The Agent Leader Podcast

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’...

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 trut...

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 intentions How mixed priorities create confusion and...

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, Ma...

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 results The difference between intentional leader...

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...

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 agenc...

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 ag...

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...

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 w...

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, incre...

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-li...

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...

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,...

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 wi...

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 c...

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 elimina...

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 lead...

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....

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 yo...

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 Ex...

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...

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 agen...

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...

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 Auth...