his perspective on time, shaped early in life, led him to think long-term about building an agency. Not just for today’s revenue, but for the next generation of leaders.

Todd shares how Conner Insurance scaled by consistently bringing in and developing talent, even when it meant short-term tradeoffs. Over time, that investment compounded into real growth.

That means hiring early career talent with no book of business, funding their development, and accepting that not every hire will work out. For Todd, that’s not a risk. It’s part of the strategy.

A few key ideas from the episode:

• Hiring young producers is an investment, not an expense
• Most agencies struggle here because they protect short-term profit
• Training matters more than experience, especially early on
• Data builds confidence when recruiting and developing talent
• Every team needs proof that success is achievable

Agencies that grow aren’t just better at selling. They’re better at building people.

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 sit down with Nicole Malachowski, retired U.S. Air Force Colonel and the first female Thunderbird pilot, to talk about transition.

Not just planning for it. Actually going through it.

Nicole’s career ended unexpectedly after a serious illness forced her out of the role she had built her identity around. What followed wasn’t a clean next step. It was the messy middle that most people don’t talk about.

Her perspective is simple and practical: transition comes whether you plan for it or not. What matters is how you respond.

One idea that stands out is yield to overcome. Accept where you are so you can move forward with clarity.

For agency owners, this hits directly. Transition is rarely about the numbers alone. It’s about identity, control, and what you carry with you into the next phase.

A few key takeaways:

• Transition is emotional before it’s strategic
• The hardest part is letting go of your role
• What you’ll miss isn’t always what you expect
• The skills that built your agency still matter, just in a different way

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