Episode 202: Cloning Your Clients (Part 2) with Kevin Donlin

I am excited to have Kevin Donlin back to continue our conversation about client attraction and retention.   If you missed our last episode with Kevin, please go back to Episode 199 for more golden nuggets.
In part 2 of our conversation, Kevin and I discuss continued business growth and retention strategies through personal connection, technology, and recognition.   Learn the importance of newsletters, niche market strategies and effective endorsement letters for sales.  This episode is packed with information that you are not going to want to miss.

Highlights:

  • Retention is a form of connection and the best way to do that is to connect with your client in a personal way.
  • Using technology to keep notes on your customers so that you can connect with them on a personal level will help you set yourself apart.
  • Put about 50 to 70% personal information in the newsletter and about 20 to 30% about your industry.
  • Get your clients’ names in your newsletter as a form of recognition. Create your own form of People magazine.ds
  • Utilize “Funnel Vision”, pull ideas from other industries to attract and retain clients.
  • Pick a niche that not only highlights who you are going after but your unique qualification as well.
  • Client testimonials, success stories or even tragedies (with consent of course) can help you share the importance of insurance and generate sales

 

About our Guest:

Kevin Donlin has been involved in marketing since 1994, when he sold one of the first ebooks online, payable by check and you had to mail it to a post office box. That was e-commerce in the beginning!

From 1995 to 1998, he was Webmaster for FedEx.com, where he worked with the pioneers of online marketing.

Since 1998, he’s been a copywriter and marketing advisor for clients in North America, delivering sales gains of more than $1 million on multiple occasions with direct mail and online marketing.

He’s been interviewed by ABC-TV in Detroit, Fox and NBC News in Minneapolis, CBS Radio in Los Angeles and New York, The Wall Street Journal, New York Times, Fortune magazine, Entrepreneur magazine, and too many others to list here.

He’s the author or co-author of 5 books on marketing, and he’s joining us today to share some of his latest tips and tactics to grow your insurance agency.

https://clientcloningsystems.com/

Free Client Cloning Kit: https://clientcloningsystems.com/free-kit/

 

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 199: Cloning Your Clients with Kevin Donlin

Kevin Donlin is a copywriter and marketing advisor who has helped clients all over North America increase their sales by more than $1 million on multiple occasions with direct mail and online marketing. Join us as Kevin shares his latest tips and tactics to help grow insurance agency businesses with an emphasis on testing and direct response marketing. This episode is filled with golden nuggets that you will not want to miss.

 

Highlights:

  • If your marketing is done right, it makes selling easy. Take 90 minutes of your day to focus on marketing.
  • Send a thank you note. It makes you and what you’re selling tangible.
  • Review your day. What did you learn what went well? What didn’t? What can you do better tomorrow?
  • Direct Response Marketing – you want to get people to react, call, schedule an appointment, or request a quote.
  • Use the words of the buyers, the words of the clients, the words of the market.
  • Utilize an endorsement letter as peer-to-peer marketing strategy.
  • Make your breakthrough by pulling ideas from other industries. Very few are.

 

About our Guest:

Kevin Donlin has been involved in marketing since 1994, when he sold one of the first ebooks online, payable by check and you had to mail it to a post office box. That was e-commerce in the beginning!

From 1995 to 1998, he was Webmaster for FedEx.com, where he worked with the pioneers of online marketing.

Since 1998, he’s been a copywriter and marketing advisor for clients in North America, delivering sales gains of more than $1 million on multiple occasions with direct mail and online marketing.

He’s been interviewed by ABC-TV in Detroit, Fox and NBC News in Minneapolis, CBS Radio in Los Angeles and New York, The Wall Street Journal, New York Times, Fortune magazine, Entrepreneur magazine, and too many others to list here.

He’s the author or co-author of 5 books on marketing, and he’s joining us today to share some of his latest tips and tactics to grow your insurance agency.

https://clientcloningsystems.com/

Free Client Cloning Kit: https://clientcloningsystems.com/free-kit/

 

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 133: Your Key to Digital Marketing Success with Joshua Nadler

 

Joshua Nadler joins me in this week’s episode to discuss Digital Marketing.   Joshua’s business, Awesurance, is focused on helping independent insurance agencies with digital marketing and design.  Listen as we discuss his passion and drive for this line of work and discuss the strategies to use that could benefit you in your marketing outreach.

