The Agent Leader Podcast

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