[Blog] Helping others succeed

By the Korsgaden International TEAM
Michelle Huberton why she developed the Korsgaden International Practice

Before joining Korsgaden International as a principal, Michelle Hubert spent 30 years in the financial services and insurance industry helping business owners attain operational and leadership excellence. An author, Million Dollar Round Table qualifier and international speaker, Michelle specializes in developing leaders, building culture and driving results.

In addition to her coaching and consulting work, Michelle facilitates Korsgaden International’s one-day Practice Management Program as well as the monthly, follow-up study group sessions. Her track record of success owning and operating a financial services agency and coaching and developing leaders, coupled with her experience as a manager, director and regional vice president gives her a unique understanding of the challenges and opportunities participants in the program are faced with every day.

A true servant leader, Michelle is passionate about developing others to their highest potential. She spoke with us recently about joining Korsgaden International and facilitating the company’s Practice Management Program.

KI: What made you decide to join Korsgaden International?

I had a long-held dream of a new season where I would be able to help others in their personal leadership journeys as well as build their organizations beyond what they believed to be possible. When I knew that the timing was right for me personally to make that leap, I immediately thought of Troy Korsgaden and what a partnership with him might look like. Although I have known Troy for 20 years, I had an opportunity to get to know him well over the last six years. I serve on a board for an industry organization that Troy and I are both active in. Our paths started to cross more, and as we worked on projects together, it became clear that there was an enormous amount of alignment between what he had already built at Korsgaden International and what I wanted my next season to look like. Even more important than the professional alignment was the personal alignment. It was imperative to partner with someone whose personal values matched up with mine. Both of us are extremely passionate about bringing value to a profession that we have been so blessed by.

KI: Why did you develop the Practice Management Program?

Over the last 20 years of working with every major multiline carrier, we recognized that there is a need for training in practice management across the profession. Often, carriers have great systems and processes for training producers on how to generate results for themselves. However, we have found that most do not train (or coach) on how to build an organization that creates consistent, predictable results. Even the best of the best in our profession do not have much experience in recruiting and developing people or creating organizational alignment. They are successful because they rely on their strengths and capacity. That is not a sustainable business model, and they often struggle to break through to the next level.

KI: How does the Practice Management Program help people take their organizations to the next level?

The Practice Management Program is a deep immersion into transforming the organization to meet the demands of today’s complex business environment and higher-than-ever client expectations. During the program, participants assess their systems and processes and develop action plans to drive profitability and productivity while creating a more meaningful experience for their clients.

I work with participants individually as well as in the study groups, and it is incredibly rewarding to see the changes they are making and the success they are having. For example, one participant spoke with me about how productivity increased after streamlining his processes so that they are simple and repeatable. Another told me she’s seen a significant increase in life insurance production since putting in place the strategies she learned in class. And she doesn’t have to guess about life production anymore. The process she implemented will create consistent, predictable results. Some of the most rewarding feedback is when people tell me how they’re changing their agency cultures to move away from transactional selling to deeper client relationships. That goes to the heart of what Troy and I believe about this profession, and because I meet with the study group monthly, I get to experience this journey with them.

KI: What topics are covered in the program?

The focus of the program is on five business-growth areas for leading and managing a high-performing practice. However, as with any change initiative, people must first acknowledge that change is needed. So, we start every Practice Management Program with a state of the industry discussion that addresses consumers’ expectations and explains why a new business model is essential to succeed in today’s environment.

Then we focus on the five business-growth areas:

     Building a high-performance team Attracting, recruiting, selecting and developing high-performing team members.

     Maximizing the sales process. Executing high-impact lead generation and management strategies and conducting more meaningful client appointments.

     Deepening client relationships. Building client loyalty and trust by delivering an unrivaled experience with every client interaction.

     Optimizing operations. Standardizing and streamlining operations to increase efficiency and productivity and monitoring key performance indicators.

     Leading with purpose. Creating a leadership framework that inspires and engages team members in growing the organization.


KI: Who are the facilitators for Practice Management?

I co-facilitate the Practice Management Program with Troy Korsgaden. Our combined experience and complementary presentation styles work well together to create an engaging and interactive experience for participants. We cover a lot during the day, and it can feel both exhausting and energizing—for us and the participants. But in the end, it’s an amazing experience for everyone.

KI: Who can benefit from Practice Management?

Agents, advisors and field leaders who are committed to taking their organizations to the next level. Additionally, we have had interest from carriers who are looking for ways to support producer and leader growth.

KI: What are the performance outcomes of the program?

As a result of completing the program, participants will be able to develop and execute a comprehensive business plan that includes strategies and action plans for:

• Organizational Structure and Staffing
• Business Development
• Client Retention
• Operational Alignment
• Leadership and Team Engagement

KI: What is the purpose of the monthly study group?

Simply, to drive execution. Participants are very successful and very busy business owners. We can spend a day together at our all-day event and give them a 112-page participant guide full of scripts, forms and other resources, and that will get them to start envisioning where their practice can go. But without a mechanism for coaching and execution, transformational change will not happen. The study group helps them take intention and turn it into action.

