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In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Carey Wallace, the CEO of IntellAgents. Carey talks about the power of data and the importance of understanding the value of your agency.

Episode Highlights:

  • Carey mentions that she’s passionate about helping small business owners win. (3:48)
  • Carey shares that while they were building IntellAgents, they mined their own data as an association and the biggest areas of need were valuation and perpetuation planning. (6:18)
  • Carey mentions that disruption causes change, but their industry is incredibly recession-proof and stable and that’s why private equity has come and stayed in the industry longer. (9:22)
  • Carey mentions that meeting a new agency owner that’s growing, focused on the future, and understands the value of their agency, is different than someone who’s at the end of their career. (12:52)
  • Carey shares that if you’re making investments in your agency as an agency owner, and you’re investing in technology, marketing, data, and you’re only keeping it to yourself, it will fail. (52:45)

Tweetable Quotes:


  • “We had some forward-thinking agents on our board that believed that data was the gold that the association had and if we could leverage that data to help our agents grow their businesses, that is a completely new and different thing that associations had not been doing before.” – Carey Wallace
  • “I think it takes innovative thought, and it takes new leaders. And really this generational shift that’s happening in our industry is what’s going to drive the change because those people know what worked for the past 20 years isn’t what’s going to work for the next 20 years. But our impact is much more muted than other industries.” – Carey Wallace
  • “Your people are your biggest asset and when they have to buy in and they understand what they’re doing, and how it impacts their job, how it impacts their ability to serve your clients, and how it impacts your overall agency, that’s gold. Now you’ve motivated them and empowered them to understand their role in the whole process.” – Carey Wallace

Resources Mentioned:

The Power Producers Podcast where we are refining and redefining the sales game.

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