All Together Now

Monica Barton

When I joined Steve Pirch’s agency (in Lee’s Summit, Missouri), I could not have imagined that one day I’d play a pivotal role in developing our team and building our agency’s success. My journey began over a decade ago in an unexpected encounter during my time working at a bank. It was Halloween, and I was dressed as Candy Land character Grandma Gooey, complete with a chocolate fountain at my desk. While the moment was lighthearted and unconventional, it marked the start of a lasting professional relationship with Steve.

Initially, transitioning to the insurance industry wasn’t part of my career plan. I had a stable position as assistant branch manager at the bank, excellent mentors and a trajectory of success that made me believe I would spend my entire career in banking. However, my future fiancé encouraged me to consider the boundless opportunities in the insurance industry, describing it as a field with no ceiling.

With that perspective, I decided to take a leap of faith and joined Steve’s agency as a service assistant. What began as a curiosity about whether this role could be more than just another job quickly evolved into the question: Could this be the foundation for a long-term career?

In those early days, our team was small, and the office culture felt more laid-back than corporate. Steve shared an office space with other young agents, and each day around 3 p.m., they would gather to play Xbox or head out for a round of golf. Coming from a corporate environment, this was an entirely different dynamic for me, sparking many conversations with Steve about the future of the agency and my role within it.

Steve’s response was always supportive. He clearly communicated his commitment to supporting my career development and was open to my vision of growth within the agency. He recognized my desire for a role where I could build a long-term future and actively encouraged my professional development. Through this guidance, I progressed from my initial role to a fully licensed team member, gaining valuable experience and a comprehensive understanding of every aspect of the business.

Building alignment

Over time, my mindset shifted. Initially, I focused solely on achieving my personal goals, without much interest in team bonding. But I gradually realized that what I truly wanted was to be part of a high-performing team that celebrated success together. Steve’s mentorship shaped my growth, but he also supported my desire to work within a collaborative environment. This revelation led us to hire more team members and build a team-centered culture.

Currently, my role within the agency focuses on providing strategic leadership and dedicated support to our team of 10. To foster growth and alignment, we have implemented individual development plans for each team member, complemented by monthly one-on-one meetings to ensure their personal goals align with the agency’s objectives. In addition, I coordinate three distinct team meetings: a full-team session to align on overarching objectives, as well as two specialized meetings tailored to address the unique priorities of the retention team and the production team.

I am also heavily involved in program and campaign management, with a focus on developing systems that enhance efficiency and streamline team processes. For instance, during the COVID-19 pandemic, I implemented the adoption of Microsoft Planner, which has since become a vital tool for tracking progress on new business, campaigns and projects. This implementation has created a structured and repeatable workflow, providing each team member with a clear path to success while driving the effectiveness of our campaigns and daily operations.

The support I extend to the team goes beyond logistics and programs. I aim to provide inspiration and encouragement, which I believe is essential to sustaining the positive, competitive and close-knit culture that we’ve built.

Pursuing growth

A few years into my role, as the agency continued to grow, I recognized that my existing knowledge and leadership experience were no longer sufficient to meet the needs of a larger team. While my background in banking had provided a foundation, managing a growing and dynamic team required new skills and perspectives. With Steve’s encouragement, I embarked on a journey of professional growth, enrolling in courses on business planning and coaching. This self-directed learning was crucial since I couldn’t rely on local colleagues or resources to guide me in a role that was somewhat unique in our area.

One pivotal moment in my development came when Steve introduced me to the Korsgaden Insights concept of Practice Management through his involvement in the program with a group of agency leaders. I saw how transformative it was for Steve and our agency to connect with peers who shared his passion and vision for success.

Before this, Steve had often been met with resistance from colleagues who weren’t interested in the same level of growth, which dampened his enthusiasm. But this group of like-minded leaders helped him reignite his dream of building a high-achieving team and agency. In these moments I felt Steve transitioned from operating as an agent to embodying the role of agency owner.

With each Practice Management meeting, Steve returned with renewed energy and new ideas, sparking discussions that allowed us to align these concepts with our agency’s goals. Together, we assessed each idea, determined its fit for our team and decided what to implement immediately versus what to keep in mind for future growth.

Sharing success

Our team has come a long way, and I’m immensely proud of the culture we’ve created. We emphasize transparency and open communication, ensuring that everyone feels confident about the direction in which we’re heading. When faced with challenging industry changes or shifts in production, our collective positivity helps us stay resilient. Each of us has a role to play in maintaining the supportive and collaborative environment that allows us to celebrate our individual and shared achievements.

Our team stands out for its exceptional camaraderie and unwavering support for one another’s success. Whether it’s celebrating achievements during campaigns or offering encouragement, everyone is genuinely invested in helping each other thrive. This spirit of collaboration is particularly evident in our two-office structure, where team members rotate between locations monthly. This intentional approach has helped prevent the two offices from becoming isolated, and it’s a powerful reflection of our commitment to creating and sustaining a unified culture.

As we look to the future, I am excited to continue supporting Steve and our incredible team in reaching new heights and achieving our goals. Our journey together has been marked by significant milestones, including the honor of being named Country Financial 2023 National Champion. This achievement is a testament to everyone’s hard work and dedication, and it’s a clear indicator of what we can accomplish when we’re all rowing in the same direction.

Looking ahead, my personal growth is focused on helping other agencies in achieving similar success. Advising and mentoring others who may be navigating the challenges I’ve overcome is both fulfilling and impactful. It provides a unique opportunity to give back while contributing to the development of a more collaborative and team-focused insurance industry.

I am deeply grateful for the collaborative partnership we have built. It’s rare to work with an agency owner as committed to their team’s success as Steve, and I feel fortunate to have had a consistent voice in shaping the agency’s vision and culture. Our journey has not been marked by sudden transformations but by steady, intentional growth driven by thoughtful business planning, open communication and shared goals.

Building a team-driven culture isn’t always straightforward, but by prioritizing communication, development and mutual support, we have cultivated an environment where everyone is empowered to grow and succeed.