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

Episode 176: The Unfair Advantage with James Jenkins

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

 

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

“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

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

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

Episode 171: How to Have ONLY Great Clients

In this week’s episode, I’m going to bring you some updated ways of thinking about strategies and everything else concerning a very simple principle, the 80/20 rule.  Based on the Pareto principle, these tactics can help you scale your business while focusing on your ideal client using something we like to call Client Segmentation.

Highlights:

  • Understand the Pareto principle and what it means for your agency.
  • 20% of the customers create 80% of the revenue, so focus on satisfying those customers.
  • Alternatively, the bottom 20% of clients consume possibly as much as 80% of your time.
  • Client Segmentation – Utilizing your data determine who your Triple-A to C clients are so that you know where to focus your time and energy.
  • Understand what makes for an excellent client, an average client, and a client that will end up costing the agency more than they produce income-wise for the agency.
  • “Fire” your C clients, those that are wasting your time and costing you money.
  • A personal insurance Triple A client will have three or more policies, one or fewer claims in the last three years, no late pays, and refers people to your agency
  • Keep building deep, significant, meaningful relationships, all of the time, with everybody on your Triple A list but don’t spend time on your C clients unless you believe they are coachable.

 

 

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 170: 1 Billion Dollar Revenue (Encore)

What’s the biggest mistake you’ve made over the past year, or year and a half?  I was in a room with entrepreneurs who generate over $1 billion in annual revenue and that question was one of the most important when it came to learning how to take your business to the next level.  Join me as I share the answer to this question and the stories behind them.

Highlights:

  • Severance packages are the cost of poor leadership
  • Never take your foot off the pedal on a prospect
  • Be careful of who you are hiring
  • Just one person can affect the culture of a company and not always in a good way
  • How you personally lead will make or break the success of your team and over the business
  • The opportunity costs due to lack of action
  • Make sure you have deep conversations with the people you want to promote as sometimes they are already in the right position for them
  • Always be recruiting. Ensure you have the team members to handle the opportunities as they arise
  • When it comes to launching, ensure you have the framework fully developed before doing so
  • Keep your eye on the marketplace
  • Balance your priorities
  • Have a cyber plan and cyber insurance program
  • Hire great people, give them authority and get out of their 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 169: Planning YOUR Plan

“Time is the great equalizer, and you will never be able to get back the time that you lost; that you wasted.”

I am always looking for ways to improve my productivity and make the most of my time. Recently, I came across the idea of using a “Planning My Plan” sheet to help me stay on track and make the most of my time each day. This sheet has helped me to focus on my top priorities, reach out to the people I need to, and stay accountable to my goals. Listen as we take a closer look at this tool and its benefits to anyone who is looking to make the most of their time and achieve their goals.

Key Takeaways:

  • You become successful in achieving great accomplishments because you stay focused, stay on plan, and stick to where you’re going.
  • By not making the greatest time choices, you are probably facing a lack of impact on those around you professionally and personally.
  • Your top ‘must dos’ on your list should be the high-impact things that only you can do as a business leader.
  • According to the Pareto principle, people should focus on the things that fulfill and give them purpose and are most profitable based on what they do.
  • Don’t get distracted by the agenda of others but stay focused on the impact your daily plan is making.

 

To get a copy of the Planning Your Plan Sheet email me at [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
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 168: Winning The War For Talent with Andy Arter

Finding the right talent for your agency has become increasingly harder over the past few years.  Companies are spending more time and money on recruiting only to have 1 in three candidates arrive for the interview.
Andy Arter, the National Sales Director for Team Hired, joins me to discuss the challenges of finding great candidates who show up and do the right work, as well as the need for agencies to adapt to today’s competitive hiring market.

Key Takeaways:

  • There is a disparity in expectations. The way that we hired a couple of years ago is completely different now.
  • Conversion rates (cost of recruitment to the actual number of hires) have shifted due to a larger number of opportunities for employment and how they are incentivizing candidates
  • Statistically, only one in three candidates will show up for an interview and it is the same ratio for retention on the annual basis.
  • In 2019 1 in 60 candidates were wanting to work remotely. Now it is 1 in 7.
  • Independent and Captive Insurance agencies will adapt their hiring strategies differently.
  • Utilizing a training program where you hire three team members and put the time and effort can alleviate the 1 in 3 annual retention rate so that when you do lose, you are not at square one.
  • Extend beyond your local market and look at remote candidates that can be the rockstar you are looking for.
  • Don’t mistake activity for productivity.
  • Discover the three Cs that lead to better hiring and retention; Compensation, Culture, and Career Path.
  • Consider the candidate’s perspective when hiring. When there are more jobs than candidates, you will have fewer applicants if you stick to the old hiring methodology.

 

About our Guest:
Andy Arter serves as the National Sales Director for Team Hired. Andy has served in Sales and Marketing roles for 10 years, produced over $10mil in Direct Business to Business Sales, worked for Real Estate Mogul and Sales Trainer Grant Cardone as a Top Producer, and works with several thousand agencies across the country on recruiting new team members. Andy takes enormous pride in helping clients build and improve their sales, marketing, and hiring processes. When Andy is not interfacing with our Clients, you can probably find him spending time with his Wife, Son, and 2 German Shepherds, and 1 Mini Aussie in the Florida Sunshine!

 

https://teamhired.com/

https://www.facebook.com/ChooseTeamHired

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

https://www.youtube.com/channel/UCt7RmdvIo47flTMEp2BEJAA

 

 

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]

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