How To 3x Your Agency's Growth

Welcome to the Agent Leader podcast.

My name is Brent Kelly, your host.

Thanks so much for joining me on another episode. And as always, the purpose of the Agent Leader podcast is to help you as an agency leader in whatever your specific role is, to help you and your agency gain clarity, build consistency and make that commitment to become your best version possible. And this is a very special episode. I'm excited to share it with you today as I'm recording this. This week we released brand new program to the world that we're excited about. And to do that I launched a workshop, I hosted a workshop this week. We had actually 500, just about 500 people register for this workshop which was really exciting, entitled how to 3x your agency's growth without adding another employee. Now, as I mentioned, and you're going to actually hear this live workshop, we're going to strip it down and share it on the AgentLeader podcast today, which is why I'm excited. It doesn't mean you can't or shouldn't hire another employee, but on this workshop that you're going to hear is I'm going to share different ways. In fact, there are three keys in particular to really unleash or 3x your growth in 2021. And so I'm going to go through and talk about those. You're going to hear that and of course then spend some time talking about this brand new program which is the all inclusive model and the most simplistic way I can share with you is what is the all inclusive model? Well, it is what the name suggests. All of our core programs which center around sales training, our producer FIT program, service training which is our AMFIT or Account manager fitness program, our sales leadership program which is CRO or Chief Revenue Officer program, and our agency leader bootcamp. All of those programs are offered to as many people of your agency team that want to be part of that and as many times as you want. So we're going to be offering those programs throughout the year in 2021. We've always offered these programs at very high level. We continue to up our game. We continue to get great feedback on how we're doing that. So that is all included with your membership to the all inclusive model as well as we're going to have monthly forums and leaderships and sales and service and some mastermind time, access to all of our tools, all of our resources. Now this is 40 years of tools and resources, built, customized, upgraded for 2021. And you also have access to our community forum. So the opportunity to learn and share and to with other agency professionals who are in the same boat you are. And again, there's so much that we can learn from each other.

So this is all part of the all inclusive model which you can learn.

More about and get signed up now. Because one thing that I did share on this workshop, as you're gonna hear just in a few minutes here at the end, is the fact that this price point that we're offering is for the first 100 agencies only. It is going to go up quite a bit after that. We want to help as many agencies as possible in 2021. We know it's been a challenging year. So those first one agencies that are committed, you're gonna get access to everything that we have all of our heart and spirit and results for 497amonth. That's where it starts for agencies. If you're under 3 million in revenue, it's 497amonth for everything. As you go up and you can go to the website sitkins.com/sitkins.com/ you can learn about the other tiers as you go up, but it's an incredible value. I'm sure you can hear the excitement in my voice because this is something that's going to transform the industry and it's really gonna be a movement for agencies. And I can't wait to see the results that our agency members are gonna get.

So without further ado, here is the workshop that I just finished this week.

On how to 3x your agency's growth in 2021 without hiring another employee.

All right. Hey, official. Welcome to everyone. Hopefully that music got you a little bit excited and we are so happy and honored to have all of you with us. We've got, as Roger mentioned, we got a huge group of agency leaders, insurance professionals with us today. My name is Brent Kelly. And just so you know. So you don't think there's a problem with the screen? I am loading up as a new presenter. I'm going to be loading up all my slides on our virtual background, which you're going to see in about 45 seconds. So for right now, you get a black. A black screen, but it'll pop up here in just a little bit of time, thanks to the power of technology. But I first of all just want to wish you all, I hope you're having a. I know this has been a crazy year, as Roger mentioned, but I do wish all of you a very happy holiday season. Hopefully you are all happy and healthy. And most importantly, from this year the word we like to use is sane. Hopefully you are still sane. You are doing OK out there because it has been a crazy year. But I want to just start off by letting you know how did this workshop come about? Right? Where did it start? How did it come about? And what we are going to be sharing with you all today. Because that is really the power of this workshop. It started a few months ago. We were asked, here I go, I am in. Hopefully you can all see me on our screen, our digital screen here. The power of technology. We were asked a couple months ago a question by an agency CEO. And like any agency or any question that anyone asks, any question that you get, a great question, it simply can't be ignored. And here's the question he asked. Why do some agencies have 3x growth, organic growth? Why do some agencies have way higher retention? Why do some agencies have an affirming positive culture of growth while others are stagnant? Right? And that was the question that was asked and the initial response that I gave and I would give to many of you is the fact that, well, what we see typically out there in all the agencies we work with is the fact that most agencies are more activity based than results based, right? They're more reactive than proactive. Most agencies don't really have a defined selling process or a selling system. They're set offense how they're different. Most agencies don't really have a future development on their future or their future ideal client pipeline. It's suspects, it's prospects, it's whoever we can write, we're going to write without a defined plan. And the last one that really stands out to me is that most agencies really have a true culture and a cadence and I'll talk about that today of accountability, right? Are we going to do the things that we said we're going to do? And all of those things are absolutely 100% true. But there's an underlying theme and that's really going to be the purpose of the workshop today. We always ask, and I know some of you, I see some of familiar faces here, some of you have been through our programs and you know that we love to ask the One Thing question, which comes from the One Thing book, one of my absolute favorite books. I know all of us at Sitkins love this book, the One Thing. And the power of the One Thing is what's the One thing? You look at my screen here, what's that domino, that first domino that we can knock over that's going to knock the rest of the dominoes and the one thing question is, what's the one thing that makes everything else easier, unnecessary. Right. That's really where you want to start, that filtering question. And as we looked at all those things, of all the agencies we've had success with and working with and why some do it and the agencies that aren't, what's going on? Well, it's pretty simple, but very powerful is the one thing is this. Most agencies don't really have a plan, a process of how they're going to develop their most important asset. And we all know what that is. It's our people. But how are we going to coach and train and develop our people? That's really what we're going to be talking a lot today about. And I'll tell you this too. This is not just true in the insurance industry. I mean, certainly it's very true in the insurance industry, but it's true in all kinds of industries. There's been great studies that show this. In fact, a book called Training on Trial showed through all their studies that only 15% of people get 15% of participants or attendees or employees have achieved sustained behavior change after some type of training or development. Only 15%. We also see that in a sales performance institute did this study that showed that of all the training development done, 50% of it is forgotten in five weeks. Right. Maybe you've been there. And then after 90 days, it's even worse. 84% of all the things that we've learned and trained and tried to talk about is simply gone. Right. This is kind of an owie moment. And so it caused us at Sitkins because we've had a lot of success and many of you have worked with us. We've had a lot of success in working with agencies and insurance professionals on our training and programs. But why does traditional training fail? Why does most training not work? And that's really going to be the core of today's program. And I'm going to dive into three keys to unlock this. Three keys that you, as an agency leader of any kind can say, okay, this makes sense. These are the things that we need to do. And I'll tell you too, our purpose today is not only to show you how to 3x your agency's growth without hiring other employees. And if you missed the very beginning when Roger was talking about this, this does not mean that you can't or shouldn't hire new people. Okay, if you're going to grow your team, great. Go grow your team. The point is this. You can grow your Agency organically with the team that you have, if you focus in the right areas, most importantly, how to best develop the people on your team to their highest level. Now, my goal for you today is not only to show you how to 3x your agency, but I'm also going to show you, and we're going to all show you the fact that the only way to do this is through a brand new approach, a new model that a year ago we really weren't able to do. And now we're able to help agencies at a much different level and help you as an agency leader, get to some of the things that maybe you couldn't before. Now, I mentioned some of you have worked with us in the past and it is great to see you again. Some of you, maybe this is the first time you have ever met me or certainly even done something with Sidkins. And so welcome to all of you. And so I want to first of all share our mission, our heart of why we do what we do. And at the heart of everything is the profit experience, the professional fitness experience. Now, just like physical fitness, right? Physical fitness, you have got to train and develop and get better. We look at agencies, how do we develop professional fitness to get stronger, leaner, tougher, all those things, right? To get the results that you want. And there's really three key areas that we focus on, three key areas that are simple to understand, but you've got to go deeper to execute. And the first one is clarity, right? Understanding the three questions of clarity. Where are you today as an agency? Where do you want to go and how are you going to get there? And it seems like basic questions, but I would tell you that if I ask most agency leaders, hey, tell me about your clarity. Where are you today? Where do you want to go? How are you going to get there? I would go, well, you know, we're kind of sort of maybe sort of doing this. There is a fuzziness there. The second part is consistency, right? Those vital few things. Most agencies try to do way too many things to simplify the vital few things, the habits, the behaviors, the strategies that we are going to do day in, day out, what do we need to be consistent on? And I'll talk more about that today. And the last part is commitment. We've got to have a commitment to ourself, right? And ourselves, to have a commitment to our team, commitment to our clients, commitment to our future clients, commitment to our carers and our community, that we are going to our best version possible and that we're going to Go all in. Right. To me, commitment is the fact that I'm not just going to say I'm going to run a marathon or do something. I'm actually going to pay the money. I'm actually going to tell people that I'm going to do it to hold me accountable. And poker, it's putting all your chips in. Right. I'm going to make a commitment to become better now in the spirit of the holiday season again, wish you all a very happy holiday season. I thought I'd share a few examples of people who decided to put up some Christmas lights this year. Holiday lights. And they didn't really go all in, right. They didn't really go on. Here's some ones that I found here about decorations that are. Eh, okay, right. It's one of those things like, you know, maybe we should kind of sort of put up some Christmas lights this year and they get a strand or two and throw it up and go, good enough. Right. So what's the difference between this and going all in? Well, I can tell you someone who went all in on the holiday season. You may all love this guy, a little bit crazy, out of control, but Clark Griswold, right, You say what you want about him, but he goes all in with Christmas lights. And I share this to you as an agency today to say where and how are you going to go all in, in whatever aspect to get that 3x growth that you want. Obviously you can see the picture here. This is an agency leadership team that we had the privilege of working with, started working with a few years ago. And you can see Roger there leading the charge. Everybody put their hands in and they are going all in of an agency and this is a good size agency and they put their hands all in to work on a specific behavior and strategy that we talked about. There were a lot of things that we discussed in their organization to work on and they said, listen, let's focus on one thing, go all in. And this was an agency that was kind of struggling around about 3% organic growth. And within nine months, right, nine months, they tripled organic growth rate to 9%.

