The Agent Leader Podcast

Are you a cow or a buffalo in the insurance industry? Brent Kelly introduces a "cow mentality" and a "buffalo mindset" and how each pertains to different areas of an independent insurance agency.

Learn how to shift from a cow to a buffalo with eight specific areas:

1. Focus on problem vs. a focus on the solutions. (7:30)
2. Activities vs. Results (9:00)
3. Living in the past vs. Focus on what's next (10:07)
...

What's the secret to building powerful relationships with CFOs?

Unlock the key to establishing meaningful connections with CFOs by understanding their priorities, challenges, and strategic goals with this episode of The Agent Leader.

Brent Kelly and Kari Glennon dive into what makes a CFO tick, from the nuances of their day-to-day responsibilities to the overarching strategies that drive their decisions. Learn why empathy, str...

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 ac...

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:

• Complacency (6:30)
• Lack of capacity (7:40)
• Lack of confidence (9:43)

If you're ready to address these issues and implement strategies to impr...

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 app...

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:

• Accountability (6:20)
• Productivity (11:30)
• Agency profitability (13:50)
• Having a defined selling system (17:17)

Isn't it time ...

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 understan...

In this podcast episode, Brent Kelly discusses three important questions that people are asking about you as an agency leader:

• "Can you help me?" (3:00)
• "Do I trust you?" (8:43)
• "Do you really care about me?" (15:00)

Brent emphasizes the importance of these questions in determining a leader's impact, influence, and results. Listen in for practical examples and suggestions for impro...

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:

• Vision (5:20)
• Fearlessness (9:30)
• Tenacity (16:30)
• Hunting (19:40)
• Vitality (23:15)
• Flying high (27:00)
• Nurturing (29:10)

Listen in for highlights on the importance of having a clear vision for your agency, being proacti...

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 ide...

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...

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:

• Commitment (8:15)
• Culture (11:00)
• Communication (12:40)

Listen in for examples of how sales and service, leadership, and marketing should work toge...

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...

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 an...

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...

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 re...

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, offerin...

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:

• the importance of developing a sales culture within the agency
• the benefits of creating a separate business unit for smaller accounts.
• the value of continuous learning and pers...

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 diffe...