Insurance – Page 13 – Unstoppable Profit Podcast

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

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“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

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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

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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

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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

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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

Episode 176: The Unfair Advantage with James Jenkins

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James Jenkins of RiskWell is looking for unfair advantages anywhere he can find them. It’s all about finding opportunities that are not on the carrier hitlist. Join James and I as we discuss his niche and how it has made all the difference for his insurance agency. Remember, the value of the advisory increases with the complexity of the risk.

Highlights:

The client can spend 10 minutes on Google and they’re probably as well prepared as your average CSR is to talk about products. So, you have to find ways to deliver value in meaningful ways.
If you’re not investing in your craft, you’re going to get beat by a call center, or the personal lines agent who gets a chance at a big commercial account.
There’s no better way to differentiate the value offering in the marketplace than to move beyond the product because everybody can sell the product.
Growth looks like a stabilizing of the variance between high competence and low competence, between maintaining a competitive edge and being a fierce alpha-type personality, while at the same time being pleasant to be around and being a generally nice and kind person.
You already have the tools necessary to make your own unfair advantage. If you don’t know what that is right now, just put some effort into figuring out what your unfair advantage is and drive that hard.

About our Guest:

James Jenkins is the founder and CEO of RiskWell, an independent agency located in McKinney, TX. After spending 6+ years on the captive agent side of the industry, James made his Freedom Jump and opened what is now RiskWell in April 2019. From the beginning, James has been committed to building a business that thrives on efficiency, strong culture, innovation, and extremely high organizational agility. RiskWell recently achieved the $1M gross annualized revenue mark and currently has eight team members.

James attributes much of his team’s success to staying focused on niche specialization. RiskWell is a nationally recognized expert in serving real estate investors of every shape and size. They insure investment properties in 40+ states. Additionally, RiskWell serves many roofers, general contractors, and heavy trade contractors.

James launched the Agency Freedom Podcast in 2021 with the mission of empowering insurance professionals to launch and grow independent agencies. AFP began with a focus on current and former captive agency owners and has evolved into a more holistic approach to growth and improvement.

A big part of James’ success comes from his commitment to professional growth and expertise. He holds the trifecta of professional designations in the P&C insurance world: Chartered Property & Casualty Underwriter (CPCU), Certified Insurance Counselor (CIC) and Certified Risk Manager (CRM).

James’ business philosophy is centered on the key principles of integrity, consistency, advocacy, results, and expertise. He believes the best way to win people over is through clear communication, good follow through, tactical empathy and a resolute commitment to personal excellence.

James’ interests outside of work begin with his family and include cycling, photography and smoking delicious meats.

The topics James is most qualified to speak on include the following:

Technology selection and implementation
Commercial insurance sales tactics
Niche specialization
System and process optimization
Team and culture development

https://www.riskwell.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 175: Where There Is NO Vision, People Perish with Anthea Mumby

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Why is having a vision so important? Why should you invest any time in setting the vision for your agency?

This week I am joined by Anthea Mumby, the Founder of Dream Team Consulting. Join us in our conversation about the need for any business to have a vision in order to be compelling and have the ability to move your team and your agency forward in order to achieve the goals you have. Learn how to identify your core values, create your vision, and implement it within your agency.

Highlights:

To start creating your vision, don’t physically start it in the agency. Instead, find a space to reflect on your values without distractions.
It takes time to come up with the right core values to support the vision of an organization.
When you have the framework then is the time to bring the team for their insights.
Sit down with the team once a month, and just look at where you are at with a vision and get their feedback and perspective.
Not all your team members are going to align with your vision. If they are not coachable, then it may be that another agency is a better fit for them.
Celebrate the wins to make an impact on the culture within the agency.
Discover how to manage when workplace chaos veers off the path of the vision.

About our Guest:

Anthea Mumby, B.A.

Working in and owning a family business for over 40 years, years, Anthea Mumby has a passion for helping family businesses Ride the Waves of Business successfully.

Over the decades of her family business ownership, she led her company to specialize in the Design Professional insurance niche, created and executed an inspiring Vision, managed a team of 15, and navigated the sale of her seven-figure business.

https://www.dreamteamconsulting.ca/

https://ca.linkedin.com/in/antheamumby

https://www.facebook.com/dreamteamconsultingcanada

https://www.instagram.com/dreamteamconsulting/

https://www.youtube.com/channel/UCWX8ptAPG5NQRTJFimTDmrQ

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 174: Rowing in the Same Direction

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“Over communicating to your team is crucial. It doesn’t matter if you have one person or 100 people in your team.” – Marc Sparks

You have your goals set, your vision established, and your scorecard prepared but does your team know it, and even more are they onboard with it? In this episode, I am going to talk about the importance of communication within your team to ensure that everybody is aware of your goals and are pushing the vision of your agency forward. I am also going to share some wisdom from the book They Can’t Eat You by Marc Sparks.

Highlights:

Create a “rowing in the same direction” communication method with your team
Plan to over-communicate the information you want to be shared. People need to hear things at least seven times, or more.
You should be observing and learning from everything going on around you all of the time, every day, in every way.
I share a moment at a hotel that demonstrated how “Rowing in the Same Direction” manifested in the most spontaneous way.

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 173: Your Unique Voice

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Do you feel like you have a partnership with your clients? In this episode, I am going to share with you a system that we have been using for a couple of decades called the promotional, automatic nurturing system. In essence, this is your voice, how you are communicating with current clients, prospects, and your community. Your true, caring, real voice changes everything; you’ve got to understand tonality and the emotion that goes through it to build those partnerships.

Highlights:

Develop strategies to bring yourself into “the right frame of mind” when delivering messages even when you don’t feel that way currently
Discover your medium for broadcasting your messages such as live voice messages or ringless voice mail for the person to listen to at their convenience.
Reach out numerous times a year with a caring, nurturing, consistent message that makes your relationship dynamic and something that they want to engage with.
A review of the timing and tonality of a recorded message and its importance in influencing the listener.
Delivering messages throughout the year, allows you to be proactive and not rely on the client to always reach out to you.

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 172: Leadership and Tough Conversations

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Learning to lead tough but essential conversations. Today, I will share with you one of the most difficult, but vital aspects you need to learn as a leader: the fine art of navigating tough conversations. These are the crucial, high-stakes moments that can shape the careers, lives, and futures of those you lead.

Highlights:

Don’t confront. Coach. Once you know why something is happening then you can deal with the behavior head-on.
Discover the three ways to frame and position the tough conversation; First Person, Third Person, and direct attack on the behavior in the situation.
Be that RAE of sunlight within your organization; Recognition, Appreciation, and Encouragement.
Detangling your “Monkey Brain” (emotional side) from your “Sage Brain” (thinking side) when faced with an issue.
Shift your mindset to that of tough conversation are constructive, and will strengthen your organization, your culture, and your team.
Before going into a conversation, identify your outcome goal.
Discover the 6 tips that you should have in mind before you enter a tough conversation.
Develop an execution plan on how you are going to approach the conversation.

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