The Agent Leader Podcast

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

Do your agency’s beliefs and behaviors align? Brent Kelly dives into Good Results Trap #5 which covers having limited or no culture of accountability in your insurance agency on this episode of The Agent Leader. Learn how fostering a Culture of Accountability  can not only boost performance, but also make your agency a beacon for top talent. Examine the critical role of Strategy and Accountability, and learn why no strategy can reach its full potential without a solid foundation of accountability. If you’re ready to transform your agency into its Best Version Possible, visit www.sitkins.com/bookacall

How can you turn part-time clients into full-time profits for your insurance agency? Brent Kelly shares the strategies that can transform your business model, boost your profitability, and secure your agency's future in this episode which continues our Good Results series with Trap #4 Part-Time Clients. Understand the critical importance of transitioning part-time clients to full-time status for your agency's sustainability. Brent shares strategic client engagement techniques that not only improve client satisfaction and loyalty but also enhance your agency's profitability and market competitiveness. To learn more about our programs for growth-minded agencies, visit www.sitkins.com or schedule your free agency assessment at www.sitkins.com/bookacall