The Agent Leader Podcast

On this episode of the Agent Leader Podcast, Brent Kelly dives into one of the most important leadership disciplines for agency growth: controlling the controllables.Too many agency leaders get consumed by external chaos like staffing challenges, market disruption, carrier pressure, and economic uncertainty. While those realities absolutely impact your agency, elite organizations separate themselves by focusing on the internal systems, standards, and behaviors that create predictable performance over time.Get practical leadership insights around:Team development and accountabilityProducer productivity and green zone activityClient segmentation and capacity managementOrganizational alignmentLeadership energy and emotional consistencyYou’ll also hear why many agencies don’t actually have a talent problem - they have a development problem - and how hidden subsidy models quietly drain profitability, efficiency, and growth.If you want to build a stronger, more scalable agency, this episode will challenge your thinking and give you practical ideas you can apply immediately.Listen now and take the Agency Performance Scorecard at https://www.sitkins.com/getmyscore to identify operational drag, accountability gaps, and opportunities to improve agency performance.

Most insurance agents say they’re different. Few can actually prove it.In this episode of the Agent Leader Podcast, Brent Kelly sits down with Dustin Boss, co-founder of Emerge Apps, to break down how elite agencies are shifting from transactional selling to true risk advisory, and why that shift is no longer optional.Dustin shares how his journey from “insurance agent kid” to tech innovator led to a powerful realization: the agencies that win aren’t quoting better, they’re solving better.You’ll learn:Why competing on price keeps you stuck (and how to break out)The real difference between “talking risk management” and actually doing itHow to create meaningful client engagement outside the renewal cycleWhy prevention—not insurance—should be your foundationA simple strategy to expose gaps and win more ideal clientsIf you’re ready to stop being seen as a commodity and start becoming indispensable to your clients, this episode is a must-listen.👉 Want help implementing this in your agency? Visit the Emerge Apps site to get started at www.emergeapps.com or email Dustin at [email protected].

What actually turns the crank on employee engagement?Right now, only 31% of employees are fully engaged at work, and more than half are simply going through the motions. For agency leaders, that represents both a challenge and a massive opportunity.In this episode of the Agent Leader Podcast, Brent Kelly sits down with Sadie Bauman of iC3 to explore what really drives engagement, and how leaders can start turning the crank on performance inside their agencies.Drawing on Gallup research and real-world experience, Sadie breaks down why so many employees are stuck in the middle, what separates engaged teams from disengaged ones, and how leadership behaviors directly impact results.You’ll learn:What it really means to “turn the crank” on engagementWhy 52% of employees are stuck in neutral—and how to activate themThe critical role leaders play in driving daily engagementHow clarity, development, and communication fuel performanceSimple, practical ways to create a more energized, high-performing teamIf you want a team that’s more engaged, more motivated, and more productive, this episode will show you where to start.Connect with Sadie Bauman via the iC3 website.Ready to get your agency to its Best Version Possible? Take our quick diagnostic to get started with clarity.

Most agencies don’t slow down because they’re failing, they slow down because of hidden drag.In this episode, Brent Kelly breaks down what’s really dragging your agency down, even if you’re growing, profitable, and doing “all the right things.” The reality? Growth often hides inefficiencies instead of fixing them.Using a powerful “parachute” analogy, Brent uncovers the invisible friction that limits your agency’s performance, profitability, and freedom—and why adding more people isn’t the solution most leaders think it is.You’ll discover:Why growth can mask deeper operational issuesThe biggest sources of drag inside successful agenciesHow client mix misalignment impacts your time, energy, and profitabilityWhy producers and service teams get stuck in inefficient patternsThe critical difference between getting bigger and getting betterKey metrics like revenue per employee and spread per employee, and what they revealIf your agency feels busy, stretched, or stuck despite strong results, this episode will challenge your thinking and help you identify where you’re losing momentum.Because the breakthrough isn’t about working harder or hiring more people, it’s about removing the drag that’s holding you back.👉 Ready for a clearer, more optimized path forward?Or visit sitkins.com/bookacall to start a conversation.

What does it really take to become a high-performing agency leader?In this episode, Brent Kelly sits down with Chris Paradiso to explore the habits, mindset, and leadership principles that drive long-term success. From the power of relationships and accountability to the role of discipline and grit, Chris shares what separates average performance from elite execution.Chris also discusses how AI is changing the game - not by replacing people, but by helping teams communicate better, work smarter, and deliver more value to clients.This is a conversation about leadership first, insurance second.If you’re committed to becoming a better leader and building a stronger agency, this episode is a must-listen.Reach out to Chris Paradiso on LinkedIn or X.Books Referenced in this episode:Leadership Secrets of Nick Saban Living Your Best Year EverChoose Your Enemies WiselyIf you're ready to take your agency to the next level, start by taking our Agency Performance Diagnostic. It will give you immediate clarity on your biggest opportunities for growth and improvement.

Why do producers fail?Most agency leaders assume the answer is lack of discipline, motivation, or talent. But after working with thousands of producers across hundreds of agencies, Brent Kelly has found a different truth:Most producers don’t fail because of talent. They fail because the system around them makes success difficult.In this episode of the Agent Leader Podcast, Brent breaks down the leadership and organizational issues that quietly sabotage producer performance.You’ll discover the five environment factors that determine whether producers succeed or struggle.If you want producers who grow faster, stay focused, and produce at a higher level, the solution isn’t simply better people. It’s a better environment.This episode will challenge agency leaders to stop asking:“Why aren’t my producers producing?”And start asking the better leadership question:“Have we created the environment where producers can succeed?”If you're ready to get your agency and producers to their Best Version Possible, visit www.sitkins.com/bookacall

As an agency leader, one of the most frustrating moments is when your agency is doing well, but growth suddenly feels harder than it should.You have good people. The agency is profitable. Clients are happy.Yet something feels stuck.In this episode of The Agent Leader Podcast, Brent Kelly explains why even successful agencies eventually hit a plateau and why the real constraint is often leadership clarity — not effort.You’ll learn three areas where growing agencies commonly get stuck:Managing numbers instead of leading the behaviors that drive resultsRewarding busyness instead of focusing on outcomesSetting goals without establishing the standards that shape cultureIf you’re leading an agency that’s growing but feels harder to scale than it used to, this episode will challenge you to rethink how leadership clarity, standards, and expectations influence your next level of growth.Because getting stuck is normal, but staying stuck is a leadership choice.Take the next step and identify where your agency may be stuck. Complete the Sitkins Leadership Clarity Self-Assessment at sitkins.com/stuck and gain insight into the leadership gaps that could be holding your agency back.