Highlights:

  • Joshua studied New Media in San Francisco and because the family was in the insurance business for almost 100 years, he has spent the last 13 years working exclusively in the independent insurance agency space.
  • He wants to help create those people who just can’t stop evangelizing about you, your service, and your business.
  • Utilizing geo-targeting in order to reach your audience and get your message out there.
  • Investing in Remarketing is one of the cheapest ways to do online advertising, and helps you stay in front of people for up to 18 months after their initial visit to your website.
  • The importance of mobile optimization in marketing for insurance agents.
  • Using social proof to appeal to the emotional aspect of buyers
  • Utilizing videos as testimonials rather than just written

 

Resources Mentioned

Sign up for virtual training at http://uppfaststart.com

Become Unstoppable: http://beunstoppablebootcamp.com

 

About My Guest:

Josh Nadler is a 4th generation insurance agency nerd. The insurance agency business is in his blood.

Digital Marketing and Design for Independent Insurance Agencies

Helping Independent insurance agencies create the highest possible ROI for their Insurance Marketing and nurturing campaigns using tactics and strategies focused on the most current relevant distribution channels.

Examples of some of the strategies we help with are Insurance Websites, Insurance Social Media, Insurance Video, Insurance Mobile Sites, Insurance SEO (Search Engine Optimization), Insurance Advertising (Social, PPC, Display Ads, etc.), Insurance Logo + Print Design and so much more.

If you are an Independent Insurance Agent and are interested in finding out how I can help you make more money and achieve all of your goals with Digital Marketing and Design techniques, please don’t hesitate to drop me a line and I’ll hand-craft a package that fits your exact needs & budget.

https://awesurance.com/

Schedule a 30-minute zoom call with Josh

Call: 650-740-7984

 

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 127: 100 to 1 Million

The main goal of any business plan is to obtain new clients and keep them on as clients.  But in order to achieve that you must reach 100% of the marketplace utilizing 100% of the ways. This week I am going to share how to take your recruitment and retention results to an even higher level.

Highlights:

  • Don’t rely on email to reach your market. If you are not deleted, it may be a long time until it is read
  • Take on the mindset of a consumer.
  • Design a marketing campaign and use all venues within your reach include phone, snail mail, email, text, video, and run the gamut
  • There is power in the human voice, it helps with a connection so don’t be afraid to call or use voice broadcasting
  • Research on how a certain marketplace likes to communicate and build a campaign around that
  • When do you start reaching out to your lost souls, referrals, and wind backs? Day zero.
  • Everything starts with two things: decision and action

 

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 124: Winning Back Your Lost Souls

Are you aware that one of the top sources for your business could be those “lost souls”, clients that have left to seek greener pastures?  But we all know that the green grass may not be as green as they thought it was.   In this episode, I share with you some of the strategies that we have implemented to ensure that we are not passing by those past clients that have left us but may not feel like they could return.

Highlights:

  • Once they have left, people may be too embarrassed to reach out again for their insurance needs
  • The story that told me everything that I needed to know about dealing with lost souls or win backs
  • Designing a road map to pursue lost souls at day zero
  • The key trigger words that you can use to entice people to respond back to you
  • Learn about a sample letter that I have used in the past to reconnect with past clients
  • Giving incentives just to provide free quotes
  • Understanding the lifetime value of a client
  • A look into the process we use to upon cancellation of a policy

 

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 113: Social Proof REVEALED (Encore Presentation)

This episode originally aired on May 30, 2020.

Today I am going to be talking to you about “WHY?”  Why should people do business with you and your agency instead of one of the many other options available to them?  One of the key factors is building your social proof arsenal, the marketing strategies that will help you stand out above the rest.

Highlights:

  • The three aspects of your social proof arsenal that should be place.
  • How to get started with collecting testimonials, through written, audio and video media.
  • What to do with testimonials once you have them.
  • what risk reversal is and how to use it as a guarantee of your qualified services.
  • the benefit of having live references ready to go based on the each of your niches.

 

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 110: WHY This Agent’s Revenue and Time Off is TRIPLE the National Average

You may remember Russ Castle from back in Episode 11.  Russ is known as the niche authority.  With a successful independent agency, he is back to give us an update on his story and the lessons he has learned over the past few years.

Highlights:

  • Starting his niche marketing with fire sprinkler and extinguisher contractors, which was successful but not overly profitable
  • His move into focusing on the habitational market
  • The 10,000 hour rule to see success
  • Russ’s marketing strategy to generate interest from the proposals sent out which sent him from county to state wide
  • Facing the challenges of getting quotes out quickly in a time that technology was not where it was today
  • Obtaining lists from the right people and investing the time and effort into them
  • Utilizing direct mail to access and maintain clients
  • Building success in a niche with only three employees
  • Writing a book to help others not only in habitational insurance but his knowledge on being a landlord

 

About Our Guest:

Russ is a third-generation independent broker from Redwood City, CA (Silicon Valley).

