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Your agency’s next stage of growth may depend on the people you’re overlooking. When agency leaders think about growth, producers and sales leaders usually come to mind first. But what about the people who interact with clients every day, protect relationships, strengthen retention, and create capacity for future growth? In this episode of the Agent Leader Podcast, Brent Kelly challenges agency leaders to rethink the role of their service teams and why developing the entire team is essential to building a high-performance agency. Brent breaks down the connection between service team development, sales and service alignment, and sustainable organic growth. He also shares three areas leaders should focus on to help their people perform at a higher level: equip, empower, and educate. In this episode, you’ll learn: Why your service team is an essential part of your agency’s growth engineHow misalignment between sales and service creates frustration, inefficiency, and missed opportunitiesThe three E’s of team development: equip, empower, and educateWhy professional development must go beyond technical trainingThree questions every agency leader should ask to evaluate team alignment and developmentYour challenge: Sit down with your service team, ask what leadership and producers could be doing differently to help them deliver an exceptional client experience, and really listen to the answers. Remember, a high-performance agency isn’t built by developing a few high-performing individuals. It’s built by developing a team that communicates, collaborates, and moves in the same direction. Learn more about Sitkins Group and how we help independent insurance agencies become their best version possible at https://www.sitkins.com/.

AI is changing the insurance industry fast. Seth Zaremba, founder of b. atomic, joins Brent to discuss how the agencies that learn to use it strategically can gain a serious advantage in the ability to scale. Drawing on his experience as a producer, agency owner, and insurtech entrepreneur, Seth challenges traditional ways of thinking about agency operations, team capacity, and profitability. The opportunity goes far beyond adding new technology. It’s about rethinking how work gets done. In this episode, you’ll discover: How AI is reshaping agency growth: Use automation and technology to create capacity without sacrificing the relationships that make independent agencies different.The hidden cost of everyday work: Learn why cost per transaction matters and how it can change the way you evaluate processes, staffing, and technology.How to unlock your team’s potential: Shift time away from routine tasks and toward client relationships, retention, referrals, and new business.Where greater profitability can come from: Rethink your operating model to help your people, processes, and technology work together more effectively.Why leadership must lead the way: Build a culture that embraces change and helps your team understand how technology can make their work more valuable.As Seth puts it, “I don’t think AI is coming for relationships. I think it’s coming for our excuses.” The agencies that thrive will be the ones that use technology to make more room for the expertise and connection that customers truly value. Listen to Brent Kelly and Seth Zaremba for a fresh perspective on scaling your insurance agency in the age of AI. Connect with Seth on LinkedIn or on his site www.batomic.com.

Improvement doesn't happen simply because an agency has a good strategy. It happens when leaders consistently review what is working, learn from the results, make the right adjustments, and keep moving forward. In the final episode of this four-part series, Brent Kelly explores the fourth discipline: Optimize. Optimization isn't about constantly changing strategies or adding more activity. It's about creating a rhythm of review, measure, learn, adjust, improve, and repeat. Brent explores: Why current success doesn't guarantee future readiness How comfort can cause successful agencies to stop improving Why recurring problems often remain unresolved How to use metrics as teachers, not just scoreboards How to determine whether a strategy needs to change or simply needs better execution Why consistency beats intensity when creating lasting improvement How to build a culture where everyone contributes to making the agency better At the end of your next 90-day period, ask your leadership team: What did we say mattered most? What did we consistently execute? What measurable progress did we make? What did we learn? What is the one adjustment that would make the next 90 days better? Remember, the goal isn't to make everything better at once. It's to keep making the most important things better. Clarify creates awareness.Align creates momentum.Execute creates results.Optimize creates continuous improvement. The Best Version Possible of your agency isn't a fixed destination. It's a disciplined pursuit. Ready to explore what that could look like for your agency? Visit www.sitkins.com/bookacall to schedule an initial conversation.

Most agencies don't have an idea problem, they have an execution problem. They already know plenty of ways to grow, but when every idea becomes a priority, nothing gets the focus required to produce results. In this episode of the Agent Leader Podcast, Brent Kelly continues the four-discipline series: Clarify, Align, Execute, and Optimize, and focuses on execution - turning the right strategy into the normal behaviors of the organization. You'll learn how to: Create greater value within your best client relationshipsRetain and deepen those relationships through proactive continuation strategiesReplicate the characteristics of your best clients to create more of the right growthTurn broad strategies into specific, non-optional behaviorsUse the 80/20 principle to focus your agency's time and resourcesBuild accountability around the actions that actually produce resultsBrent also shares a practical 90-day execution challenge to help agency leaders identify priority relationships, define the behaviors that matter most, and create a consistent cadence of accountability. Because agency growth isn't simply about knowing what to do. It's about consistently executing what matters most. Ready to turn good ideas into consistent execution? Learn more at Sitkins.com or schedule an initial conversation at www.sitkins.com/bookacall.

