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Watch the full episode on YouTube: HERE

What's in this episode:
What does it actually take to buy a $14 million book of business and grow it to $100 million? In this episode, Michael Weaver sits down with Joseph Puckett, an independent insurance agency owner who made the leap - purchasing an established book of business and immediately building the systems, sales culture, and team mindset required to scale it. Joseph breaks down what most agency buyers get wrong, why retention is the first number to fix, and how he is using real data and daily accountability to drive growth at every level of his organization.

From producer recruiting and onboarding to cross-selling existing clients and building a team that actually wants to win, this episode is a practical playbook for any agency owner thinking about acquisition, growth, or what it really takes to lead a team at scale. If you want to run a bigger operation and do it right, this conversation delivers the honest framework to get there.

[00:00] Joseph Puckett bought a $14M book - here is why
[01:30] What the acquisition process actually looked like
[03:00] First moves after signing - what Joseph fixed immediately
[05:00] Why retention has to come before growth
[07:00] Building a sales culture inside an acquired agency
[09:00] How Joseph recruits producers and what he looks for
[11:00] Onboarding producers to sell and not just service
[13:30] Cross-selling the existing book - the fastest revenue lever
[16:00] Daily accountability and how Joseph runs his team
[18:30] The data Joseph tracks to know if the agency is on track
[20:30] Mindset shifts required to lead at a bigger scale
[22:30] What the path to $100M actually looks like from here
[24:00] Advice for agency owners considering an acquisition

Connect with Joseph Puckett:
Website: josephdpuckett.com
Facebook: facebook.com/josephdpuckett
Instagram: @josephdpuckett
Email: email@josephdpuckett.com

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