Business Refocused
Helps leaders navigate the numbers, people, and strategy behind sustainable growth. Hosted by Carey Wallace and Lindsay Sexton, the show dives into what really happens when a business is changing, whether it’s expanding, merging, transitioning ownership, or rethinking operations.
Each conversation offers practical insight on analyzing your business, making data-driven decisions, and building a company built to last.
Show previously named Insurance Refocused, but changed to Business Refocused in November 2025. Business owners of all industries face the same challenges as independent insurance agencies.
Business Refocused
#174 - Building a Sales Culture in an Independent Insurance Agency w/ Patrick McClure
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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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Show previously named Insurance Refocused
