Episode 158: Training Your NEW Service Team Member

If you want to have a world-class business, you have to have a world-class team.  The two ways to ensure this, are through leadership and training.  Today’s topic is focusing on training, specifically client retention. How do you do that? By ensuring your service personnel receives the training that they need to be successful and I am going to cover what the first 4 weeks can look like within your organization.

Key Takeaways:

  • Just like an athlete, training needs to occur every day.
  • Training is the fifth of 8 essential segments to “growing” somebody up in an insurance agency business
  • The first initial onboarding of a new service member sets the tone for success. Ensure you are prepared for their first day.
  • Set goals for the first week of training and assign mentors
  • Evaluate the member at the end of each week and if they are not meeting expectations ask them what can be done differently to help them achieve their highest possible level
  • The second week is all about gaining confidence in the agency systems.
  • Start accountability at the beginning but ensure that this is all about support for success.
  • Always ensure that the new member knows the reasons why behind the processes. Do not hesitate to reinforce and reiterate.
  • Week four is all about building upon the learnings of the first three weeks.
  • Reinforce the See, Do, Teach philosophy – One day they observe; the second day they put it into practice, and the third day they teach it to somebody else. Repeat until they have it down.

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 157: Nextdoor Ninja with Kim Angeli

With 15+ years of experience as an independent insurance agency entrepreneur, Kim Angeli knows the importance of connection in creating a successful business.   One of the more underutilized methods to do this is Nextdoor, an app for neighborhoods where you can instantly connect with people, businesses, and happenings near your home. Kim walks us through the best ways to use this app to build relationships and success.

Key Takeaways:

  • During the covid lockdown, people moved away from Facebook to Nextdoor as they were able to readily find information about what they needed locally.
  • Nextdoor has experienced significant growth and has added many features on the business pages that can be used to your advantage
  • You have to manage your reputation, so keep Nextdoor up-to-date with your branding, etc
  • Nextdoor allows two business posts a month, an equivalent of $3500 in free marketing
  • The cumulative effect on Nextdoor to get yourself the visibility you need
  • With greater SEO and AI, the more hearts that you can gather from local residents, the greater visibility you garner
  • National sponsors do not get hearts so local businesses are more prevalent on the pages
  • Have at least five hearts before you go and post your advertising or marketing from next door because it doesn’t look professional.
  • Hearts are the keys to the recipe of success for next door.
  • Interact with and appreciate those who gave you recommendations. Interaction is important in order to build those connections.
  • 68% of people will leave you and never do business with you again because they feel unappreciated

 

About our Guest:

KIM ANGELI, is a unique entrepreneur with a diverse background. Kim is known globally as the creator of The Grateful Box®, Grumpy to Grateful and Nextdoor Business Mastery Programs. She is passionate about teaching business owners how to WOW clients, increase revenue and inspire referrals.  She began her career after graduating from East Carolina University with Campbell Soup Sales, transitioned to technology, helping Sprint bring the first digital mobile phone to the world and her final Corporate America job at Cisco Systems. After finding herself in the “dot com bust” she started her insurance agency from scratch 11 days after 9/11. After 15 years of owning, growing and merging insurance agencies under her practice she sold that practice and took the leap into inspiring grateful living around the world.  Kim has been featured in Business News Daily, Authority Magazine, Reminder Media Stay Paid Podcast and is a sought after keynote speaker on her programs, including An Attitude of Gratitude in the Workplace, How to take a grumpy client to grateful, and giving business owners strategies to WOW clients.  When she is not speaking and teaching, you will find her traveling with her husband, daughter and black lab. She is also an avid boater, reader and spa junkie.  You will also find her hanging out with her Rotary Family around the world serving others.

www.kimangeli.com

[email protected]

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 156: BOLDER is Better with Selah Hirsch

The conversation is going to flow in this week’s episode as I am joined once again by the incomparable Selah Hirsch.  Selah brings magnetic energy and vision to help business owners and leaders break out of the generic and build bigger, better, and bolder brands and she has lots to share to help you think about what you are doing with your brand.