Are your people working hard, but not always working together? In this episode, Brent Kelly continues the four-step process for building a Best Version Possible agency: Clarify → Align → Execute → Optimize. After last week's conversation about clarity, Brent explains why the next step is alignment, and why many agencies don't have a people problem at all. They have an alignment problem. You'll discover: Why clarity at the top isn't enoughThe five elements required for alignmentWhy too many priorities mean no real prioritiesHow common language builds common understanding and trustWhy goals inspire, but standards sustainWhy leadership teams should debate before a decision and align after itThree questions you can use to test alignment in your agencyAsk yourself: Does everyone on your team know where you're going, what matters most, and how their role contributes? Listen now and turn individual effort into organizational momentum. Ready to explore what's possible for your agency? Visit www.sitkins.com/bookacall to schedule an initial conversation with our team.

What if the most expensive problem in your agency isn’t the one you’re currently solving? Agency leaders are constantly taking action, but more activity doesn’t always mean more progress. Before adding people, technology, leads or another initiative, you need clarity around what actually matters most. In this episode, Brent Kelly introduces the first discipline in the Sitkins framework: Clarify. Questions to consider: • Where are we right now?• Where are we trying to go?• What is the biggest constraint keeping us from getting there?• Are we solving the root cause, or just treating the symptom?• Are we maximizing the capacity we already have? The goal isn't simply to do more. It's to make sure you're solving the problem that matters most. 🎧 Listen now, and if you're ready to get clearer on what's really holding your agency back, book a conversation with the Sitkins team at www.sitkins.com/bookacall.

What does it really take to become a better leader? In this episode of the Agent Leader Podcast, Brent Kelly is joined by Karl Sherrill, Chief Development Officer at Highstreet Partners, for a conversation about leadership, self-awareness, accountability, and execution. Karl shares why great leaders focus on creating an environment where people can thrive, and why sometimes the most important leadership conversations involve helping someone recognize they may not be in the right role. They also explore why most of us don't have a knowledge problem, we have an execution problem. From routines and accountability to small wins and consistent behaviors, Brent and Karl discuss what it takes to turn good intentions into meaningful progress. Karl also shares the philosophy behind “Be the ONE”: Own Yourself. Nurture Others. Expand Your Influence. If you're looking to raise your leadership standards, better develop your people, and become more intentional about the impact you have on those around you, this episode is for you. Connect with Karl Sherrill: Find and connect with Karl on LinkedIn. Want to learn more about becoming a Best Version Possible agency? Visit sitkins.com/bookacall to schedule a conversation with our team and explore how we can help you raise the bar in your agency.

Exceptional insurance agencies don't become exceptional by accident. They become exceptional by consistently practicing the right disciplines. In this episode of The Agent Leader Podcast, Brent Kelly explores a question that Roger Sitkins first posed years ago: What does the best version possible of an insurance agency actually look like? After years of coaching hundreds of agencies, Brent has come to believe that the answer isn't simply a list of characteristics or best practices. It's a framework built around four disciplines: Clarify - Create awareness around where you are, where you're going, and what's standing in your way.Align - Build common language, expectations, standards, and culture so your team is moving in the same direction.Focus - Stop trying to fix everything at once and concentrate your time, energy, and resources on what creates the greatest leverage.Optimize - Commit to continuous improvement through a consistent rhythm of reviewing, measuring, adjusting, and repeating.Brent also explains why growth often exposes organizational weaknesses, why many agencies don't actually have a producer or sales problem, and why organizational excellence may be the "one thing" that makes everything else easier. This episode kicks off a deeper conversation around each of these four disciplines and what they can mean for your agency. The question isn't whether your agency can improve. The question is: Are you intentionally building toward your Best Version Possible? Learn more and book a conversation with our coaches, at Sitkins.com or order a copy of the Best Version Possible book. 00:00 - What Does the Best Version Possible Agency Look Like?02:00 - From a Philosophy to a Framework05:00 - Why Agency Growth Creates Complexity08:00 - Discipline #1: Clarify13:00 - Discipline #2: Align17:00 - Discipline #3: Focus22:00 - Discipline #4: Optimize27:00 - Why Consistency Beats Intensity30:00 - Which Discipline Is Your Biggest Opportunity?33:00 - Building Toward Your Best Version Possible

AI is changing the insurance industry, but the biggest opportunity isn't replacing people, it's helping people become better. In this episode of The Agent Leader Podcast, Brent Kelly sits down with Eric Witges, CEO of FSB Insurance Agency, to discuss how his agency is using AI to improve preparation, sales conversations, leadership, team alignment, and client relationships. But this episode goes beyond technology. Brent and Eric explore why AI should enhance, not replace, the human side of insurance, along with: How preparation creates confidenceWhy better questions uncover better opportunitiesWhy communication and empathy remain the greatest competitive advantages for today's agency leaders. If you're looking for practical ways to leverage AI while strengthening the relationships that drive your agency's success, this conversation is packed with insights you can put into practice right away. Learn more about our tools that help your agency become its Best Version Possible, at www.sitkins.com.

