Episode 186: What Are You Thankful For?

As we move into this thanksgiving weekend, I am joined by three of my amazing teammates, Andrea Wyatt, Anita Hernandez, and Joel McKinley. We wanted to share a special celebration of thankfulness and gratitude with you. It is the unique qualities of you, the UPP Nation, that make our work and our lives special and for that we are grateful.

 

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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 185: Your Agency is Worth What? with Jon Persky

From the time that you launch your business, you need to plan for your exit, whether it be retirement or starting a new chapter in your story.  One of the biggest issues that owners have is knowing the value of their business.  Today’s guest, Jon Persky, is here to discuss the value of your business and what you need to consider when it comes times to sell it.

Highlights:

  • The majority of owner do not know if they can afford to sell their, agency, retire and maintain their current standard of living.
  • You really need to understand what everybody’s attitude is regarding retirement between the owner, the spouse, and the children when it comes to selling the business.
  • When you pinpoint when you want to retire, then you have to work to maximize the value of the business for when you sell it.
  • When selling take into factor how much cash you will end up with, even if they offer stocks based on a percentage of the EBITDA
  • There are considerations to take into account if you are planning to sell the business to your children.
  • The importance of getting outside assistance to value and sell your business

 

About our Guest:

Jon Persky graduated from Duquesne University, holds an MBA in Finance from the University of Pittsburgh, is a Certified Public Accountant, a Certified Insurance Counselor, and a Professional in Human Resources.

He has spent the majority of his professional career in the insurance industry in positions such as Controller, Chief Financial Officer, and Personnel Director. The agencies Jon has been associated with range from a large commercial lines agency to a 35 location non-standard specialty auto agency.

As a national faculty member of the Society of Certified Insurance Counselors for over 20 years, Jon is the Society’s exclusive lecturer on Perpetuations, Mergers & Acquisitions, and Agency valuations. He facilitates these topics as well as many others at Graduate Studies Ruble Seminars and Agency Management Institutes countrywide.

 

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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 184: The 3 Cs of Your Agency Success

Your Culture and Correct Communication are the fundamentals that are needed in order to have a successful agency.  Joel joins me to talk about these 3 Cs and uncover the nine modules that UPP has developed to help you bring these fundamentals to the forefront of your agency.

Highlights:

  • Core values are the heartbeat of your business. They define who you are, what you stand for, and what you won’t stand for.
  • You have to use caution that you are not over communicating causing message burnout.
  • Culture is the key to building a customer focused culture.
  • What are you doing it as an agency owner, to share the value of independent learning with your team?
  • Design your interview questions in the manner that can get the right people into your culture.
  • Motivation is external but you should be doing it in a way that increases their own internal drive.
  • You set the bar for what’s acceptable and what’s not acceptable. Your team is always watching how you hold yourself and others accountable.
  • We highlight some books that the avid learner and leader should check out to build your agency culture.

 

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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 183: Speaking the Same Language with Billy R. Williams, PhD

Do you feel that you have different roles and responsibilities than other agency counterparts? Are you consistent in your expectations and strategies so that everybody within your agency is speaking the same language?

In this episode, I am talking to long time Insurance Entrepreneur and Mentor, Billy R. Williams, PhD. Billy joins me to discuss being a jack of all trades, time blocking, and most importantly, consistency. If you feel you need clarity on what you, as the CEO of an insurance agency, should be focusing on, we outline the three primary roles you should be doing.

Highlights:

  • You can’t be average or good at things that generate 1000s. You have to be great at something that generates millions.
  • A niche means something that is so specific and so unique, that you become an expert in it.
  • Discover the four things that you need to consistent in that will allows your team to be on the same page
  • There are eight different areas that you want to fulfill in your agency and you need to fill these KPI defined roles with the right people.
  • It is too easy to get caught up in admin work as it is emotional based and leads you away from the work you should be doing.
  • If you are not time blocking you will not have time to do the things that you need to do.
  • If it is important it should be done in the morning.
  • Don’t miss Billy’s big tip on processes that you want to make sure you are utilizing.

About our Guest:

Billy R. Williams, PhD – CEO of the Williams Family Investment Group and President of Inspire a Nation Business Mentoring Services.

Dr. Billy R Williams is the founder and president of Inspire a Nation Business Mentoring Services and CEO of the Williams Family Investment Group; a group of more than 150 partner agencies that produce over a billion dollars a year in new and renewal insurance premiums.

The Williams Family Investment Group also has investments in technology and services that support the Insurance industry

https://www.inspireanation.org/

https://www.facebook.com/WFIgroup/

https://www.facebook.com/drbillyrwilliams/

https://www.linkedin.com/in/billyrwilliams/

 

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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 182: The Vault Revealed

Back by popular demand, Joel joins me again this time for a share and tell session about things going on inside of the UPP circles.  Listen as we talk about onboarding, leadership, culture and designing your ideal client.  And if that is not enough, we are going to share a secret that we have never publicly disclosed before!

