By Brent Kelly

What is the number one job of the offensive coordinator for any football team?

To score points.

Yes, an offensive coordinator has other responsibilities, which I will discuss, but at the end of the day, the success of the offensive coordinator is based on putting points on the board.

Every successful football team has a named and effective offensive coordinator.

What about your insurance agency?

Who is the person responsible for putting “points on the scoreboard?” In other words, who is driving your agency’s revenue?

I am often astonished that agency leaders are surprised that their producers are struggling when they receive no mentorship, coaching, and accountability.

Can you imagine a football team going out on the field with no preparation, no game plan, and no consequences for their performance?

It sounds insane and the reality is that a team with no offensive coordinator is likely to lose the majority, if not all, of their games.

So, who...

Several years ago, I heard a quote that challenged me. Looking back, I now realized that it also has changed me.

“Work on your job, make a living. Work on yourself, make a fortune.” - Jim Rohn

As a commercial lines producer for 15 years, I attended a variety of sales and product trainings classes from insurance carriers and associations. Most of them were very informative and did help my business, but I would often find myself falling back into bad habits.

Yes, I gained product knowledge and a new sales idea or two, but I wasn’t gaining momentum. That’s because most of my training focused solely on the technical side of the business.

- Technical sales training is important.
- Technical sales training has value.
- Technical sales training can help you sell more.

Unfortunately, technical sales training completely misses the emotional aspect of why people buy.

So why is it that most companies offer solid technical sales training, but completely miss...

Studies have shown that effective leadership and influence, whether it’s with your team, your clients, or your company partners is 87% people knowledge and only 13% product knowledge. 

Reflect on that statistic for a minute, almost 90% of our ultimate success is not determined by what we know, but how we can relate what we know with the people we want to influence.   

What does this mean?  Well, I believe it means several things, but ultimately it begs the question, are we developing producers who can effectively communicate, and more importantly connect, with their clients and future clients?

Even in today’s world of digital disruption and insure tech, building high-level relationships will ultimately determine your success.

Let me state right up front, this doesn’t minimize understanding the technical side of the insurance business.  Every producer needs to be fully equipped to understand insurance terms, definitions, exclusions,...

Ask most insurance producers how their day was and it’s likely that you will receive an answer that revolves around the words, “I was really busy.”

In most cases, that is true. Insurance producers are often very busy. The problem is that they are often busy with activities that do not directly correlate into results.

One of my favorite personal development books is “The 7 Habits of Highly Effective People” by the late Steven Covey. This book outlines the 7 key habits that separate successful people from all the rest.

Over the past many years, both as an active producer and consultant, I have found that high achieving producers focus their time and energy in 8 key areas. In this post, I want to discuss these 8 key habits to help all insurance producers move from “too busy” to productive.

Activity vs. Results

I can recall many days as an insurance producer when I would leave the office feeling like I had accomplished a great deal. I would come...

Sitkins Group adds Lionel McCray as Executive Coach.

September 1, 2017 - Sitkins Group, Inc. is pleased to announce the addition of Lionel McCray as an Executive Coach and consultant.

Lionel brings to Sitkins Group over 30 years of insurance industry experience and knowledge. His background includes underwriting and marketing management with major property and casualty insurance companies and over twenty years of independent agency and brokerage production and sales/marketing management. His primary focus is the development and implementation of customized sales processes for his agency clients, and acting as an accountability partner to ensure that the strategies and tactics are executed for maximum growth and profitability. Lionel’s background makes him a valuable addition to Sitkins Group and what lies ahead.

“Lionel’s experience and his passion for agency process and accountability make him an obvious fit for the Sitkins Team. I’m very excited about the...

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...

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...

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...

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...

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...