Why?

Because they got clarity finally on what we really wanted to do. They became consistent. Not up and down, but consistent. And they made a commitment together and with their entire team and with our coaching team to say, listen, we are going to make things happen. Now before I go into the three keys, I am going to talk about the three keys to unlock your growth today. I want to give us a little backstory. I already mentioned this has been a interesting year. I don't know what year you would use or what term you would use. I use the term interesting because I don't have anything better to say. But it's been an interesting year. And last March, we held our profit networking event. We do this every year. Agency leaders, professionals come in. Fantastic event. And this really was the week, honestly in March when I flew back, that the world changed, right? You probably remember that week pretty well where everything really started shutting down. And I knew right away that we were going to have to do some things a little bit differently. As a team, we talk about what do we need to do? And obviously we do teaching and training for insurance agencies. That's all we work with. And we thought, what are we going to need to do to recreate something special? Now, one of our most popular programs, our sales training program, some of you may have been through our sales training program. We redesigned that. Now we've done some stuff virtually. We redesigned this program virtually in May of 2020 this year. And since then we've run three camps, almost 200 producers to go through our program. And since that time, we then launched an account manager program virtually. We launch a sales leadership program virtually. And we launched an agency leadership this year, virtually all very successful. And we realized, you know what? We've got to change the way that we deliver a message. Again, I want to share this with you so you can understand how things kind of all move. And here's some screenshots, obviously, of how we do things. And you get an idea right now how we present. It's not like you're sitting at a webinar watching slides go by, right? Interactive roundtables. Q and A want to keep it engaging. And for us, it was like, listen, we've got to make this fun. We've got to make this interactive. But we can't lose the impact, right? Because people come to our programs because they get results. So we've got to make sure that we're continuing getting results. And it led to a huge breakthrough. As we sat and we talked a few months ago as a group here at Sitkins, we said, what are those underlying things that we can and should and must do to help agencies unlock their growth in 2021? Because again, it's been a tough year. We want to help agencies do more. And there are three things that stood out. And I'm going to go through each of these things. And again, if you got your pen and paper handy, begin to write this down. There are three things that are absolutely Fundamentally necessary for your agency. We see this. I'm going to show examples today of agencies that are doing this to get this 3x growth. The first is to move from information to transformation. And I'm going to talk a little bit about that, what that means for your agency. Number two is we got to move from an event mindset, let's do this, let's do that, to what is going to be our long term process to win as an agency. And the last one is we got to stop just looking at parts of the agency. Let's fix her, let's fix him, let's do this to holistically, how can we begin to align together? So those three areas are what I'm going to go through in depth with you today. Share some examples and again, as Roger said, start to think about where are your gaps as an agency that you need to fill. So let's get started. The first one is this idea of information versus transformation. There is, we all know there is an abundance of information in the world, right? We can get information like that, right? Just on your smartphone. Whatever the case may be. The problem we have today isn't information. The problem we have today is we are not sure what to do with it. Right. How to actually turn that into true transformation. I'm guessing a lot of things that you know, that we haven't been able to act upon. And to me, there's two aspects to this. There's a mindset and there's a skillset. You got to have a mindset and the proper skill set to do that because the mindset starts everything. I had a sales leader just a few weeks ago that asked me. He said, hey, listen, I'm looking at getting people into your producer program. I've heard great things about it. He said, what makes your training program different? There's a lot of training programs out there. We get that. And I said, you know, well, there are some key areas that we look on. I talked about productivity and getting producers into results based activities. I talked about pipeline development, I talked about points of differentiation. I shared some case studies that we had. But as I thought about all this stuff, there was one thing that really struck me. And I had conversations many producers. And if you've gone through our producer program, you may have felt this. You probably did feel this. And it's not just about the stuff I said. There's a lot of information that works. It's been around for a long time. It's about how you take people on a journey to do something with that Information. And that starts with belief, right? Belief drives behavior. Belief drives behavior. If you don't believe in something, I don't care what I give you or you give somebody else, they're still going to be in the same mindset. And if you can't get someone's belief to change, to think bigger, to have those clicks, to understand the fears and limitations that are holding them back, they're not going to be able to improve. And that goes into skillset, right? So mindset into skillset is important. And here's the reality. Why do we not transform as agency professionals? It's because of this. We live most of our lives in a comfort zone. This is what we've always done. This is what we're always going to do. This is how it's always been. I'm comfortable here. And by the way, there's nothing wrong with being comfortable, right? We all get in the comfort zone. I get in the comfort zone on different things, Roger gets in the comfort zone and different. Different things. The question is, how long are you going to stay there? Because as much as the comfort zone is comfortable, nothing grows there, right? The magic happens outside of the comfort zone. We have to understand the doubts, the concerns that we have as professionals to move away so that we can truly be who we are designed to be. And I want to share an example of a great agency that took on this concept of transformation. I am going to share several examples with you today. This is EHD Insurance. We worked directly with them, a fantastic agency in Pennsylvania. They were featured in December of 29 on Rough Notes magazine for good reason. They've got great people, they've got great resources, they have a great reputation. But as we began to work with EHD a few years ago, there was something missing. And they were looking at improving their sales velocity, their organic growth. And we realized that we had to talk more than just about information, but get their entire team to think about bigger and be aware of things that are holding them back. And this was about starting to talk about their best version possible. What is your best version possible? What would it look like? What would it mean for the agency? What would it mean for yourself and your family?

