Discover the Secrets to Consistency and Balance in Insurance Sales

In this episode, Brent Kelly sits down with Dan Elliott, managing partner of the Diebold Agency and a fourth-generation leader, to uncover how he steers his family-run business toward multi-location success.

Drawing from his journey to leading the Diebold Agency to new heights, Dan shares proven strategies for mastering consistency in the ever-changing world of insurance sales.

Highlights: 

Dan reveals how the agency’s dynamic sales strategies and commitment to exceptional customer service consistently surpass sales goals. He provides a behind-the-scenes look at the challenges and rewards of running a family business while emphasizing the critical role of ongoing learning and adaptation in achieving sustainable growth.

Listeners will gain insights into building a thriving sales culture, where visibility, healthy competition, and shared achievements drive engagement and accountability. Dan also breaks down the Diebold Agency’s unique selling system, which focuses on understanding client risks and delivering tailored solutions rather than competing on price alone.

In addition, Dan offers practical advice on balancing professional and personal life, from creating an ideal week to fostering meaningful team connections. Whether you’re an agency leader or a team member, this episode is packed with actionable strategies to inspire excellence, growth, and harmony in your agency and beyond.

Jill Wagner Kelly, the Chief Distribution Officer at Grange Insurance, shares her profound insights from over 30 years in the insurance industry on this episode of The Agent Leader.

Jill's journey from a personal lines underwriter to an executive leader is filled with pivotal moments and invaluable lessons in authenticity, mentorship, and leadership.

Highlights include:

Throughout this episode, her philosophy of "building people to build a company" resonates as she shares strategies for aligning agencies for success through open dialogue, data, and collaboration.

Tune in for an engaging conversation filled with actionable insights to elevate your leadership in the insurance industry.

To learn more about our programs for growth-minded leaders, visit www.sitkins.com/bookacall

Dive into a transformative journey as Matt Hughes shares his path from NFL player to Growth and Sales Strategist at First MainStreet Insurance on this episode of The Agent Leader.

From his beginnings as a college athlete and NFL player to a thriving career in the insurance industry, Matt shares invaluable lessons on resilience and leadership. Listen as Matt recounts his transition from medical sales to insurance, driven by the desire to balance family life with career aspirations. Matt opens up about the challenges he faced, the pivotal moments that reignited his passion, and the strategic implementations that led to his success.

Highlights include:

(06:37) - Overcoming Adversity in Insurance Industry

(14:16) - Personal Growth Through Strategic Implementation

(29:00) - Lessons From Jerry Rice

(32:42) - Success Through Discipline and Commitment

(39:04) - Path to Success

(49:06) - The Art of Leadership Encouragement

Throughout the episode, we explore the parallels between sports and business, emphasizing the importance of personal standards and discipline. Drawing inspiration from NFL legend Jerry Rice, Matt highlights how dedication and self-leadership can lead to significant accomplishments. The discussion also touches on "The Art of Encouragement" by Jordan Montgomery.

Join us for an inspiring conversation filled with empowering lessons on organization, commitment, and maintaining momentum. Whether you're in the insurance industry or seeking personal growth, this episode offers a wealth of knowledge on transforming challenges into opportunities and achieving success beyond the field.

If you're ready to achieve results like Matt and First MainStreet, visit www.sitkins.com/bookacall

Join us on this special episode of the Agent Leader Podcast, where Brent Kelly, Roger Sitkins, and Kari Glennon explore transformative insights for insurance agencies drawn from 2024.

Highlights include:

(07:42) - Intentional Communication in Leadership

(15:50) - Cohort Management and Practice Culture

(26:54) - Maximizing Producer and Service Efficiency

(39:57) - Elevating Efficiency

(45:53) - Leveraging the Power of 80/20

(59:06) - Empowering Mindset for Success

In our conversation, we address the importance of cohort management and practice culture, focusing on differentiated treatment based on performance levels.

Learn how a promise-based culture within sales teams can become a tool for growth. We also highlight the undervalued practice of rehearsal in business, and stress the value of low-risk practice environments.

As we explore maximizing efficiency, we focus on the concept of the Red Zone and Green Zone. Additionally, we uncover the power of the 80/20 rule, sharing experiences from a major event where agencies realized the reliance on a small percentage of high-revenue clients.

We wrap up with a reflection on empowering mindsets for success, advocating for a positive approach to achieve desired outcomes and extend our heartfelt wishes for a joyous holiday season.

To learn more about our programs to help your agency thrive in 2025, visit www.sitkins.com

Unlock the secrets of transforming a traditional family business into a thriving, innovative insurance agency as we sit down with Tom Krug, the visionary president of J Krug & Associates. Discover how Tom's journey from working alongside his father and grandfather to reshaping the agency with a modern employee stock ownership model has paved the way for sustainable growth and employee empowerment.

Get inspired by the stories of key team members and explore the strategic mindset that fuels the agency's success in nurturing young talent and fostering a culture of investment and organic growth.

