This episode is all about the importance of your team. I dive into the crucial role team meetings play in maintaining consistency and synchronicity within an organization. Sharing the task organizer system that became the glue holding our agency business together and guides listeners through its implementation. I break down the importance of identifying and reminding the team about their ideal client, while also introducing the impactful team member of the month award. Sharing some personal insights and strategies to help agents achieve big steps and take leaps into the future. I cannot stress the importance of effective leadership, urging leaders to work on improving themselves and be the kind of leader others would want to follow.
Highlights:
Team meetings are important for cultural alignment and growth. Make sure they are weekly and consistent.
Break down of weekly meeting agendas.
The goal is to help agents achieve big steps and guide them towards the future.
To lead, be someone worth following. Recruit Patriots, not mercenaries. Meetings are essential for team unity.
Team meeting focusing on client service reports, reviews, testimonials, and case studies. Read aloud in meeting. Also read promise to clients, team, and communities.
Reporting and supporting as a team to prevent business loss is valuable and magical.
We want our agency to be healthier than ever.
Until next time, get out there and make a difference, be unstoppable, and leave no regrets!
Mike McDonough and I have more in common than just insurance. Mike shares his journey from working as a sous chef for Hilton and Marriott hotels to becoming a successful insurance agent. Despite having no prior knowledge of insurance, Mike took the opportunity and learned about auto, fire, and life insurance. Mike specializes in workers’ compensation insurance and even wrote a book to help employers understand and reduce the cost of workers’ comp claims. He emphasizes the importance of creating an operational plan for businesses to address various issues, building trust with employers, and expanding into other areas of insurance. Mike believes in the potential of the insurance market and advises listeners to focus on thriving areas of the industry. Mike encourages taking consistent action and learning from others. You don’t want to miss this valuable episode with Mike McDonough!
Highlights:
Identifying the biggest pain point for businesses: workers comp. Going in reverse, addressing the biggest pain point first, then moving to other areas like auto and home.
How his book helps employers and brokers navigate emotional workers comp claims to save costs.
Mailing book to CFOs, receiving positive response, promoting services, advocating for better insurance system.
The art of disqualification in business and finding ideal clients.
Solving problems is seen as an opportunity for personal growth.
Focus on what is working rather than what is failing. Start small and transition into different lines.
Don’t stick to old strategies, diversify marketing, and focus on ROI, ROT and ROS.
About our Guest:
Mike McDonough is an entrepreneur and owner of McDonough Insurance Services. Over the last 4 decades, Mike has owned his agency and sold several businesses.
Mike is a speaker, author and educator of insurance. He is known nationally in the Workers Comp Industry.
Mike is a problem solver and over the years has discovered a unique and affective way of helping his clients solve problems mitigating their workplace injuries. Over the last couple decades, Mike’s clients have saved millions of dollars in overall costs combined. He enjoys helping businesses transform from chaos to certainty building business wealth and growing their bottom line. He recently received his designation as a Qualified Self Insurance Administrator, SIP in California. Having this technical knowledge helps him identifying potential issues that can arise, enabling Mike to review and resolve problems quickly for his clients.
Outside of workers comp, Mike has been married to his beautiful wife Nannette for over 3 decades. They have two children, their son Andrew and their daughter Marina. Mike has many passions including cooking which came from his many years of experience in the hospitality industry. As a sous-chef for major restaurant chains, hotels and as a previous restaurant owner. Today he enjoys making homemade craft pizza pies for local friends and family. Mike has studied and practiced martial arts for almost 3 decades. If you don’t find Mike in the kitchen baking pizza pies or training in the dojo, you might find him on the local oceans riding his jet ski with his son Andrew. Mike enjoys anything outdoors and anything that has to do with water including bodyboarding, surfing, swimming, boating and fishing. He enjoys music, singing, dancing and live concerts. He is a real foodie enjoying all different cuisines and types of food. He will always try something once.
Mike is one of 6 children and he enjoys spending time with family. He is loves animals especially his two dogs. If you follow him on social media, you might catch a glimpse of one of his dance videos. He enjoys most sports and traveling whenever possible. The last several years Mike has enjoyed travelling around the country to watch his daughter Marina compete as a college athlete in both women’s cross country and track and field.
His legacy is to make an impact with 10,000 businesses or more in 50 States in a decade or less.