Right?

All these kind of things to think differently. And they really bought in as an agency. They really understood that, hey, we've got to not just be informed, but to become transformed. And I got to share something with you, so got to reach down and grab it. But this was great. Their agency leader, John Miles, you see there in the middle, he's one of those like, listen, if we're going to do it, we're going all in. He actually got this, and you can probably see this a little bit on the camera. He got this mirror for every office. So when you came into the office at ehd, the first thing you saw was the mirror that said, is this your best version possible? Is this truly your best version possible? We began to see a lot of transformation. And you see the slide here. We have got the fact that there is all these different acronyms and we talk about a lot of acronyms at Sidkins, some of you know that, but they actually had all their salespeople, almost, almost all of them come up and share the transformation and what they're working on based on an acronym. My favorite one here. And these are all great acronyms, but is this one right here apr Absolute personal responsibility. We're going to take absolute personal responsibility for our results. And guess what? It worked. They've got great results. And I want to share some of these things with you and get you thinking about where in your agency do you need to transform their real results? Start with this. This is just on their broker of record letters. They wrote in 2019, $1.14 million in new commission revenue, not premium new commission revenue, just on broker of record letters alone. Now they wrote more than that. That's just broker record letters. And we actually don't even teach broker record letters only in our process. We do believe this though, that when you change the conversation, this is something to consider, maybe worth writing down. How am I. How are we changing the conversation from quotes and transaction to risk advice and relationships? It seems simple and subtle, but it's powerful. We've got to change the conversation. And that's what they did subtly. And they transformed and wrote 1.14 million just on broker of record letters alone. It's been a great success story. And they continue to do this in 2020, even in a pandemic year. John Miles says best here. Hiring Sicken is the best decision we've ever made to improve the performance of, of our sales force and our sales management group. After many years of trying to improve our sales velocity results on our own, there's been a noticeable positive change. And here's what I want to focus on and why I shared this attitude, language and behaviors. Let me just ask you, as an agency leader or whatever your role is as an agency as a whole, what do your people think about in your agency? What is their true attitude, the language? What are people saying? I know we're in a Remote state right now for many of us. And maybe you don't hear it as much, but what are they talking about? Positive, negative, proactive, reactive. And what about their behaviors? Are they doing the right things at the right time as we go through this? So again, things to think about for you as an agency leader. Now, some of you might be going, ah, Brent, this transformation stuff, if you tell them this is one of the keys. This is a little bit of fooiness. Well, let me ask you something. When you talk about mindset and you build it into skill set, it requires something called practice. It requires practice. And what's crazy to me is could you imagine a competitive sports team? And I'm going to give a sports example and a music example, but could you imagine a competitive sports team, maybe at least high level, high school, college or professionals? And they say, okay, here's we're going to do. We're going to look at the playbook and we're going to review some film, but we're not really going to go out in the field this week and work on some of those skills. You'll be fine. Just go out there and show up. It seems ridiculous. Yet if you look at most agencies and you ask most agencies, do you really have a transformation of practice where we're getting people to improve their skill development? And usually the answer is no. The same as in music. Hey, I'm going to give you some music theory lessons and a score. Good luck. Go out and be the best musician in the world. Right? Don't worry about practicing. It'll all come to you. Of course we know this. But as an agency, are you doing the things to transform both mentally and mindset with your team? And also, are you doing things in a skill set? Here's the bottom line of the this. And many of you may have been struggling with this. I know at the beginning you mentioned some frustrations. There are a lot of frustrations that we heard coming down the screen in the chat box. But here is the bottom line. Information alone, without understanding the mindset and the skill set of transformation is pure frustration. If you're saying, gosh, I thought we'd be further along by now, I don't know why we're getting the results. Well, it's because you're focused on information, thinking things are going to happen. We've got to get into true transformation. So that's the first key. Second key is this idea of an event versus process. The first part is transformation. The second is a process. Many agencies, and we see this all the Time they take the first step, you know, like this little guy here, and we get to that step and then we kind of sit down or maybe we stumble back to the step we came from, right? And we never really get to where we want. And here's something I want you to consider and write down. Most of us vastly overestimate the power of an event. We vastly overestimate. Oh, this is going to fix it. This is it. And we vastly underestimate the power of process. It's very much like this graph. You may have seen this before. I love this. This has been around for a while now. But when I think of an event versus process, I think of success. You know what people think it looks like is this, right? This linear line, like, hey, we're going to do this and boom, magic's going to happen. We know the reality. The reality is this, right? What it really looks like is ups and downs and sideways and frustrations and good weeks and bad weeks and. But we've got to continue on that roadmap or we're going to fall short. You may feel like this guy. Have you ever been to a 1 hour, 2 hour, 1 day, 2 day event even? You've got all this stuff right, whatever it may be with good intentions, but you simply stick it in a drawer or whatever the case is and it goes away. I mentioned a stat earlier that from Sales Performance institute that after five weeks, 50% of what we here is gone, and after 90 days, 84%. So it's like, well, what are we doing here? What are we doing here? So I want to ask you a question, something to consider and think about. Are you going to be an agency or live a life of regrets? Or are you going to go out and make regrets? And I'll explain that in a second. Leadership expert Andy Stanley. I love what he says. He says those that those are, there are those that hear and there are those that do. And those that just hear have regrets, right? Those that just hear, they go, oh, woulda, shoulda, coulda done some of this. Roger Sitkins. I love when we do our programs. He talks about this often. You had these two choices that we can live in the past, our regrets, and continue to do that. Oh, I know, someday I'll. Someday I'll. Or there's regrets, which is what are those small things that we're doing? They don't have to be big, small victories, little successes that we've had as an agency because remember, success leaves clues. And how do we replicate those, make those regrates? We did this do it again? So often agencies go, yeah, it works so well. We stopped doing it. We fell back into the old routine. So you really have two choices. Regrets or regrets. You know, whether it's a best practice agency, whether it's a million dollar producer that we're working with. This is absolutely true from leadership expert John Maxwell, who says small disciplines repeated with consistency every day lead to great achievements gained slowly over time. Now listen, I understand for most agency leaders, managers, whatever the case may be, you've got a optimistic mindset. We have a new idea all the time. You know, I get that as well. Oh, we should try this, we should do this. And it's kind of the flavor of the week, the flavor of the month. And you share this with your team, hey, we're going to start to do this now. And after a few times and you don't follow through and you're not consistent, here's what your team says after you walk out the door, they look at each other and they go, don't worry. This too shall pass, right? This too shall pass. We can go back to the same things we were doing. Don't worry, he, she will forget about it. And we can fall back into those habits that haven't been successful. It's like the steam engine locomotive. Now, I know these aren't really around anymore, but imagine the steam engine locomotive, this powerful thing, right? That's on there. You could take a steam engine locomotive and if you don't give it consistency, if you don't get small wins, these regrades to great momentum. It's dead on the tracks, right? You could take one brick and you could put it in front of that, in front of that wheel, right? Or the wheel of the train and it ain't going to move. It's stuck, it's done. Yet you give that same steam engine, just like an agency, that's what we