In the insurance industry, we are taught that value equals output. We measure success by how hard we grind, how many calls we make, and how much revenue we personally drive. But there comes a point where your hustle becomes the bottleneck that chokes your agency's growth. If you are doing everything, your team can’t do anything.

My guest, Tim Leman, CEO of Gibson, learned this the hard way. After years of operating as a high-octane "sales jockey" and player-coach, he realized that to truly scale, he had to stop equating his self-worth with his daily productivity. In this episode, Tim reveals how doing less operational work allowed him to help his company grow more. We break down his transition from top producer to visionary CEO, the "Jerry Maguire" moment that forced a culture shift, and how implementing an operating system gave him the freedom to build a massive 2033 vision.

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KEY MOMENTS

(00:00:00) How Doing Less Helped My Company Grow More 

(00:08:40) The "Jerry Maguire" Letter: A Lesson in Moving Too Fast 

(00:16:07) Leading Through Crisis: The Recession Wake-Up Call 

(00:21:40) The Feedback Trap: Why Speed Can Look Like You "Don't Like People" 

(00:27:00) The Mindset Shift: Valuing Strategy Over Output 

(00:30:40) Why Being a Great Producer Doesn't Make You a Great Manager 

(00:34:59) The Result of Doing Less: The 2033 Vision for Scale

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