The Agent Leader Podcast

Hosted by Brent Kelly--The Agent Leader Podcast

Business

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Episodes

315

Latest episode

Jun 2026

Language

EN-US

About the show

The podcast for independent insurance agency leaders and their teams to learn practical strategies and behaviors to become their best version possible. Hosted by Sitkins Group President, Brent Kelly, The Agent Leader Podcast provides agencies with leadership, sales, and self-development methods that actually get results. With our focus on a total-team approach to improving independent insurance agencies, we dive into sales, service, and leadership teams. Leadership is not a title. Leadership is influence. Become a better leader and gain influence with your clients, team, and community.

Listen to episodes

60 recent

June 3, 202619 min

Context Creates Results

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.

May 21, 202639 min

The Psychology Blocking Producer Performance with Connie Kadansky

Agency leaders often focus on activity, accountability, and results, but what if the real issue is happening beneath the surface?In this episode of the Agent Leader Podcast, Brent Kelly sits down with sales call reluctance expert and master certified coach Connie Kadansky to unpack the psychology that silently holds producers back from prospecting, asking better questions, and confidently growing business.Connie shares why even highly motivated producers struggle with hesitation, how agency leaders unintentionally “contaminate” sales culture, and why awareness is the first step toward breakthrough performance. Together, Brent and Connie explore the hidden assumptions producers live with, the importance of coaching and development, and how the right assessment tools can dramatically accelerate growth.You'll hear:What sales call reluctance really isWhy producers devalue themselvesThe dangerous assumptions holding salespeople backHow leaders unintentionally shape sales cultureThe role of assessments in producer developmentTraits of highly successful producersWhy awareness creates better actionConnie’s powerful philosophy: “Make everything an experiment”If you want to help your producers gain confidence, improve prospecting consistency, and unlock higher performance, this episode is packed with practical insights you can apply immediately.Connect with Connie Kadansky on LinkedIn, or her website https://exceptionalsales.com.

May 15, 202634 min

Average Is Full: The New Standard for Elite Agencies

Most insurance agencies are doing pretty good.But according to Roger Sitkins, that’s exactly the danger.In this episode of The Agent Leader Podcast, Brent Kelly and Roger Sitkins unpack the idea that “average is full” and why agencies that settle for average growth, average accountability, and average performance limit their long-term potential.Roger introduces the 15-30-300 framework for elite agencies and discusses:Why revenue per employee may be the most important KPI in your agencyThe hidden cost of overstaffing and inefficiencyWhy “good results” can actually become a trapHow elite agencies create stronger culture and accountabilityThe importance of intentional growth and differentiationWhy maximizing your current team matters more than simply adding peopleIf you’re looking to build a more intentional, profitable, and scalable agency, this episode will challenge the way you think about growth, leadership, and what it truly means to become elite.To access free tools for agencies, visit sitkins.com/podcast

May 8, 202623 min

Control the Controllables: How Elite Agencies Create Predictable Performance

On this episode of the Agent Leader Podcast, Brent Kelly dives into one of the most important leadership disciplines for agency growth: controlling the controllables.Too many agency leaders get consumed by external chaos like staffing challenges, market disruption, carrier pressure, and economic uncertainty. While those realities absolutely impact your agency, elite organizations separate themselves by focusing on the internal systems, standards, and behaviors that create predictable performance over time.Get practical leadership insights around:Team development and accountabilityProducer productivity and green zone activityClient segmentation and capacity managementOrganizational alignmentLeadership energy and emotional consistencyYou’ll also hear why many agencies don’t actually have a talent problem - they have a development problem - and how hidden subsidy models quietly drain profitability, efficiency, and growth.If you want to build a stronger, more scalable agency, this episode will challenge your thinking and give you practical ideas you can apply immediately.Listen now and take the Agency Performance Scorecard at https://www.sitkins.com/getmyscore to identify operational drag, accountability gaps, and opportunities to improve agency performance.

April 30, 202643 min

From Commodity to Consultant: How to Win by Solving Real Problems with Dustin Boss of Emerge Apps

Most insurance agents say they’re different. Few can actually prove it.In this episode of the Agent Leader Podcast, Brent Kelly sits down with Dustin Boss, co-founder of Emerge Apps, to break down how elite agencies are shifting from transactional selling to true risk advisory, and why that shift is no longer optional.Dustin shares how his journey from “insurance agent kid” to tech innovator led to a powerful realization: the agencies that win aren’t quoting better, they’re solving better.You’ll learn:Why competing on price keeps you stuck (and how to break out)The real difference between “talking risk management” and actually doing itHow to create meaningful client engagement outside the renewal cycleWhy prevention—not insurance—should be your foundationA simple strategy to expose gaps and win more ideal clientsIf you’re ready to stop being seen as a commodity and start becoming indispensable to your clients, this episode is a must-listen.👉 Want help implementing this in your agency? Visit the Emerge Apps site to get started at www.emergeapps.com or email Dustin at dustin@emergeapps.com.

