Welcome to the Drivable Bites- The Prevail Perspective podcast, where amazing things happen.
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The independent insurance agency space is rapidly changing and evolving. The whole industry is feeling it and we want to provide a connection for agents to understand that they’re not alone. Join industry expert, Carey Wallace, and her Gen X daughter, Lindsay Wallace, as they interview agency owners, and get down in the nitty-gritty of every day topics that you face in your agency. The incoming wave of M&A, agency marketing, technology & insurtech, and generational change is upon us, join us ...
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#84 - Holding Court w/ Heath (The Mayor) Shearon
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43:54
In this episode, Lindsay and Carey sit down with Heath Shearon, the Mayor of Insurance Town to chat about topics such as the impact of technology on the future of the industry, and the importance of maximizing efficiency and driving margins in agencies. Overall, the conversation highlights the need for adaptation and creativity in the insurance ind…
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#83 - Redefining Ability: Autism in the Workplace w/ Spencer Berg
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34:04
In this episode, Lindsay and Carey sit down with Spencer Berg, to share his story finding the abilities in his autism diagnosis that helped him build a successful career in the insurance industry. Spencer emphasizes the importance of recognizing and valuing the unique abilities of individuals with disabilities and discusses the misconceptions about…
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#82 - Adapting to the Evolving Tech Landscape w/ Sean & Paul Hawkins
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35:45
In this episode, Lindsay and Carey sit down with Sean and Paul Hawkins, the founders of Hawksoft to chat about what large technology companies are doing to keep up with the rapidly evolving insurtech landscape. This episode covers many topics including challenges of integrating different software systems, the importance of focusing on relationships…
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#81 - Four Generations of Trimbles w/ Kirt Trimble
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31:37
In this episode, Lindsay and Carey sit down with Kirt Trimble, the president of Trimble Insurance as shares his experience of being the fourth generation to transitioning into ownership of the agency. He emphasizes the importance of planning, clear communication, and understanding the strengths and culture of the agency. Kirt also discusses the rol…
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#80 - Get Your Financials In Order Pre-Sale w/ Aaron Stocks
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32:37
In this episode, Lindsay and Carey interviews Aaron Stocks, CEO of PFS Global and AgencyPoint, about outsourcing accounting for independent insurance agencies. They discuss the process of onboarding, cleaning up books and taxes, and the importance of tax planning. They also touch on the benefits of outsourcing accounting, such as creating redundanc…
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#79 Reflections on Year One as CEO of Big I w/ Charles Symington
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34:27
In this episode, Lindsay and Carey sit down with Charles Symington, the CEO of the Independent Insurance Agents and Brokers of America, to discuss his journey in the insurance industry and the challenges faced by independent agents. The conversation covers the current hard market and the impact of technology on the industry. Symington emphasizes th…
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#78 - Lead Gen Strategy w/ Jonathan Lugo
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35:41
In this episode, Carey and Lindsay sit down with Jonathan Lugo, a Producer at Veritas Insurance. They discuss Jonathan's journey into the insurance industry, his focus on his niche, and how he created FirmSecured to help grow that niche and build a specialized career as a young producer entering the insurance space. The interview touches on buildin…
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#77 - 37 Agencies and the Road to One More Policy w/ John Darr
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42:39
In this episode, Lindsay and Carey sit down with John Darr, the president and founder of Darr Schackow Insurance to discuss John's experience acquiring 37 agencies and continuing to grow his agency. John shares his approach to growth by acquisition and explains how he keeps acquired agencies separate while still working towards organic growth. He s…
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#76 - Understanding Tax Implications in Insurance Agency Acquisitions w/ David E. Foate
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38:10
In this episode, Lindsay and Carey Wallace sit down with David E. Foate, an attorney with PFS Law specializing in insurance agency acquisitions. They discuss the key considerations for buyers when acquiring an agency, including financial due diligence, legal considerations, and tax implications. David emphasizes the importance of having a team of a…
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#75 - Not Your Grandfather's Acquisition Strategy w/ Adam Bowe
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35:17
In this episode Carey and Lindsay sit down with Adam Bowe, Founder of Cake, to chat about how this platform brings an innovative solution to buying and selling insurance agencies. The conversation explores the platform's features, the buyer and seller experience, and the impact of the hard market on Cake's adoption. Visit https://www.haveyourcake.c…
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#74 - Deciding to Sell the Agency w/ Matt Crismore
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35:02
In this episode Carey and Lindsay sit down with Matt Chrismore of The Crismore Agency as he shares his experience of selling his agency after owning it for four years. The decision to sell his agency was made to simplify his life, leverage resources, and focus on what he enjoys most—talking to clients and providing the best insurance value. Matt em…
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#73 - Video is a Game Changer w/ Chris Langille
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37:47