Most insurance agency leaders roll out change the same way: create a new process, announce it to the team, and expect results.And then?Resistance. Workarounds. Passive compliance. Frustration.In this episode, Brent Kelly breaks down why process-first transformation almost always fails, and what to focus on instead if you want real, lasting change in your agency.You’ll discover:Why people don’t resist change — they resist being changedThe difference between process and culture (and why it matters)How weak culture turns leaders into “process police”The three cultural foundations required before any new initiativeWhy leadership consistency determines whether change sticksIf you’re tired of launching great ideas that fade after 30 days, this episode is for you.The best agencies don’t install change,They lead alignment.If this hits home, visit sitkins.com/bookacall to explore how we work with growth-minded agencies ready to move from good to their best version possible.

Most agencies try to grow through more activity, more producers, or better tech. But in this Agent Leader episode, Brent Kelly sits down with Brett Young, President and CEO at Erb & Young, to unpack how he went from selling policies to building a multi-state agency driven by culture, leadership, and team development.Brett shares how skill stacking and culture development lead to a simple truth: production alone doesn’t scale—people do.You’ll learn:Why “skill stacking” is the real path to higher income and scalabilityHow to build a core team of 5 people that can drive an entire organizationThe difference between accountability-driven management vs. inspiration-driven leadershipHow curiosity becomes a competitive advantage for producers and service teamsWhy culture must be built early and lived daily (not rolled out later)The meta-skill every agency leader needs to solve bigger problems and grow fasterIf you want to scale your agency, develop your people, and increase enterprise value without adding chaos, this episode gives you a practical roadmap.Connect with Brett Young:LinkedIn: https://www.linkedin.com/in/brettins/Agency: https://www.erbandyounginsurance.com/Learn more about our agency development programs:https://www.sitkins.comBook an Agency Assessment: https://www.sitkins.com/bookacall

Most insurance agencies aren’t lacking effort—they’re lacking clarity.In this episode of the Agent Leader Podcast, Brent Kelly breaks down the difference between signal vs. noise and why agency leaders must send clear, consistent messages to create momentum, accountability, and growth.You’ll learn:Why organizations respond to signals, not intentionsHow mixed priorities create confusion and stall executionThe hidden cost of too many initiativesWhy exceptions become louder than strategyHow consistent leadership messaging shapes culture and resultsIf your agency feels busy but not productive, this episode will help you eliminate noise, align your team, and create the focus required for sustainable growth.📈 Ideal for agency principals and leadership teams committed to clarity, consistency, and high performance.Ready to cut through the noise and focus on what truly drives agency growth? Take the next step with the Sitkins team.Book your free strategy call: www.sitkins.com/bookacallWatch more episodes and leadership content on our YouTube channel.

What separates average performers from elite leaders? Mindset under pressure.In this powerful episode of The Agent Leader Podcast, Brent Kelly sits down with former NFL player turned speaker and coach Marques Ogden to unpack the beliefs, behaviors, and disciplines that drive high performance.From being coached by Jack Del Rio to losing an eight-figure company and rebuilding from rock bottom, Marques shares hard-earned lessons on rejection, resilience, ego, leadership, and what it truly means to “Be Your Own CEO.”You’ll learn:Why rejection paralyzes most sales professionals—and how to overcome itThe 4 C’s that drive business growth (Calendar, Clock, Communication, Consistency)How to avoid the “good enough” trapThe BISON mindset for charging into adversityWhy confidence is the real product you’re sellingIf you're an agency leader committed to raising the bar—this episode will challenge you to expand under pressure.🎧 Listen to the full episode now and start charging into the storm.Follow Marques Ogden on Get Authentic for inspiration, leadership insights, and personal growth strategies:
 https://marquesogden.com/
 Follow the Agent Leader on YouTube https://www.youtube.com/c/SitkinselectVisit our site to learn more about how to get your agency to its Best Version Possible https://www.sitkins.com/

What truly separates high-performing organizations from those that stay stuck?It’s not effort. It’s not intentions. It’s standards.In this episode, Brent Kelly breaks down why leadership standards, not goals or good intentions, are the foundation of culture, behavior, and results. You’ll learn:Why standards shape behavior—and behavior determines resultsThe difference between intentional leadership and accidental leadershipHow unclear standards quietly erode culture and performanceWhy “what you tolerate” becomes the norm inside your organizationHow leaders must model standards to sustain long-term growthWhether you lead a team, a department, or an entire organization, this episode will challenge you to evaluate what you truly stand for and whether your current behaviors reflect it. Ready to Elevate Your Standards?Book a no-pressure call with the Sitkins team to take a deeper look at your current standards, and what intentional leadership could unlock for your organization.www.sitkins.com/bookacall

As an independent insurance agency leader, the standards you enforce—or ignore—shape everything: culture, performance, accountability, and results.In this episode of The Agent Leader Podcast, Brent Kelly challenges agency owners and leadership teams to confront a tough truth: what you tolerate is what you teach. From underperformance and missed commitments to leadership silence and inconsistent preparation, toleration quietly sets the ceiling for your agency’s success.You’ll learn:Why “do not complain about what you tolerate” is a leadership principle every agency owner must embraceHow tolerating average or poor performance impacts your best people and agency cultureThe real cost of avoiding hard conversations—and why short-term comfort creates long-term chaosPractical leadership shifts to address issues early, make standards visible, and separate people from behaviorIf you want to build a best-version-possible agency—one with clarity, accountability, and high performance—this episode will challenge your thinking and raise your leadership standards.To see if your agency is a fit for our programs, book a call at www.sitkins.com/bookacall

