The Agent Leader Podcast

Brent Kelly discusses the parallels between dunking a basketball and achieving success as an independent insurance agency in this episode of The Agent Leader. Brent explains how training applies to both basketball and insurance agencies. Much like our producer program, ProducerFit, which focuses on building foundational blocks for success, you can't build success with weak links. So how can you avoid weak links in order to achieve long-term success with your agency? Brent urges leaders to understand the importance of mindset, alignment, retention, performance, and productivity in the insurance industry. Whether you're looking to build a lasting legacy or seeking strategies for immediate improvement, this episode offers invaluable insights and practical advice for agencies aiming to achieve their Best Version Possible. To access the Agency Transformation Scorecard to provide feedback on your agency's current standing visit www.sitkins.com/scorecard To access the full episode transcript and video visit https://www.sitkins.com/blog/dunking-agency-success

What are three reasons why agencies and their teams often avoid one of the most powerful areas of agency growth? Brent Kelly introduces the concept of the Ultimate Growth Strategy in this episode of The Agent Leader, along with the three reasons for avoiding this strategy: If you're ready to address these issues and implement strategies to improve your agency results, visit www.sitkins.com To read the full transcript and access the Agency Transformation Scorecard visit our site

Is what you're thinking stopping you from achieving? In this episode of the Agent Leader podcast, Brent Kelly and Roger Sitkins discuss the importance of beliefs and thinking in achieving success. Listen in for tips on how to turn internal convictions into external actions and desired outcomes. Our coaches are big believers in positive thinking as a driving force for desirable results. Learn how to adopt this same positive approach that is crucial for insurance agencies intent on improvement. Brent and Roger touch on strategies like targeted referrals and the reverse referral process, offering innovative methods for business growth through high-quality lead generation. Coupled with the emphasis on delivering an exceptional client experience and focusing on Green Zone activities, agencies are provided with a strategy for transformation. Get inspired by best practices that prioritize efficiency and client satisfaction to position agencies for sustained growth and success. This episode will have you set to align your beliefs with behaviors and results. To access the Agency Transformation Scorecard, visit sitkins.com/scorecard

In this podcast episode, Brent discusses the easy, normal, and comfortable things that insurance agencies often do that can hinder their long-term growth and success. Listen as Brent highlights four specific areas where taking the easy way currently could be making your future harder: Isn't it time you step out of your comfort zones and start doing the harder things upfront, to achieve better results in the long run? To access our free resource, the Agency Transformation Scorecard, which provides feedback on key areas of your agency's performance visit www.sitkins.com/scorecard

What's the secret to transforming your independent insurance agency into a high-performing powerhouse? Discover the undeniable power of a structured selling process in our latest episode. Brent Kelly delves deep into why relying solely on talent isn't enough and how a systematic approach can significantly elevate your agency's success. Learn the critical difference between talent and the ability to teach, and understand why preparation goes beyond mere planning to become your ultimate competitive version. We highlight the value of a sales playbook, likening it to a 'set offense' in sports, and explore how continuous skill development and self-awareness can set you apart in the competitive insurance market. Whether you're looking to refine your sales strategy or seeking ways to stay ahead, this episode is packed with insights aimed at driving your agency toward operational excellence. Join Brent as he breaks down key components, offering actionable advice and strategies to not just survive, but thrive in today's fast-paced market. It's time to give your agency the clarity and competitive edge it deserves, visit sitkins.com/experience to learn about our programs. Take the free Agency Transformation Scorecard assessment at sitkins.com/scorecard

In this podcast episode, Brent Kelly discusses three important questions that people are asking about you as an agency leader: Brent emphasizes the importance of these questions in determining a leader's impact, influence, and results. Listen in for practical examples and suggestions for improving your status in each of these areas. To take the Agency Transformation Scorecard quiz, visit www.sitkins.com/scorecard to gain awareness and clarity about your agency's current standing. To watch the video or read the full transcript of this episode, visit our site.