Highlights include:

(03:33) Growing Up in a Family Agency

(10:43) Recruitment Program

(18:35) Improving Presentation Skills Through Practice

(31:42) Balancing Multiple Agency Leadership Roles

(34:21) The Importance of Reading in Insurance

As we navigate the challenges of growth, Tom provides insight into the strategic planning tools and timeless leadership principles that help balance agency roles and build strong partnerships.

Tune in as we celebrate the synergy between tradition and innovation, and find out how to replicate these successes in your own insurance agency.

Visit www.sitkins.com/bookacall to learn how you can get access to the same programs helping their agency grow.

Mark Shipp, Senior Executive VP at HUB International, joins us to share his extraordinary transformation from early career hurdles to becoming a multi-million dollar producer in the insurance industry.

Mark's journey underscores the role of mindset, strategic processes, and a heart for service. From his beginnings in the family business to honing sales skills in the car industry, Mark shares how he found his niche. Through his disciplined approach and market focus, he's achieved remarkable growth, reminding us of the power of perseverance and client-focused strategies.

Highlights include:

(02:01) Family Legacy in Insurance Industry

(07:12) Removing Boundaries

(15:46) Memorable Chicken Wing Experience

(22:49) Overcoming Challenges in Industry Development

(26:26) Attitude Determines Altitude in Business

(35:02) Building Relationships Through Consistent Effort

(41:44) Diversification in Business Strategy

Through stories of service, purpose, and persistence, Mark's insights leave us with a compelling reminder: simplicity, authenticity, and a genuine focus on service naturally lead to success in the insurance industry.

To learn more about our programs for growth-minded leaders, visit www.sitkins.com

Discover the transformative power of self-leadership in this inspiring episode featuring Tinsley English, a dynamic leader in the insurance industry.

Tinsley shares her unexpected journey into insurance and how she embraced it with passion and purpose. Drawing from her empowering book, Grit, Growth, and Gumption for Women, she unveils strategies for bringing authenticity to the industry, unlocking opportunities, and leading with confidence and grace.

Tune in for insights that will motivate you to seize the limitless potential within the insurance industry!

Highlights Include:

Listen in as we unravel the essence of leadership improvement through feedback and explore the value of creative networking, offering listeners a ton of insights and practical advice for thriving as leaders.

To learn more about Tinsley and her book, visit gritgrowthgumption.com

To get your agency on the path to even more success with Sitkins programs, visit www.sitkins.com

Trent Tillman, President and Chief Revenue Officer of TrueNorth Insurance, joins us to share the extraordinary growth story of the agency, scaling from under $10 million to over $140 million in revenue.
Gain insights into a leading agency's strategic vision for growth as the discussion covers the company's expansion across multiple locations, its robust internship program, and its approach to retaining top talent in a competitive market.

Highlights include:

Tune in to learn about the transformative power of effective leadership and mentorship as we explore TrueNorth's remarkable journey from a startup to a success story and its ongoing commitment to fostering growth and excellence.
To learn more about our programs helping accelerate agencies' growth, visit www.sitkins.com

Join us as Joe Vens, a leading risk advisor at First MainStreet Insurance, returns to share his transformative journey in the insurance industry. Through the themes of mentorship, coachability, and dedicated personal growth, Joe discusses how these qualities have shaped his career and set him apart. 

Joe dives into the art of balancing family, professional

Episode highlights:

- (06:22) Personal and Professional Growth Through Mentorship 

- (16:57) Developing a Specialized Niche in Insurance 

- (27:41) Building Leadership Through Team Collaboration 

- (36:46) Achieving Success Through Mindful Living 

Packed with practical advice for both new and seasoned producers, Joe shares his strategies for long-term success—covering everything from planning and communication to intentional living. This is an inspiring episode full of relatable stories and actionable lessons for anyone looking to make an impact in their insurance career.

To learn more about Sitkins programs to help your agency grow, visit www.sitkins.com

What if you could seamlessly blend cutting-edge technology with personal growth in your insurance agency? This episode of the Agent Leader promises insights into just that as we chat with Billie Jo Galle, Senior Vice President of Marketing and Operations at TRICOR Insurance.

Billie Jo's extensive experience provides a unique perspective on harmonizing technological advancements with human elements in the fast-evolving landscape of insurance.

We unravel TRICOR's journey from a family-owned business to a formidable private equity-backed agency, highlighting strategic partnerships and the adoption of technology to enhance operations, marketing, sales, and analytics.

Tune in to discover how technology is transforming the industry by automating routine tasks, thereby freeing professionals to nurture deeper client relationships and offer strategic advice to their clients.

She also explores the invaluable growth that comes from stepping outside your comfort zones and tackling challenges head-on.

Highlights include:

(02:00) - Balancing Technology and Team Growth

(13:35) - Leveraging Technology for Agency Growth

(29:05) - Embracing Challenges for Personal Growth

Through engaging anecdotes and reflections, this conversation underscores the irreplaceable human elements of empathy and collaboration, even in an increasingly automated world.

To get your agency on the same path to success as TRICOR, visit www.sitkins.com/bookacall