Why are so many insurance agencies constantly busy—but still frustrated with progress?In this episode of the Agent Leader Podcast, Brent Kelly dives into one of the most critical (and misunderstood) drivers of agency success: true team alignment. Drawing insights from high-performing agency leaders and real-world experience, Brent explains why alignment—not activity—is what separates good agencies from truly elite ones.You’ll discover:Why busyness is not a badge of honor—and often a warning signHow misalignment shows up in meetings, priorities, and executionA simple leadership framework (Purpose, Process, Payoff) to create clarityWhy shared language, visible standards, and consistency matter more than intensityHow great leaders slow down to speed up—and help teams see what others don’tIf your agency feels busy but scattered, growing but strained, or active without clarity, this episode will help you identify where alignment is breaking down—and what to do about it.To access free tools and resources from Sitkins Group, visit www.sitkins.com/podcastTo see if your agency is a fit for our programs, visit www.sitkins.com/bookacall🎯 Ideal for: Independent insurance agency owners, leadership teams, and high-level insurance professionals committed to building a best-version-possible agency through intentional leadership.

What if your agency’s biggest growth constraint isn’t the market, staffing, or strategy—but leadership assumptions?In this relaunch episode of the Agent Leader Podcast, Brent Kelly returns with a powerful message for independent insurance agency owners and leadership teams: growth without intentional leadership creates hidden ceilings. Brent breaks down one of the most common—and costly—traps agencies fall into as they scale: assuming leadership is “good enough” because results look fine.This episode dives deep into:The Leadership Assumption Trap and why “pretty good results” often mask deeper issuesHow John Maxwell's Law of the Lid quietly limits agency growth at every revenue levelWhy adding people doesn’t fix broken standards, alignment, or clarityThe difference between accidental growth vs. intentional growthHow misalignment, lack of capacity focus, and unclear processes stall progressWhy elite agencies obsess over standards, clarity, and leadership developmentThe real role of an agency leader: growing people, not just revenueBrent also challenges agency leaders to reflect on a critical question:Is your agency growing on purpose—or by accident?If growth feels harder than it should, this episode may reveal why. Leadership isn’t about perfection—it’s about intention, clarity, and consistency. And the best leaders know their own leadership ability is often the ceiling holding the agency back.If you're ready to get your agency to its Best Version Possible, learn more about our programs.🎯 Ideal for: Independent insurance agency owners, executives, department leaders, and growth-focused professionals who want to raise standards, improve alignment, and build an elite agency—on purpose.

Are renewals enough to prove you’re winning with clients? In this episode, Brent Kelly reveals a simple 3-step process to define, document, and deliver on client expectations — the key to higher retention, stronger relationships, and more referrals. Learn how top agencies track success, why your top 5–20% of clients deserve more, and how a “promise report” can transform the way you measure results.👉 Download the free white paper: sitkins.com/whitepaper

Are you an independent insurance agent or agency leader looking for a smarter way to grow your business, retain more profit, and better serve your clients? In this episode, host Brent Kelly sits down with Warren Cleveland, CEO of Captive Coalition, to uncover the untapped potential of captive insurance.Warren shares his entrepreneurial journey from aviation to insurance innovation—and explains why captives are becoming essential tools for agents who want more control, transparency, and long-term client relationships. You'll learn how to overcome misconceptions, embrace failure as growth, and understand the real financial impact of captives on your agency’s future.Highlights Include: 00:00 Introduction to Captives and Insurance Leadership04:12 Understanding Captives: What They Are and Why They Matter10:42 The Unique Approach of Captive Coalition19:39 Challenges and Misconceptions in the Captive Insurance Space25:02 Success Stories and Empowering Agents33:17 Advice for the Younger Self: Embracing Failure39:18 Final Thoughts and Resources for AgentsWhether you’ve never heard of captives or you’re ready to take the next step, this conversation will shift how you think about risk, revenue, and relevance in today’s insurance world.To learn more about Warren Cleveland and Captive Coalition visit their site at https://www.captivecoalition.com/.To learn more about our programs for growth-minded agencies visit www.sitkins.com.

Most insurance agency leaders focus on revenue, retention, and growth—but there’s one overlooked metric that could transform your agency’s future: Revenue Per Relationship.In this episode, Brent Kelly breaks down why this powerful measurement matters more than ever and how it reveals the true value of your client connections. You’ll learn practical strategies to elevate client experiences, increase profitability, and create a culture of high performance and accountability.If you're ready to break through growth plateaus, get more referrals, and lead your team with greater purpose and clarity, this episode is for you.Discover:The #1 metric that drives long-term agency successHow to deepen client relationships and grow without chasing more volumeWhy emotional intelligence is a business advantageHow to shift from complacency to continuous improvementWhether you’re an agency owner, sales leader, or producer, this episode will challenge the status quo—and equip you to grow smarter, not just bigger.If you're ready to grow your agency, learn more about our programs at www.sitkins.com

Why not you? In this powerful solo episode, Brent Kelly challenges insurance agency leaders to confront the one thing holding them back: their mindset. Drawing inspiration from the final chapter of Best Version Possible, Brent unpacks the core differences between good agencies and great ones. Discover the three areas where most agency leaders think too small—and how to break free from the self-limiting beliefs that keep your agency from growing.02:00 – A Story from a Yacht and a Revelation06:45 – Are You Thinking Too Small?09:35 – Massive Action Beats Endless Planning14:20 – Don’t Just Lead—Build Future LeadersWhether you lead a small shop or a large, growing agency team, this is your reminder: You don’t need to be the smartest or most experienced—just bold enough to ask, “Why not me?” If you're ready to stop playing small and start owning your potential, visit www.sitkins.com to learn about our programs, or order a copy of Best Version Possible.

