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Does My Subcontractor Need to Carry Workers Compensation in Illinois? Sep 01, 2017

By Brent Kelly

Over the past few years, one of the biggest frustrations from both general contractors and subcontractors in the state of Illinois has been the issue of workers compensation.

General contractors can use subcontractors for many different jobs and projects.  The subcontractors...

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Why People Can’t Stand Insurance and What You Can Do About It Sep 01, 2017

By Brent Kelly

They may like you, your agency, or your funny commercial, but they don’t like insurance.

When I attended my very first insurance training course back in 2000, the instructor said something to us I will never forget.  He said, ”Congratulations, you get to...

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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...

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Overcoming the “Too Young” Objection in Insurance Sales 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,...

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Do You Believe in What You’re Selling? If Not, You Should Quit selling Sep 01, 2017

By Brent Kelly

Genuine belief in your product or service is vital for any salesperson’s success.

Without belief, what you are selling is a lie.

Seems pretty obvious right?  It should be, but I still see people selling products or services in the market they don’t believe in....

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Brent Kelly Joins Sitkins Group 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...

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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...

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Is Your Agency Too Comfortable: Part One growth May 12, 2017

Great growth requires letting go of complacency

It dawned on me recently that too many agencies and their teams are too comfortable (or complacent) to really grow. What they have are “lifestyle agencies,” which is absolutely okay if that’s what they want.

Gary Holgate, my mentor...

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Circle of Choice: Part Two process producer Apr 28, 2017

Outside the circle

Let’s take a look at some of the OTC things we can’t change, no matter what we do.

  • The national/global economy. None of us can make a significant impact here.
  • Insurance carriers’ appetites. You can’t stop them from changing, but it’s important...
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Circle of Choice: Part One process producer Apr 14, 2017

An effective process consistently produces the right results

Although this topic could apply to most employees, this article is really directed at Producers.

One of the biggest problems I see with average producers is their inability—or unwillingness—to focus on the right things. They...

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The Three 100's: Part Two 3 100's Mar 31, 2017

100% Goal Attainment

Assuming that you actually have goals in all areas of your agency, attaining them is huge. As part of your NO B.S. (Non-Optional Behaviors and Strategies) business plan, you should have one-year and three-year plans for the following Key Performance Indicators.

  • Gross...
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Roger Sitkins receives the Dr. Henry C. Martin Award henry c. martin award Mar 21, 2017

Roger Sitkins and Dr. Henry C. Martin both had the same passion; which is the betterment of the independent insurance agent through knowledge, agency efficiency, and customer relationships. Roger Sitkins is the recipient of the 2017 Dr. Henry C. Martin Award and among only five others to...

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