In this episode of Business Refocused, Carey and Lindsay sit down with Patrick McClure of Impact Performance Team to talk about one of the biggest challenges agency owners face: creating a true sales culture.

Patrick shares his journey from commercial insurance producer to sales leader and entrepreneur, helping independent agencies improve sales performance, develop producers, recruit talent, and build accountability across their organizations. What started as sales coaching has evolved into leadership consulting, recruiting, and operational support for growing agencies.

The conversation explores why many agencies hit a growth ceiling, how agency owners can transition from producer to leader, and what it takes to build a team that consistently generates new business.

Key takeaways include:

• The difference between managing producers and leading them
• How to build accountability without micromanaging
• Why recruiting the right people matters more than insurance experience
• The five non-negotiables of a successful sales organization
• How agencies can move from referral-driven growth to intentional sales growth

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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 The Insurance Refocused Podcast, Lindsay and Carey Wallace welcome Beth DeLaForest back to the show to talk about Launchpad, a new webinar series designed to help the next generation of insurance professionals learn, grow, and build meaningful industry connections.

Beth and Carey share why knowledge transfer matters more than ever as experienced leaders prepare to exit the industry and younger professionals step into bigger roles. They discuss the value of mentorship, outside perspectives, peer relationships, and learning from leaders who have already walked the road ahead.

The conversation also highlights the heart behind Launchpad: creating a free, collaborative space where future leaders can hear from experienced voices across the industry on topics like leadership, delegation, imposter syndrome, AI, and building confidence in their careers.

Link to Upcoming Launchpad Sessions

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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 special re-release, we’re sharing an episode originally featured on Nina Shepard's Insurance Leaders Lab Podcast. Carey joins Nina to talk about financial clarity for independent insurance agency owners.

They discuss why waiting until you're ready to sell is a mistake, how your compensation structure could secretly be tanking your agency's value, and the three key drivers that determine what your business is really worth—growth, profitability, and transferability.

Originally featured on the Insurance Leaders Lab Podcast

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