What’s Holding Your Agency Back?If you’re still managing people, profit, and performance the old way, you may be capping your agency’s potential without realizing it.In the latest episode of The Agent Leader , Brent Kelly is joined by Roger Sitkins for an inspiring conversation about what it really takes to build a high-performance agency in today’s world.🎧 Tune in to discover:The leadership mindset that drives organic growthHow to gain freedom in your time, finances, and relationshipsWhat top-performing agencies do differently—and how to join themReal stories from the field that prove what’s possible with the right coaching and strategyWhether you're a producer, agency leader, or aspiring rainmaker, this episode is packed with insights you can use right away.To learn more about our programs and access free resources, visit www.sitkins.com/podcast

Renowned insurance technology expert Steve Anderson, co-founder of Catalyit and author of The Bezos Letters, joins us to explore how artificial intelligence is transforming the insurance industry. Drawing lessons from the internet boom of the late ’90s, Steve shares how today’s agencies can move from AI hype to real-world results.You’ll discover how AI can boost efficiency, improve data quality, and free up your team to focus on high-value client relationships. We break down:How leading agencies are using AI to automate routine tasksStrategies to reallocate time toward nurturing top clientsWhy structured processes are the backbone of scalable growthTips for managing change and closing skill gaps in your agencyIf you want practical strategies to modernize your agency and leverage AI without losing the personal touch, this episode is for you.To learn more about Steve Anderson and Calayit visit their siteTo learn more about our programs for growth-minded leaders, visit www.sitkins.com

Is your agency stuck selling insurance as just another commodity? In this powerful episode, Brent Kelly reveals how to shift that perception through meaningful communication and client connection.Learn how to differentiate your agency by going beyond the overused promises of "great service" and "experienced staff." We explore the "head, heart, and hands" framework with insights inspired by Kari Glennon—designed to help you connect with what your clients think, feel, and truly value.Highlights include:(01:00) - Insurance Is Not a Commodity(09:58) - Building Connections Through Understanding Clients(14:40) - Mastering Communication Skills in Insurance(19:15) - Developing Critical Communication Skills(24:48) - Continuous Improvement in Insurance Communication(36:14) - Exclusive Partnership Opportunities in InsuranceYou’ll discover how a consultative approach uncovers what really matters to business owners, turning conversations into conversions and transactions into trusted relationships. We also share practical strategies for delivering compelling value statements, handling crucial conversations, and preparing through role-playing and low-risk practice—all rooted in Stephen Covey’s timeless principle: seek first to understand.Whether you're a producer or agency leader, this episode will help elevate your communication, grow your impact, and unlock new levels of client loyalty. To learn more about our programs for growth-minded insurance agencies, visit www.sitkins.com

Is your agency rowing in the same direction—or just spinning in circles?In this episode, senior consultant Kari Glennon joins Brent Kelly to break down the real reasons insurance agencies struggle with internal misalignment—and what to do about it. From duplicated efforts to pricing uncertainty, Kari shares how a lack of formal communication and role clarity quietly erodes agency efficiency and culture.Discover how to transform internal conflict into collaboration, align sales and service teams, and build a structure where every team member knows their role and impact. We explore practical tools like structured communication cadences, leadership-led retrospectives, and redefining how value is perceived across the agency—not just in production roles.If you’re ready to stop the chaos and build an insurance agency that moves forward together with purpose, this episode is a must-listen.🎧 What You’ll Learn:(06:59) - The Power of Clear Alignment(18:24) - Starting Point(22:37) - Role Alignment in Agency Dynamics(29:00) - Effective Strategies for Agency AlignmentIf you're ready for your agency to get aligned to achieve results, visit www.sitkins.com

Feeling pulled in every direction in your agency? In this episode, Brent Kelly shares how to flip daily distractions into your biggest productivity wins. Inspired by Cal Newport’s Deep Work and Darren Hardy’s Insane Productivity, Brent offers practical strategies for creating focus zones, setting boundaries, and aligning your work with what truly matters.You’ll learn:How to identify and eliminate hidden productivity killersThe power of “productive discomfort” and why growth isn’t always cozyHow to use accountability and priorities to stay on trackWhether you lead an insurance agency or just want to do more meaningful work, this episode will help you reclaim your time and unlock your full potential.Access tools to boost your agency's productivity now. 

In this episode, Brent Kelly sits down with two dynamic leaders from Bravera Insurance, Brennan Quintus and  Tess Pergande, to uncover the key drivers behind their agency’s success. From fostering a strong team culture to leveraging open communication and strategic leadership, they share actionable insights that can transform any independent agency.Discover how Bravera prioritizes clarity in leadership, embraces change, and uses employee feedback to drive growth. Learn how they balance the natural tension between sales and service teams while fostering accountability and innovation. Whether you’re leading an agency or looking for ways to refine your leadership approach, this conversation is packed with valuable takeaways.Highlights Include:(7:30) - Gaining Focus(12:33) - Leadership Clarity and Direction(19:15) - Leveraging Feedback for Leadership Growth(24:02) - Fostering Transparent Communication for Accountability(33:21) - Navigating Sales Culture and Change(40:23) - Embracing Change for Leadership Growth(47:44) - Fostering Growth Through PartnershipTune in for expert advice on building a resilient, high-performing agency that thrives in today’s evolving insurance landscape!To learn more about how your agency can get on the path to more success like Bravera, visit www.sitkins.com/bookacall

Is your insurance agency leaving money on the table? In this power-packed episode, Brent Kelly reveals how to maximize your agency’s valuation by mastering the people side of the business. Discover the critical leadership shifts that drive real growth.Brent explores how to break free from a scarcity mentality and create an abundance-driven culture that fuels revenue, retention, and agency value. Learn how to align leadership, sales, and service teams for seamless collaboration and higher productivity. Plus, uncover strategies to turn part-time producers into full-time growth engines.This episode delivers a game plan for agency success. From optimizing producer roles to crafting a unique agency playbook, you’ll walk away with actionable insights to gain a competitive edge.Don’t let untapped potential hold you back. Tune in now and take the first step toward unlocking hidden millions in your agency!If you're ready to get your agency started, visit www.sitkins.com

