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,...

By Brent Kelly

“Hi my name is Brent. I help insurance leaders communicate with purpose, connect with confidence, and lead with greater influence so they achieve world-class results. I would love to see how I could help your organization. Here is my card, would you like to grab coffee or hop on a call sometime so you can learn more?”

While this is true and I am proud of what I do for insurance professionals and organizations, this is NOT the best way to open up a conversation. Yet this is how most people start conversations with others……by talking all about themselves.

The 30-second rule

I learned something from my mentor called the 30-second rule and I have applied it to my conversations with prospects, clients, business partners, and my family. It’s one of the best communication and leadership ideas I have ever learned and it’s something that any leader can and should apply to their daily conversations.

Most of the time, we focus our...