Learn how to make your agency soar with seven characteristics of eagles that can be applied to independent insurance agencies in this episode of The Agent Leader. The characteristics include: Listen in for highlights on the importance of having a clear vision for your agency, being proactive and fearless in pursuing goals, staying committed and persistent, actively seeking out ideal clients and talent, surrounding oneself with growth-minded individuals, and prioritizing the growth and development of your team members. Get ready for an action-packed episode learning how to soar above your competition from eagles. To access the Agency Scorecard, visit sitkins.com/scorecard To watch the video or read the transcript of this episode, visit www.sitkins.com/blog/lessons-on-leadership-from-eagles

Unlock the secrets to skyrocketing your agency's revenue and client satisfaction by escaping hysterical activity! Roger Sitkins joins Brent Kelly to unravel the art of prioritizing top customers, managing the 80/20 rule, understanding revenue concentration, and much more. Whether you're struggling with client management or looking for ways to boost your profitability, this episode has got you covered with Seven Ways to identify if you're stuck in Hysterical Activity on the Way to the Grave, and how to escape it: To learn more about our programs, visit www.sitkins.com/experience To read the full transcript or watch the video of this episode, visit https://www.sitkins.com/blog/unlock-agency-growth-by-eliminating-hysterical-activity

In this podcast episode, Brent Kelly discusses the importance of asking questions in order to improve communication, engagement, and connection with others. Brent emphasizes that asking questions is the number one skill to learn for agency leaders, sales professionals, and insurance service professionals. Listen in for four reasons why asking questions is important: (5:36) #1- It allows you to truly control the conversation. (8:23) #2 - It creates pain and opens new files (11:03) #3 - Questions provide buy-in (12:29) #4 - Asking questions creates action Brent also highlights the difference between closed-ended questions (which should be avoided) and open-ended questions (which are more effective). Get inspired to practice asking better questions and to seek out opportunities for low-risk practice. If you're ready to grow your agency and learn more skills to Sell More, Retain More and Earn More, visit Sitkins Group To read the book mentioned in this episode, visit 21 Secrets of Million Dollar Sellers, by Steven Harville To read the full transcript or watch the video visit our blog Please leave ratings and review!

In this episode of the Agent Leader Podcast, Brent Kelly discusses the importance of aligning all aspects of your insurance agency - sales, service, leadership, and marketing. Brent emphasizes the need for three areas to align your agency and improve overall performance: Listen in for examples of how sales and service, leadership, and marketing should work together to create a high-performance team. If you want to align your agency with the resources and programs available visit sitkins.com/experience

Brent Kelly dives into three reasons why Practice Quoting is Stupid in this episode of The Agent Leader. What is practice quoting? We define it as "the art of providing a quotation to an unqualified prospect in order to force the incumbent agency to lower their renewal price while retaining the account." Practice quoting is a waste of time, energy, and money for insurance agencies. Need more reasons why practice quoting is a bad idea?: #1 - It undermines your professionalism as an insurance agent. (6:48) #2 - It eliminates the opportunity for proper diagnosis and analysis of the clients' needs. (10:55) #3 - It makes you look and sound generic. (16:04) Brent encourages insurance agencies to establish rules of the game upfront, focus on providing value and expertise rather than just quoting, and differentiate themselves in the marketplace. To get your copy of the No Practice Quoting poster for your office, visit www.sitkins.com/npq Connect with Brent on LinkedIn

Join us as we dive deep into the inspiring journey of insurance industry veteran, Kari Glennon. Brent and Kari discuss her background and experiences in the insurance industry, as well as some of the key challenges and successes she has witnessed. Kari emphasizes the importance of accountability in agency leadership and suggests using cohort management to tailor support and resources to individual producers based on their needs and goals. With highlights on perpetuation, the 80/20 rule and the value of going with your gut instinct in decision-making, Kari's insights provide valuable advice for agency leaders looking to improve their operations and achieve success. Tune in for a dose of inspiration and professional wisdom from the inspiring Kari Glennon. If you're ready to grow your agency, visit www.sitkins.com to find out more about our programs.

In this episode, host Brent Kelly interviews Jim Koster, the Vice President of Sales for Property & Casualty at TRICOR Insurance to discuss the challenges and successes of building a growth-oriented agency culture. Jim emphasizes the importance of finding quality producer candidates, and investing in training and development to ensure their success. He also highlights TRICOR's success in implementing high-performance teams and the Green Zone approach, which has led to improved relationships, high retention rates, and organic growth. In the end, Jim advises listeners not to be afraid to be great and to focus on mastering the basics consistently and exceptionally well. If you want to join TRICOR's journey towards becoming their best version possible, visit www.sitkins.com/fasttrack.