What if simplicity was the key to becoming a stronger leader? In this episode of The Agent Leader Podcast, renowned author and speaker Joe Calloway shares his journey from a Tennessee farm to captivating audiences at iconic venues like the Staples Center. With a talent for breaking down complex ideas into clear, actionable strategies, Joe reveals how focusing on the fundamentals can transform your leadership, business, and relationships.We dive into how great leaders simplify their approach, embrace feedback, and build lasting connections. Drawing from real-world examples—including a young CEO navigating team dynamics and Tiger Woods reinventing his swing—Joe highlights the power of adaptability, consistency, and intentional leadership.Highlights Include: (1:00) - Simplifying Leadership for Success (13:50) - Effective Leadership Through Feedback and Coaching(18:12) - Consistency and Being in Touch(31:13) - Building Customer Connections for Success(39:45) - The Power of Relationships and KindnessWhether you're leading a startup, running a successful agency, or looking to refine your leadership approach, this episode is packed with insights to help you grow, connect, and lead with impact.🎧 Listen now and start simplifying your leadership for success!To learn more about our programs for your success, visit www.sitkins.com/To download free tools to help your agency grow, visit www.sitkins.com/podcastdownloads

Join us for a motivating episode of The Agent Leader Podcast as we sit down with Jeff Schulz from J. Krug & Associates to explore his journey from fraternity connections to leadership in the commercial lines division. Jeff’s story highlights the power of continuous learning, industry designations, and a relentless commitment to growth.🎧 Highlights include:(01:00) The Journey to Insurance Expertise(10:21) Developing Talent and Success Stories(24:10) Navigating Challenges in Onboarding Processes(28:20) Enhancing Agency Clarity and EfficiencyIf you’re an agency leader looking to develop top talent, streamline onboarding, and create a culture of continuous growth, this episode is for you!🎧 Tune in to learn:✅ How to create a learning culture that drives success✅ The power of podcasts & video whiteboards for skill-building✅ Why stepping outside your comfort zone fuels career growth✅ Smart onboarding strategies that set new hires up for success✅ How the 80/20 trade-down approach boosts efficiency & leadershipListen now and take your agency to the next level! Visit sitkins.com/podcast to access tools and resources for your agency growth.

Discover how to bridge performance gaps and drive unprecedented success in your insurance agency with insights from Roger Sitkins, founder and CEO of the Sitkins Group. In this episode, we break down the transformative power of key performance indicators (KPIs) and introduce the Performance Gap Analyzer—a game-changing tool designed to help agency leaders pinpoint growth opportunities and align their strategies with long-term success.Highlights include:(01:00) - Key Performance Indicators and Performance Gaps(11:52) - Driving Performance With Paradigm Shifts(16:10) - Identifying and Closing Performance Gaps(29:18) - Maximizing Performance Through Key Metrics(40:50) - Strategies for Pinpointing Performance Gaps(47:18) - Empowering Insurance Agencies for SuccessGo beyond the numbers to uncover the beliefs and behaviors that truly fuel agency performance. Learn how revenue distribution impacts profitability, why traditional agency strategies may be holding you back, and how Pareto’s principle can reveal untapped potential in your book of business.We’ll also explore critical metrics like client retention, closing ratios, and conversion rates—helping you forecast success and address underperformance before it impacts your bottom line.Drawing inspiration from elite sports coaching and data-driven business strategies, this episode provides proven tactics to enhance client engagement, boost cross-selling, and maximize referrals. With Roger’s expertise, you’ll gain practical steps to create a high-performance culture and maintain a "Green Zone" mindset, keeping your team focused on growth and relationship-building.If you're ready to transform your agency’s potential into exceptional outcomes, this episode is a must-listen. Tune in and take the next step toward sustainable, scalable success.Access the Performance Gap Analyzer tool mentioned in this episode.

In this episode of the Agent Leader, Brent Kelly dives into the transformative power of setting standards over merely chasing goals in insurance agency leadership. Drawing inspiration from James Clear's "Atomic Habits," Brent explores how establishing consistent standards can turn your aspirations into tangible achievements. Discover actionable insights and tools to elevate your agency's performance through the alignment of culture, beliefs, and behaviors. (01:20) - Goals vs Standards in Leadership (06:27) - Establishing Standards for Goal Achievement (20:47) - Consistency Through Standards in Improvement (27:41) - Leadership Growth Learn how to track and manage success-driving behaviors, making your goals more attainable. Whether you're an agency leader or an individual producer, this episode offers valuable strategies to reassess and enhance your leadership practices. To access the free tools mentioned in this episode, visit www.sitkins.com/podcast  

Discover the Secrets to Consistency and Balance in Insurance Sales In this episode, Brent Kelly sits down with Dan Elliott, managing partner of the Diebold Agency and a fourth-generation leader, to uncover how he steers his family-run business toward multi-location success. Drawing from his journey to leading the Diebold Agency to new heights, Dan shares proven strategies for mastering consistency in the ever-changing world of insurance sales. Highlights:  (03:00) - Achieving Consistency in Insurance Sales (12:55) - Building a Strong Sales Culture (22:07) - Balancing Work and Personal Life  Dan reveals how the agency’s dynamic sales strategies and commitment to exceptional customer service consistently surpass sales goals. He provides a behind-the-scenes look at the challenges and rewards of running a family business while emphasizing the critical role of ongoing learning and adaptation in achieving sustainable growth. Listeners will gain insights into building a thriving sales culture, where visibility, healthy competition, and shared achievements drive engagement and accountability. Dan also breaks down the Diebold Agency’s unique selling system, which focuses on understanding client risks and delivering tailored solutions rather than competing on price alone. In addition, Dan offers practical advice on balancing professional and personal life, from creating an ideal week to fostering meaningful team connections. Whether you’re an agency leader or a team member, this episode is packed with actionable strategies to inspire excellence, growth, and harmony in your agency and beyond.

