Brent Kelly: 80% Of Your Revenue Comes From 20% Of Your Clients

by | December 30, 2020

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In this episode of Agents Influence podcast, host Jason Cass and guest co-host Katlyn Eggar interview Brent Kelly, the Vice President at Sitkins Group, Inc. Brent talks about how joining the Sitkins Group made him better in the insurance industry and the skills that he has developed with the company. He also shares the significance of the 80/20 rule.

Episode Highlights:

  • Jason introduces Brent Kelly. (1:14)
  • Brent mentions that luck is met with preparation opportunities to take action. Therefore, you have to be in the right place at the right time. But if you’re not prepared, it doesn’t matter. (4:08)
  • Brent shares that he started in Sitkins Group in 2017 and shares his conversation with Roger Sitkins. (5:23)
  • Brent mentions one of the foundational elements that they teach and show agencies, are the 80/20 rule. (7:39)
  • Brent shares that when he works with agencies, the key point is understanding the levers that move things to free up time. Because that’s the only diminishing asset that we have. (9:13)
  • Brent shares that most producers spend 80% of the time in activities and only get 20% results, and it should be totally flipped. (9:48)
  • Brent thinks that being busy is all around us, and it’s difficult to go deep in the right stuff. Because depth requires thought, depth requires consistency, and depth requires a commitment. (10:40)
  • Brent mentions that DEEP stands for, Delivering Excellence in Every Process. (12:02)
  • Brent mentions talks about HAWG: Hysterical Activity on the Way to the Grave. (15:42)
  • Brent shares that agencies can grow up to 25% to 30%, by getting people to understand the value of their time, and be more proactive with that. And then focus on the right clients versus every client. (17:23)
  • Brent mentions that the best way to get out of debt is to stop borrowing money. (20:49)
  • Brent shares that next week, they will officially release all of the inclusive models to agencies to where every one of our trading programs, all of our tools, and resources are available. (40:48)

Key Quotes:

  • “I do feel like you hear the hockey stick growth, and not just financial I mean, just as far as learning and growth as a professional. So it’s been a great opportunity for me and I’m having a blast doing it.” – Brent Kelly
  • “You can get back the money, you can get back things, you can even restore some relationships, right? But you can’t get back your time. So, a big part of that is how do you prioritize in the right way, and finding that 80/20 is critical?” – Brent Kelly
  • “Now, PIG is Profitable Income Growth, and that’s what we want for predictable income. whatever it is, Don’t be a HAWG be a PIG.” – Brent Kelly
  • “You’ve got to have some kind of structure or rule. So you’re going to have guidelines and guardrails, you’re going to go all over the place. So, if I knew what my minimum account size is, or if it’s a personal line account, I know that I simply will not write a model on the account.” – Brent Kelly

Resources Mentioned:

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