The Agent Leader Podcast

Confidence isn’t something leaders have, it’s something they create. In this episode of The Agent Leader Podcast, Brent Kelly shares why confidence is one of the most contagious forces inside an insurance agency, and how your team is taking its cues from you every single day. Brent breaks down how elite agencies build confidence through clarity, consistency, and accountability. You’ll learn: Why g...

Most agency leaders don't wake up and decide to become average. Instead, average happens slowly, through tolerated behaviors, avoided conversations, weakened standards, and leadership drift. In this episode, Brent Kelly explains why the biggest threat to agency growth isn't usually talent, competition, or market conditions. It's the gradual acceptance of mediocrity. You'll learn: W...

Most agency owners know they need help, but hiring the right people feels harder than ever. In this episode, Brent sits down with Valerie Bowden , founder of CRDLE, to discuss why African virtual assistants are becoming one of the biggest untapped opportunities for growing businesses. Valerie shares how companies are finding highly educated, experienced professionals while creating meaningful care...

Why do some agencies thrive in difficult markets while others struggle under the same conditions? In this solo episode, Brent Kelly explores one of the most powerful leadership concepts agency leaders often overlook: context. The way you interpret market conditions, staffing challenges, and opportunities for growth directly impacts the decisions you make, the behaviors you reinforce, and ultimatel...

Agency leaders often focus on activity, accountability, and results, but what if the real issue is happening beneath the surface? In this episode of the Agent Leader Podcast, Brent Kelly sits down with sales call reluctance expert and master certified coach Connie Kadansky to unpack the psychology that silently holds producers back from prospecting, asking better questions, and confidently growing...

Most insurance agencies are doing pretty good. But according to Roger Sitkins, that’s exactly the danger. In this episode of The Agent Leader Podcast, Brent Kelly and Roger Sitkins unpack the idea that “average is full” and why agencies that settle for average growth, average accountability, and average performance limit their long-term potential. Roger introduces the 15-30-300 framework for elite...

On this episode of the Agent Leader Podcast, Brent Kelly dives into one of the most important leadership disciplines for agency growth: controlling the controllables. Too many agency leaders get consumed by external chaos like staffing challenges, market disruption, carrier pressure, and economic uncertainty. While those realities absolutely impact your agency, elite organizations separate themsel...

Most insurance agents say they’re different. Few can actually prove it. In this episode of the Agent Leader Podcast, Brent Kelly sits down with Dustin Boss, co-founder of Emerge Apps, to break down how elite agencies are shifting from transactional selling to true risk advisory, and why that shift is no longer optional. Dustin shares how his journey from “insurance agent kid” to tech innovator led...

Most agencies assume their best producer should become their sales leader. It sounds logical, but it can also be one of the biggest growth constraints in your agency. In this episode of The Agent Leader, Brent Kelly explores the reality of the player-coach model and why it often works early, but stalls growth later. You’ll learn: Why top producers and great sales leaders require different mindsets...

What actually turns the crank on employee engagement? Right now, only 31% of employees are fully engaged at work, and more than half are simply going through the motions. For agency leaders, that represents both a challenge and a massive opportunity. In this episode of the Agent Leader Podcast, Brent Kelly sits down with Sadie Bauman of iC3 to explore what really drives engagement, and how leaders...

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 li...

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...

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...

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 leaders...

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...