Episode 49 : Selling A Players

Selling ‘A’ Team Players

I learned from Earl Nightingale and his magical iconic game-changing book from 1955 called The Strangest Secret,  that we are in sales all of the time.  Every single day, every single way, personally and professionally. To give you an example, if you have children, we’re selling our children all the time on the value of doing right, not wrong.  Telling the truth, not lying.  Being punctual, not being late.  In all of that, we are selling them.  Selling, selling all of the time, including selling A players to become a part of your agency team.

I have studied this intensely, and I’m going to come to you with some of the newest stuff that I’ve learned and I’ve never taught before.  I want you to have this so that you can take it forward and find more of the ‘A’ team players or the best.  Hire the BEST, not the best available. If you want to have a world class organization that is humming on all cylinders without you, you’ve got to have the best team members.

I can tell you stories upon stories upon stories from people that I work with all over North America who thought that they had a great team in place. They were humming. They were ready to kill it, and one of them quit. One of them moved on. You never, never know… that’s why you MUST ‘Always Be Recruiting’!

Episode 48 : Your Next BIG Bank Deposit

Your Next BIG Bank Deposit Must Stop People in their Tracks

I get to work with agency entrepreneurs all over North America and constantly, constantly the conversation somehow, someway, at some point circles back to new business, attracting prospects, filling the funnel, having enough people in their pipe. Remember your pipe is your life and sales, your pipe must be full 90 days out or you’re going to be hungry this month.  At the end of the day, how do you get people in your pipe? How do you get people’s attention? How do you stop them in their tracks?

How do you stop them from what they’re doing? It’s absolutely critically important that you understand the power of a headline. That’s exactly what I’m talking about. Your next big bank deposit is all around the power of a headline. And if you learn the psychology, the wording and everything else that’s necessary to create killer marketing headlines or communication headlines for your existing marketplace or any marketplace that you want to penetrate, you will be making bigger bank deposits all the time.

One of the greatest learning opportunities that I had in my career a number of years ago, I got involved in a workshop that was all about writing copy. And I invested a lot of time and resources in this workshop and I learned how to write copy and I learned the power of a headline. I also learned that 67% of all marketing success is the headline.

So out of 100% of the time that you’re going to invest in creating a marketing campaign and creating content for that marketing campaign, at least 70% of your time invest must be invested in that headline to get their attention. The headline must be compelling enough to stop the prospect from what they’re doing and grab their attention. That’s where the three M’s of marketing come into play. And if you haven’t heard our podcast on the Three M’s of Marketing, check it out here:

Episode 6: The Three MMM’s of Marketing

Yes, marketplace, message and media. You’ve got to understand your marketplace out there and who you’re trying attract, what the ideal prospect looks like in that marketplace. Then you must understand the message that you’re going to convey. This is going to be compelling to stop them in their tracks. And the third one is for media. What kind of media are you going to get out there to that particular marketplace?

You’ve got to list your biggest benefits in the headline. Generally, at least your single biggest benefit, your big promise to them, it should be included in that headline.  Then you’ve got to deliver that big promise and they have to see the WIIFM because remember they’re playing that radio station in the back of their mind all of the time. Brainstorm lots of headlines. I’ve got big whiteboards here in the living agency laboratory home front and I consistently brainstorm things on these whiteboards to make sure that I find the fit, and then use classic headline formulas. If you would like a list of 600 headlines and some of the more proven headlines that I’ve learned over time, send us an email to [email protected] and put in the subject line ‘Headline Millionaire’ and we will kick back to you our list of proven headlines.

What does that mean for you? If you learn how to do this right, you will instantly increase your ROI on your marketing and content efforts both online and offline!

I hope you have lots of notes, but as we talk about in the Unstoppable Profit Producer Program and our circles, talking about it is not going to do it. Thinking about it is not going to do it. Only action. So anything you learned today, please go implement, execute, and take action.

What more can we do for you?

Gratefully,

 

Mike Stromsoe

PS Everything you say, everything you write, everything you do must stop people in their tracks from a marketing standpoint. And don’t forget, if you’d like to learn more about all of this and so much more live, our next bootcamp is coming up. I personally guarantee that it will change your life.

Reserve Your Seat Today – www.BeunstoppableBootcamp.com

Episode 47 : Your Authority Dominance

Your Authority Dominance

You have an incredible opportunity before you to completely dominate the entire geographical sphere within 50 miles of any business that you get to operate and well beyond that. But before you begin to dominate, say your entire state, say your entire geographical region and beyond that, you’ve got to really set the foundational precedent for your local geographical area.

You begin to find out how to position yourself and your brand in the markets that you wish to dominate because it’s all about who you are.  One, be the influence, continue to build yourself as a leader, as a person, as an influencer, everywhere around you.  Two, make sure you have a solid brand guide telling your businesses story and who you are. Three, identify the key centers of influence that you want to get next to and go after them.