Highlights:

  • At the interviewing table is where the war for marketplace talent is won.
  • It’s leadership not “like”ership. You team will like you when you do what’s right for them and the agency.
  • Culture is the invisible architecture of your business.
  • If you can’t repeat your KPIs at any moment, then you are not paying enough attention to them.
  • You can multitask but you cannot multi focus.
  • Who are you going to promote to if you don’t know who you’re sending it out to?
  • After you bring in a new client, you should welcome them like nobody else’s business.
  • What does UPP have to that is specifically designed for you to make you stand out from everyone else in the marketplace?

 

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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

 

Episode 181: Agency Culture by Design with Patrick O’Neill

“Vision is the art of seeing what is invisible to others.” — Jonathan Swift

Today’s guest excels at just that.

Patrick O’Neill joins me to discuss their intentional choice to address their culture and make it better.  Identifying 30 fundamentals that they wanted to see within their organization, the O’Neill Group took action and created a culture that has seen them being recognized as a Best Practice Agencies by Reagan Consulting. Learn how they accomplished this and so much more.

Highlights:

  • Think about what you want the outcome to be, and then do something about it.
  • You can spend a lot of time reading and trying to implement things yourself, or you can spend the money, bring in a coach and implementer and create the success you want with guidance.
  • You have got to be clear on what those behaviors are that drive success, then you must find ways to ritualize those behaviors in everyday practice.
  • Having identified fundamentals creates a culture where everybody is speaking the same language.
  • One of the foundations of, culture by design is to lead by example, so the fundamentals are behaviors that you can learn, observe and coach within them.
  • Culture can become an institutionalized process, like a sales process or a finance process.

 

Book Resources Mentioned:

Three Impossible Promises: The inspiring true story of Olympic Gold and how Organizational Culture Means Everything by Gerry Pearce

Fundamentally Different by David J. Friedman

Culture by Design by David J. Friedman

 

About Our Guest:

Patrick O’Neill is a Certified Risk Architect, Certified Risk Manager, Certified Insurance Counselor, (Former CPA), President and CEO of The O’Neill Group.

As a family owned business, I love what I do and am very proud of our team of servant leaders. We are dedicated to protecting our clients with our innovative, unique and distinguished process that we call Beyond Insurance 365. As outsourced strategic risk managers, we help privately held business owners, professionals, non profits and individuals manage and mitigate risk.

We specialize in complex risk issues, fleet safety, management liability, professional liability, non-profit organizations and broad areas of manufacturing, distribution, construction services and more.

Our agency and employees have been recognized as Outstanding Business of the Year, Corporate Citizen of the Year, along with other awards. Each and every team member is given 30 hours of paid time off annually to serve non-profit organizations in our community. They are making a difference in the lives of others through their service.

https://oneillinsurance.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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 180: Innovation Leads to Business Breakthroughs with Terry Rich

Terry Rich is a disruptive innovator and entrepreneur with a drive for integrity and honesty. He’s worked in the trenches, survived the new business trends and had success with generational changes.  Oh, and he’s given away over one billion dollars.

Join Terry and me as we discuss how innovation, diversity and the power of creative ingenuity can lead you to your next big success.

Highlights:

  • Two things that Terry learned on his road to success: raise your hand and volunteer, and figure out how to find time to relax.
  • Take calculated risks. If something doesn’t work, you get out. Take that early loss and keep on moving.
  • Dare to Dream
  • Failure is the first step to success. You hear about people’s successes and not their failures because they just keep trying.
  • Hang on to your ideas as you may have an idea today that develops into something 20 years from now.
  • In 90 seconds, Terry shares some of his million dollar ideas

 

About Our Guest:

Creative.  Lucky.  Energetic.  Fraud-busting.

Terry Rich is a successful CEO and President of 25 years who loves to engage and entertain audiences across the globe.

During his appointment by three Governors, his leadership increased lottery sales and profits by 50%.  He also led the Blank Park Zoo to profitability from a $600,000 deficit while positioning it as the second largest attended attraction in the state.  But his national insight on business, banking, gaming, TV production, marketing and PR led him to success in his professional career and to his passion for public speaking.  Oh, and he’s also given away over $1 billion.

Recently, Terry headed the team that cracked the largest lottery fraud in US history.  During the investigation, Terry oversaw day-to-day operations while considering long-term consequences, adapting quickly to change, and delivering on promises.

Before that, he started four successful entrepreneurial businesses, and has numerous national media appearances including ABC, NBC, HBO, CBS, 20/20, CNN, CNBC, USA Today and The New York Times; a movie host on Starz!; and appeared as a panel guest on the “Tonight Show”.

He’s a disruptive innovator and entrepreneur with a drive for integrity and honesty. He’s worked in the trenches, survived new business trends and had success with generational changes.  Terry’s keynotes are energetic, motivating and perfect for an early morning, lunch or after dinner presentation.