Until next time, get out there and make a difference, be unstoppable, and leave no regrets!
With an overwhelming demand, I welcome guest Tim Gaspar back for another episode. Today we focus on the power of three, because we both know that simplicity and taking that one step at a time is critically, critically important. Time shares the importance of addressing underperforming employees and coaching them to reach their potential. We break down the significance of building genuine relationships for business success and the benefits of working with ideal customers and prioritizing value and common interests in relationships. In today’s world there is an importance of differentiating online relationships from real ones and emphasizing the need for effort and interaction in the physical world. Join us for Part 2 with Tim Gaspar!
Highlights:
Building deep, meaningful relationships is the most effective way to prospect and obtain valuable business leads
The focus of relationships should be on adding value, with the relationship itself being the reward. Money is a byproduct of these strong relationships.
Don’t confuse online connections with genuine relationships.
Bad managers are the main reason employees leave, so self-awareness is important.
It’s important to be a great coach and see potential in others. Believe in them and they will achieve great things.
Building relationships with successful and ethical individuals is rewarding.
About our Guest:
In February 2008, Timothy Gaspar founded Gaspar Insurance Services, Inc. As of late 2021 Gaspar Insurance Services is one of the largest independent insurance firms in both Los Angeles City and the San Fernando Valley (as ranked by the LA and SFV business journals). The firm has multiple offices in California, Arizona and New Jersey. Additionally, in 2018, 2019 and 2020 Gaspar Insurance was ranked by Inc. magazine as of the fastest growing companies in America. In late 2021 Timothy sold Gaspar Insurance to Foundation Risk Partners (FRP) for close to $30,000,000. Timothy still runs the Gaspar Insurance Services offices as CEO under the ownership of FRP.
Committed to his community, Timothy has been involved with non profits in an around the Los Angeles area of many years. Current organizations and positions include;
Discovery Cube Los Angeles, Board Member
Metropolitan YMCA of Los Angeles, Board Member
West Valley YMCA, Board Member
Boys & Girls Club of the West Valley, Former Board Member
California State University Northridge Nazarian School of Business. Board Member
Timothy Gaspar Entrepreneurship Scholarship at California State University Northridge, Founder
On this episode I discuss the importance of building an agency business around excellent people, world-class processes, and systems. I introduce our Vault, an online portal providing 24/7 access to resources for agency growth. Want to hear a success story of a client who has implemented our three P’s philosophy? Really emphasizing the significance of ongoing training, setting goals, and making good business fits. I encourage listeners to invest in themselves and focus on the “right work” for success while offering opportunities to connect and schedule a growth session.
Highlights:
Invest in self-improvement, learn from successful people, developed three P’s to reinvent agency and separate teams.
Reverse engineer organization around key roles, assign owners for processes, aim for excellence in people and systems to grow business. Promote after getting processes and people right.
Three P’s philosophy creates wealth in agency business while impacting lives personally and professionally
Check out money-making strategy series and podcasts on UPP Youtube, look for “The Three P’s: Keys to Your Vault” podcast.
Access everything from world-class processes to niche marketing in the constantly updated and available vault, promoting and leading your agency to success.
Is your company missing out on untapped revenue opportunities?
Today I am thrilled to be joined by our guest Maura Perkins. Maura is the President of Sagacious Insurance Services and is a seasoned insurance broker with 36 years of brokerage experience. We discuss untapped revenue opportunities for insurance agents and highlight the importance of sharing knowledge and fostering a culture of openness. Maura shares services offered by Sagacious, a company that helps businesses with hiring, onboarding, and compliance with state and federal laws. The conversation also covers the importance of having a unique selling point and providing excellent customer service.
Highlights:
Maura aims to increase revenue & profitability of clients’ businesses while complying with state laws.
With clients asking for extra services but didn’t want to pay she was able to identify a gap in the market for small to medium-sized business HR services, compliance, and support.
Sagacious helps with hiring and onboarding employees, employee benefits, policy changes, payroll, workers comp, improvement plans, terminations, and on-site meetings.
Effort pays off for Sagacious, a unique offer, and a committed team differentiates them.
Maura plans for steady growth and intends to sell the business in 10-15 years, while focusing on commercial and life insurance rather than personal lines or group benefits.