In this episode Carey and Lindsay sit down with Chris Langille, Founder of Advisor Evolved to talk about the importance of branding and the use of video content to enhance brand presence. Chris gives advice to agencies who may be struggling to create engaging content and gives examples of the way he humanizes his approach to branding. This episode …
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#72 - Business Partnerships: Lessons Learned w/ Grant Weber
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35:56
In this episode Carey and Lindsay sit down with Grant Weber, President of TruSummit Insurance Solutions to talk about the entrepreneurship, partnerships, and the challenges of business ownership. Grant shares his personal experiences and lessons learned, offering valuable advice for those considering partnerships. He emphasizes the importance of cl…
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#71 - Could Data Change the Acquisition Space w/ David Watson
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37:37
In this episode, Carey and Lindsay are joined by David Watson from RiskAdvisor to talk about the impact of data on agency operations and acquisitions. The conversation covers the topic of RiskAdvisor's functionality, and explores the efficiency and value of capturing and leveraging data, as well as the potential for data-driven decision-making in a…
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#70 - Launching Trusted Risk Advisor Status
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33:54
In this episode, Lindsay and Carey sit down with Elliot Bassett, the president of Ellerbrock-Norris and co-founder of Rocketship Ventures. They discuss Elliot's journey in the insurance industry and the development of Launch, a software platform designed to help insurance agencies become trusted advisors to their clients providing a roadmap to assi…
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#69 - Embracing Vulnerability and Authenticity w/ Meg McKeen
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36:27
In this episode, Lindsay and Carey are joined by Meg McKean to discuss imposter syndrome, knowing your worth, and redefining success. They explore the challenges and doubts that come with pursuing a non-traditional career path, the importance of embracing your own journey, and the power of vulnerability and authenticity. Meg shares her own experien…
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#68 - Family First w/ Olivia Schmitt
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33:09
In this episode, Lindsay and Carey sit down with Olivia Schmitt from Vertafore to talk about personal and professional growth in the insurance industry. Covering various topics, including their love for family and dogs, the importance of having a mentor, and redefining success in different areas of life. Olivia shares her experience transitioning f…
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#67 - Investing in the Right Tools w/ Kevin Panter
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37:16
In this episode, Lindsay and Carey sit down with Kevin Panter, the owner of Kevin Panter Insurance and a founding member of Southeastern Network Agencies (SNA) to discuss the importance of technology and learning from failure. Kevin emphasizes the importance of hiring the right people, partnering with the right companies, and investing in technolog…
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#66 - A Lawyers Take on The FTC Non-Competes Ban w/ Jennifer Weaver
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42:36
In this episode, Carey and Lindsay sit down with Jennifer Weaver, a lawyer at Manning Fulton & Skinner, P.A., who specializes in insurance industry litigation, to discuss the recent ruling by the FTC banning non-compete clauses in employment contracts. She explains that non-competes are agreements between employers and employees that prevent the em…
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#65 - Playing the Long Game w/ Jimi Honochick
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32:53
In this episode, Carey and Lindsay sit down with Jimi Honachek, Vice President of YMI Insurance, to talk about his industry journey. From integrating into his family agency's legacy to fostering trust among the staff, Jimi shares invaluable insights reflecting on his podcasts for local marketing initiatives, and the intricacies of implementing tran…
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#64 - From Doctor to Insurance Agent w/ Jacob Eisenrich
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35:02
In this episode, Lindsay and Carey interview Jacob Eisenrich, Vice President of Weatherby-Eisenrich Insurance. Jacob shares his unique background as a doctor who transitioned to the insurance industry and discusses the reasons for leaving the medical field and how he settled on insurance as a career. Jacob emphasizes the importance of being data-dr…
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#63 - The Truth about Selling Your Agency w/ Matt Naimoli
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35:04
In this episode, Lindsay and Carey sit down with Matt Naimoli to discuss Matt's journey of selling his agency. They cover topics such as finding the right partner, educating oneself on the selling process, and setting expectations for the future. Matt shares his insights on running the business with a future sale in mind and the significance of day…
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#62 - Marketing 101 w/ Daniel Smith
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36:54
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36:54
In this episode, Lindsay and Carey interview Daniel Smith, the co-founder of Market Retrievers, a digital marketing agency for insurance agencies. They discuss the importance of marketing for agencies and provide insights on how to effectively market insurance services. They cover topics such as choosing the right marketing channels, utilizing AI i…
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#61 - In Memory of Bobby Salmon
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40:48
🕊 In Memory of Bobby Salmon 🕊 In this special re-launch episode, we pay tribute to our Bobby Salmon, whose passion in the independent insurance industry continues to inspire us. Join Carey and Lindsay as they revisit their conversation with Bobby, delving into the importance of fostering relationships in our industry and shaping its future. Though …
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#60 - Reflecting on Failures w/ Chris Paradiso
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44:11
