Brent Kelly (Sitkins Group) delivers a short profit-tip video focused on "skills practice" as part of the SPA framework (Refining Skills, Improving Processes, Reinforcing Attitude). He announces the Virtual Producer FIT program launching May 4 (the session mentioned is sold out and a waiting list is available) and challenges viewers to self-assess how well they execute core producer skills. Kelly lists actionable skill areas to practice: presentations and rehearsals; telephone conversations (use outlines, not scripts); 30-second commercial/elevator pitch; an executive briefing for first appointments (purpose, process, payoff); questioning skills (open-ended, peer-to-peer); and asking for referrals. He notes renewal vs. referral rates (over 90% renew, typically less than 10% refer) and urges daily/weekly practice and personal investment to become a better producer.
Questions this video answers
May 4
It was completely sold out (and a waiting list is available).
Refining your Skills, Improving your Processes, and Reinforcing your Attitude.
Over 90% of clients renew each year, yet typically less than 10% of those clients refer a new client.
Chapters
Hi, Brent Kelly here of the Sitkins Group with my profit tip helping you gain clarity, consistency, and make a commitment to become your best version possible. While I'm standing here next to my big screen monitor, we're launching our Virtual Producer fit program on May 4, which by the way, is completely sold out. I do want to remind you though, if you go to sitkins.com profit or profit, however you want to say that you can learn more about our Virtual Producer FIT program and also put yourself on the waiting list. Very likely. We're already in discussions of launching a second Virtual Producer Fit program due to the great response we have received. So I want to make sure you're aware of that. But today I want to talk about skills practice and Allen Iverson said it so well. I'm talking about practice, man, practice. If any of you are basketball fans back in the 90s. But last week on my profit tip, in my video, I talked about going to the spa. SPA is an acronym for refining your skills, improving your processes and reinforcing your attitude. And today I want to dive deeper into skills practice. And here's what I want to challenge you with. Not ask yourself the question, well, do I know I need to do these things? I think every one of these things are important for you and the success of your business. My challenge to you is to ask yourself the question, how well do I actually do it? If I had to go on video right now and do any of these things, would I be a 10? Like, wow, I'm good as could possibly be, or would I be a one or two? Like, I don't even know where to get started. I haven't been doing this. See, here's the reality. You can wing it in this business and do okay. And what I really want to reinforce is that this skills practice is something right now, today, in the middle of this crisis that you can continue to work on to refine your skills. A for opportunities that do exist today. And there are opportunities that exist today. But. But more importantly, how you're going to continue to prepare to be your best version tomorrow. So when I look at these different ideas, and these are just a few of many, how well are you doing these things? Presentation, rehearsals obviously depends on the client or future ideal client that you're going to see. But if you had to look back at maybe your last 10 or 20 presentations, how well prepared are you? Were you, were you a 10 or were you a 1? Telephone conversations. Now, we don't believe in scripts, but I do believe you should have an outline or understanding what you want the person to know, how you want them to feel, feel the conversation you want to have on the telephone. Are you working on skills practice and telephone conversations, 30 second commercial or elevator pitch, whatever you want to call it. If I had a chance to ask you what you do in 30 seconds, would I be compelled to learn more, ask more questions, or go, oh, another insurance agent executive briefing. Now, many of you don't even know what this is or do this, but if you go into a first appointment, whether it's online today, in a zoom call, or certainly in person, do you have an executive briefing that talks about the purpose, the process, the payoff that your clients or future ideal clients are going to receive in working with you? Questioning skills. I talk about this all the time. You should be working on questioning skills every single day. Are you asking great peer to peer questions, which we define in our producer Fit program, but basically questions that you assume that the other person is already doing it. Questions that other agents, other producers aren't asking, Asking open ended questions to open the dialogue and to dive deeper and, and deeper and deeper. And lastly, of course, asking for referrals. You know, it's interesting to me that over 90% for most of you, your clients renew with you every single year, yet typically less than 10% of those same clients will refer you to a new client. Why? Well, number one, maybe we haven't earned the referral. There's a great opportunity now to dive deeper into your clients and their policies and their risk management program. But the second thing is we don't ask, and we often don't ask because we don't really know how to. If you were to stand up, if I were to ambush you right now and say, how would you ask your best client for referral? Are you prepared to do it? So again, these are just some challenges to you, some skills that you can work on and develop. And again, right now, block out some time every day or every week that you can work on some of these different skills, make you the best version possible. The greatest investment that you can make, that you will ever make is an investment into you. And one of those investments is improving your skills. Wish you all the best and your success.
