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Explain This Book To Me

Explain This Book To Me

Written by: Josh Lipstone
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 In the Explain This Book To Me podcast, host, Joshua Lipstone sits down with authors, thought leaders, and visionaries to explain the book to the Loyal Readers and ask the guest the questions that we all have. The genesis of the podcast came from Josh's desire to improve himself and better his insurance agency. As he began to read books on leadership and sales he was left with almost as many questions as he had when he first opened the book. Thus the idea of creating the podcast came to be and he has the privilege to learn directly from those he aspires to be like.2021 Art Economics
Episodes
  • Book 5, Episode 3: Best Version Possible. Chapters 9-11.

    Book 5, Episode 3: Best Version Possible. Chapters 9-11.
    Mar 15 2022
    In the third and final episode of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone concludes his discussion with the co-author of the book Best Version Possible, Brent Kelly. They discuss chapters 9-11 of BVP and learn how to define your PODs, what accountability and leadership look like, and answer the question Why Not You? To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP. Episode Highlights: Brent explains the distinction between a unique selling concept and a unique sales strategy. (3:56) Brent answers the three questions that are asked in the Law of Compensation. (10:49) Brent shares a story from their Elite Sales Mastery program called the Elite 50 (25:45) Brent outlines some of the open-ended questions an agent should ask clients to get them to start a new file with your firm. (28:29) Brent discusses the foundation of the pyramid of success and its objective of inspiring individuals. (38:51) Brent discusses his insights on how being a great salesperson translates to becoming a successful agency owner. (42:34) Brent offers his recommendations on what Producers should be reporting to their Sales Leaders in their monthly meetings. (46:20) Brent discusses how leaders can multiply the skills of their team members. (51:01) Brent goes over what he would say to an agency if they were to ask why they need his organization to help them attain absolute freedom. (55:04) Key Quotes: “I'm less worried about title, and more worried about the impact, and how we actually tell those stories and create value in the marketplace. Not because it was on our business card, it's because how we're perceived and how we approach things.” - Brent Kelly “You could have every strategy and tactic in the world and do things really well, at least of what you think. But if people aren't going to do those things that agreed to it, doesn't matter.” - Brent Kelly “Going further is different than just going faster. And people have to understand that right? You might know exactly what you need to do. But the question is, Who are you going to take with you?” - Brent Kelly Resources Mentioned: Brent Kelly LinkedIn Sitkins Group, Inc. Best Version Possible Documentary Best Version Possible Insurance Coach Josh Lipstone Explain This Book to Me
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    1 hr
  • Book 5, Episode 2: Best Version Possible. Chapters 5-8.

    Book 5, Episode 2: Best Version Possible. Chapters 5-8.
    Mar 8 2022
    In the second episode of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone has the honor of sitting down with the co-author of the book Best Version Possible, Roger Sitkins. They discuss chapters 5-8 of BVP and learn about overcoming team members' objections, how to narrow it down to one thing, how to turn your team members into a high-performing team, and making sure your FIC pipeline is overflowing. To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP. Episode Highlights: Roger mentions a few of his favorite books. (1:40) Roger shares that nurture was a stronger contributor to the person he is today. (3:12) Roger talks about the importance of workplace culture and getting buy-in from your team. (4:56) Roger shares that the Sitkins Group has three steps to help tackle seven different initiatives all at once. (10:46) Roger talks about the four important parts of an agency's improvement cycle. (15:21) Roger shares that, often time, producers are not separating the roles of sales and service. (21:43) Roger provides the differences between activity-based versus result-based tasks. (24:21) Roger walks the loyal readers through the ideal way to complete the Sunday evening review. (31:48) Roger shares how many niches he thinks producers and agencies should have. (41:49) Roger explains the importance of measuring the spread per employee. (48:00) Roger discusses good conversion ratios, good closing ratios, and the difference between those two. (51:40) Key Quotes: "Competition to me, is a combination of services, coverages, and pricing, not just pricing." - Roger Sitkins "We have to define culture, and in our world culture is the language and behaviors that are normal. And some agencies have very specific goals, very specific critical success factors. They're always talking about them. And they literally speak the same language." - Roger Sitkins "It's not like in the old days, when the boss would just walk in and say, here's what we're going to do. And it was a dictatorship. In today's world, you want people to buy in, and we find the best way to get people to buy in, is if they understand where the agency is going." - Roger Sitkins Resources Mentioned: Roger Sitkins LinkedIn Sitkins Group, Inc. Best Version Possible Documentary Best Version Possible Insurance Coach Josh Lipstone Explain This Book to Me
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    58 mins
  • Book 5, Episode 1: Best Version Possible. Chapters 1-4.

    Book 5, Episode 1: Best Version Possible. Chapters 1-4.
    Mar 1 2022
    In the first episode of Book 5 of the Explain This Book To Me Podcast, Josh Lipstone begins his discussion with the co-author of the book Best Version Possible, Brent Kelly. They discuss chapters 1-4 of BVP and learn about how much money an agency owner can leave on the table when they go to sell, the seven deadly traps to avoid, how to gain clarity as an agency owner, and becoming your best version possible. To purchase the book please visit this link, Sitkins Book, and to watch the documentary about the book please visit this link, Sitkins VIP. Episode Highlights: Brent shares that he likes both books and e-books, and his favorite book is 15 Invaluable Laws of Growth by John Maxwell. (2:20) Brent shares that both nature and nurture made him the person he is today. (3:30) Brent explains the quote at the beginning of his book and what it meant to him. (5:03) Brent shares the tale of two owners and the path that each chose. (7:20) Brent shares a reference to a chapter he wrote in the book regarding EBITDA. (10:38) Brent shares how insurance agents are supposed to stand out and come up with their own unique sales approach. (16:53) Brent agrees that the trap of part time clients is the largest trap but also one of the easiest to get out of at the same time. (22:15) Brent elaborates on the trap that he sees most agencies start to tackle first and how they can begin dealing with it. (24:37) Brent shares his memories of the beginning of the broke grow program. (28:29) Brent shares his insights of being a therapist or psychologist for his clients. (33:37) Brent shares about the four different versions of the book, the Best Version Possible. (39:32) Tweetable Quotes: "You've got to have a level of awareness of ‘Am I on the right path here?’ And sometimes you don't even know it until you talk to other people, whether it's peers or coaches." - Brent Kelly "There is certain God-given wiring that we have. I think it's up to us to figure out what our strengths are in that wiring and then maximize the heck out of it through nurturing our environment." - Brent Kelly "Agencies have too many things to do. It's not about doing more. It's about understanding the power of 80/20 and doing the right things and doing them better." - Brent Kelly Resources Mentioned: Brent Kelly LinkedIn Sitkins Group, Inc. Best Version Possible 15 Invaluable Laws of Growth Insurance Coach Josh Lipstone
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    48 mins
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