A short YouTube video by Brent Kelly (Sitkins Group) presenting a success story: a Sitkins network member agency (~$10M revenue, southeast US) applied Sitkins’ principle of targeting minimum account sizes and rounding out best clients, resulting in large gains in average revenue per relationship in 2020 — employee benefits average rose ~56% (from $6,000 to $9,400) and commercial lines rose ~20%. The video explains the principle and invites agencies to learn more about Sitkins’ membership programs.
Chapters
Hi, Brent Kelly here, president of the Sitkins Group and excited to share with you an incredible success story. One of our agency partners, our Sitkins network members, located in the southeast part of the country, about a $10 million revenue firm that we work with and they understood and implemented at the highest level one of the key principles that we teach at Sitkins. And that key principle is this the greatest indicator, the size of your book of business, whether it's an agency or a department or certainly by individual producer is, is the average revenue per relationship. The average revenue per relationship. And they understood the fact that we've got to have a targeted account size. We need to have minimum account sizes or minimum account standards. And we also need to make sure that we're rounding out our best clients and things that we probably all sort of know, but how well are we executing upon it? And in 2020, this agency executed at a really high level this principle. And as you can see here, they grew the average size or account size by 56%. Now this is the employee benefits department, 56%. In fact, the increase went from 6,000 to $9,400 in the average revenue per relationship. It's huge. Their commercial lines also increased close to 20% in the average account size. And these are huge indicators and also targets to a great growth year this agency had in 2020. So I want to share the success story and also ask you as an agency or as an agency leader, as an insurance professional, how well are you focusing and implementing this important, this vital area of your agency, the revenue per relationship. Now, if you want to learn more about how we work with Sitkins network members, we have a private client group and we also have our all inclusive membership. Both of these work with an entire agency holistically. If you want to learn more about how we can help you and see if there's a fit moving forward, click the information below. We'd love to have a chance to speak with you, wish you all the best in your success.
