The Agent Leader Podcast

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 sal...

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) - Lev...

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 empowerm...

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 h...

Discover the transformative power of self-leadership in this inspiring episode featuring Tinsley English, a dynamic leader in the insurance industry. Tinsley shares her unexpected journey into insurance and how she embraced it with passion and purpose. Drawing from her empowering book, Grit, Growth, and Gumption for Women , she unveils strategies for bringing authenticity to the industry, unlockin...

Trent Tillman, President and Chief Revenue Officer of TrueNorth Insurance, joins us to share the extraordinary growth story of the agency, scaling from under $10 million to over $140 million in revenue. Gain insights into a leading agency's strategic vision for growth as the discussion covers the company's expansion across multiple locations, its robust internship program, and its approach to reta...

Join us as Joe Vens, a leading risk advisor at First MainStreet Insurance, returns to share his transformative journey in the insurance industry. Through the themes of mentorship, coachability, and dedicated personal growth, Joe discusses how these qualities have shaped his career and set him apart.  Joe dives into the art of balancing family, professional development, and pursuing continual growt...

What if you could seamlessly blend cutting-edge technology with personal growth in your insurance agency? This episode of the Agent Leader promises insights into just that as we chat with Billie Jo Galle, Senior Vice President of Marketing and Operations at TRICOR Insurance. Billie Jo's extensive experience provides a unique perspective on harmonizing technological advancements with human elements...

Renowned sports psychologist and performance coach Dr. Rick Jensen draws from his remarkable experience coaching pro champions to offer powerful insights for excelling in insurance. Dr. Jensen emphasizes the value of specialization, and the competitive advantage gained by becoming trusted consultants within specific niches rather than staying generalists. Highlights include: (00:00) - Growth and L...

How can leaders help shape up their agency culture for heightened success? Dick Gibbs, CRO and VP of Sales at Hartwig Moss Insurance Agency, joins us to share how his own commitment to personal well-being has propelled his leadership abilities and fostered a thriving team culture. With his impressive background in both company and agency sides of the insurance sector, he offers a unique lens on ho...

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 dedicat...

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 inves...

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 thi...

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...

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 topic...

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 o...

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 unden...

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...

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...

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 f...

What's the best way to scale your agency's revenue and ensure sustainable growth? Escape the Part-Time Producer Trap! Brent Kelly continues the Good Results Traps series with Trap #3, having part-time producers. Discover the critical elements that can elevate your agency from "doing ok" to thriving. Brent dives into the often-overlooked factors that are essential for agency succe...

What is your agency's set offense? Can you clearly articulate the differences of your agency vs. everybody else? Are your pipelines overflowing? If any of those answers are no, you may be falling into Good Results Trap #2, which we cover on today's Agent Leader podcast . In this episode, Brent Kelly continues the Good Results Traps 7-part series by covering the “trap” of doing good despite...

Is your agency getting good results? Careful, these good results could very well be traps that are holding your agency back from becoming its best version possible. In this first of a seven-part series, Brent Kelly talks agency leaders through the first trap - having no clear strategic or financial plan. Get ready to ask yourself if your business model is leading your agency to the place that you...

What's the secret to sustaining impressive growth in your insurance agency year after year? Discover Specialty Risk Insurance Agency’s blueprint for achieving a staggering 32.4% year-over-year growth for 12 years straight in this episode of The Agent Leader podcast! Chance Morgan joins Brent Kelly to deep dive into the strategies, hiring philosophies, and training programs that have propelled...

In this episode of the Agent Leader podcast, host Brent Kelly discusses the three steps to becoming a Best Version Possible agency. He emphasizes the importance of clarity, alignment, and focus in achieving agency transformation and growth. (5:30) It all starts with agency leaders answering three key questions for Clarity: where are we today, where do we want to go, and how are we going to get the...