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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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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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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 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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Increase Your Influence With a Laugh

By Brent Kelly

How many times have you actually listened to the flight instructions before takeoff from the flight attendant?

Unless you are petrified of flying and feel that these instruction may indeed save your life, the answer is probably close to zero.  Most airline travelers are reading a book, whispering to their neighbor, or staring out the window during the pre-flight instructions. They are NOT engaged.

Watch this video. Every passenger is listening and laughing. How often do you see that on a flight?

Southwest Airlines is one of the few (maybe only) airlines that has recently been profitable. Southwest Airline customers are loyal. In fact, I have heard some people tell me that they wouldn’t fly on any other airline unless they had to. That’s powerful stuff.

Why?

Well, there are many reasons, but humor is near the top of the list.

Southwest is actually a fun airline to fly. Are they perfect? Of course not, but they allow their employees to...

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4 Ways Insurance Agents Can Help Their Underwriters Write More Business

partnerships underwriters Sep 01, 2017

By Brent Kelly

The relationship between insurance agent and underwriter is critical.

Both parties are vital to each other’s success, yet often times, the agent/underwriter relationship is strained. Why?

There could be countless reasons, but ultimately many agents feel that their underwriters make their lives more difficult by asking for additional information, not providing a competitive price, or just plain make it a challenge to make sales.

Although it may seem that some underwriters don’t want to write business or overanalyze basic risks, they have a tough job to do. They want to write business, but equally important, they want to write profitable business.

No, underwriters are not all the same and some are better than others, but if you want to be a successful agent, establishing a positive relationship with your underwriter is critical.

I asked one of my company marketing representatives to ask her team of underwriters a basic...

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The 4 Components of Finding a Niche for Your Insurance Agency

Uncategorized Sep 01, 2017

By Brent Kelly

The idea of creating a niche to grow your book of business for insurance agents is certainly not a new idea.

However, I often hear from insurance agents wanting to find their niche market, but unsure of where to start.

This is a common question as there is no perfect science to establishing yourself as an insurance expert in a particular niche. While that may seem frustrating, discovering a niche market that may work for you only requires four key components.

If you can tie these four components together, you will be well on your way to becoming an industry leader in a niche you love, understand, and provides long-term opportunity.

1) Passion
Passion for a specific industry or type of coverage is how most agents begin the process of discovering their niche. I agree that this is the most important aspect, but it’s not the only qualification.

Having passion or love for a certain industry or segment is vital because you will be...

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