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The One Question Your Insurance Agency Must Answer

mission motivation purpose Sep 01, 2017

By Brent Kelly

One of my all-time favorite business books, is Simon Sinek’s, “Start with Why,”

His TED talk on this exact subject called “The Golden Circle,” is something that every business professional should watch. In fact, I’ll make it easy for you. Click here to watch now.

The simplicity of “The Golden Circle,” makes it easy to understand. However, when I challenge insurance agents and agencies to apply this philosophy to their own business, they often get stuck.

Simple doesn’t equal easy!
Every insurance agency knows what they do. Most insurance agencies can clearly explain how they do it. Very few insurance agencies know why they do it.

Why has nothing to do with revenues or profit.  Why is about your purpose, mission, cause, or belief.

As Simon Sinek so eloquently states, “Why do you get out of bed each morning, and why should anyone care?”

Can you...

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What Price Are You Placing on Yourself?

Uncategorized Sep 01, 2017

By Brent Kelly

One of the most common frustrations I heard from insurance clients in my 15 years of insurance production was that the premium is too high.

If you are an insurance producer, you probably hear things like………

“Can we get a better price?”
“Can you do any better?”
“Why is it so expensive?”
“Why did the price go up.”
“That’s way too much.”

I have discussed in previous blog posts why all salespeople need to focus on selling “real value” and quit playing the price game.

Let’s be real though. Our society loves to price shop. They want to feel like they are getting the “best deal.”

Here’s the good news. They also like to buy things.

There is nothing sexy or exciting about insurance, but that’s not why people want (or need) to buy insurance.

In a nutshell, people buy insurance because they don’t want to lose money they have...

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The 3 Risks Every Insurance Producer Must Face

By Brent Kelly

“Security is mostly a superstition. Life is either a daring adventure or nothing.” — Helen Keller

If you have been an insurance sales producer longer than 10 minutes, you know all about risk.

Risk is defined as “exposure to danger.”

Danger surrounds insurance producers everyday. It could be in the form of a manager, company, prospect, client, product, or service. That list could go on and on, but the key point is that risk is clear everywhere you turn.

I believe you could categorize sales risks into three areas:

  1. Risk of rejection
  2. Risk of failure
  3. Risk of financial hardship

These three risks highlight that even though the sales profession is the highest paid industry in the world, only a small percentage of the population enters this line of work. Furthermore, this is why even a smaller percentage of sales producers survive.

I have dealt with these three risks consistently in my own sales career. Although the context of these three risks...

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5 Lessons I Learned From a McDonald’s Employee

By Brent Kelly

I rarely frequent fast food restaurants, but on one particular Saturday morning, I took my kids for breakfast at a local McDonalds. Besides their awesome and underrated coffee, I found something even better.

There was an employee I noticed who was in charge of sweeping the floor, cleaning up trays, and other typical unappreciated jobs. I would assume he makes minimum wage and gets little to no benefits. However, you would never know that by watching him.

In twenty minutes, he struck up countless conversations, engaged the customers, and put smiles on their faces. It was awesome. As I sat there listening to him talk to other customers, I couldn’t help but think; How come most salespeople don’t do this?

No, he wasn’t selling anything. He wasn’t making a commission. He just genuinely cared about the people in the restaurant. It wasn’t fake, rehearsed, or manipulative. It was simply from the heart.

I learned more in 20 minutes watching...

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Build Your Confidence & Build Your Image

confidence Sep 01, 2017

By Brent Kelly

You want others to believe in you, your company, your product or service, and the value you provide. However, the most important question to ask yourself is, “Do you believe in you?”

Do You Breed Confidence in Others?

How others perceive you is in direct correlation to how you view and carry yourself.
You must project your self-image in a way that breeds confidence in others.

Have you ever met someone who looks sloppy, give a wimpy handshake, or can’t look you in the eye? They portray little to no confidence in themselves and therefore portray minimal confidence in the product or service they represent.

I am sure you have heard the phrase, “You never get a second chance to make a first impression.” Although that made a great Head and Shoulders commercial, it is also true.

Whether fair or not, people make quick judgments and those judgments are difficult to alter.

How you think about yourself translates directly into how you act and...

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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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One Reason Why You Must Adapt to Changing Technology

Uncategorized Sep 01, 2017

By Brent Kelly

Technology is changing at such a rapid pace that none of us can imagine what new technologies will be available in the next 20 years.

I found a clip on YouTube recently, and it absolutely blew me away. Not even 20 years ago, some of the “smartest people” on television didn’t know anything about the internet. I am not making fun of them, because in 1994, none of us really did.

In 1994, a new technology was surfacing that most of had no clue about. Today, we use the internet for just about everything and businesses would be crippled without it.

What’s my point?

The point is that new technologies are being developed right now that will completely change how we do business in 20 years. We don’t know exactly what they will be, but I guarantee you the face of business will change again in 20 years.
How do I know? Think about the changes made from 1934 to 1954 to 1974 to 1994. Does the automobile or television come to mind?

With that...

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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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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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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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