see all the time. If we can just give agencies momentum, right? Little wins, repeated, building success, building confidence, building momentum. This steam engine with momentum can blast through a building. Guess what? Made of bricks, right? Same steam engine, different level of momentum that is so powerful for your agency is what's the momentum? See, most events are like this. It's a fire hose, right? All this stuff and all that happens is your face stings and you get really wet. The problem is you dry off. And so what I want you guys to think about today, and we're watching this much like an iceberg, but we love to use the iceberg as an analogy because it's really powerful. And it's true. When you look at an iceberg, only 10% of an iceberg is visible. That's all you see is 10%. Right. And most agencies play pretty shallow. Right? And Roger mentioned the term quoters and floaters. They kind of float around and they do different things and they never really get the traction or depth that they want. And so we have a process and something that we talk about at Sitkins and I want you to think about it is going deep. In fact, going deep is my motto for 2020. I want to go deep into the right things, not just do a bunch of things and be crazy busy all the time. What are the right things to go deep in? In fact, deep has become an acronym. And you know, if you've ever been part of Sidkins, we have a lot of acronyms. We love acronyms to help us remember. But delivering excellence in every process, how are you as an agency going to deliver excellence in every process? So let me just give you a few examples to think about. How deep right now are you going in your sales process as far as differentiating yourself from all the other me too competitors? Are people saying, oh, just another agency? Are they going, that's different? I haven't heard that before. No one's ever asked me that question. How deep are you going in your future ideal client profile? Because we find most agencies work on suspects and prospects. Hey, we might get lucky, everybody looks the same versus saying, this is who we are, this is what we want, and this is exactly how we're going to attract and get them. And the last part, of course, how deep are you going in your client experience? That's really what it ends up being all about. So let me just share a story with you from one of our partner agencies who really grasped this idea. They went deep in these three areas. They went deep in the client experience, they went deep in the future ideal client, and they went really deep in having a true selling system to be unique out in the marketplace. And I got to share this picture here. You can see behind me. This is a corkboard. This is a fashion old fashioned bulletin board. And this is a $10 million agency, right? A pretty good sized agency, very sophisticated. But they wanted to take the idea one concept of future ideal clients. And as a team they talked about this and we work with them as coaches and say, listen, let's keep things simple. A lot of things we could do sophisticated. But what if we just made your future ideal clients visible and simple, right? So we actually work with them and they said, let's just create this cork board. We're going to put our best clients, our future ideal clients on this cork board. And they did. They had 100 clients that are sitting on this cork board. And they actually used a star system like you were in elementary school. You ever been there where it's like you show up, you get a star. So it's first appointment star, second appointment, second star. If you presented, you had a third star and if you wrote it, you got the four star, right? And then they track it and they'd write it. And again, it sounds so simple. But they went deep. That's the difference. They didn't just go, oh, we'll do all this stuff, let's be committed to this and go deep. And with the future ideal client, in one year they wrote 750,000 off this board in new commission, not premium revenue Commission. Right now they wrote more than 750. That was just on this board. They wrote other accounts as well. But just off this board I want to share with you750, that's 3x growth, right? 29% increase in their organic growth rate because they were focused in going deep. And again, it's all about this 3x mentality. Now there's the fire hose that I shared with you and then there's the garden hose a little last. And then ultimately we want to see with every agency is this time sprinkler that we are getting the information and the transformation. We are beginning in this process. And now we are going to begin to water or cultivate our team on a regular basis. When they need water, we are there to give them water. We are not going to let them subside off into the darkness. We have to continue to nurture that. So here is a question I would ask on key number two right now. Is your agency involved in event multiple events here and there when we feel like it, or are we really committed to a true process of excellence? That's a question I just want you to think about today. So key number one is transformation. Key number two is this idea of a process. Here is key number three. And again, these three all need to work together. Is this idea of we can have part of the agency do something, attend something, whatever, improve on an area or we can begin to think holistically right for the entire agency. What can we do to get everyone on the same page? Now you can see behind me the tug of war. And you may experience this before. We have agencies all the time. One of the biggest challenges they have Isn't executing things is getting people to communicate together. That's where it all starts. And oftentimes we'll see disagreements or fights or tug of wars between leadership and service. Or it could be service or it could be a leadership in sales. But typically what we see, we focus a lot of time on is a lack of communication, agreement and alignment between our sales team and our service team. We've got to get our salespeople out 80% of the time doing the sales stuff. Otherwise they're just part time producers and we got to get our service people not to be interrupted to do the stuff that they do best, service work and to align. And so a question I would ask you around that is this today, do you have a high maintenance team in sales and service or do you have a high performance team where we work together? One thing I always say is that we've got a common goal, right, which is to retain and obtain ideal clients. We say roi, retain, obtain ideal clients. But we've got different roles, right? We have natural things that we're good at and strengths that we've got to play in those strengths. We got to have our salespeople doing sales stuff and our service team doing service stuff so that we can work together as we move forward. It's kind of like putting the puzzle together. Your agency probably has lots of ideas to go through and to sort through. And I have an idea and you have an idea. Listen, we're not going to agree on everything. That's never going to happen, nor should it, right? It's good to have these discussions. But we do need to align. Too often agencies have one department going this way, one department going this way, one going this way. And it's like rowing a boat. You got three people rowing one way and one's like, nope, not going to go there. And it becomes constant chaos. And I can tell you from agency leaders, it's energy sucking. Great example. I can share with you this Atlantic Shield Insurance in South Carolina. Love working with this agency. This is Eric Loesch and Hill Shaw. You see here on the COVID of RoughNotes magazine. They were featured in June of 2020 on RoughNotes because they've earned it, they deserved it. All these RoughNotes agencies work with, they've worked their tails off. You know, one thing about Atlantic Shield, just like probably many of you, most of you, you wouldn't be here if this were the case. They work really hard, right? I mean, they put a lot of time and energy and sweat to do it. And they had grown their Agency to a pretty darn good level. But they got stuck. Right. They plateaued and they realized one of the problems we have is we're a growing team, is that we're not aligned and we got too many people. We haven't done a good job of communicating. You know, when you're smaller, it's kind of like, hey, I can drive this thing. But as you grow, it becomes more complicated. And so one of the things we began to work with Atlantic Shield on is we have got to get everybody on the same page. One of the things that we share is that if you're going to get your entire team on one page, you should probably have a plan or a summary that's on one page. So we work with Atlantic Shield on developing a one page business plan, a summary that everybody could rally around. Right. This is what we're going to do. This is who we are. This is why we do what we do. Here are the non optional, critical things that we're all about. And here how we're going to measure our results. What does that look like? And Atlantic Shield has had great success. They were an agency doing pretty well. And certainly their organic growth rate was 5.5% three years ago, which is pretty average out there. Pretty normal. Not bad. Okay. You can make some money doing that. But in one year by understanding that it's much easier to work together. Right. And to align the team and to put the time to do that. They went from 5.5% organic growth rate to 13.1% in one year. And this year they're at 13.9% even in the middle of a pandemic.