Terry Rich has authored two books: The $80 Billion Gamble and Dare to Dream, Dare to Act.

www.terryspeaks.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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 179: Agency Wealth Secrets Revealed

Over a 10-year period, 90% of your clients will leave if you only have one insurance policy with them. With two policies this decreases to 38% and with three or more it is 10%.  If you were to review your missed opportunities, how much wealth have you let slip through your fingers? Join me and Joel as we talk about the strategies that you can put into practice now to ensure your agency is prospering at a higher level of success.

Highlights:

  • The Jack Welsh Philosophy – “If I’ve got an important message that my team needs to hear, I’m going to send that message to them so many times that they want to barf.”
  • Eliminate the word “annual” and complete “account” reviews instead and do them outside of the renewal period.
  • With large commercial accounts, do two reviews a year, in person.
  • Develop a bullet point script to discuss during your review.
  • Every call should include an attitude of gratitude and a positive phone voice from the person calling out, because people can hear a smile over the phone.
  • Expand your touch points. Connecting with a client does not always have to be about policies.
  • Just because you’re the owner of it doesn’t mean you have to do all the work. You shouldn’t.

Resources Mentioned:

A Brand New Ending: https://www.youtube.com/watch?v=d4ufWg6FKms

 

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
Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 178: Massive Agency Growth with The What If Girl, Kelley Herrin

Small choices plus consistency plus time equals massive results. Our guest, Kelley Herrin, took our concept of doing three things every day, times five days a week, times 50 weeks a year to achieve 750 new injections in just the first 12 months, and ran with it in her own unique twist. Discover how a stack of index cards helped her achieve massive agency growth.

Highlights:

  • Utilizing index cards, Kelley had a goal to discover three new ways to make the organization more efficient for all involved.
  • Creating an annual awards ceremony that focusses on recognizing what was accomplished throughout the year.
  • It is easy to lose sight of your big projects by getting caught up in the little ones.
  • The idea of three things every day has great potential even at home, in your personal life, to create massive results.
  • Listen more mindfully to your audience. The ideas are there if you are just listening.

 

About my Guest:

Kelley Herrin is a Habersham County native and has strong connections to the community.  She attended Habersham Central High School and continued her education at Piedmont College in Demorest where she graduated with a Business and Accounting Degree.  Immediately after earning her degree in 1984 she joined her Dad, John Barnette at Jack Bradley Agency and still continues this long tradition of family ownership. Her son John joined the agency in 2010 making it a third generation.     She has served in every capacity in the agency including personal and commercial insurance.   Presently she leads the organization and spends most of her time in customer experience, company experience, and employee experience.  Jack Bradley Agency is an Independent Insurance Agency that represents many carriers to take care of business as well as personal needs for their clients. The agency also offers Life, some Health products, Long Term Care, Disability, and Medicare Products for their Senior Customers.

Professionally Kelley has served on several insurance company Agency Councils including Safeco Insurance Company and Encompass Insurance Company, including serving as the National Agency Council President for Safeco Insurance Company.

Community involvement and giving back is very important to Kelley and she is currently serving on the board for Circle of Hope, a non-profit for Abused and Battered Women.  Kelley is an active member of SOAR a Habersham County Chamber of Commerce executive women’s group.  Kelley also enjoys taking part in the Habersham County Rotary group. In addition, she is a community advisory Board Member for Habersham Central FBLA, Future Business Leaders of America.  Kelley is an advocate for hiring high school and college students.  She is passionate about insurance and is committed to inspiring the next generation about the insurance industry.

Kelley has been married to Rodney Herrin for 38 years.   They have two children Jonathan, and Jessi, two grandsons Hamp and Price and a brand new granddaughter Bennett.  Kelley loves small town life in Cornelia GA that includes knowing many of the agency customers, traffic that is less complicated than Atlanta, and the benefits of living in a beautiful area of Georgia that allows her a great outdoor playground for running, hiking, and cycling.

https://www.jackbradley.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

Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Email [email protected]

Podcast: http://unstoppableprofitpodcast.com

Virtual Training: http://uppfaststart.com

In Person Training: http://beunstoppablebootcamp.com

Episode 177: The ONE THING You Must know to Win

 

Episode partner, Joel McKinley, joins me today.  I have had several requests to bring Joel on and you can only get it if you ask.  Those who work with us, know Joel and if you don’t, well you are going to learn more about him and what he does as we get into a conversation about what’s going on in the trenches in UPP as we are helping the top 3% of agents nationally. Learn what is happening in the industry to help everybody grow and become more.

Highlights:

  • The reason that people are not achieving what they want, is they’re not writing it down and continuing to look at it every single day
  • Look at your goals daily or at the very least the day before your weekly planning meeting.
  • That one big idea that could change everything, if you are not present, physically or mentally, you cannot get that gold nugget.
  • You need to be checking your numbers at the bare minimum on a monthly basis but know that the high achievers are checking more often than the bare minimum.
  • Make sure you share your goals with the team, especially when they change

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

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