In this episode of Business Refocused, Carey and Lindsay welcome back Jessica Yarbrough, COO and co-owner of Johnson Insurance and founder of Agency Ops Advantage, to discuss how operational excellence can increase agency value while creating a better experience for employees and clients.

Jessica shares how transforming operations, investing in technology, and building a high-performing culture helped her agency double in size and earn recognition as both a Best Practices Agency and one of North Carolina's Best Employers. She also explains why she's now helping other agency owners improve their operations through consulting.

The conversation explores how operational strategy directly impacts agency valuation, scalability, and long-term growth. Rather than focusing solely on financial metrics, Jessica explains why strong leadership, effective change management, and intentional culture are often the difference between agencies that plateau and those that continue to grow.

Key takeaways include:

• How operational improvements can increase agency value
• Why culture and leadership are competitive advantages
• The importance of change management when implementing new technology
• How better systems create scalability and reduce owner dependency
• Why operational excellence benefits agencies planning to grow, acquire, or perpetuate

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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 break down one of the most important financial metrics for independent insurance agencies: EBITDA.

They explain what EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization) actually means, how to calculate it, and why it's a critical measure of your agency's true operating profitability. Whether you're focused on growth, acquisitions, or maximizing your agency's value, understanding EBITDA helps you make better financial decisions.

Key takeaways include:

• What EBITDA is and why it matters
• How to calculate EBITDA from your profit and loss statement
• Why owner compensation and discretionary expenses should be adjusted
• The role of one-time expenses in measuring profitability
• How EBITDA impacts agency valuation and acquisition planning

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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 are joined by Tom Garrity and Catherine Garrity-Frans of Compass Point Consulting, LLC to discuss what it takes to successfully transition a business from one generation to the next.

Drawing from decades of experience working with family businesses across industries, Tom and Catherine share why succession planning is about much more than choosing the next leader. They explore how governance, clearly defined roles, healthy communication, and intentional leadership development create businesses that can thrive for generations.

The conversation also tackles some of the most common challenges family businesses face, including when founders struggle to let go, how to avoid nepotism, why compensation should be separated from family ownership, and the importance of preparing the next generation long before a transition begins.

Key takeaways include:

• Why successful succession planning starts years before a transition
• How family businesses can balance ownership, leadership, and family relationships
• Common mistakes that create conflict between generations
• The importance of defining roles, responsibilities, and compensation
• Why founders often struggle to step away and how to overcome it
• Practical strategies for building a business that lasts beyond one generation

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