With so many gold nuggets being dropped in this episode, you are not going to want to miss her live.  Make sure to grab your seat and hotel room for the Be Unstoppable Bootcamp before they are gone. These “Tickets to paradise will NOT last! Visit http://beunstoppablebootcamp.com now.

 

Key Takeaways:

  • In branding, it is all about strategic decisions and consistent actions that build a standout brand.
  • People are attracted to brands for several reasons, but you must understand why they are attracted to yours.
  • Branding is more than a logo, it is giving people a reason to do business with you.
  • A bold brand is going to do three things; draw in new leads, convert faster, and retain business
  • Take your culture from inside your company and move it outside.
  • Learn how you take that generic blandness and make it impactful and relevant to your target audience.
  • Every person on your team is equally a promoter as they are a protector of your brand.
  • You must be actively engaged in every aspect of the business, from how you answer phones to responding on social media.
  • Ultimately you have to put as much attention to the front as you are to the back end of your customer experience.
  • Build a brand review with your team on a quarterly basis, to keep it fresh in front of you

 

About our Guest:

Selah Hirsch is a brand builder! As a Brand Strategist through her company Express My Brand, Selah specializes in high-impact brand development. Every day she works with brands to strengthen the way they talk about what they do, how they do it, and why it matters.

She brings magnetic energy and vision to help business owners and teams breakthrough the generic and discover their better, bolder brand. Her high-energy presentation style includes powerful stories and hands-on moments, leaving a memorable impression and handles for practical application.

When Selah isn’t building brands, you can find her cheering on her husband Michael in Ironman triathlon races, volunteering at Loveworks Leadership, and chasing her three high-energy kids around.

Email: [email protected]

Social Media: @expressmybrand

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 155: Why People Buy from YOU with Bob Burg

Over 23+ years, the referral programs developed in our insurance agency business were at the core of generating more than $49 million dollars in sales. In this episode AND at the 2022 Be Unstoppable Bootcamp, you will learn from the man who was a huge inspiration in the development and marketing of our referral programs – Mr. Bob Burg.

You will not want to miss one second of this podcast and make sure to grab your seat and hotel room for the Be Unstoppable Bootcamp before they are gone. These “Tickets to paradise will NOT last!  Visit http://beunstoppablebootcamp.com now.

 

Key Takeaways:

  • People refer and do business with people they know, like, and trust
  • People are going to buy for their reasons, not ours and unless we are adept at discovering what those reasons are, we’re going to have a difficult time having the sale take place
  • A mistake we make is when we allow ourselves to believe what we understand is happiness is what someone else would understand is happiness
  • Gain an understanding of the Profit Motive and how profit is not just a financial one.
  • It is your mission to discover other’s profit motive
  • Discover how to establish a mentor/protégé relationship

 

About our Guest:

For over 30 years Bob Burg has been successfully showing entrepreneurs, leaders, and sales professionals how to communicate their value and accelerate their referral business.

Although for years he was best known for his sales classic, Endless Referrals, it’s his business parable, The Go-Giver, coauthored with John David Mann that has created a worldwide movement.

While part of a four-book series, The Go-Giver itself has sold more than one million copies and been translated into 30 languages. It was rated #10 on Inc. Magazine’s list of The Most Motivational Books Ever Written, and was on HubSpot’s 20 Most Highly Rated Sales Books of All Time.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.

He is also an unapologetic animal fanatic and served on the Board of Directors of Furry Friends Adoption & Clinic in his town of Jupiter, Florida.

https://burg.com

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 154: Driving Growth with Funcentives – Julie and Hauke Hansen

One of the main factors of growing your business’s success is having the right people on your team. But even then that might not be enough to keep everybody in alignment with your vision.  Julie and Hauke Hansen knew that if they wanted to drive their growth, they needed to ensure that the right incentives were in place, and from there Funcentives was born.  Join us as we talk about how this initiative helped Hawks View Insurance create the success and the culture that they were looking for.

