The Agent Leader Podcast

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