Jill Wagner Kelly, the Chief Distribution Officer at Grange Insurance, shares her profound insights from over 30 years in the insurance industry on this episode of The Agent Leader. Jill's journey from a personal lines underwriter to an executive leader is filled with pivotal moments and invaluable lessons in authenticity, mentorship, and leadership. Highlights include: (07:57) - The Power of Authentic Leadership (14:19) - Building a Diverse Personal Board (23:12) - Navigating Team Dynamics and Difficult Conversations (30:51) - Guiding Teams With Facts and Data (44:26) - Aligning Agencies for Success Throughout this episode, her philosophy of "building people to build a company" resonates as she shares strategies for aligning agencies for success through open dialogue, data, and collaboration. Tune in for an engaging conversation filled with actionable insights to elevate your leadership in the insurance industry. To learn more about our programs for growth-minded leaders, visit www.sitkins.com/bookacall

Dive into a transformative journey as Matt Hughes shares his path from NFL player to Growth and Sales Strategist at First MainStreet Insurance on this episode of The Agent Leader. From his beginnings as a college athlete and NFL player to a thriving career in the insurance industry, Matt shares invaluable lessons on resilience and leadership. Listen as Matt recounts his transition from medical sales to insurance, driven by the desire to balance family life with career aspirations. Matt opens up about the challenges he faced, the pivotal moments that reignited his passion, and the strategic implementations that led to his success. Highlights include: (06:37) - Overcoming Adversity in Insurance Industry (14:16) - Personal Growth Through Strategic Implementation (29:00) - Lessons From Jerry Rice (32:42) - Success Through Discipline and Commitment (39:04) - Path to Success (49:06) - The Art of Leadership Encouragement Throughout the episode, we explore the parallels between sports and business, emphasizing the importance of personal standards and discipline. Drawing inspiration from NFL legend Jerry Rice, Matt highlights how dedication and self-leadership can lead to significant accomplishments. The discussion also touches on "The Art of Encouragement" by Jordan Montgomery. Join us for an inspiring conversation filled with empowering lessons on organization, commitment, and maintaining momentum. Whether you're in the insurance industry or seeking personal growth, this episode offers a wealth of knowledge on transforming challenges into opportunities and achieving success beyond the field. If you're ready to achieve results like Matt and First MainStreet, visit www.sitkins.com/bookacall

Join us on this special episode of the Agent Leader Podcast, where Brent Kelly, Roger Sitkins, and Kari Glennon explore transformative insights for insurance agencies drawn from 2024. Highlights include: (07:42) - Intentional Communication in Leadership (15:50) - Cohort Management and Practice Culture (26:54) - Maximizing Producer and Service Efficiency (39:57) - Elevating Efficiency (45:53) - Leveraging the Power of 80/20 (59:06) - Empowering Mindset for Success In our conversation, we address the importance of cohort management and practice culture, focusing on differentiated treatment based on performance levels. Learn how a promise-based culture within sales teams can become a tool for growth. We also highlight the undervalued practice of rehearsal in business, and stress the value of low-risk practice environments. As we explore maximizing efficiency, we focus on the concept of the Red Zone and Green Zone. Additionally, we uncover the power of the 80/20 rule, sharing experiences from a major event where agencies realized the reliance on a small percentage of high-revenue clients. We wrap up with a reflection on empowering mindsets for success, advocating for a positive approach to achieve desired outcomes and extend our heartfelt wishes for a joyous holiday season. To learn more about our programs to help your agency thrive in 2025, visit www.sitkins.com

Unlock the secrets of transforming a traditional family business into a thriving, innovative insurance agency as we sit down with Tom Krug, the visionary president of J Krug & Associates. Discover how Tom's journey from working alongside his father and grandfather to reshaping the agency with a modern employee stock ownership model has paved the way for sustainable growth and employee empowerment. Get inspired by the stories of key team members and explore the strategic mindset that fuels the agency's success in nurturing young talent and fostering a culture of investment and organic growth. Highlights include: (03:33) Growing Up in a Family Agency (10:43) Recruitment Program (18:35) Improving Presentation Skills Through Practice (31:42) Balancing Multiple Agency Leadership Roles (34:21) The Importance of Reading in Insurance As we navigate the challenges of growth, Tom provides insight into the strategic planning tools and timeless leadership principles that help balance agency roles and build strong partnerships. Tune in as we celebrate the synergy between tradition and innovation, and find out how to replicate these successes in your own insurance agency. Visit www.sitkins.com/bookacall to learn how you can get access to the same programs helping their agency grow.

Mark Shipp, Senior Executive VP at HUB International, joins us to share his extraordinary transformation from early career hurdles to becoming a multi-million dollar producer in the insurance industry. Mark's journey underscores the role of mindset, strategic processes, and a heart for service. From his beginnings in the family business to honing sales skills in the car industry, Mark shares how he found his niche. Through his disciplined approach and market focus, he's achieved remarkable growth, reminding us of the power of perseverance and client-focused strategies. Highlights include: (02:01) Family Legacy in Insurance Industry (07:12) Removing Boundaries (15:46) Memorable Chicken Wing Experience (22:49) Overcoming Challenges in Industry Development (26:26) Attitude Determines Altitude in Business (35:02) Building Relationships Through Consistent Effort (41:44) Diversification in Business Strategy Through stories of service, purpose, and persistence, Mark's insights leave us with a compelling reminder: simplicity, authenticity, and a genuine focus on service naturally lead to success in the insurance industry. To learn more about our programs for growth-minded leaders, visit www.sitkins.com

Discover the transformative power of self-leadership in this inspiring episode featuring Tinsley English, a dynamic leader in the insurance industry. Tinsley shares her unexpected journey into insurance and how she embraced it with passion and purpose. Drawing from her empowering book, Grit, Growth, and Gumption for Women, she unveils strategies for bringing authenticity to the industry, unlocking opportunities, and leading with confidence and grace. Tune in for insights that will motivate you to seize the limitless potential within the insurance industry! Highlights Include: (09:32) Self-Leadership (13:50) Overcoming Resistance to Self-Feedback (20:36) Personality Assessments and Team Dynamics (23:52) Building a Powerful Support Network (34:56) Continuous Improvement Through Feedback (41:26) Know Yourself, Be Authentic Listen in as we unravel the essence of leadership improvement through feedback and explore the value of creative networking, offering listeners a ton of insights and practical advice for thriving as leaders. To learn more about Tinsley and her book, visit gritgrowthgumption.com To get your agency on the path to even more success with Sitkins programs, visit www.sitkins.com