Key Takeaways:

  • Upon obtaining the business, Hauke wanted to ensure that it was a place of fun and appreciation for the team
  • The key is to give them a workplace that they want to live and breathe in and be part of the team
  • Moving the weekly team meetings into more a togetherness meeting, to joke, share testimonials and even use monopoly money to show the weekly reports
  • One of the greatest effects this has had to the company is that there is a higher buy in to the company culture
  • The team members like the challenges and because of the fundamentals that Hauke and Julie have created, they’re really enjoying it.
  • The three key aspects to have for successful growth are culture, giving and authenticity.
  • “Our teammates are our number one customer.”

 

About our Guests:

Julie and Hauke Hansen

Julie

Julie started working with accounting and quickly moved to a position as a marketing director. Her role is in marketing the business and making sure she connects clients with the appropriate staff member. Her career has been taking care of people in the medical and dental field for over 20 years, and is now looking forward to taking care of clients in the insurance field. She is also active in her community and is involved with the Shelton and Silverdale Chamber of Commerce.

Outside of the office, she enjoys traveling, hiking, camping, and spending time with family. Please look for Julie at community events; she will be eager to meet you.

 

Hauke

Hauke has been a licensed agent in property, casualty, life, and health since 2001 and holds a certified insurance counselor designation. Hauke enjoys helping individuals and businesses solve problems with a focus—what’s important to you.

He is active with the community through Rotary and chamber events. He enjoys spending time with family and friends and always looks forward to his next opportunity to go camping, fishing, and hiking. You can occasionally even see him on the golf course as well. Hauke is looking forward to hearing from you.

https://www.hawksviewinsurance.com/

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 153: Amazing Agency Legacy Continues with Monica Elsom

Over the last 35+ years as a proud independent insurance agent, I’ve met so many amazing people and agents across North America who have simply incredible business stories. After I learned more about Monica Elsom and her story, I was touched deeply by this agency entrepreneur’s extraordinary, relentless drive, passion, and determination after her world was devastated in the worst possible way. You will be inspired by Monica’s journey and contributions to so many….so far. Of course, the best is yet to come.

Key Takeaways:

  • Monica shares how she carried on her husband’s insurance agency after his unexpected death.
  • Following her instinct to just immediately step in and keep the business going
  • Her entire team gives back to the community in the form of volunteer work with other organizations
  • The recognition she gains is not solely about her, it is about her team.

 

About our Guest:

Monica Elsom is the owner and operator of Insurance Pacific Inc. After the unexpected tragedy of her husband’s passing, Monica immediately stepped in to take over the business.  She has grown the business to provide her services in nine states. Insurance Pacific Inc is a team of 11 women from all over Oregon, giving them a unique understanding of the diverse demographics.  Monica attributes her great success mainly due to this team and their ability to “determine each individual’s or organization’s unique exposures” and the overall support they give to each other.

Monica is a firm believer in giving back to the community including Board President and volunteer at Rimrock Trails Treatment Center.

Https://insurepacific.com

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 152: Softballs of Money with Tracy Henry and Rachel McClurg

Join me today with two special guests, Tracy Henry and Rachel McClurg, from the Pacific Interstate Insurance Brokers.  Whether you are an established agency or just getting started PiiB can help you succeed. PiiB will help you leverage your positioning with the carriers in a way that I don’t think anybody else can.

 

Key Takeaways:

  • The two most important things that agencies consistently say that PiiB brings is carrier access and enhanced revenue
  • Affiliates are 100% independent and use them when they are needed.
  • The PiiB team all interview potential employees to ensure they all mesh and build that culture of success
  • There is value in agencies being able to try different carriers out and see if they are competitive if they do fit in their agency.
  • Success comes from those direct relationships with the carriers
  • PiiB provides opportunities for networking and building those relationships with each other and with carriers.
  • There is assistance available in the merger and acquisition space between affiliates as well

 

About our Guests:

Tracy Henry graduated from UH Hilo, holds a Bachelor’s Degree in Mathematics with a specialization in Education and is a Senior Sales Rep at PIIB.  She has spent the majority of her professional career at PIIB and has, over the last 10 years, helped established agencies increase their revenue and diversify & grow their book, and supported individuals in establishing their independent agencies and partnering with PIIB.