April 23, 202623 min

The Player Coach Trap

Most agencies assume their best producer should become their sales leader. It sounds logical, but it can also be one of the biggest growth constraints in your agency.In this episode of The Agent Leader, Brent Kelly explores the reality of the player-coach model and why it often works early, but stalls growth later.You’ll learn:Why top producers and great sales leaders require different mindsetsThe hidden cost of divided focus between selling and coachingWhy strong performers often struggle to teach others how to winHow leadership success shifts from me to weThe financial impact of moving your top producer into the wrong roleThree smarter paths to build scalable sales leadershipBrent also explains how agencies can stop relying on individual stars and start creating systems that multiply results across the team.If your agency is growing, plateauing, or trying to reach the next level, this episode will challenge how you think about leadership, structure, and performance.🎯 Ready to grow beyond “good enough”? Visit www.sitkins.com/bookacall to get started.

April 9, 202643 min

Turn the Crank on Employee Engagment with Sadie Bauman

What actually turns the crank on employee engagement?Right now, only 31% of employees are fully engaged at work, and more than half are simply going through the motions. For agency leaders, that represents both a challenge and a massive opportunity.In this episode of the Agent Leader Podcast, Brent Kelly sits down with Sadie Bauman of iC3 to explore what really drives engagement, and how leaders can start turning the crank on performance inside their agencies.Drawing on Gallup research and real-world experience, Sadie breaks down why so many employees are stuck in the middle, what separates engaged teams from disengaged ones, and how leadership behaviors directly impact results.You’ll learn:What it really means to “turn the crank” on engagementWhy 52% of employees are stuck in neutral—and how to activate themThe critical role leaders play in driving daily engagementHow clarity, development, and communication fuel performanceSimple, practical ways to create a more energized, high-performing teamIf you want a team that’s more engaged, more motivated, and more productive, this episode will show you where to start.Connect with Sadie Bauman via the iC3 website.Ready to get your agency to its Best Version Possible? Take our quick diagnostic to get started with clarity.

April 2, 202624 min

What’s Dragging Your Agency Down?

Most agencies don’t slow down because they’re failing, they slow down because of hidden drag.In this episode, Brent Kelly breaks down what’s really dragging your agency down, even if you’re growing, profitable, and doing “all the right things.” The reality? Growth often hides inefficiencies instead of fixing them.Using a powerful “parachute” analogy, Brent uncovers the invisible friction that limits your agency’s performance, profitability, and freedom—and why adding more people isn’t the solution most leaders think it is.You’ll discover:Why growth can mask deeper operational issuesThe biggest sources of drag inside successful agenciesHow client mix misalignment impacts your time, energy, and profitabilityWhy producers and service teams get stuck in inefficient patternsThe critical difference between getting bigger and getting betterKey metrics like revenue per employee and spread per employee, and what they revealIf your agency feels busy, stretched, or stuck despite strong results, this episode will challenge your thinking and help you identify where you’re losing momentum.Because the breakthrough isn’t about working harder or hiring more people, it’s about removing the drag that’s holding you back.👉 Ready for a clearer, more optimized path forward?Or visit sitkins.com/bookacall to start a conversation.

March 26, 202642 min

Leadership, Grit, and Growth: Chris Paradiso on What It Really Takes to Succeed

What does it really take to become a high-performing agency leader?In this episode, Brent Kelly sits down with Chris Paradiso to explore the habits, mindset, and leadership principles that drive long-term success. From the power of relationships and accountability to the role of discipline and grit, Chris shares what separates average performance from elite execution.Chris also discusses how AI is changing the game - not by replacing people, but by helping teams communicate better, work smarter, and deliver more value to clients.This is a conversation about leadership first, insurance second.If you’re committed to becoming a better leader and building a stronger agency, this episode is a must-listen.Reach out to Chris Paradiso on LinkedIn or X.Books Referenced in this episode:Leadership Secrets of Nick Saban Living Your Best Year EverChoose Your Enemies WiselyIf you're ready to take your agency to the next level, start by taking our Agency Performance Diagnostic. It will give you immediate clarity on your biggest opportunities for growth and improvement.

March 18, 202625 min

Why Producers Fail

Why do producers fail?Most agency leaders assume the answer is lack of discipline, motivation, or talent. But after working with thousands of producers across hundreds of agencies, Brent Kelly has found a different truth:Most producers don’t fail because of talent. They fail because the system around them makes success difficult.In this episode of the Agent Leader Podcast, Brent breaks down the leadership and organizational issues that quietly sabotage producer performance.You’ll discover the five environment factors that determine whether producers succeed or struggle.If you want producers who grow faster, stay focused, and produce at a higher level, the solution isn’t simply better people. It’s a better environment.This episode will challenge agency leaders to stop asking:“Why aren’t my producers producing?”And start asking the better leadership question:“Have we created the environment where producers can succeed?”If you're ready to get your agency and producers to their Best Version Possible, visit www.sitkins.com/bookacall