Trent Tillman, President and Chief Revenue Officer of TrueNorth Insurance, joins us to share the extraordinary growth story of the agency, scaling from under $10 million to over $140 million in revenue.Gain insights into a leading agency's strategic vision for growth as the discussion covers the company's expansion across multiple locations, its robust internship program, and its approach to retaining top talent in a competitive market. Highlights include: (02:00) - Lessons in Agency Growth and Leadership (13:09) - Fostering Company Culture for Growth (28:03) - Building Organizational Focus (38:51) - Maximizing Mentorship for Growth Tune in to learn about the transformative power of effective leadership and mentorship as we explore TrueNorth's remarkable journey from a startup to a success story and its ongoing commitment to fostering growth and excellence.To learn more about our programs helping accelerate agencies' growth, visit www.sitkins.com

Join us as Joe Vens, a leading risk advisor at First MainStreet Insurance, returns to share his transformative journey in the insurance industry. Through the themes of mentorship, coachability, and dedicated personal growth, Joe discusses how these qualities have shaped his career and set him apart.  Joe dives into the art of balancing family, professional development, and pursuing continual growth, offering real-world insights along the way. Episode highlights: - (06:22) Personal and Professional Growth Through Mentorship  - (16:57) Developing a Specialized Niche in Insurance  - (27:41) Building Leadership Through Team Collaboration  - (36:46) Achieving Success Through Mindful Living  Packed with practical advice for both new and seasoned producers, Joe shares his strategies for long-term success—covering everything from planning and communication to intentional living. This is an inspiring episode full of relatable stories and actionable lessons for anyone looking to make an impact in their insurance career. To learn more about Sitkins programs to help your agency grow, visit www.sitkins.com

What if you could seamlessly blend cutting-edge technology with personal growth in your insurance agency? This episode of the Agent Leader promises insights into just that as we chat with Billie Jo Galle, Senior Vice President of Marketing and Operations at TRICOR Insurance. Billie Jo's extensive experience provides a unique perspective on harmonizing technological advancements with human elements in the fast-evolving landscape of insurance. We unravel TRICOR's journey from a family-owned business to a formidable private equity-backed agency, highlighting strategic partnerships and the adoption of technology to enhance operations, marketing, sales, and analytics. Tune in to discover how technology is transforming the industry by automating routine tasks, thereby freeing professionals to nurture deeper client relationships and offer strategic advice to their clients. She also explores the invaluable growth that comes from stepping outside your comfort zones and tackling challenges head-on. Highlights include: (02:00) - Balancing Technology and Team Growth (13:35) - Leveraging Technology for Agency Growth (29:05) - Embracing Challenges for Personal Growth Through engaging anecdotes and reflections, this conversation underscores the irreplaceable human elements of empathy and collaboration, even in an increasingly automated world. To get your agency on the same path to success as TRICOR, visit www.sitkins.com/bookacall

Renowned sports psychologist and performance coach Dr. Rick Jensen draws from his remarkable experience coaching pro champions to offer powerful insights for excelling in insurance. Dr. Jensen emphasizes the value of specialization, and the competitive advantage gained by becoming trusted consultants within specific niches rather than staying generalists. Highlights include: (00:00) - Growth and Leadership (12:51) - Specialization and Differentiation in Professional Advice (17:16) - Unleashing Achievement Mindsets in Leadership (32:30) - Analyzing Performance Stats for Success (39:19) - Measuring Performance Metrics in Agencies (43:36) - Learn From Experience (50:45) - Creating the Best Agency Our conversation delves into the transition from transactional to consultative relationships, highlighting how targeting a specific audience with tailored advice can elevate client connections and revenue. Dr. Jensen illustrates how professionals can benefit from a champion’s mindset, including achievement motivation, deliberate efficiency, and the importance of structured time management. This episode sheds light on practices that help top achievers reach new heights, offering listeners actionable strategies to build focus, resilience, and consistent growth. To get started on your agency's growth plan, visit www.sitkins.com/bookacall To learn more about Dr. Rick Jensen, visit https://drrickjensen.com/

How can leaders help shape up their agency culture for heightened success? Dick Gibbs, CRO and VP of Sales at Hartwig Moss Insurance Agency, joins us to share how his own commitment to personal well-being has propelled his leadership abilities and fostered a thriving team culture. With his impressive background in both company and agency sides of the insurance sector, he offers a unique lens on how agency leaders can set a powerful example for their teams through modeling positive behaviors.We unravel the keys to Hartwig Moss's remarkable growth, doubling revenue over just six years. From harnessing modern technology to sustaining a strong customer service ethos, the agency's success story is one of strategic innovation and relationship-building. Learn how their five-generational legacy in New Orleans has been a cornerstone for success while embracing the challenges of balancing growth and profitability in a competitive market. Topics discussed include:(00:02) Importance of Agency Leaders Modeling Behaviors(05:05) Importance of Fitness for Agency Leaders(12:17) Multi-Generational Agency Success Culture(19:41) Balancing Growth and Profitability Challenges(26:57) Enhancing Agency Relationships and CommunicationThis episode offers a wealth of insights for agency leaders eager to refine their relationship-building strategies and sustain business growth.If you're ready to get remarkable results like Hartwig Moss, start your agency growth plan at www.sitkins.com/bookacall

What if the key to your agency’s growth lies in something you're overlooking? In our latest podcast episode, Matt Fairbanks, Vice President of Sales and Producer Development at EHD Insurance, joins Brent to reveal how investing in your team can transform your agency’s success. Learn from Matt’s incredible journey from managing a $2 million book of business to excelling in a leadership role dedicated to nurturing the next generation of producers. His practical insights and mindset shifts offer invaluable lessons for anyone in the industry including:(00:01) - Growing Your Insurance Agency Through People(12:51) - Nurturing Success in Insurance(22:55) - Navigating Challenges in Insurance Agency Growth(35:06) - Building Relationships and Behaviors in Sales(46:54) - Mastering Connections for Professional Success(50:52) - Sharing Ideas for Business GrowthDiscover how leveraging the experience of seasoned producers nearing retirement can boost the entire agency’s performance plus more nuggets of wisdom in this engaging episode!To get your agency on the path to more success like EHD, visit www.sitkins.com/bookacall

