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Why I Am So Passionate About Cyber Liability and Data Breach

Uncategorized Sep 01, 2017

By Brent Kelly

In 2013, I focused a large portion of marketing, research, networking, etc. on cyber liability and data breach issues.

Why? There are many reasons why this topic is so important so let me explain.

1) Cyber liability and data breach will not just be trendy catch phrases in the coming years, but there will be organizations crippled because of a cyber liability loss.
The amount of data breaches and cyber liability claims continue to rise.  Large companies with good risk managers are already aware of this, but who is looking out for small and medium-sized business owners?

Most business owners and organizations are unaware how susceptible they are with cyber liability.  Business owners work way too hard to have everything taken from them.  I feel a calling to educate, advise, and help all entities understand their cyber exposures and work with them to provide solutions.

2) Cyber liability is complicated and it will take...

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Overcoming the “Too Young” Objection in Insurance Sales

Uncategorized Sep 01, 2017

By Brent Kelly

Being a young insurance agent can seem downright overwhelming at times.

I started in the insurance business right out of college at the ripe old age of 22. I had superb initial training, wonderful mentors, learned as much as I could as quickly as possible, and then was sent straight to the wolves. I was ready to take on the world, but scared to death all at the same time.  If you are new in this business, you may know the feeling.

My first boss made a true and important statement to me in my first year. He said, “This business is really tough until you start getting some gray hairs, but it will be worth it in the long run.”

Looking back at this statement 13 years later, I have realized several important truths.

  1. This business is very tough
  2. If you persevere, it is also worth it
  3. I didn’t expect to get gray hairs so quickly


If you are young agent (or maybe just look young), I have some great news. Although you may still...

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Is the Independent Agent Doomed?

Uncategorized Sep 01, 2017

By Brent Kelly

Over 50% of People Now Shop For Insurance Online, Is the Independent Agent Doomed?

A recent article found that over 50% of people looking to obtain auto insurance quotes now go online to shop. This trend will probably continue as insurance buyers are looking for convenience and competitive pricing.  Large companies like Geico, Progressive, and Allstate are spending millions of advertising dollars to get these customers.

Does this mean the local independent agent is doomed? 

Quite the contrary in my opinion. I think this presents one of the greatest opportunities independent agents have had in a long time.  What do I mean?  Let me back up and point out a couple of things relating to that article first.

1) The article stated that 54% of consumers turn to the internet for a quote, but most still purchase through an agent or call center.

2) Customers still highly value customer service and typically will still only move to a new company...

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Want to Ask Great Questions to Prospects and Customers? Think Scattergories

propects sales Sep 01, 2017

By Brent M Kelly

Use creativity and differentiation when asking questions to stand out from your competition.

Do you remember the game Scattergories? It has always been one of my favorite games.

For those of you who are unfamiliar, let me briefly explain how the game works.

Every player has a list of items on a sheet. They could be items like cities, dog breeds, actors, automobiles, etc. One player would roll a funky looking die with letters on it. Players would then have to name every item on their list starting with the letter rolled in a short period of time. For example, if the letter “B” came up, every item on you list would have to start with “B.”

What I love about this game is that you have to be extremely creative because the only way you can score points was if no other players have the same answer as you. The more players, the more difficult the challenge was to create answers that are unique.

If the list item was...

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3 Reasons Why Cold Calling Could be Wasting Time

Uncategorized Sep 01, 2017

By Brent Kelly

Do you cold call? Does your boss make you cold call?

If so, I believe you could be wasting valuable time.

Let me ask you some straight forward questions about cold calling.

  • Do you get excited to cold call?
  • Are cold calls adding value to your prospects?
  • Does cold calling leave you frustrated and dejected?
  • Do you have days you would rather not show up to the office because you have to cold call?
  • Do you have many current customers who have thanked you for cold calling them?

Long time sales professionals and managers will state that cold calling is part of the deal. You put your time in, work through the rejection, and if you make enough calls, you will get some appointments.

The last statement is true. If you make enough calls, you will get some appointments and eventually some sales. YAY!!!

Here is my response.