The agencies that Tracy has assisted in getting their operations up and running have been both captive/exclusive agents transitioning to independence and seasoned independent producers who go out on their own.  Tracy is passionate about encouraging any agents considering opening their own operation to not waste another minute as she believes that with a partner like PIIB, the opportunities for an independent insurance agency’s success are endless.

 

Rachel McClurg’s life in insurance began in 2004, when she was a Junior at Sacramento State University, majoring in Communications. Upon graduation in 2005, Rachel was promoted to a Sales and Marketing Role at Pacific Interstate Insurance Brokers. Here she gained an immense amount of knowledge from her boss and mentor, Larry Manning. In 2011, Rachel decided to spread her wings and accepted a Sales Manager position with Markel FirstComp. Markel provided new experiences and growth, but she found herself back home at PIIB when her husband was to be relocated to Southern California for a fantastic career opportunity. All together Rachel has spent over 18 years at PIIB and has helped it grow from 15 affiliate agencies to over 240 affiliate agencies and close to $900M in premium. She appreciates the relationships she’s developed with both affiliate and carrier partners, and looks forward to what the future holds and developing new relationships. The culture at PIIB truly is that of a family, and she feels lucky to be part of such a dynamic team.

 

https://www.piib.com/

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 151: C + F + D =

 

When you access that extra capacity within you and realize that it has always been with you, that is when you realize that you have been making up excuses in your mind.   Recently I have been realizing how little of our capacity we have been accessing and so I want to take you through a formula to help you become more.

Key Takeaways:

  • Most people maybe use 15 to 20% of their total capacity in their mind alone
  • What we put into our mind means everything as far as results in our business and our life
  • You’ve got to implement consistency into your life, into your habits into your daily regimen, whatever that looks like, no excuses.
  • Stay focused. Follow one course until success or you will be left behind.
  • You must discipline yourself so no one else needs to.
  • Now that you have the key components of the equation what does it equal?

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 150: You Have a Duty and a Responsibility to Find More

What does a four-mile run every four hours for 48 hours have to do with managing an insurance company? More than you think.

Join me today in a roundtable discussion with Patty Lares, Bill Butler, and Chris Paradiso as we discuss completing the Goggins Challenge.  We not only share our experiences of this adventure, but we also talk about the mindset and values that this event has highlighted in ourselves and within each other.

 

Key Takeaways:

  • Life is a head game
  • Live a mission-driven life
  • Don’t be the racehorse chasing the carrot. You will never catch forever trying to prove yourself to yourself.
  • Don’t surround yourself with people that speak to your desire for comfort
  • Most wars are won or lost in our head and remember you are not alone in the foxhole
  • Failure is all about repetition
  • Do not let anyone cap your potential

 

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]

Episode 149: Attracting Your Dream Clients

The goal of every agency is to write plans for your ideal dream client, no matter what your niche is.  In this episode, I am going to help you gain the insight and clarity to define what your dream client looks like and how you can reach them.

Highlights:

  • The Art of Disqualification and what that means for you
  • Who are your dream clients and how do you attract them? It starts with the 3 M’s of marketing
  • The first M is Marketplace. What are your demographics, psychographic, and geographics?
  • Uncover the Return of Investment of finding your dream client
  • A look into creating a shortlist of your personal and business dream client and creating a “client avatar”
  • The second M is Message. Discover the 5 trigger words of copy.
  • Learn how to uncover the conversation that needs to happen.
  • The third M is Media. Reaching 100% of the marketplace requires using 100% of the ways available.
  • It takes 20 – 50 touches to engage and get to the point of conversion with a cold prospect.

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

 

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984
Email [email protected]