Most agency leaders think their biggest growth challenges are external. Recruiting. Market conditions. Competition. Carrier relationships. But what if the biggest limitation is actually your leadership capacity? In this episode, Brent Kelly explains why great leaders don't simply create results, they create capacity. You'll learn how expanding your own leadership and developing others allows your agency to scale without creating bottlenecks. In this episode, you'll discover: The difference between internal and external leadership capacityWhy leaders unintentionally become the biggest constraint to growthWarning signs your agency has become dependent on youFour ways to intentionally expand leadership capacity across your organizationReflection questions every agency leader should askIf you're ready to build a stronger leadership team and create sustainable growth, this episode is for you. Take the Agency Performance Diagnostic: https://www.sitkins.com/getmyscore

What if the biggest thing holding your agency back isn't talent, effort, or opportunity? What if it's alignment? In this episode of The Agent Leader Podcast, Brent Kelly challenges one of the most common assumptions in the insurance industry: that growth problems are solved by hiring more producers, increasing activity, or finding more clients. While those things have their place, they're rarely the root cause of stalled growth. Instead, Brent explains why misalignment quietly creates a hidden "performance tax" that's draining productivity, profitability, and momentum across your agency. You'll learn: Why adding more producers often multiplies existing problems instead of solving them.The difference between being busy and making meaningful progress.How alignment creates leverage across leadership, sales, service, and operations.Why the highest-performing agencies focus on fundamentals instead of chasing the next shiny strategy.The leadership habits that drive sustainable growth, stronger profits, and a healthier agency culture. If your agency feels like it's working harder than ever but still not achieving the results you know are possible, this episode will help you identify what's really standing in the way, and how to fix it. Resources mentioned: 📊 Take the Agency Performance Assessment: https://www.sitkins.com/getmyscore 📘 Read Best Version Possible by Roger Sitkins and Brent Kelly: https://www.sitkins.com/bvp

Confidence isn’t something leaders have, it’s something they create. In this episode of The Agent Leader Podcast, Brent Kelly shares why confidence is one of the most contagious forces inside an insurance agency, and how your team is taking its cues from you every single day. Brent breaks down how elite agencies build confidence through clarity, consistency, and accountability. You’ll learn: Why great producers don’t automatically become great leadersHow leadership creates confidence during uncertaintyThe three habits that build confidence across your agencyWhy elite agencies develop leadership systems instead of relying on personalitiesHow stronger leadership leads to stronger culture, accountability, and growth If you’re an independent insurance agency owner or leader looking to create a more aligned, confident, and high-performing team, this episode is for you. Take the Agency Performance Assessment at www.sitkins.com/getmyscore

Most agency leaders don't wake up and decide to become average. Instead, average happens slowly, through tolerated behaviors, avoided conversations, weakened standards, and leadership drift. In this episode, Brent Kelly explains why the biggest threat to agency growth isn't usually talent, competition, or market conditions. It's the gradual acceptance of mediocrity. You'll learn: Why average clients drain agency capacityThe cost of tolerating underperformanceHow weak systems create chaosWhy leaders avoid necessary conversationsThe role standards play in agency culture and performanceQuestions every agency leader should be asking right nowIf you're serious about building a more profitable, aligned, and intentional agency, this episode will challenge how you think about leadership, accountability, and standards. Ready to take your agency above average? Take the free Sitkins Agency Performance Diagnostic

Most agency owners know they need help, but hiring the right people feels harder than ever. In this episode, Brent sits down with Valerie Bowden, founder of CRDLE, to discuss why African virtual assistants are becoming one of the biggest untapped opportunities for growing businesses. Valerie shares how companies are finding highly educated, experienced professionals while creating meaningful careers and improving business performance. The conversation goes beyond outsourcing. Brent and Valerie explore how agency owners can reclaim their time, delegate strategically, build better systems, and leverage AI to create documented processes that scale. If you've been wondering whether it's time to bring on additional support, or how to do it successfully, this episode provides a practical roadmap. In this episode, you'll learn: Why African talent is becoming a competitive advantageThe biggest misconception about virtual assistantsHow to identify what work you should delegate firstWhy documenting your processes matters more than everHow AI can help create SOPs and accelerate onboardingThe investment mindset required for successful delegationHow strong onboarding leads to long-term business growthIf you're ready to create capacity with a virtual assistant, visit the CRDLE website at https://crdle.com/ or connect with Valerie Bowden on LinkedIn.

Why do some agencies thrive in difficult markets while others struggle under the same conditions? In this solo episode, Brent Kelly explores one of the most powerful leadership concepts agency leaders often overlook: context. The way you interpret market conditions, staffing challenges, and opportunities for growth directly impacts the decisions you make, the behaviors you reinforce, and ultimately the results your agency achieves. Brent breaks down how elite agencies approach hard markets, soft markets, staffing concerns, and professional development differently than average agencies. You'll learn why leadership isn't about reacting to circumstances, it's about creating the right perspective. Key Takeaways: Why context drives behavior and behavior drives resultsHow elite agencies respond differently to hard and soft marketsThe leadership mistake many agencies make when it comes to staffingWhy preparation and practice separate top performers from average performersQuestions every agency leader should ask themselves about the culture they're creatingIf you're ready to create better results, take our free assessment at www.sitkins.com/getmyscore to uncover the biggest opportunities in your agency.