The Secret to Building a Successful Business

In this episode of **Embrace Talks**, Tricia Roberts sits down with **Michelle Hubert**, a 34-year insurance industry veteran, to explore what it really takes to build a successful, sustainable insurance agency. Michelle shares her journey from nearly leaving the insurance business to achieving **MDRT-level success**, and how mentors, coaching, consistency, and a servant-leadership mindset completely changed the trajectory of her career. The conversation explores why *process matters more than personality* when building a scalable agency, the importance of investing in yourself as a leader, and why the human relationship between an insurance professional and their clients remains essential—even as AI and digital technology continue to transform the industry. Michelle also shares practical strategies for increasing household product density, creating stronger client relationships, using a product spectrum approach, and building the kind of trust that makes clients see their insurance agent as a long-term partner. Whether you're an agency owner, producer, team member, or insurance professional looking to grow, this conversation is a reminder to *think bigger, invest in yourself, and lead your agency like a CEO.* CHAPTERS *00:00* — Introduction: Meet Michelle Hubert *00:49* — Personality vs. Process: The Power of Consistency *02:13* — Mentorship & the Keys to Success *02:48* — Serving Your Way to Success *03:40* — Almost Leaving the Insurance Business *06:13* — The Journey to MDRT *06:45* — Why Mentors & Coaches Matter *08:30* — The Future of Insurance Agents in the Digital Age *10:00* — Why Technology & AI Won’t Replace Human Connection *11:30* — Becoming a Trusted Partner to Your Clients *13:00* — Face-to-Face vs. Virtual Client Meetings *14:45* — The Product Spectrum & Finding More Opportunities *16:30* — Household Product Density & Unrivaled Service *17:45* — Think Like the CEO of Your Agency *18:30* — Investing in Yourself & Thinking Bigger *19:05* — Final Advice & Closing KEY TAKEAWAYS • Personality may create early success, but *process creates consistent and predictable results.* • Serving clients at an exceptional level can completely change the way you approach sales. • Great mentors and coaches can help you see possibilities you may not yet see in yourself. • Technology can improve the insurance business, but *trust, expertise, and human relationships remain essential.* • Every client interaction is an opportunity to ask: How can we provide unrivaled service, and what is the best next step for this family? • Agency owners should intentionally spend time *working on the business, not only in the business.* • Invest in your own development, surround yourself with people who challenge your thinking, and don't limit the size of your vision. *Embrace Talks* brings together insurance professionals, leaders, and industry experts to share experiences, strategies, and ideas designed to help professionals grow their businesses, strengthen their leadership, and make a greater impact. 🎙️ *Embrace Talks* Presented by *Farmers Life* #EmbraceTalks #InsuranceAgents #InsuranceIndustry #AgencyOwner #InsuranceLeadership #InsuranceSales #Leadership #Mentorship #BusinessGrowth #MDRT #ServantLeadership