In this episode, Carey and Lindsay sit down with Chris Paradiso, the owner of Paradiso Insurance. They discuss Chris's background in insurance and the importance of discipline and mental readiness when buying an agency. Chris shares his experiences with failure and the lessons he has learned from them. He emphasizes the significance of building rel…
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#59 - Owning Your Niche w/ Clinton Orr
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33:12
In this episode, Carey and Lindsay sit down with Clinton Orr, an insurance agent and partner at iProtect Insurance. Clinton shares his journey in the insurance industry, starting from his background in real estate and his transition to insurance. He discusses the importance of finding a niche and building a book of business, particularly in the com…
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#58 - Navigating Partnerships w/ Chris May
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34:07
In this conversation, Chris May shares his experience of starting his own insurance agency and navigating a partnership. The conversation covers topics such as getting started in the insurance industry, the decision to start a partnership, the importance of clear communication and expectations, and the process of ending a partnership. Chris emphasi…
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#57 - Planning for Ownership Transfers w/ Erik Garcia
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40:53
In the third episode of the series, Carey and Lindsay sit down with Erik Garcia from Plan Wisely to talk about the financial challenges and considerations of ownership transfers in independent insurance agencies. Discussing the importance of emotional and financial readiness, setting clear boundaries, and planning for retirement and succession. The…
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#56 - Financial Planning for Agency Owners w/ Erik Garcia
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35:11
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35:11
In this episode, Carey and Lindsay sit down with Eric Garcia from Plan Wisely to discuss the financial planning considerations for agency owners. They cover topics such as starting an agency from scratch, being careful who you take cues from, aligning personal and business finances, and creating cash flow and equity. They emphasize the importance o…
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#55 - Financially Preparing for Ownership w/ Erik Garcia
36:43
36:43
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36:43
In this episode, Carey and Lindsay sit down with Erik Garcia, owner of Garcia Insurance Services and Plan Wisely, to discuss how future owners can set themselves up for success with preparing their personal finances for ownership. Erik emphasizes the need to start with a clear purpose and align financial decisions with personal values. He also disc…
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#54 - Selling the Family Legacy w/ Christos Provistalis
32:04
32:04
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32:04
In this episode, Carey Wallace and Lindsay sit down with Christos Provistalis about the recent sale of his family's business, Pleasant Pizza. They discuss the history of the business, the decision to sell, and the emotional impact of letting go. Christos shares how his family announced the sale to their staff and the community's response. He also t…
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#53 - The Secret to a Successful Multi-Generational Agency w/ Patty & Vanessa Lares
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37:12
In this episode, Carey and Lindsay sit down with Patty and Vanessa Lares to discuss how mother-daughter duos are revolutionizing the insurance industry. Breaking gender stereotypes, they unveil the secret ingredients for building a successful multi-generational agency, emphasizing how consistency, dedication, and proactive referral requests fuel th…
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#52 - Agents Learning From Agents w/ Michael McCormick & Taylor Dobbie
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36:26
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36:26
In this episode, Carey and Lindsay sit down with Michael McCormick and Taylor Dobbie, founders of Insurance Soup, a Facebook group revolutionizing agent collaboration. Join the conversation as they discuss breaking down industry silos, creating a safe space for agent-to-agent learning and growth, and pushing each other to excel. Discover how Insura…
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#51 - Finding Your Staff's Right Seat w/ Missy Stallings
32:03
32:03
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32:03
In this episode, Carey and Lindsay sit down with Missy Stallings, owner of Stallings Insurance Agency, as she shares her journey in the insurance industry and how she navigated challenges such as long commutes and starting her agency during a recession. She discusses the importance of mindset and how she draws inspiration from Tony Robbins. Missy a…
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#50 - A Lawyers Perspective on Buying/Selling w/ George Pilat
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34:16
In this episode, Lindsay and Carey sit down with George V. Pilat, a partner at Gertzberg, Lakata law firm. George has extensive experience working with insurance agents and agencies, particularly in M&A transactions. He provides legal services related to errors and omissions defense, coverage analysis, administrative proceedings, and more. The conv…
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#49 - Optimizing AI w/ CJ Hutsenpiller
32:23
32:23
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32:23
In this episode, Lindsay and Carey sit down with CJ Hutsenpiller, a Private Client Advisor at Hutsenpiller Insurance, Co-owner of CAC and TacoBot. They discuss the implementation of AI in insurance agencies and the various ways it can be used, such as content creation, personal AI training tools, and accounting reconciliation. CJ also explains the …
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#48 - Back to Sales Basics w/ Billy Williams
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39:02
In this episode Carey and Lindsay sit down with Dr. Billy Williams, an expert in insurance sales, shares his insights on the biggest misconception in sales and the role of technology in the industry. He emphasizes the importance of scripts and templates in effective communication and provides practical advice on creating an elevator pitch. This epi…
