The Agent Leader Podcast

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