Playing to 
Their Strengths

Tate Secrist

Growing up in the small town of Blackfoot, Idaho, Tate Secrist learned early that hard work, family values and high expectations form the foundation for success. Working alongside his father building homes from a young age, he understood the importance of grit, responsibility and faith—principles that continue to shape his life today at his Farm Bureau Financial Services agency in North Ogden, Utah.

Secrist met his wife, Jodi, on the first day of freshman year at Utah State University, and after years of friendship, they married seven years later. Today, they are parents of three active children—Lainey (14), Mack (12) and Perri (9)—whose love for sports keeps the family in constant motion.

Whether it’s cheering from the sidelines or spending a day on the boat together, Secrist treasures family time. “Faith, family and the memories we create together are life’s greatest priorities,” he says.

In a conversation with Korsgaden Insights, Secrist tells how participating in Korsgaden Insight’s Practice Management program has further helped him develop his agency.

Korsgaden Insights: What caused you to originally attend a Practice Management day?

Tate Secrist: I was attending a company kick-off meeting in Arizona the spring of 2023 that Troy Korsgaden was invited to present at. His message was motivating. He also announced at that meeting that Michelle Hubert had joined Korsgaden Insights [as Principal]. I didn’t know Michelle personally but knew of her and her reputation in her previous role. I always respected her so much; I knew it was time to jump on board and make some needed changes to my agency. I knew Michelle would take a special interest in my agency and help me identify the areas in my business that needed a little extra attention.

KI: Why did you decide to enroll in the study group following the event?

TS: The event was exactly what I was hoping for and what I knew I needed to supercharge my agency. It was a firehose of information, but it was exactly what I needed. It was powerful information. I was provided with an overview of actual concepts and action items to take back to my agency to make changes. I was eager to get back to the office and implement everything I had learned immediately. I joined the study group because I needed help with the implementation of all these concepts. The thought of having access to Troy and Michelle, and the other study group members, was empowering. Now almost two years later, it’s been much more than I could have ever expected. It has exceeded all my expectations.

KI: How would you say your vision for your organization has changed?

TS: Since participating in Practice Management, I have experienced a complete mindset shift that has transformed how I lead and view my organization. It has allowed me to expand my vision and effectively communicate it to my team, creating a shared sense of purpose and direction. What once felt like a business centered around myself as the agent now feels like a larger, more cohesive organization where everyone plays an integral role in our collective success. The concepts and strategies from Practice Management have provided me with greater clarity on where we are headed and what we can achieve. By implementing these principles, I now see a clear, actionable path toward the future we envision—a future built on growth, teamwork and intentional progress.

KI: What changes have you made in your business?

TS: I learned really quickly that I wasn’t going to be able to make all the changes needed all by myself. We transitioned Andrea [Saunders] from a service role to our operations manager to help implement all the systems we are learning from Practice Management. We have spent a lot of time identifying the individual strengths of our team members and have made many adjustments to match tasks and roles with their strengths. Among them, we have introduced practical KPIs aligning with individual positions; hired an ACR (account contact representative) with an emphasis on concierge tasks; implemented our marketing matrix, intentionally engaging with clients at least seven times a year; hired a recruiter to keep the hiring pipeline full; enhanced our new client onboarding process; implemented quarterly one-on-ones with all team members; initiated a proper annual planning process that is focused on individual growth and agency progression.

KI: What do you consider to be the most valuable thing that has come from your participation?

TS: The most valuable thing I’ve gained from my participation is the empowerment within my agency to see a broader perspective and approach things with greater intention. This experience has helped me and my team become more mindful and purposeful in everything we do. My relationship with Michelle and Troy has been truly incredible. I genuinely feel they are fully invested in my personal success and the growth of each of my team members. Anytime we’ve faced a challenge or encountered a roadblock, Michelle has been right there to guide us toward the right decisions. Her mentorship has ensured I’ve never felt like I was navigating changes alone. Implementing new practices is all about timing, and having her support has made those transitions much smoother and more effective. Overall, this journey has been about intentionality, mentorship and growth, both individually and as a team.

KI: What do you feel the impact has been on your team?

TS: My team has been fully committed from the start. Michelle made a genuine effort to connect with everyone early on, and they’ve really felt a strong connection with her. I’ll admit, change isn’t always easy, but my team has embraced it for the right reasons. They’re seeing the bigger picture and understanding the vision through clear goals and expectations. As a result, we’ve seen a noticeable boost in team morale and overall client satisfaction.

KI: Have you had any team members engage in the monthly study group sessions or in coaching?

TS: Yes, Andrea has been actively participating in monthly coaching sessions with Michelle. Over the past year, we identified key changes we wanted to implement within our agency. Andrea and Michelle collaborated to develop a clear action plan, and they’ve been working consistently toward those goals. Additionally, Michelle and Troy have been instrumental in supporting our agency’s growth by participating in our training sessions and retreat days, helping the team enhance their skills and improve overall performance. Michelle has provided tremendous value across various areas of our agency, offering strategic guidance and hands-on support. She has played a huge role in developing our concierge position, working one-on-one with our team members to ensure a smooth and effective rollout of the program.


KI: What specific return on investment can you point to from Practice Management?

TS: My participation in Practice Management has yielded a significant return on investment for our agency. One of the most impactful outcomes has been increased team buy-in, which has created a stronger, more unified workplace culture. The program has provided clarity and accountability, empowering us to make necessary changes with confidence. Over the past year and a half, we have revamped many of our systems and processes, ensuring they align with our long-term goals. By becoming more intentional in all our actions, we’ve not only improved internal operations but also achieved profitable growth and stronger client retention. The improvements in both our strategy and execution have positioned our agency for continued success and long-term sustainability.

KI: Do you feel like your quality of life has been enhanced in any way through your participation?

TS: More than I can probably put my finger on. I have more team members conducting annual reviews and lining up the pivot conversation appointment. It has provided me more time to focus on the team as the coach, versus maybe being the quarterback and calling every single play.

KI: It’s great to go to a meeting, get good ideas and come away motivated and inspired, but how do you take the ideas that matter to you into your business and execute?

TS: Our operations manager (Andrea) is our key to this. Having someone on your team that cares as much as I do makes all the difference. Andrea and I meet once a week to discuss our agency progression. We discuss the things that move the needle or eventually will. Andrea is in charge of our agency training, so when I go to a meeting, I try to share those things with her and then she rolls them out to our team in our weekly staff meetings. I like to think of what we do as playing a fast-paced sport—whatever that looks like for you. I believe in having a team that’s fully bought-in and motivated. High energy and strong morale lead to high levels of action, which ultimately brings great results. We spend a lot of time working together in team discussions and trainings, and we also make time outside of the office—like team retreats—to build stronger relationships and discover each person’s unique strengths. Working through a full year of Practice Management has helped me see a vision much bigger than my own. It’s given me the confidence to make some of the harder changes in our agency that I wouldn’t have otherwise.

KI: Do you ever foresee a time when you feel like your organization might outgrow Practice Management?

TS: No, I don’t think so. We have gone through Practice Management once and started again. The first several months in the program I was overwhelmed with trying to implement every little thing. Truth is, we picked up and implemented what felt like less than 10%. Our goal is to continually implement the concepts as our agency is ready to take the next steps and get better at what we do every day.

KI: Is there something on your to-do list as a next step in your organization?

TS: Our focus this year as we go through Practice Management again is to really tidy up the small things, the checks and balances of our day-to-day. Tracking actions and what results we are getting from the changes we have made. Because of this, we are taking further steps towards becoming a specialist agency and getting roles aligned with staff/team strengths.