Four, be vulnerable. Open up. The more you open up, the deeper and the more authentic and clear the connection. I mean, think about it in your personal relationships.  The more you open up, the more depth … everything about you, the better the relationship, right? People want to do business with real, authentic, genuine people. Be vulnerable.

Number five, share your story after you ask them to share theirs, but share your story. Get really good at sharing your story so that it’s of influence, so that it’s something that people want to hear about. Number six, be the authority. Become the authority and don’t be afraid to share your authority. Number seven, E+ F = C, R + T + MFT, experience plus feeling equals connection. Relationship plus trust equals money follows trust.

And last, less is more. Make that wow pop, significant, wondrous and just amazing. Leave them without words.

Thank you for the opportunity to help you grow your business, so you can have more FREEDOM to live life on your terms!

Wishing you and your loved ones a wonderful Thanksgiving weekend!  We are so very grateful for you!

What more can we do for you?

Gratefully,

 

Mike Stromsoe

PS If you are ready to change the future of your agency business, here are two ways you can get involved today:

Reserve Your Seat for the next Live 3-Day BeUnstoppable Bootcamp – Reserve Your Seat Today (click here)!

Learn more about America’s Leading Independent Insurance Agency Owners Coaching & Mastermind Programs – Work With Mike (click here)!

Episode 46 : Are You Attractive Enough

Today we’re going to be talking about are you attractive enough, and I’m not talking about what you see in the mirror of truth.

What I’m talking about is, if you want to have more, you have to become more because you attract exactly what you are and who you become. That’s what I’m talking about. Are you attractive enough to the marketplace or the marketplaces that you are trying to connect with, because if you are not, if you’re not different, if you’re not unique, if you’re not like something they have never seen before or something they want to be drawn to, we need to up our game.

I just got off of a most recent bootcamp and I am all fired up and uber pumped for all of you, because my friends, there is nothing but opportunity in front of you and it’s really up to you.  The opportunity is out there. I’m here to tell you, my observation of the industry, whether it be our industry, the insurance industry or any other industry out there, there’s a lot of people who aren’t willing to go get it. I will suggest as much as 80% of the force out there is not willing to do what it takes. I know that’s not you, so congratulations. You’re already in the top 20%.

So what I wanted to share with you today is, are you attractive enough? Dr. Seuss said, “Why fit in when you were born to stand out?” I mean, if you ever read any of the Dr. Seuss books to your children, Green Eggs and Ham and Cat in the Hat and all that kind of stuff, you were born to stand out, my friends. So my encouragement is, go stand out and be different than anybody else in the marketplace.

So my question for you today is why. Why are people continually attracted to you, or why are they not, and you or your agency team over and over and over and above any and all of their options available to them? That is one of my greatest encouragements as an overall mindset in any organization. Whether it be your agency, my agency or any other business out there, you’ve got to be answering this question all the time. Why should people do business with you over and above any and all other options available to them? You’ve got to be answering that question all the time.

A fact in today’s society is that updated messages or the marketplace is inundated with messages, making it into the minds of the marketplace because they’re just inundated. It’s a noisy, crazy, like I said, inundated marketplace. And so what’s going to help you get into the prospect’s minds if they’re even thinking about you? When they hear the word insurance, do they even think about you, your uniqueness, what you bring to the table, the thing that separates you? See, here’s the thing, my friends. They don’t need you. So we have to be cognizant of the fact that they do need us and we have to make sure that we stand out in the minds of that particular marketplace.

Thank you for the opportunity to help you grow your business, so you can have more FREEDOM to live life on your terms!

What more can we do for you?

Gratefully,

 

Mike Stromsoe

PS If you are ready to change the future of your agency business, here are two ways to get involved:

Attend our next Live BeUnstoppable Bootcamp – Reserve Your Seat Today (click here)!

Learn more about America’s Leading Independent Insurance Agency Owners Coaching & Mastermind Programs – Work With Mike (click here)!

Episode 45 : Special Guest Joe Theismann

Today We Are Joined By Special Guest, Entrepreneur and Former Star Quarterback for the Washington Redskins, Mr. Joe Theismann

Joe Theismann is an entrepreneur and the former star quarterback for the Washington Redskins.  He spent the last two decades working for ESPN on their NFL broadcast and the NFL Network.

A 1971 graduate of University of Notre Dame,  Mr. Theismann received All-American honors and led the Fighting Irish to consecutive Cotton Bowls and was runner-up to Jim Plunkett in the Heismann Trophy balloting.  In 2003, he was inducted into the College Football Hall of Fame.