  • How many calls does it take to get one appointment?
  • How many people did you piss off in the process?
  • How much time have you wasted?
  • How much do...
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What All Sales Professionals Can Learn From Starbucks?

Uncategorized Sep 01, 2017

By Brent Kelly

As I was sitting at my laptop one afternoon in a Starbucks I realized something obvious. Starbucks employees know how to ask for a sale and they are very good at it.

When I first went to the counter to order my coffee (plain, no cream or sugar), the nice lady asked if I wanted a delicious cookie for some sugar energy. I politely declined (thank you My FItness Pal), but actually had to think about it for a few seconds. She didn’t just say, “Would you like a cookie with that,” she said, “do you want a delicious cookie for some sugar energy?”

I don’t know about you, but I like delicious things, sugar, and energy.

As I began to work, I overheard one customer after another being asked if they wanted a “warm roll, yummy treat, or a bigger drink for only $0.30 more.” About half of the people who were asked agreed. HALF. There was no pressure, no pushing, and no hard sell. They simply asked.

It got me...

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Does My Business Need Workers Compensation Insurance?

Uncategorized Sep 01, 2017

By Brent Kelly

If you are small business owner that is looking at hiring your first employee, have a family member who works for your business, or you are using a subcontractor, you may have asked this question, “Does my business need workers compensation?”

So you started your business out of your home and now you need some part-time help.  Do you need workers compensation insurance?  

Your family member is helping you on the weekends and you are paying them for their help. Do you need workers compensation insurance?

You hired a one-man subcontractor who does not have workers compensation insurance on himself.  Do you need workers compensation insurance?  

The short answer in almost all of these cases is YES.  That answer; however, is a little too simple.

The first idea you need to understand is that workers compensation laws vary by state.  If you live in New York, the workers compensation laws may be much different than what they are...

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What in the Heck is an Experience Modification Rate?

Uncategorized Sep 01, 2017

By Brent Kelly

If you have been in business a long time with multiple employees, chances are you are aware of the experience modification rating factor. However, if you are new in business or just starting to add employees, you may be thinking, “What in the world is this guy talking about?”

The experience modification is simply a factor that insurance companies use to adjust workers compensation premiums based on your loss experience.  There is a very complex formula to determine this factor, but I simply want to explain how it can affect your business.  I have met with many business owners who really do not understand the experience modification rate and how it affects their business and more importantly their profits.

The basis of the experience modification concept is to determine if your workers compensation loss history is above or below average.  If your business has had less claims than other related business, you will receive a credit.  If you...

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Brent Kelly Joins Sitkins Group

Uncategorized Aug 25, 2017

Sitkins Group, Inc. is pleased to announce Brent Kelly has joined their team as a coach for independent insurance agencies. With the addition of Brent to the team, Sitkins Group will be able to expand their training and development programs for agents.

Brent comes to Sitkins Group with extensive hands-on insurance industry experience, having spent 15 years as a successful commercial lines producer. In 2012 he was named one of the top 12 young agents in the country. Knowing what it took to make an agency successful, he decided to take the leap into starting his own speaking and coaching business in 2015. Brent has been focusing on his passion to help insurance professionals gain influence, maximize their potential, and grow their book of business. He is a strong keynote speaker, coach and trainer, and this background makes for an easy transition into his new role with the Sitkins team.

“Brent’s experience and his passion for personal development make him a perfect...

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Is Your Agency Too Comfortable: Part Two

growth May 26, 2017

Ways to get uncomfortable

No doubt, you’re eager to discover the joys of being uncomfortable. But seriously, getting out of your comfort zone is the only way to achieve greatness vs. “okayness.”

1. Start systematically challenging everything you do. This means questioning the What’s, Why’s, and How’s of your agency’s operation. Why do we do this? Why are we doing it this way? How do we improve that? How do we get better at doing that? To quote Thomas Edison, “There’s a way to do it better—find it!” Why not use that as a guiding principle for your agency?

2. Force your producers to rehearse every presentation. Remember it’s okay to look stupid in the office when practicing (low-risk practice). It’s not okay to look stupid in front of clients or prospects. That’s high-risk practice!

Also, when practicing, record your rehearsals and then critique them. Regrettably, far fewer than 5% of agencies do this,...

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