How did Ed McGrath lead BancFirst Insurance Services from $6 million to an astounding $33 million in revenue? Discover the secrets behind this monumental growth as Ed, the President and CEO, sits down with us to discuss the pivotal strategies and leadership decisions that made this transformation possible. You'll hear about the importance of an independent operational approach, the power of investing in new agents, and the unique leadership style that has driven their success.This episode promises valuable takeaways for any agency leader aiming to elevate their business and achieve ambitious goals. Join us for a conversation that could redefine your approach to growth and leadership in the insurance world.To learn more about programs that helped boost BancFirst's growth, visit www.sitkins.comTo order your copy of our Best Version Possible book visit www.sitkins.com/bvp

Unlock the secrets to agency growth and leadership success with Bart Straka, President and CRO of TRICOR Insurance. Discover how Bart transformed from a producer to a leader at one of the top 100 agencies in the country. Learn how the agency has expanded to 32 locations and 310 employees, with an impressive projected revenue of $58 million, and the pivotal role a strong agency culture plays in this remarkable journey.Highlights include:(00:01) Agency Growth and Leadership Success(06:34) Building Success Through Growth and Development"(17:14) Navigating Challenges and Opportunities in Insurance(29:14) Optimizing Agency Efficiency and Growth(40:14) Impactful Relationships in Professional Growth Delve into the multifaceted challenges and opportunities within the insurance industry, such as talent acquisition, market unpredictability, and the lag in technology adoption. Hear Bart's perspective on transforming these hurdles into growth opportunities through proactive strategies and ensuring the right people are in the right roles for maximum efficiency. With personal anecdotes and professional wisdom, Bart underscores the significance of meaningful relationships in achieving both personal and professional growth, rounding off an episode filled with lessons for agency leaders and industry professionals alike.To learn more about how you can transform your agency like TRICOR, visit www.sitkins.com

In this episode, Brent Kelly is joined by Mark Rollins, a former highly successful insurance agency leader and current founder of Retirement Transformed. Mark, also the author of The Evolving Man, shares insights that go beyond the usual financial aspects of perpetuation. Together, they explore the emotional and spiritual journey leaders face when transitioning from agency ownership, diving deep into vulnerability, authenticity, and the personal impact of retirement. Rollins reflects on his own agency success, while emphasizing the importance of identity, purpose, and staying active in retirement. Tune in for a conversation that will inspire you to rethink how you approach both your professional legacy and personal growth.To learn more about Mark's company visit https://retirementtransformed.com/To book your agency assessment with one of our coaches visit https://www.sitkins.com/bookacall

Brent Kelly sits down with Max Olson of Legacy Advisors, an expert in agency valuation, to discuss the strategies that can significantly increase the value of your insurance agency. Whether you're preparing for a buyout or simply want to boost your agency's future, Max shares key insights on optimizing revenue, streamlining operations, and securing the best price for your agency. Key topics include: (5:55) Success leaves clues, Max shares some areas where agencies have succeeded. (15:25) Mistakes agencies have made (23:00) The one thing that agency owners should be most focused on (30:00) How to find balance in ambition and life Tune in to learn the steps you can take today to enhance your agency's worth and position yourself for a profitable exit. Visit https://www.legacy-advisors.com/ to learn more about their services for insurance agenciesVisit https://www.sitkins.com/bookacall to schedule your Best Version Possible assesment.

How can good results be holding your agency back? Roger Sitkins joins Brent Kelly to dive deep into all seven of the Good Results Traps - or common challenges that many agencies face when they become content with merely good outcomes instead of pushing for the Best Version Possible results. This Good Results mindset prevents agencies from reaching their full potential and end up leaving millions of dollars of value on the table. Learn how to escape these traps, get a clear understanding of your current position, desired future state, and the steps required to bridge that gap. Dive into key strategies like optimizing sales and service capacity — ensuring producers are focused on sales-related activities and service teams are working efficiently without interruption. Get into Accountability, an essential in driving the desired behaviors and results. The coaches discuss the importance of building a promise-based culture that fosters engagement, productivity, and a sense of ownership across the organization. By striving for the Best Version Possible of themselves and avoiding the comfort of "good" results, agencies can achieve greater financial freedom, more options, and overall success. This episode is your blueprint for achieving sustainable growth and profitability, packed with actionable insights for insurance agency owners and leaders. Don't miss out on these strategies to refine your business approach and lead your agency to success. Visit www.sitkins.com to learn more about our programs To order a copy of our book Best Version Possible, visit www.sitkins.com/bvp To schedule a free agency assessment with one of our coaches, visit www.sitkins.com/bookacall

Are you falling into Good Results Trap #7 by under-utilizing your agency’s technology and talent? In this episode of The Agent Leader, Brent Kelly dives into the critical importance of your agency’s talent and growth strategy. Brent emphasizes that the key to staying competitive and efficient lies in a proactive approach to investing in both your people and technology. (3:58) There's an undeniable link between employee development and organizational success. Learn how to invest in your team correctly. (17:36) As a leader, rethink your perspective on technology. It should not be a mere expense, but a vital investment in the future of your agency. Join us as we explore how you can foster a culture of continuous learning and adaptation within your agency. By doing so, you’ll set the stage for long-term growth and ensure that your agency doesn’t just survive but thrives in today’s fast-paced environment. Ready to take the next step in your agency’s journey toward becoming its Best Version Possible? Don’t miss this episode, and be sure to book a call with one of our expert coaches at https://www.sitkins.com/bookacall to learn more about how we can help you achieve your agency’s full potential.

Skyrocket your agency's revenue by embracing proven strategies used by top-performing agencies. In this episode, Brent Kelly gets into how the 80/20 principle can revolutionize your business model, helping you focus on the top 20% of your clients who generate 80% of your revenue. Imagine the impact of having half your revenue come from just the top 5% of clients—it's not only possible but achievable with the right approach. Brent guides you through the essentials of client tiering, optimizing carrier management, and strategic resource allocation, all designed to streamline your operations and boost profitability. Whether you're an experienced agency owner or just getting started, this episode offers valuable strategies to help you work smarter, not harder. Tune in now to transform your agency's revenue model and secure a more prosperous future. Don't miss out - schedule your free Best Version possible agency assessment today at sitkins.com/bookacall