About our Guest:
Maura Perkins, President of Sagacious Insurance Services, is a seasoned insurance broker with 36 years of brokerage experience. Having worked for a various sized agencies in the past, she had the experience to start her own insurance brokerage with her own business model. Sagacious Insurance Services began in 2012 offering all lines of insurance to provide a full offering of products to clients. Many small to medium sized business were asking the agency for HR related support services. A client need was discovered and Sagacious now offers HR support services to their clients as a Fee for Service model. This podcast provides information on services agency’s may be performing for free and lend ideas on how your agency can adopt a similar revenue stream. Are you leaving money on the table?
Until next time, get out there and make a difference, be unstoppable, and leave no regrets!
Today I have the pleasure of talking with the founder and CEO of Adapt API, Jacob Simon. We talk all things about the world of automation and how it can benefit independent insurance agencies. Jacob shares about his company that offers a service to standardize and centralize documents, eliminating the need for manual sorting and saving. Breaking down different levels of automation, including integrating directly into management systems, and emphasizes the importance of relationships in the industry. We also discuss the benefits of spending time in-person to identify pain points and the value of automation in providing consistency and reliability. Tune in to master the art of automation and learn how to effortlessly automate tasks using technology.
Highlights:
Spending a year understanding the industry and saw patterns that led to creating a product to solve common problem.
Notifications and claims are pulled from various websites into a standardized format and can be directly plugged into a CRM, while documents are automatically downloaded into management systems.
By observing agency workflow Jacob found inefficiencies beyond surface problems and top challenges.
How flexibility and versatility of agency integration options for report automation.
Can fit into various agency structures.
RPA technology can automate tasks through a browser; custom solutions are pricy, but off-the-shelf solutions can be more affordable.
Any sized agency can benefit from the service.
About our Guest:
Jacob Simon is the founder and CEO of Adapt API. He has a background in technology, having studied Computer Engineering at the University of Waterloo and worked in startups for over a decade in a wide range of industries. Adapt API is an automation platform that streamlines servicing for P&C agencies.
Patty Lares does not believe in giving up. Faced with challenges in her youth, she had to quit school to find a job and survive but that did not stop her. At the age of 18 she earned her insurance license and never looked back. Patty shares her story and the lessons learned to inspire all the entrepreneurs out there.
Highlights:
Foraging ahead to start her own business, knocking on doors and handing out flyers
The strength of asking for support and investing in yourself
Being the first female Hispanic woman to be recognized by Rough Notes Magazine
Acquisitions and helping them sustain their legacy
Strategies for organic growth
About Our Guest:
Patty Lares is the founder and President of AA Lares Insurance Services, Inc. Starting her insurance career at the age of 16 in Anaheim, CA, Patty has been an active member of the in the insurance community for over 30 years. On October 2, 2000 Ms. Lares opened her own agency. Fast forward 19 years later, Patty is now leading a team of 15 members across two locations.
Recognized as Agency of the Month in 2018 by Rough Notes Magazine and BIG Independent Group’s Professional Agency of the Year in 2016, the AA Lares Insurance team continue to wow their community and push the boundaries from what is expected of insurance brokers and agents in the eyes of insurance carriers and clients. The AA Lares team volunteers monthly at a number of local nonprofits such as March of Dimes, Backpacks for Success, and OC Heart Walk. Ms. Lares has participated in various insurance business groups including the Alliance of Insurance Agents and Brokers, as well as the Unstoppable Profit Producers.
Outside of the office, Patty loves spending time with her family on road trips and at soccer matches. Early morning hikes and motivational audio books are embedded into her daily routine.
Stay connected with Patty and her team by visiting the company website (laresinsurance.com) or social media accounts (@laresinsurance).
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
All things AI today as I speak with Torey Maerz the co-founder of Rocket Referrals turned Client Circle. We explore how AI can be used to better personal communication for companies while still keeping the human touch. Torey shares with us his personal story and how it shaped their company’s values, emphasizing the importance of putting people at the forefront. We also dive deeper into the evolution of Rocket Referrals to Client Circle and their comprehensive communication platform for the entire client experience. Join us as we explore the future of AI and creating a fully automated hands-off process from website form to sold policy.
Highlights:
Torey shares about his company’s ten-year journey with their brother, wanting to make a big difference.
