Agency Intelligence

Agency Intelligence


Agency intelligence podcast, is your top insurance podcast with two unique series that let you hear from and learn from both agency owners and industry influencers. Agents Influence is your weekly guide to the latest and greatest thought leaders the industry has to offer. Agency Intelligence covers real data from real agents in real agencies.

In this episode of Agency Intelligence podcast, host Jason Cass interviews Roger Sitkins, the CEO of Sitkins Group, Inc. Roger talks about the coaching and training programs that they provide to independent insurance agencies and discusses how your clarity, consistency and commitment can determine your level of success.  
Episode Highlights:

Jason introduces Roger Sitkins. (1:06)

Roger mentions that he made an early career decision and chose his parent’s insurance agency. (9:58)

Roger shares that through the years, he learned a lot from his parents and eventually worked in the business. But unfortunately, during his senior year of high school, his father became a quadriplegic due to a doctor’s malpractice, and their life changed dramatically. (10:14

Roger shares that the first program they developed was a weekend sales and marketing Bootcamp, then they created the first producer training camp, the sales managers camp, and the CEO camp. (11:28)

Roger mentions that the GAP for GAP stands for, Goals And Plans for Growth And Profit. (21:32)

Roger shares one of the biggest mistakes that he sees, whether it’s individual producers or agency owners, is when someone’s numbers aren’t right. Therefore, you must know your closing rates. (23:30)

Roger mentions that from a behavioral strategic standpoint, consistency is an important factor. (28:33)

Roger shares that the top part of an agency pyramid is called personal accountability and the foundation part of it is the culture and cadence of accountability. (28:57)

Roger mentions one of the issues he has seen with many producers, agencies, and all the personnel, is that they have self-limiting beliefs. (42:33)

Roger shares that if you’re making less than 30% operating profit, which means no interest or investment income, then you’re leaving millions of dollars of value, on the table. (52:02)

Roger mentions that he just finished reading the book entitled Virtual Selling, by Jeb Blount. (53:58)

Key Quotes:

“When you do the right behaviors and the right strategies. And you’re focused, you know where you’re going, you got clarity, you create luck. So you’ve got to develop your skills regularly, that creates luck.” – Roger Sitkins

“The numbers are nothing more than the result of behaviors and strategies that you have in place. So, if your numbers aren’t right, don’t look at the numbers, the numbers are the result. You’ve got to look at the behavioral issues, your habits, your traits, and your strategy.” – Roger Sitkins

“We can never want it for you more than you want it for yourself. If you want it, you know your desired destination, you know what your best version possible looks like, and you know that at the end of your career, you don’t want any regrets. In fact, you want re-greats. You want great results that you’ve replicated regularly, and wind up doing more than you ever thought you could do.” – Roger Sitkins

Resources Mentioned:

Agency Intelligence

Reach out to Jason Cass

Roger Sitkins LinkedIn

Sitkins Group, Inc.

Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast


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