As a 12 year NFL veteran, Mr. Theismann played in 163 consecutive games from 1974 to 1985 and holds the Redskin record for passing yards, completions and attempts.  He was a two time Pro Bowl selection and led the Redskins to a 27-17 victory over the Miami Dolphins in Super Bowl XVII.

In 1982, Joe was elected the NFL’s Man of the Year for his community service and dedication to the health and welfare of children.  In 1983, he won the league’s MVP award.

Then in 1985, he lost his successful football career at age 35 to a serious injury. Joe Theismann learned firsthand how to think, analyze and reinvent in the face of adversity and change.

Plus an Exclusive Invitation Just For You…

Meet Joe Theismann LIVE at the BeUnstoppable 2019 Bootcamp, October 21-23, 2019 in beautiful San Diego, CA!

But wait, there’s MORE…

Take advantage of this Exclusive Invitation this and SAVE $199…

To Reserve Your Seat Today – visit www.BeUnstoppableBootcamp.com

Here’s What Other Agents That Made The Decision To Attend Mike Stromsoe’s BeUnstoppable Bootcamps Had To Say:

If you are ready to change the future of your agency business, make the decision today – www.BeUnstoppableBootcamp.com!

Episode 44 : Ultimate Client Avatar

Your Client Avatar To Ultimate Profit

An ideal client profile should be based on interviews and research from your existing and lost clients, prospects, and your team members. The end result is that you create a ideal client avatar whom embodies your best client.

The client profile map will give you a better understanding of how your ideal client makes decisions, what keeps them up at night, what their expectations are from their insurance agent, and the average sales cycle for each type. Using this information, you can mold your sales process to your prospects. This will help you to better understand when to provide the proposal, what type of nurturing campaigns you should set up, what information the prospect needs and when, and how often you should communicate with the potential client.

Creating an ideal client profile — or a few — will help you to attract, qualify, and sell to only these clients. And this is how you can truly stand out from the competition.

This process can also be used for identifying your ideal referral partners, your ideal acquisition prospects and the list goes on.  Most importantly you must remember, “it’s all about them and never about you.”

Now go out and implement, execute and take action!

Thank you for the opportunity to help your grow your business, create financial security and have more freedom to live life on your terms!

What more can we do for you?

Gratefully,

Mike Stromsoe

The Unstoppable Profit Producer

Phone: 800-770-9984

Episode 43 : Special Guest Kevin Eastman

Today We Are Joined By Special Guest, NBA Champion Coach, Mr. Kevin Eastman

Over his 40 years in the game of basketball at the collegiate and professional levels, Kevin Eastman has studied what makes the best The Best – their habits, mindsets, strategies and every day choices.

Known as a thought leader in the basketball and sports worlds, Kevin is now an engaging speaker who inspires a wide range of audiences, from sports teams to diverse corporate groups.

What sets Kevin apart from many other speakers is that he has lived in the world of the best while observing and studying them every day.  His curiosity and dedication to learning provide the backdrop for delivering powerful talks on leadership, culture, teamwork and why the best are The Best.

Quick Look at Kevin’s Accomplishments:

  • 13 years in the NBA (Clippers VP of Basketball Operations, Assistant Coach, LA Clippers and Boston Celtics)
  • 22 years College Coach (11 as Head Coach)
  • 4 years College Director of Athletics
  • NBA World Championship with Boston Celtics 2008
  • NBA Finals with the Boston Celtics 2010
  • Coached in 2 NBA All Star Games 2008 and 2010
  • Has worked with and/or coached NBA All Stars: Kobe Bryant, Lebron James, Blake Griffin, Deandre Jordan, Paul Pierce, Kevin Garnett, Kevin Durant, Chris Paul, Anthony Davis, Lamarcus Aldridge, Ray Allen, Kyrie Irving , Kevin Love, Demar DeRozen, John Wall, Demarcus Cousins
  • Elected to his High School and College Hall of Fame – Haddonfield Memorial HS (NJ) and University of Richmond (VA)
  • Consultant to Nike Basketball’s Elite College and High School players
  • Internationally recognized as one of the best basketball clinicians
  • Run bachelor’s and master’s degrees from University of Richmond
  • Author of Why The Best Are The Best : 25 Powerful Words that Impact, Inspire and Define Champions

Plus an Exclusive Invitation Just For You…

Meet Kevin Eastman LIVE at the BeUnstoppable 2019 Bootcamp, October 21-23, 2019 in beautiful San Diego, CA!

But wait, there’s MORE…

Take advantage of this Exclusive Invitation this and SAVE $199… BONUS, if you reserve your seat and reference this podcast YOU get a FREE copy of Kevin’s book Why The Best Are The Best (and an opportunity to get it signed by Kevin at the Bootcamp)!