Right.

In fact, it's funny, both of them are like, listen, we should be way higher than this. But it's been a challenging year. Yeah. There's still 13.9% organic growth. Now, one of the things that I hear from agency leaders all the time is this idea that Brent, I've been trying to communicate our message to my team. But like the Charlie Brown cartoon, if you ever watch Charlie Brown, remember when the, the teacher talks and all the students hear, wah, wah, wah, wah, wah, wah, wah, wah, Right. So I've been communicating. Why aren't they understanding? Why don't they hear what I'm trying to deliver? And it reminds me of being a parent. I don't know how many here you either raise kids or have kids. I'm a blessed guy. I've got five kiddos, a wonderful wife. My oldest daughter is 17 now. But these are some pictures of us. One of the things that we've always shared together is the love of bastards. I would love basketball. I played basketball growing up. I had some success through high school and college. And she started picking up the basketball. I'm like, this is fantastic. So at a young age, we were doing some stuff together. And then as she got older, like a lot of teenagers, she started to say, well, maybe dad's not so smart. And we'd be out in the driveway and I'd be sharing with her a different way of, you know, how to position your arm and your feet to shoot the ball. And she'd say, yeah, dad, yeah, dad, yeah, Dad, I know. And just go on to do the stuff she was already doing. It was funny, though. A couple weeks later I had this conversation. My neighbor comes over who happens to be a basketball coach, and he says, basically, or pretty close, the same stuff that I was saying to her. And now she goes, oh, you mean like that? I'm going, are you kidding me? Right? I've already talked about this. But, you know, luckily for her, not luckily, she earned it and team earned it. They went on and won the regional championship that year. And I share this story with you for a reason and a purpose. I can tell you as agency leaders and I talk to them all the time, that to get people on the same page is hard. So don't make this as hard as you have to look for peers and mentors and coaches that can maybe deliver a message systematically or in a different way so they can actually hear it. Ok, so here's what I want to do. I want to get a quick summary of all three of these keys and then I want to share with you something that is brand new, has never been discussed publicly before. You are the first people to ever hear it, that we are so excited about. The three keys to unlock your agency's growth. I've talked about it. It's about transformation. Are you focused on information stuff or really mindset and skillset transformation number two, are we talking about events or do you have a process? Will you engage in a process with your team to go somewhere? And the last thing is this. It's about the whole team aligning together. The whole team aligning together. Now, I'd share with you that I've already shared several stories of 3x growth and different ways of doing it. I also promised you that I was going to show you something that has never been done before. And so here's what I want to do. I'm going to ask you. I know we've got we still have, we have 200 plus people and it's just so exciting to see you on here. If you would like me to share a little bit, not 10 minutes about what we're doing and Roger mentioned the outset of this that truly is going to transform, transform agencies and transform the future. Could you just give me a yes or type something in the chat box or, or yeah, I'd like to hear about it or a thumbs up or something so I know that we've got that. Make sure I know I'm sitting here talking as a screen and making sure I've got people there. Yes, yes, yes, yes, yes.

Okay, cool.

Sure. Yes, yes, yes, yes. Awesome. Thank you guys, I appreciate that. So I'm just going to take a few minutes and talk about what this means for you as an agency. You said you're ready and I mentioned it's an all inclusive model. I'm going to dive into that in just a second to help your agency truly grow. Right. Ready. Aim. Grow. And the best way I can say this is this we are introducing today and it'll be coming out first month January 2021 of an all inclusive model for your agency. Every client facing member of your agency has full, full they can use any of our programs that we're doing. I'm going to talk about that as many times. They want unlimited resources, all inclusive at one cost. I just want to show you what that means and what that looks like for you. So we have four core programs at Sitkins and these are proven programs. We can share countless results. I'll share some more. Share some more with you right now. But four key programs. We have a sales training program. We have an account manager program. We have a sales leadership program and a CEO boot camp. Four critical areas for your agency. All four of these programs that we are launching are all absolutely included in our all inclusive model. So I want to go through each one of these. The first one is the Producer Fit program. The Producer Fit program is our most popular program that most producers and agencies use and it's been around for a long time. This past year we've reintroduced it virtually with great success and over 200 people be part of that. And I just want to share just a couple of successes we had just this year in Producer Fit. Brad Abramson I've been through a lot of training courses. This course stands apart from the rest for many reasons. But I believe it's the number one reason is the concept of self focus, specifically mindset. I talked about mindset, right? Understanding that it's a core component of the sales process. This is an area that many of us are working on and Roger and Brent's real life examples help immeasurably. He also talks about he appreciates how deep that we go in the training.

Right.

