This week I'm joined by Carey Wallace, founder of Agency Focus and one of the most trusted advisors in the independent insurance agency space.

We talked about the part of the business most owners avoid. The valuation. The P&L. The benchmarks. The honest conversation about what your agency is actually worth and what's quietly hurting that number.

In this episode:

→ Why 83% of independent agencies in the U.S. are under $1.25M in revenue and why that matters
→ The trap of comparing your agency to a headline sale price
→ Why you need 3 to 5 years of runway before a sale to actually move the number
→ The shift from transactional to advisory and why AI is going to force this conversation
→ My own 14-month acquisition story and what it taught me about my own blind spots

If you're building an agency, leading one, or thinking about your next phase, this one is for you.

Connect with me: Instagram → @monicaadwani
LinkedIn → Monica Adwani

#TranscendWithM #Season3 #WomenInInsurance #InsurancePodcast

What does it actually take to build an agency worth keeping →whether you sell it, pass it down, or hold it forever?

This week I sat down with Matt Naimoli, co-founder of GNN

Insurance and now M&A advisor at Legacy Advisors, for a conversation that's not about theory. It's about what most agency owners only learn the hard way.

Matt and I built together inside GNN years before he walked me through the process of selling my own agency. So when he speaks about M&A, organic growth, and where thisn industry is heading,

I listen → and you should too.

In this episode:

→ Why you should operate your agency as if you were going to sell

it (even if you never will)

→ The current M&A market and why organic growth is the new leverage

→ How AI is quietly reshaping who wins in the next 12 to 24 months

→ The 5 stages every owner has to go through (and where most get stuck)

→ The financial discipline that separates top valuations from

millions left on the table

→ The question that changed how I led my agency every single month

→ What buyers are really looking for in 2026

If you own an agency, work at one, or are thinking about starting

one → this episode is essential.

CONNECT WITH MATT NAIMOLI

LinkedIn: linkedin.com/in/matthewnaimoli

Legacy Advisors: legacyadvisors.com

CONNECT WITH MONICA ADWANI

LinkedIn: linkedin.com/in/monicaadwani

Instagram: @monicaadwani

FOLLOW TRANSCEND WITH M

LinkedIn: Transcend with M

YouTube: youtube.com/@transcendwithm

New episodes every week.

Five years ago, Melissa Gilbo was one of the first guests on Transcend with M. She came back for Season 3 a completely different woman. And so did I.

Melissa is the Founder and CEO of Women’s Business League, a national platform for women in business now in its 8th year. She built it from zero. No playbook. No roadmap.

Just one honest conversation with a stranger at a local pizza restaurant and the belief that women deserved a community built on real relationships, not transactions.

In this episode we talk about what it really means to build something that lasts. Why the women who succeed aren’t the ones who network harder, they’re the ones who stopped performing and started connecting. What new insurance producers are still not being taught. And why community isn’t a nice-to-have. It’s the infrastructure.

I also share something personal in this episode that I’ve never talked about publicly before.

This one is for every woman who has ever been the only one in the room and wondered if she belonged there.

Juan Carlos (JC) Morales shares his unique perspective on the world of finance and how he has dedicated his career to strengthening and empowering the Latino community as the founder and CEO of Surfside Capital Advisors. He has led innovative financial strategies for companies in Boston and beyond and has been a key architect of initiatives that positively impact Latinos.

From his prominent roles in Fortune 500 companies to his tenure as CEO of BNY Mellon Mexico and CFO at TIAA Asset Management and State Street Global Advisors, JC has shown unwavering commitment to the inclusion and economic advancement of Latino communities. His influence extends beyond corporate boundaries: as a co-founder of the Boston chapter of the Association of Latino Professionals for America (ALPFA) and creator of the Latino Equity Fund at The Boston Foundation, he has raised over $8 million to support Latino causes since 2013.

His story inspires everyone to strive for financial freedom and to use their resources for collective well-being. Don't miss his inspiring journey in our latest episode, available now on Spotify! 🎧✨

The transformative power of taking control of your finances, and the impact it can have on your life. Meet Tess, a determined woman who discovered just that.

In this episode, Tess shares her journey of mastering her financial future. Through her inspiring storytelling, she reveals how taking charge of her finances has transformed her life and empowered her to achieve her dreams. Reflect on your own financial habits and learn practical tips to take control of your financial destiny.

The importance of practicing self-compassion, leaving guilt behind, and taking care of oneself. Dulce Orozco, a standout immigrant therapist who is making an impact in the Latino community today.

In this episode, Dulce shares her struggles in balancing her career and her Latina identity. Through her heartfelt storytelling, she reminds us of the importance of seeking help, leaning on others, and embracing our vulnerabilities as we pursue personal growth and fulfillment.

Have you ever discovered the beauty in the imperfection of your dreams? Have you found perfection in accepting the imperfect, despite our expectations? Have you experienced greatness within what you considered imperfect?

Meet Paulette Piñero, who bravely followed her heart, leaving everything behind to create her own brand called Unstoppable Latina, helping brands reach the top. Her journey is a true inspiration, showing us that we can forge our own path and discover what success truly means to us. Discover how, from a job that seemed perfect, Paulette dared to follow her intuition and craft the life she truly desired.

How many times have we felt lost, unable to find our way? And how many times have we needed someone to accompany us in the process? Sometimes, we think we can do it alone, but is it really necessary to go through this process alone? Do you know what coaching is?

Michelle Fermín, a prominent leader recognized for her outstanding leadership at Century 21 and for turning The Fermín Group into a global benchmark, shares with us how coaching helped her reach the top, both professionally and personally. Discover how Michelle achieved the number 1 position in her country and the third worldwide in the competitive world of Real Estate.

🌟 Discover the incredible story of Arianny Arias, a mortgage specialist who is making a difference in building generational wealth in the vibrant Latinx community of the United States. 🏡✨ From her beginnings as an immigrant to becoming an expert in mortgages, Arianny guides us through her exciting journey and shares why she believes building a lasting financial legacy is so crucial. 💼💡 "Teaching them about the importance of homeownership, investment, and financial planning is the key to building a solid future." Join Arianny Arias on her mission to inspire the Latinx community to reach new financial heights and build the legacy they deserve! 🚀🌎

🌟 Discover the incredible journey of Miguelina Peralta, a courageous Latina who transformed her life through the power of Networking in the United States! 🌟

🌍 Immerse yourself in the thrilling narrative of Miguelina, who left her homeland to pursue her dreams in the land of opportunities.

Miguelina will exclusively share the secrets behind her success: Networking as the key to unlocking doors! Learn how she built strong relationships in the industry, connecting with influential professionals who guided her towards extraordinary job opportunities.

💼 Get ready to be inspired as Miguelina shares anecdotes, tips, and practical strategies for those who also dream of succeeding in a new country through Networking. This episode will motivate you to build your own network of connections to achieve the professional success you've always desired!

🎙️ Don't miss this episode full of excitement, achievements, and valuable lessons. Get to know the story of Miguelina Peralta and discover how Networking can be your passport to a brilliant future in the United States! 🌟