KI: What is included in the monthly study group?

The Practice Management Study Group includes monthly, virtual sessions that take a deeper dive into the topics covered in Practice Management, providing additional tools and processes to help participants successfully execute their business plans. Participants in this facilitated study group share successes, evaluate progress and identify next steps. With the beginning of each new year, there is a focus on creating consistent, predictable results moving forward.

Participants in the study group also receive individual consulting, invitations to additional pop-up meetings with exposure to other industry experts, access to additional tools and resources outside of the program through the Korsgaden International library and team training that correlates with the monthly modules.

The inaugural cohort of study group participants completed the first 12 modules in March of 2024. However, there is so much included in the Study Group Program that they can’t accomplish all of it in one year. Additionally, as in most study groups, they gain valuable insights from the monthly discussions with their peers. Many have decided to continue with the study group as a vital part of their agency growth planning and execution. And, as we revisit the different topics and add new modules, we are having even deeper conversations, and they are implementing even more new processes and strategies.

KI: What are the topics covered in the study group?

Monthly rotating topics include:

• The Secret to Business Development
• Conducting Powerful Client Meetings
• Developing Top Performers
• Building a Specialist Organization
• Executing Your Annual Review Program
• The Power of a Retooling Day
• Implementing a Concierge Program
• Elevating Your Role as a Leader
• Developing Leaders within Your Practice
• Getting a Grip on Time
• Implementing an Effective Annual 
   Planning Process
• Designing Your Business Plan Road Map
• More to come

KI: What makes this program unique?

There are almost unlimited coaching programs available in the marketplace. What makes this program unique is that the content is built on over 60 years of combined experience. Both Troy and I have built successful organizations and have utilized the systems and processes that we provide to drive world-class results.

Because we are so committed to helping people succeed, the program includes access to all the resources Troy and I have developed over the years—talk paths, forms, job descriptions, assessments, checklists, business planning tools—anything we can provide to help those we work with successfully execute after the program.

In addition to our expertise and the tools and resources provided, participants learn from each other in the study group. These groups are filled with successful producers from every major company who are looking to make the changes necessary to create transformational breakthroughs for their organizations.

Many coaching programs can help with running a business; this program is specifically designed to help with running a financial services organization. Finally, the team training and coaching that is included is unmatched in the marketplace.

KI: What percent of attendees enroll in the study group?

Currently, 80% of those who attend the all-day event are enrolling in the study group.

KI: Is there a contract for the study group?

No, there is no contract. We believe the program provides unlimited value and if a participant decides that the timing just is not right for them to make the necessary changes to their business, they can exit the program at any time.

KI: What is the expected outcome of the study group?

The study group sessions are all about business execution strategies to drive revenue, productivity and retention. They allow participants to hone in on specific strategies within each of the five business-growth areas and execute on those ideas.

KI: What else do you want everyone to know about this program?

With what Troy has built throughout his career coupled with my experience as a John Maxwell Certified Trainer and Lean Six Sigma Green Belt, as well as studying the best organizational systems including E-Myth and Traction throughout my career—together we bring something to the marketplace that is not available anywhere else.

It is the culmination of Troy’s and my life’s work. We are incredibly dedicated to and passionate about helping agents, advisors and field leaders build world-class organizations. Times of great disruption are also times of exponential growth for those in the right mindset. We believe that now is the time to invest in yourself and your team.

For the past year, we have worked with Troy and Michelle at Korsgaden International to structure our business for new growth while preserving our current clients. This partnership has allowed us to look at our business and see the potential we have by getting in front of our current clients for reviews. Having a coach from the industry with so much prior success has allowed our team to benefit from all of the knowledge they learned the hard way. By participating in the small group setting, we have also found like-minded peers from around the United States with different insurance carriers, which allows a broader perspective on the issues we are trying to solve.

-Brian Herndon and Geoffrey Herndon, Herndon Family Agency

After 34 years of “knowing it all,” we were invited to the Korsgaden International Practice Management Program in Chicago. After that meeting, we decided to give the study group a shot. We are so glad we did! We have changed our office immensely due to the guidance and continued one-on-one support for implementing staffing, technology and existing programs, without having to reinvent the wheel—all specific to the insurance industry! Who would’ve thought you could teach an old dog new tricks. We sure didn’t think so. The exchange of ideas from other agencies is a great key to success for agencies that want to grow in this ever-changing world.

-Scott Uram and Chelsea Schlenker, Uram Insurance Agency

Collaboration with Troy and Michelle over the past year has significantly elevated our agency’s level of engagement. Among the various tools and resources I’ve invested in over the years, the Practice Management Program stands out as the catalyst for the quickest return on our agency’s success and growth. It has instilled intentionality in all aspects of our operations, yielding results beyond my initial expectations. The personalized one-on-one guidance provided to propel my agency to the next level is evident, and I’m eagerly anticipating the continued positive trajectory ahead for us as we continue to implement the core principles within the program!

-Tate Secrist, Associate Manager/Agent