In this episode of the Agent Leader podcast, host Brent Kelly interviews Chet Rhoads, president and CEO of HUB Three Rivers. Chet discusses how his leadership tactics have helped double the size of their agency while maintaining a great culture. Listen in for highlights on organic growth, the significance of role-playing, and executing the right behaviors to further your career in the insurance industry. If you want to get great results for your agency like Chet, visit sitkins.com/fasttrack to learn more about our programs.

In this episode Brent Kelly interviews Harrison Brooks, a partner and consultant at Reagan Consulting, to discuss the growth and challenges faced by independent insurance agencies. Harrison shares success stories of agencies that have grown their revenue and offers advice on how to compete in the current marketplace. Harrison emphasizes the importance of being creative, equipping employees with the right questions to ask, offering more than just economics to retain talent, and institutionalizing the business to create a unique client experience. Harrison concludes by highlighting the significance of investing in unvalidated producers, and encourages agencies to benchmark themselves against top performers in the industry. To learn more about Reagan Consulting, reach out to Harrison Brooks at harrison@reaganconsulting.com To learn more about our Fast Track program, visit www.sitkins.com/fasttrack Visit our sponsor, The Rough Notes Company.

In this episode of the Agent Leader podcast, Brent Kelly interviews Mike Malinowski, the president and CEO of EHD Insurance. Mike and Brent dive into the challenges and successes of running a successful insurance agency, with highlights including: Listen in for tips on the importance of leadership, culture, and ongoing education in the insurance industry. If you want to Be Like Mike and get outstanding results in your independent insurance agency, visit www.sitkins.com/fasttrack To watch the video recording of this episode or read the full transcript, visit www.sitkins.com/blog/be-like-mike-malinowski-of-ehd-insurance-agency

In this episode of the Agent Leader podcast, Brent Kelly interviews Jim Welsh, the CFO of Winton-Ireland, Strom & Green (WIS&G), a California-based insurance agency. Jim Welsh shares his experience so far working with the Sitkins Group to improve their agency's performance, especially finding value in the holistic approach of our training programs. Get ready to hear how identifying and leveraging their points of differentiation and deepening their relationships with clients through community-oriented events has become part of the culture at their agency. Jim doles out advice for younger professionals on taking risks, exploring opportunities, and finding enjoyment in their work. If you want to join Jim and WIS&G in improving their growth-minded agency, visit www.sitkins.com/fasttrack to find out more about our 90-day program.

The recent Best Practices Study showed that the most critical issue facing independent insurance agencies today revolves around one thing, people. How can you find, develop, and retain the best talent? This episode is a special replay of a Live webinar with Brent Kelly built to help show you how to: Let's face it, with the continual increase of mergers and acquisitions, and producer and team member lift-outs, the issue of people isn't going away any time soon. Not only is this issue a consistent drain on your time, energy, and effort, but it is also costing your agency millions of dollars in agency valuation. If you're ready to address this issue head-on, so that your agency can achieve the maximum value possible, we're ready to show you how. https://www.sitkins.com/fasttrack

In this episode of the Agent Leader podcast, Brent discusses the issue of treating everything as an emergency in your insurance agency. He emphasizes that not everything is an emergency, and treating everything as such can cost the agency time, money, and create culture issues. Brent shares insights from conversations with agency leaders in our coaching programs, highlighting the importance of defining what constitutes an emergency and empowering and trusting the team to handle non-emergencies. To read the full transcript or watch the video recording of this episode, visit sitkins.com/blog/this-is-not-an-emergency To learn more about our 90-Day Fast Track program, visit https://www.sitkins.com/fasttrack

In this episode of The Agent Leader, Brent Kelly discusses the importance of becoming more interesting in order to be more successful as a leader or professional in the insurance industry. So how do you become a more compelling and engaging communicator in order to connect with others and build relationships? As Dale Carnegie said "to be interesting, be interested." With that in mind, what is your communication growth plan? It's worth crafting one so you don't look back at a year or three years or five years and realize you haven't grown. Brent offers ideas such as open-ended questions, actively listening, and preparing for meetings and conversations to improve your interest levels. If you're ready to get your agency on the path to more success in the new year, check out our 90-day program called the Best Version Possible FastTrack, which aims to help agency leaders and their teams achieve better results. To read the transcript or watch the video recording of this episode, visit www.sitkins.com/blog/not-interested-or-are-you-not-interesting