And that was actually Brad was one of our first members in our first virtual camp, Joseph Bustos. Overall, the experience was a bar none the best program I've ever attended. It has been a great roadmap. We are going to talk about that to becoming your best version possible. Erica Fetich, she just finished. In fact she just texted me like 20 minutes ago right before we started. I guess longer than that. I guess it would be about an hour ago. She sent something out. Great attendee from our last program that just finished up and she is a mom at home. So this class made me look back on the last 15 years and what I have been taught over the years. There are lots of things I'm going to go back to doing. One of the biggest things is the weekly debrief and setting up my schedule for the upcoming week with having kids at home. One of the things that we focus on our producer program more than anything else besides mindset is productivity. And I can tell you, and producers can attest to this even if you do none of the strategies or behaviors, which hopefully you do. But if you just understand the productivity, your producers will produce 25% more next year just by understanding the power of their time and their schedule. So I mentioned producer Fit. We also have the account manager training program. Now this is for our all the service professionals. We launched this program in the summer of 2020 virtually. We had 123 different locations sign up for that. Had great success through that program. And it goes back to the idea of two things I want to share. Number one, the service team, whether we admit or not. And again, I don't know every one of your agencies but in general is often overlooked and underappreciated. And this program was to really share with them that we appreciate you. Right. We respect you, we trust what you're doing and more than that is to be able to build that high performance team that's really a big part of the account manager fit. Heidi. I'm going to call her Heidi W. I know, sorry Heidi. I told you I could never pronounce your name correctly. So I'm going to go with Heidi W. She said, I have taken similar programs but something was different about Amphithe or something was different. Where do I want to go? How do I Get there. And this changed my focus. Not just individual work, but individual work or colleagues, but to management. And what is working and not working? What do I expect out of them with procedural standards, training and education? Debbie Post said this. I love the format, the ideas and the discussion meeting format is perfect. And I want to show that for a minute too because again, the way we've done virtual programs this year, we have learned a lot. We couldn't do this necessarily a few years ago. Now we're doing it at a very high level. And part of the format is this. We want to make sure there's a review and discussion every week, get their state of mind. Right? We want to have breakout rooms every single week where our account managers or producers, whatever, whoever is in the program is being able to learn and share and then be open at the end for just live Q and A. Let's talk shop, let's talk what's going on. And people have really appreciated the format. So I mentioned producer fit, account manager fit. The other program that's included is our sales leadership program. This is so critical. So often we don't have a true sales leader who's running the set offense, who's calling the plays. Now maybe you at your agency, you are the head sales leader. Maybe you have someone in that position. Maybe there's a player coach, right? You're producing and doing some sales leadership. Or maybe you don't have anybody. But this program is designed to help your producers obviously produce more and hold them accountable. That we agree and we design on this together to get the results that we want. Bob Miller, he's actually one of the sales leaders from ehd. I mentioned ENTS earlier. Thank you, Roger Brent, for the great training. I want to just go down to the bottom part here. He said what's most impactful to you? He said a reverse management process. Most sales leaders get really tired of chasing people, right? Did you do this? Did you do that? And so we talked through this program about a reverse management process that allows your team per agreement to report up to you so that you can really be a coach. He talked about the breakout rooms. I just mentioned that to be able to talk to other sales leaders. What are you dealing with? How can we help each other? Plateau management, why are producers stuck? And then the ultimate marketing strategy, which is this, round out, retain and replicate your best clients. And we talk deeply about that in our programs. So I mentioned producers service, sales leadership. The last one ties all together is agency leadership. Our CEO bootcamp, we hosted that this year as well. Virtually, I had a lot of great attendees, great conversation. And, you know, I mentioned John Maxwell earlier. John Maxwell says something so powerful, and it's true. Everything rises and falls on leadership. We've got to have leadership buy in. Nothing is more frustrating than when a team member is working their tail off to do things. And the leaders going, yeah, I don't know, I don't really want to do that. And so we really want to make sure in our boot camp that we are talking about modeling the right behavior, sharing that vision with each other. And we go through that in our CEO bootcamp. Tanya, I love what she said here. I mentioned this earlier. I think this boot camp should be used for the majority of our office so they can hear it from someone else than just the leaders. And that's what we want to do. We want to help your team transform holistically. Vince Lemma said this. This program was great. Really opened my eyes to the parts of the business we've been ignoring. It also provides a real strategic view on how to improve the agency and get to the next level. Right. It's all about getting the next level. So here's the bottom line of this. We want to give your agency in 2021 a clear roadmap. You're going to have flexibility in our programs. You're going to be able to choose how you want to do that. We're going to keep very, very flexible for you. I want to give you a roadmap to do that. Because here's the bottom line. Why most agencies, why most insurance professionals don't invest in some of these is because it's two things. Pretty simple, time and money. Right. Why don't you do? Well, you know, I just don't know how we're going to get the time on that or that's going to cost a lot of money. Well, listen, the virtual program has changed things. We're able to do things at a totally different level. And obviously you probably have already experienced this. But to avoid travel costs, to avoid hotel costs, to avoid, you know, flight, car, all those kind of things that go into it. And of course, the time right away from the office to send all your people and do all this kind of thing, we want to make this a holistic approach. That is the best return on your time and your money that you can possibly imagine. Again, we have a lot of case studies on this, hundreds of them. But the key is this. Are you willing to make that return, that investment in yourself? So let me just share a gamble. The cost structure I'm going to go through everything that's provided. We have sales service, sales leadership and agency leadership. I'm just going to round up these are what our programs cost right now and you can still attend these a la carte as of right now. This may not last forever but you can go and attend your program. Our producer training is thousand dollars. Sales leaders 1500 service 300. Agency leadership is 1500. Now I would ask you to do this as an agency leader. Start to consider right now the amount of people you have in your agency that you would love to have world class training around and a consistent world class training around and what that would cost you and your agency. I just threw up a sample here. We have agencies that are way larger, we have agencies that are smaller. That's fine. But the sample here would be five producers. It would be 10 or two sales leaders, 10 service members and one agency leaders. 12,500 bucks. And I will tell you and people will tell you gone through it, it's worth every penny. It's worth 10 times that. You will make 10 times that in profitability of your agency by doing that. We are going to include every one of those unlimited as many people on your team that want to do it. As part of our AIM model we also realized this. We've got to give you tools and resources to make to even up level this at the highest level. And so we're going to as part of our AIM membership, our AIM model membership, you are going to get access to all of our tools, all of our resources. This is 40 years of stuff. Roger and the team have been doing this for a long time. All of our tools and resources at your disposal that you can go through and take a look at. We're also going to give you access to our better way agency program. And all I'm going to say on this right now is this is our small commercial and personal lines system that we have that's been extremely popular and extremely successful. Now you're going to get personal lines and small commercial novel training. But this is a separate thing that we're going to give you again included with the agency all inclusive model. Here's the bottom line. Trial and error takes too long and we see this. You try, you try, you try, you fail. You try, you fail, you try again and maybe you get to success, maybe you don't. We want to pack 40 years of experience at Sipkins true proven results and we want to also use the leverage of technology to help your agency accelerate at a very high level. So again the Four programs included the tools and resources. We don't sell those separately. That's only going to be included in our inclusive model. The Better Way program you could buy right now, it's on our website. Go to BetterWay agency. It's $2,400 a year, but that's going to be included as well. So I've talked about the programs, I've talked about the tools and resources. Now it's about the monthly sales meeting which we're going to have a monthly forum. I mentioned this idea of a timed sprinkler. So as you're in, your agency walks through this and go through the programs as you decide you want to go through them. We're also going to provide a monthly sales meeting for your entire sales team. Roger, myself, once a month are going to lead a sales meeting live for your agency. We're also going to be having a forum on leadership. So each month we're going to have a leadership forum and talk leadership. We're going to do a monthly live mastermind and forum on service. So those are going to be continued to give you a time sprinkler of success. I want to share one more example because they're our most recent Rough Notes. A graduate, I guess, so to speak. I mean, these agencies are killing it and we love it. This is specialty risk insurance. We started working with them directly a few years ago. They were featured on the COVID of Rough Notes of November, so just came out this past month. They're an AG based agency in Missouri. And you know, they're an agency that's committed to growth. They're doing well, but they're like, okay, what can we do to even make our experience, our culture, our client experience all that better? In 2017-2018, they started working with us. Their organic growth, their sales rate jumped to 35%. The next year jumped to 33 more percent. And this year, even in the pandemic, the year's not over yet. I just got the numbers. They're at 15%. Huge growth numbers. And you know, as the numbers get bigger, the percentages get smaller, but they continue to grow an exceptional level. That's because they have a time sprinkler approach. This is about momentum and this is about depth. I've already talked about both of those. You've got to go deep. We got to have momentum. So again, I want to share with you all the things that are going to be included in our all inclusive models. All the training programs, tools and resources. Better way. And now the monthly forms are going to be included as well. One more thing, one more thing that I want to share with you to say, listen, this is an absolute no brainer to be part of something that's never been done before. Every client facing member of your agency, we've got to give you a community, right? Communities support each other, communities encourage each other. And so one of the things that we want to do is we want to make sure that we've got other peers and mentors that you can interact with. They're going to say, hey, here's what we did and let me help you pull you up. I've been there before, it's tough. I mentioned Gary Keller earlier, the One Thing book, and he says this. And by the way, Gary Keller not only wrote the One Thing book, he's also the founder of Keller Williams, which is the largest real estate company in the world, right? And here's what Gary says. No one succeeds alone. No one. You know, I get the chance to talk to leaders all the time, agency leaders, agency professionals, and they'll say this, you know what? Leadership is kind of lonely. I don't know who to talk to, I don't know who to bounce this idea off of. We want to make sure that we're constantly giving you interaction as you want. So you're going to have an online access, a portal to go through. These programs certainly communicate with each other. And we also just this past year for our virtual programs, developed an app. So every member that goes through our program is going to have access to log into our own app. This is on the App Store or Google Play and they'll get their login information. It's going to have the dashboard, the tools and resources, a wall where you can communicate, talk shop, all those kind of things. That's part of it's all included. We've worked really hard to put this together. So one last thing, I'm going to put all this together. I know you're asking me, okay, Brent, what's this cost? I just want you to know all what's included. First, we've got all four of our training programs. We've got our tools and resources. Forty years of information, role plays, documents, the Better Way, agency, monthly forms and sales. We're going to run a sales meeting, service and leadership. And lastly, this peer community or an app. And again, we don't even sell those separately. I can tell you we've talked a lot as a group of what is the right cost for this? Because I know, you know, it's been a really challenging year we want to do something Roger mentioned from his heart. He wanted to help transform the agency and we really want to help agencies in a different way. So here it is. Everything that I shared with you starts at 497amonth.

Month.