Rocket Referrals name change to Client Circle to reflect their evolution from a referral generation platform to a comprehensive communication platform for the customer experience.
Client Circle built a Journeys product to help visualize and define customer paths, and also integrated their website-building process to work with Journeys product.
Referral algorithm branded as Circle AI uses AI to find people likely to recommend. OpenAI combined to create something unique. Excited and nervous about it.
AI will continue to grow and be a tool to bring out greatness. It won’t replace human interaction.
About the Guest:
Torey co-founded ClientCircle with his brother, Carl Maerz. Throughout his career, Torey has spent 20+ years building software and leading technology teams in a variety of businesses across a range of industries—from education to asset management.
Until next time, get out there and make a difference, be unstoppable, and leave no regrets!
How do you guarantee an 8 to 1 ROI in your first year? It is all about the clients.
Join me as I share my insights on the importance of client nurturing programs and analytics to maintain positive relationships. There is significant importance in delivering on promises, gratitude, community giving, and education about insurance coverage. I also talk about our six-step referral checklist and the strategies needed to operate a formalized referral program that you are not going to want to miss.
Highlights:
Having a systematic client nurturing program and back-end analytics program is crucial as it can lead to 80,000 opportunities from 800 clients who know 100 people each.
Customer referrals are a result of how you deliver service. So, deliver as promised every time.
Utilize a referral checklist that includes calling the people that referred to you as well.
Reach out to your clients monthly. Build those relationships with a focus on gratitude.
Every phone call is an opportunity. Every email is an opportunity. Every text message is an opportunity. Every communication is an opportunity.
Discover each of the steps that UPP utilizes in their six-step referral checklist.
Is the lack of consistency holding you back?
Until next time, get out there and make a difference, be unstoppable, and leave no regrets!
Are you ready to take not just the big leap but the biggest one?
I am excited to sit down with author and entrepreneur, Tim Gaspar, founder of the Gaspar Insurance Services, Inc. Listen in as we discuss the importance of passion and authenticity in entrepreneurship. Tim shares the key to his success and the importance of being intentional about the types of clients you attract and work with. We also delve into the importance of learning, infrastructure, and systems in growing a successful business. Tim also talks about his new book, which aims to provide a guide for building successful insurance agencies regardless of location or starting point.
Highlights:
Anyone has the ability to build a successful agency regardless of location or background
Invest in learning to improve skills and incorporate new ideas consistently for growth.
Passion is vital for entrepreneurs as it keeps them going through challenges and setbacks and is necessary to overcome obstacles in business.
Consistency and the drive to win are also key components to a successful business.
Take time to listen to customers even if it won’t result in a sale. This shows true professionalism.
Over-servicing small clients can result in under-servicing big clients who generate the majority of the agency’s revenue.
Specializing in a particular field increases profitability, efficiency, and creates a competitive advantage. It also leads to better business valuation.
Building an agency based on relationships is crucial for success and creates a flywheel effect, while relying solely on buying leads or SEO can turn a business into a commodity.
To succeed as an entrepreneur, you need to find and retain A players who share your vision and work ethic.
Being an authentic leader and valuing your team members is essential for their continued loyalty and success.
Growing a business without scaling technology and infrastructure can be detrimental.
About our Guest:
In February 2008, Timothy Gaspar founded Gaspar Insurance Services, Inc. As of late 2021 Gaspar Insurance Services is one of the largest independent insurance firms in both Los Angeles City and the San Fernando Valley (as ranked by the LA and SFV business journals). The firm has multiple offices in California, Arizona and New Jersey. Additionally, in 2018, 2019 and 2020 Gaspar Insurance was ranked by Inc. magazine as of the fastest growing companies in America. In late 2021 Timothy sold Gaspar Insurance to Foundation Risk Partners (FRP) for close to $30,000,000. Timothy still runs the Gaspar Insurance Services offices as CEO under the ownership of FRP.
Committed to his community, Timothy has been involved with non profits in an around the Los Angeles area of many years. Current organizations and positions include;
Discovery Cube Los Angeles, Board Member
Metropolitan YMCA of Los Angeles, Board Member
West Valley YMCA, Board Member
Boys & Girls Club of the West Valley, Former Board Member
California State University Northridge Nazarian School of Business. Board Member
Timothy Gaspar Entrepreneurship Scholarship at California State University Northridge, Founder