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#47 - Double Your Manpower & Cut Your Costs w/ Austin Moorehead
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34:56
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34:56
In this episode, Carey and Lindsay sit down with Austin Moorhead from LAVA Automation to discuss how integrating sales and marketing into your agency can double your manpower and cut costs. Learn about the crucial roles that Virtual Assistants and CRM systems play in achieving this efficiency boost. Tune in for insights into optimizing your agency'…
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#46 - Bankers' Mindset in Acquisitions w/ Morgan Harriss
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33:04
In this episode Carey and Lindsay sit down with Morgan Harriss from Live Oak Bank to talk about financing acquisitions, buyer considerations and the market shift impact on M&A. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of accounts – with other agent…
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#45 - Beginners Guide to Acquisitions w/ Rob Bowen
37:29
37:29
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37:29
In this episode, Carey and Lindsay sit down with Rob Bowen from Patriotic Insurance Group to talk about the recent process he wen through of acquiring an insurance agency. They discuss the importance of getting your own agency in order before considering acquisitions, the red flags to look out for when evaluating potential agencies to buy, and the …
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#44 - Automation: The Power of Time w/ Casey Nelson
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34:56
In this episode Carey and Lindsay sit down with Casey Nelson from Stakwise to talk about how automation can give your agency back valuable time, help build processes and expectations with your customers. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business or a slice – a chosen group of …
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#43 - The Internship of Buying an Agency w/ Lisa Hengel
28:02
28:02
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28:02
In this episode, Carey and Lindsay sit down with Lisa Hengel from Willow Wood Insurance Agency to talk about her journey buying an agency, or as she calls it, her 'internship.' We delve into the real-world lessons she learned, what it was like bringing a new team member on board, and how she stumbled upon the two agencies she now owns. This episode…
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#42 - Generations of Teaching w/ Christy & Chasity Ross
37:35
37:35
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37:35
In this episode Carey and Lindsay sit down with Mother and Daughter Duo Christy & Chasity Ross from Cecil A. Ross Investment & Insurance Group to talk about how they are utilizing technology in their multi-generational family agency, what training looks like, and their take on how being a family agency gives you an edge on a hard market. This episo…
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#41 - Steady Process Progress w/ Thomas Mann
36:39
36:39
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36:39
In this episode, Carey and Lindsay sit down with Thomas Mann from Aureus Analytics to discuss agency data, the utilization of predictive processes for safeguarding your human capital, and the technological strategies employed by agencies. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of busin…
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#40 - M&A is a Bullet Point on the Journey w/ Keith Savino
38:14
38:14
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38:14
In this episode, Carey and Lindsay sit down with Keith Savino, Managing Partner at PCF Insurance Services, to discuss navigating M&A decisions, keeping 'the point of sale' in mind after 'the point of sale,' and the transformation that occurs when you begin to view your agency as a business rather than just a lifestyle. This episode is brought to yo…
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#39 - Funding the Sale w/ Mike Wagar
35:59
35:59
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35:59
In this episode, Carey and Lindsay sit down with Mike Wagar from Westfield Bank to talk about what goes into buying an agency from a banker's perspective, how agencies are positioning themselves for success, and what a couple of the different options are. This episode is brought to you by Cake, connecting independent insurance agents looking to sel…
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#38 - Breaking Down Data w/ Pat West
37:07
37:07
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37:07
In this episode, Carey and Lindsay sit down with Pat West from B Atomic to break down the true meaning of "data-driven," the significance of prioritizing your agency's data, and how B Atomic can support you on your data-driven journey. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of business…
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#37 - Agency Mergers: Cash to Bots w/ Angela Trimble
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32:38
In this episode, Carey and Lindsay sit down with Angela Trimble, owner of TrustPoint Insurance & Real Estate, to discuss the dynamic journey of owning an agency with a partner, merging acquired agencies, and navigating the ensuing challenges. This episode is brought to you by Cake, connecting independent insurance agents looking to sell a book of b…
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#36 - Pivot to Success w/ Nicole Ostrander
26:42
26:42
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26:42
In this episode Carey and Lindsay sit down with Nicole Ostander from Vault Insurance & Risk Management to talk about how her agency has pivoted their way through the hard market so far, their experience going through a name and branding change, and how she makes sure her staff are in the right seats for their skills. This episode is brought to you …
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#35 - The Building Process w/ Daniel Rohrbaugh
39:24
39:24
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39:24
In this episode, Carey and Lindsay sit down with Daniel Rohrbaugh, President of Raleigh Insurance Group, to discuss his journey in growing his scratch agency, staff expansion decisions, his strategy for choosing the right network, and the role of industry involvement in his success. This episode is brought to you by Cake, connecting independent ins…
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