Now we have a tiered approach. I'm going to share that within a second, depending on the agency. But I can tell you, if you're less than a $3 million revenue agency, it's 497amonth. Now we're going to go ahead and put in the chat box team if you want to pop that up there so they have the link. I've got the hero on the screen as well. 497amonth. And let me just share something with you that just last week was very interesting to me. I had a conversation with a gentleman who runs a smaller agency and he said, you know, I really want to get my two producers and myself in your producer camp. And I said, fantastic. And he was talking about. He said, yeah, we're going to do this. In fact, I want to do some sales leadership because I want to grow the agency this year. I need some more. I need more coaching, I need more resources. And I said, absolutely. So just so you know, it's $3,000 for your producers and 1,500 for you as a sales leader. So 4,500 bucks. And I said, it's worth 10 times that. He goes, yeah, I have no problem with that. I think that's great. And I said, but I would be really, I would feel sad if I didn't share something that I'm going to be announcing next week, this all inclusive model. I said, what if we can get your three producers and yourself as a sales leader, Also get your account manager team, also allow you to learn more about agency leadership, do monthly interaction, give you a community to work with, give you all the tools to your disposal. And we do it at 497amonth because, by the way, that would pay for what it would cost up until the fall. And he said, yeah, I think I'm going to go ahead and do that. And I said, listen, you're going to have a great story to tell someday. Roger said, at the beginning, what would your story be when your story is told? And so 497amonth. Now I mentioned tiers. I want to share with you what this looks like. We've got four tiers depending on the size of your agency. We work with agencies of all shapes, scopes, sizes. If you're under 3 million, it's 497, 3 to 5 million 997, 5 to 10 million. 1497, over 10 million. If you're a large agency, 1997, and obviously worth so much more than that. I do want to point this out. A couple of things that are really important, okay? As I share this. Number one, you're not going to make any payment till the first of the year. Our programs all roll out in January, okay? So we want to get you set up. We want you to get signed up today so that you can begin to get all the technological stuff and get ready to go through the holiday season. So in January, you're ready to get going, but you're not going to make a payment until January. The other part of this is as well is that this, if you decide to go annual, which is a great idea, we take a month off. So you get a month savings to do that. I know some of you might have had a good year and maybe you want to go ahead and make a payment this year to help your agency in different ways. That's something we'd be open to consider as well. You certainly can do that. But here's the thing, too, I want to share with you. We're only going to have this price for 100 agencies. That's it. We're only able to do this because of technology, right? We understand that. When we talk to people about this program and we said, here's what we're going to do and here's our vision. What should we charge? It was way more than this, right? Like you guys aren't charged enough. We know the value we bring, but we also believe in the agency system and where it's going. What, 2021 to be an incredible year. We want to change, truly want to improve and change your agency and the industry. But this is only available in the first 100. So if you sign up today, again, you're not going to make any payment today, but you're going to get logged in and signed up. We're then going to start that in January for you. And again, we're going to walk you through some questions. Any questions that you have, answer those for you and give you a roadmap. Here's the second thing. It's 100% guaranteed, okay? We run our programs, every one like this. If you go through this process and you get to February, March, and you're going to these programs, you go, yeah, this isn't very good. You're not going to say that, fine, get your money back. I mean, there's nothing, honestly, nothing to lose in this. We just want to help agencies be that best version possible. So here's some things to think about. If all this did was get each producer to increase their book by only 50,000, and we do that all the time, Right. Would that be worth it? I sure hope so. If all this did was improve your communication with your. Your entire team, right. Sales and service, which ultimately helps your retention by 3% or more, would it be worth it if all this did was improve your operating profits to 30%? And by the way, we help agencies get to 30% profit, not including contingency. And let me share something here, too, by the way, that I think most of you know, but gets overlooked sometimes, because this is a great business, right? A great business. Every $100,000 in agency profit. Right. In today's multiplier. And I'm not going to talk about earnouts, which goes up to 13 times, which is true, but just without earnouts is 10 times the value of your agency. Right. And so every $100,000 in profit is a million dollars in additional agency value. Is that worth it? So here's the bottom line. You've heard me jabber away here for a while. You really got three choices today. Nope. And if you're nope, I'm guessing you're probably not here anymore. Okay. Which is fine. We'll still be friends. All good. Maybe you're like, I think I get it. I don't know yet. I understand that. Again, nothing to lose in this. But I do want to share one thing that's powerful. The law of diminishing intent. I heard this a few years ago. It's really affected my life in different ways. The law of diminishing intent says this. The longer you wait to do something that you know you should do, I'm not going to tell you if you know you should do it. It's up to you. But the longer you wait to do something you know you should do, the less likely it is that you're ever actually going to do it. And so I really want to challenge you if you say, you know what? It is time for us to step up. And when we've got proven results, we know we can help your agency. We just want to do it. If you're ready to do that, go to number three. Let's go. Click the button. Sign up again. There's no charge today. We're going to get your information so that we can get you set up and get you ready to go. And we're going to have an incredible experience. A couple of things again to remind reminders first, 100. We are marketing this everywhere. So you're the first people on a live workshop. Even the ones that are going to watch the recording are going to miss your first opportunity. We had 500 people register. 500. 500 different personalities register for this. We're also going to be launching this, our email campaign and social media and many more things in the coming weeks for the first of the year. So if you want that pricing, it's going to go up once we have 100, at least $3,000 a year. We know that and talk as an agency. It's going to go up because we know it's worth more. We want to help those agencies that really want to help themselves. So. So if that's where you're at, please do that. One last thing that I want to share with you all is again, is this, this idea that we've got these different tiers and the fact that everything is absolutely guaranteed. I hope from the bottom of my heart that this excites you. We, I know as a team have never been more excited about the future of this industry, about the future of agencies, how we can help develop them, how we can be part of your success. You're going to drive the train, so to speak, right? You're the ones leading the. We just want to help you, keep you on the right track to success. So with that, here's what we're going to do. I'm going to shut my screen down. I'm going to bring Roger back on. I see, Roger, you're ready to go and we're going to sit in. Any questions that you have as an agency leader you ask us, we're going to, we're going to do our best to answer them. And again, if you have any questions on anything, let us know. So, Roger, are you there? Are you present with us?

I am here and present, yes. Thank you.

Good.

Light it up.

Okay. You know, this is a phenomenal business, obviously, and it's a great business to get not just semi successful, but truly be successful, truly get the financial freedom. We want to help you with this program. There's no doubt about it that the programs work.

Are they for everybody?

No, they're not for everybody. But those people that are committed, it absolutely works. We do know this, that the easiest and fastest path is to do the ongoing program like this. It's to be involved in a training process. So again, if you want a 3x your growth, let's do it together. So the easiest and fastest path and quite frankly the best recipe. Because we've been doing this for a long time. We know what works, we know what won't work. It's really you as an agency principal saying, what's the best version possible? You know, what's possible in our agency, where can we go? So with that, I know some of you have to go, if you do want to do it, be one of the first 100 because the price will.

Go up 250 bucks a month after the first 100. So you'll save $3,000 getting it now. It's 100% guaranteed. You know, it's. I guess it's irrational not to at least try it because we know it works.

We know it works.

So with that, what I'd like to do is just say anybody that's got some questions or comments, if you just go ahead and either raise your virtual hand or put a question in the chat box, we'll be able to answer them for you. So, Chrissy, as our director here today, any hands that come up, let me know. Or any questions that come in. So anything that you've got a question about this or what we're doing or how we can help your agency, please let us know. Or any comments, whether you think it's a good idea or bad.

There is a question about risk concierge, Roger, which is for obviously our platinum membership that we have. So ask if that's included. So you want to address that, go ahead.

Within the Sipkins network, which is what you'd be joining. We do have a platinum membership and those agencies that are really committed to long term growth, you know, during the producer camp, we're going to give you some processes and things and filling up the pipelines, there's no question about that. But the agencies that really want to go deep that delivering excellence at every process. We have the risk concierge program, which is our formal, it's a trademark selling system. So that's something you could move up to if you feel that would help you. So I see my buddy Matt Hughes sitting there with his hat on again. Matt, what do you think about this new approach?

I love it. I think it's, I think it's a great approach and there's no one that can speak more highly of your programs than I and the impact it's had on my career and my focus. So the fact that you guys are doing this for the community and for the industry as a whole is amazing and really appreciate it.

And we have to listen to Matt, because he was a linebacker at Iowa many years ago.

Many years ago.

So he's.

Great guy. Great guy. Any other questions coming up, Chrissy? Let's see.