To Reserve Your Seat Today – visit www.BeUnstoppableBootcamp.com

Here’s What Other Agents That Made The Decision To Attend Mike Stromsoe’s BeUnstoppable Bootcamps Had To Say:

 

If you are ready to change the future of your agency business, make the decision today – www.BeUnstoppableBootcamp.com!

Episode 42 : Authenticity

Authenticity is about presence, living in the moment with conviction and confidence and staying true to yourself.

Today we are going to be talking about a topic that seems to come up again, and again, and again.  And it answers the question, the age-old marketing question…

“Why should people do business with you over any and all other options?”

Yes, social proof and all of that is in play, but the word I really haven’t dug into is the ‘A’ word…  AUTHENTICITY

“To be authentic, we must cultivate the courage to be imperfect — and vulnerable. We have to believe that we are fundamentally worthy of love and acceptance, just as we are. I’ve learned that there is no better way to invite more grace, gratitude and joy into our lives than by mindfully practicing authenticity.”— Brené Brown

An authentic person puts the people around them at ease, like a comforting, old friend who welcomes us in and makes us feel at home.

There’s never any doubt or questioning the integrity of an authentic individual. Their behavior, in terms of ethics and morals, is as predictable as snow during wintertime in Minnesota. You know what you’re going to get.

Thank you for this and every opportunity to share with you.

What more can we do for you?

Gratefully,

Mike Stromsoe

The Unstoppable Profit Producer

PS If you are ready to change the future of your agency business, you’re invited to join us and hundreds of other agency owners at the upcoming BeUnstoppable Bootcamp in beautiful San Diego, CA!

Reserve your seat today at www.BeUnstoppableBootcamp.com!

Episode 40 : The Elusive Second P

You’ve hired the right people on your team, now what…

You must create world-class processes for them to work within!

Now that you’ve all the right people on your bus, you need to start building your world-class processes for your team of A-Players to work within.

Regardless of what industry you are in, or the type of customers you serve, the challenge of managing process flow and operations across diverse platforms and systems is universal.

In this episode we will discuss a few of the key processes we have designed and implemented within our agency business to increase productivity and client satisfaction:

1. Claims Process – Insurance stinks… until you need it. Your clients buy insurance to make sure their hard earned assets are protected when things happen, so when those times come be sure you are there for them.
2. Task Organizers – A simple system to document your processes, create video tutorials and easily update as systems change.
3. Intranet – This is our internal hub that houses our training, processes, production logs, team calendars, and everything to run a successful agency business.
4. PX3 System for Complete Team Accountability – You have created goals for yourself and the growth of your agency.  What are you doing to pass down this mindset and goal setting skills to your team?

If you want more detail on any of these strategies, you’re invited to join our team and hundreds of other forward-thinking agency owners at the upcoming BeUnstoppable Bootcamp – check out all of the details at www.BeUnstoppableBootcamp.com.

Thank you for the opportunity to help you grow your business, create financial security and have more freedom to live life on your terms!

What more can we do for you?

Gratefully,

 

Mike Stromsoe

The Unstoppable Profit Producer

Phone: 800-770-9984

You might also like to listen to previous episodes:

Internal Intranet – https://podcast.mikestromsoe.com/2018/07/21/episode-24-intranet/

Your Destination – https://podcast.mikestromsoe.com/2019/01/12/episode-35-destination-responsibility/

Episode 39 : Team First

When I started in 1986 I began selling homeowners insurance out of the gold book, an annual that was published by every county in California showing all information of about residential property. I helped my dad grow his agency until 1998, when by mutual agreement I ventured out to start my own scratch agency.

When I left to my own devices I discovered how critically important the 3rd P was going to be to my success, if not my very existence.  I discovered I was somewhat of a natural at marketing and that was key .  When you think about it the insurance business is really pretty simple, the same as every other business, you need to get more clients and keep the ones you’ve got.  It’s that it in a nutshell.  To be successful at this you must design and implement ways to serve the client better than anyone else.

Of course while that concept is simple, the implement implementation is a bit more complex.  You need to understand the client so well that you can sit in their chairs and imagine the risks that they face in both their business and personal lives and then determine the optimal way to mitigate or transfer that risk.  And no one person can do this on their own.

I recognized early on that I needed to build a team of people who would compliment each other’s abilities so that our agency could provide the best protection, help out when claims occurred and be consistently proactive.  In essence the, the agency started with me, but I knew it had to end with us.

I hope this podcast helps you create the team that will take your agency business to the next level and beyond!

Now implement, execute and take ACTION!

What more can we do for you?

Gratefully,

 

Mike Stromsoe

The Unstoppable Profit Producer

PS Want MORE… join us and hundreds of other high-achieving agency owners in San Diego October 21-23, 2019 at the BeUnstoppable 2019 Bootcamp where you will discover EVERYTHING you need to take your agency business to the next level and beyond – www.beunstoppablebootcomp.com!