Over 30 years ago he started his career and soon discovered that specializing in niches was the future for his agency. He has been growing his brokerage insuring landlords all over CA for almost 20 years.  As

a member of the Unstoppable Profit Producer Platinum Coaching Member since 2016, led by Mike Stromsoe, I frequently collaborate with other agents to continually grow.  Russ contributes this factor as a major part of his success.

Recently Russ was honored by Rough Notes magazine as the Agent of the Month.  In that article he shared this…

“To sum up: I’m living the dream, and I haven’t had to disappoint my children. When my son went to New York to pursue his acting dream, I was there for his performances. My wife and I are empty nesters now. Our two children have grown up, and we can come and go when we want. This business allows for that. Last year, I was out of the office for more than 50 days, part of that spent on my other full-time job of overseeing facilities at Menlo Park’s Church of the Nativity and Nativity Catholic School, including building a new gym. The best part was seeing the kids’ faces when it was done. We also went to Kenya with our Rotary group and installed a computer system in a school on Pate Island and a water treatment plant in the Mara for the Maasai people.”

“My ultimate goal is to be known as someone who helped others achieve more,” Russ concludes.

Russ is living the #UPPlife!

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

https://insurancebycastle.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 103: Tapatio Reveals All

 

We are very excited to have today’s guest, UPP’s rock, Andrea Wyatt.  Andrea and I have been working together for the past 11 years and those in our program know that she is an invaluable asset.  In today’s episode, Andrea and I are going to talk about the strategies developed and lessons learned on the way to helping other agencies find the growth they need to lead a life that is on their own terms.

Highlights:

  • The effectiveness of implementing a Non-Pay Cancellation Automation that actually increased the reinstation of clients without having to personally reach out to them each time
  • The implementation of the Lost Souls Campaign, its response success, and the number of clients that reached out wanting to work with us again
  • Utilizing jot forms in order to assist with quotes, sales, and implementing changes to client’s insurance portfolio
  • Increase your connections with clients through the use of video instead of relying on the content copy all the time
  • Solidify your relationships with referral partners, these are great ways to gain introductions to potential new clients
  • A look at the three marketing tips that Andrea has for you: Lists, Data and Automation
  • Ninja Tip: Pre-assembled welcome kits

 

Links mentioned:

www.uppfaststart.com

www.beunstoppablebootcamp.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 101: 100% of the Marketplace

 

There is a lot of noise out there when it comes to advertising and attracting clients to your agency.  Today we are going to discuss reaching 100% of the market 100% of the ways. Listen as we explore how to communicate your message and create interest in your agency.

 

Highlights:

  • Mike’s chance encounter with Michael Hyatt reaffirmed that there is a lot of information out there for people to consume and choose from
  • Choosing which means of communication to use to reach out to clients. HINT – It’s all of them!
  • The importance of being able to track statistics on email campaigns such as open rate
  • Snail mail and follow up go hand in hand
  • Touching base via video, whether a link in an email or text or using YouTube
  • Reaching your base through social media

 

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 84: Follow the Money with John Mason & His Beer Drinking Pig

In this episode, we are going to continue the conversation about promotions and marketing.  I am excited to have John Mason join us to discuss his experience with growing and selling multiple agencies, the importance of having the right employees, and marketing strategies he has used to lead his agency into its success.

Highlights:

  • Getting as much back as you give
  • The purpose of Chenango Brokers
  • Working on the business not necessarily in the business, having employees that ultimately replace you so you can focus on the bigger things
  • Online and offline marketing strategies aimed at specific geographical locations
  • The use of personality marketing
  • The commercial success of the Beer Drinking Pigs
  • Marketing yourself. What to do when looking to purchase an agency

 

About our Guest:

John Mason is a rebel in the American insurance industry. He had every reason to fail: no education, not born with a silver spoon in his mouth, and comes from a poor ramshackle town in the middle of upstate New York. Over the last thirty years, this street-smart entrepreneur has used unique marketing and management ideas to march into New York City and buy five brokerages, expand his brokerage network into 20 states, while relaxing at his home in the Caribbean.

John N. Mason, CIC started Chenango Brokers over 30 years ago and since then he has consulted numerous agencies across the United States and Canada and expanded the business into what it is today.

https://chenangobrokers.com/

John’s book: Follow the Money

Beer Drinking Pigs Ad: https://youtu.be/cAlQC2fVl4U

 

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]

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