We've got one.

Yeah, there's a question there, Roger. I'll read. It says, when are the classes scheduled? Are they all. Are they all day? For a certain number of days, basically, program structure. So I don't know if you want to answer that. I can answer that as well. Whatever you want to do.

It's a great question. We should have covered it earlier. The structure is definitely a garden hose. Bite size and manageable hunks of information that you can then transform. So the producer camp, the core camp, before you go into the ongoing sprinkler system, if you will, it's eight sessions once a week for eight weeks, two hours each. Now Brent and I always stand afterwards, normally for at least 30 minutes for Q and A. Okay. So you've got the session, the training, the breakouts, where you're talking to others and then we stay in there for Q and A. So it winds up being two to two and a half hours. It's only eight weeks. And then after that you've got the monthly meetings with us. Okay. And all of the programs are like that, Brett.

Yeah, I mean, just to add on to that, the other part too, we've seen people in our in person events that show up multiple times for reinforcement too. So it's not just the eight weeks. We're going to run these basically about every quarter. Ish is when we're going to have new programs. So if you have a new team member. Yes. Someone says, hey, I want to go back to that again. Absolutely. And when people ask me too, what if I miss a session? Well, we'll have them record for you. We want you to be there live because we're going to have roundtables. We do live Q and A, which is really, really powerful. But ultimately, you know, you get to kind of choose how you want to do that again. We're going to be your guide on this also. I see, Chrissy, you put up the link for the event calendar so you can click that and kind of see how it breaks down. But this is going to be as an agency leader, kind of your choosing. You know, you don't have to do everything all at once. I get that we're going to have this for you as you go throughout. So we just want to continue to reinvent. But I will tell you two of the things. I did mention this. The breakout sessions have always Been extremely popular. We can talk about a topic and as peers, we can then roundtable that and come back and share as a group. That's always popular. And of course, the Q and A at the end is great. Hang on and just have a conversation about stuff. So it's a great question.

Any other questions come in there?

I don't see anything. Mick had a very nice comment. I've been to these programs, my own personal dime. They're tremendous value for proven programs which work well as a design system. So thank you, Mick.

Right, listen, we know this works. If it didn't work, we wouldn't make 100% guarantee. We're not crazy about that. So he's had one. Okay, good job, Gary. Thank you. See the comment coming in. But the bottom line on this is that this is the only time this has been done in our industry without the technology, without what happened. None of us would have accepted this. If you would have asked me back at the beginning of March of this year, hey, Roger, do you think you'd ever transfer everything you're doing to 100% virtual? I said, no, it doesn't replace live. But it gets real close and we're getting better and better at delivering this way, as you can see. I personally hate the watching a PowerPoint, listening to somebody speak. I also, by the way, don't like getting nickel and dime. I remember the first time I went to the Boca Raton Club for a meeting and my wife and I went out to the beach and I don't.

Know if the rooms were three or.

Four hundred dollars back then. And they said, would you like a beach chair? We said, sure, that's five bucks more for each of you. You're kidding me. Well, that's why we went to the all inclusive. We want to have ability where you'll never think. I don't know if I should send all my people or not. This is the opportunity to send everybody for a flat fee. It's never been done in our industry. I guess our competitors will try to copy us after a while, but you're on the leading edge in all of this. So please join us for this great journey together. The journey to be the best version possible.

Hey, Roger, Gary, I had a question there. It's a good question. And we can get information too, on all these things. But his question was more specifics on the training, like an outline. We can get you an outline of every one of our programs and the topics covered. That's not a problem at all. Happy to do that. And you can See the flow of what go, you know, what we go through and cover in those programs. So, so I know the team is listening. I'm sure we can get that over to you very quickly.

And the core of the program is very straightforward. It's about skills, it's about processes and it's about attitude. What are the skills we need as an individual? What are the processes we have to go deep on? And then the mindset. What's the attitude? Because so many people have self limiting beliefs, negative attitudes, if you will, and you heard us, saw a lot of the quotes there were, people were talking about how it's about the mindset. You changed how I thought about things, how I think about things moving forward. That's the key to this. It's getting rid of those self limiting beliefs and saying, okay, what are the things I have to do consistently?

And by the way, when we implement.

I think that's crucial to understand this. There are always more great ideas. You might even want to write this down. There are always more great ideas than there is time or capacity to implement them. So in every session we run, the key is let's filter down because nobody's ever done 100%. You know, Brett, even you've seen this since you've joined us, that people say, well, give me the one agency or the one individual that's done everything. They don't exist. Why? There's too much. And secondly, everything doesn't apply. So what we do in all of our sessions is make sure as we're getting the information out there as coaches, we're going to the vital few things, not the trivial many.

I've got hundreds and hundreds of things. Brett's got hundreds of hunts things we can talk to you about. No, through our experience we know, hey, these are the key things that work. So rather than going trivial many things, excuse me, rather than going vital few. Vital few is what we want. We don't go trivial many. We say, what are the vital few strategies we get down to and how.

Do we master those?

That's really what it's about when producers learn how to master. And our definition of mastery is you know it so well and you do it so well that you could teach others and you're a role model for others others. That's mastery and that's what this is really all about.

Yeah, Just one thing, I'll add to that. If there's any more questions again, raise your hand or type it in. We'll be happy to answer them. But I can tell you too, in Speaking with agencies, that's one of the things that I see all the time. I always tell people this is not about trying to do more things. It really isn't. It's. We just got to define the one or two or three things at most that we're really going to focus on. Because I think that to me is one of the things where most people struggle. I struggle with that. Right. We all do. We to need, need people to say, no, no, no, stay focused on the right areas. I think that's really going to be the defining difference between success and lack of success as we move forward because there are a lot of distractions. We always talk about the dings rings and the pings. Right. You probably had a few since we started an hour or so ago. So we got to get really focused on how do we get those results. So I just want to add that in as well.

Okay. Any other questions come up?

I don't see any hearing.

None, I would say is first of all, best wishes for a joyous holiday for all of 2020. As I said earlier, probably a four letter word that we want to move forward with. Hope that all of you and your family are safe and healthy and that we all charge into 2021 and make it our best year ever as we move forward. So thank you for attending. We appreciate it greatly. Make it a great one.

Well, there you have it.

I'm back talking to you in my podcast studio. Hopefully you enjoy the workshop how to 3x your agency's growth in 2021 without adding another employee. And certainly the emphasis on this brand new movement that I really want to challenge and encourage you to become part of because I think it's something that we know it's something it's never been done before and what it's going to mean for agencies and long term results. And I mentioned the three things. It's got to be about transformation. What are you doing now to transform? Transform. Not just inform, but transform the mindset, the skill set of your entire team. What are you doing together in a process? Not just an event here and there, but a process that you're going to work on consistently. And of course, the last part that I mentioned was the holistic approach. We don't have to have agreement on everything, but we've got to have alignment from an entire team and make the team part of the design. As you work together and you put these three together, you will 3x your growth.

We see it.

I shared many examples today. We'll continue to see it in working with agencies and this brand new all inclusive model. Never been done before and would love for you to be part of this movement that you can have a great story. I know you'll have a great story to tell someday because the fact that you've invested in yourself and you've invested in your agency and by the way, at a really, really good price point for the first 100 only 497 for those agencies, less than 3 million if you sign up before January 1st. You won't get charged until January as we're going to launch all the programs, get you set up, get you ready to go, get your team ready to go and the results will follow. So we'll talk to you soon again at this podcast. I know this was a different version of my normal podcast, but this podcast and other episodes have been of value to you and your agency. Would love a review and rating on whatever your listing platform is of choice.

We'll talk to you soon.

All the best in your success.

Thanks.