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Singles, Not Home Runs

Posted on by Mike Stromsoe

With baseball season in full swing, this is the perfect time for us to discuss “singles, not home runs. I love, absolutely adore, helping people FULLY understand this concept.  After all, isn’t the final score really all that matters? Let’s tap our cleats with the end with the fat part of  the bat, step out of the batter’s box, take a deep breath, stare down our marketplace and get ready to take our best swings.

Who doesn’t want to score BIG and go home? What entrepreneur doesn’t feel that next great idea will be THE big idea that will turn the tables and create truckloads of cash that will provide mega freedom and financial security?  Maybe yes, maybe no. As marketers, we test. Secret tip, based on my own painful experience: home runs are few and far between. While you are swinging for the fence, don’t forget to hit lot of singles too. Singles might be other autopilot marketing programs that go on day after day, week after week, month after month and so on. Emails, voice broadcasts, phone calls, newsletters, direct mail pieces of all types, social media, videos, text messages and more. Last check, we have 27 different marketing activities going on every month. Remember, the singles when multiplied add up to runs and thou who has the most runs at the end of the game……wins!

What about you? Are you constantly rounding the base paths, making it home and scoring enough runs? If not, where should you start? Let’s make this real easy. There are 9 innings in a game, right? Get out a sheet of paper and write down the TOP 9 things that ARE working in your agency to drive new revenue, time after time, without question. Make sure that you consistently and continually do these 9 things, day after day, month after month as long as they remain profitable. Stop doing everything else. More results will come from your successes by simply performing the 9 successful programs that ARE producing results in your business.

Here’s why. This piece is being written on the heels of a successful trip, having spent two days with prosperous agents. One of the entrepreneurs, however, had a slight dilemma with a new partner in their business. She was being challenged with her mindset. We were on location and had the opportunity for immediate action. I made one suggestion and it made all of the difference. I STRONGLY encourage you to write this one down. This new partner said, after her successful appointment which culminated with her running into the room with a check in hand, “I am going to write these words on the inside of my forearm so I never forget them. They made ALL of the difference:

WE BECOME WHAT WE THINK ABOUT

The newest success story went on to share how she was able to go on the appointment, have the needed discussion with her prospect, do the deal, get paid and, most importantly, learn life changing lessons. She shared that after she heard the suggestion the day before; she began to only think about how the appointment was going to be a success. WE BECOME WHAT WE THINK ABOUT.

While continuing to do your math, while listening to your marketplace, while tweaking your message, while shifting your media packages (note the MMM’s-market, message, media), think about doubles, triples and home runs. Watch for the opportunities. They will surface, IF you focus on them ALL OF THE TIME.

In the last 12 years or so, our living agency laboratory has hit mostly singles. Those singles have added up to well over ultimate million dollar annual revenue, 5643 paying policyholders in our herd and thousands of prospects.

Singles, not home runs. And don’t forget, many base runners turn singles into doubles, just be paying attention to what is going on around them

Please……go implement, execute and take action NOW!

PS If you can’t create a list of 9 things, immediately get a hold of Andrea or I……we need to chat.

Call 800-770-9984 or email us at info@unstoppableprofitproducer.com today!

A Couple of GREAT Ideas

Posted on by Mike Stromsoe

If you’re like a lot of insurance agency principles, managers, producers or agency team members, you’re probably feeling a bit overwhelmed by everything facing you in today’s marketplace. You want to excel and lead your agency team into the future, but sometimes you can’t seem to find the right formula to best position your team for success and you’re starting to wonder if there might be some better options?

I totally get it. I am right there with you and I remember how hard it was for me in the early years when I was trying to figure it out. I felt like I was working around the clock but not making much progress. I was really starting to doubt myself. A lot of my consulting clients had similar experiences and feelings as well.

Ultimately I’ve found that its times like this, when you get to choose how you want show up in the world. It may not be easy or comfortable, but it’s worth it every time.

What I also know to be true is that there are good reasons why you have succeeded to where you are now. Your team, your carriers, your colleagues, your family, they all see something in you. Now it’s time for you to step up and play a bigger game. As long as you have the internal drive, you can learn the cutting edge tools and skills required and get the support you need to quickly grow in today’s quickly changing marketplace.

Back when I first became an agent, I had to fly by the seat of my pants. There wasn’t any training, coaching or resources like we have today. And I really struggled. In fact, there were many early mornings, late nights and weekends away from my family before I finally figured out what it takes to quickly and confidently create the agency that supports the life of my dreams.

That’s why I am so dedicated to helping agency principles, managers, producers and agency team members. I want you to be able to avoid all the pain and struggle that comes with not being as successful as you know you can be in your insurance agency business.

Hundreds of people that are cared about deeply, respected and are considered lifelong friends have encouraged me many times over to provide ALL of this information to as many insurance industry people as possible. After thousands of hours, over 25 years of investing in becoming the very best, after quickly growing a scratch agency from zero to over one million in revenue in less than 8 years, it’s only right that I give back, that I share every secret I have with you, in intimate detail, for free.

Take a look at the video link below. Agent Jeff Liebowitz reveals where he learned and what the results were after he implemented a took action on a couple of good ideas.

After one full day of sharing everything I can, you’ll have hundreds of new tools and tips to quickly accelerate your agency to the next level. Nothing to figure out, I am going to share all of it with you. All you need to do is show up. I hope you can make it. It is going to be a very special day!

Video >>  Here’s A Couple of Good Ideas

If we can answer any questions, please let us know. Please contact Andrea at 800-770-9984 or email her at andrea@unstoppableprofitproducer.com.
To Your Massive Success!

 

Mike Stromsoe
The Unstoppable Profit Producer
Phone 800-770-9984
www.unstoppableprofitproducer.com

 

PS Remember, every interaction with our program carries our exclusive, unconditional satisfaction guarantee! You have no risk and everything to gain.

PPS  Here’s another reason you can’t afford not to invest one day in the future of your agency (exclusive video)

PPPS Below are all of the details so you don’t have to search for them:

Date:  June 1, 2012

Time Learning Begins:  8:59am

Time Learning Ends:  4:31pm (Actually Learning End Time NEVER ends)

Location:  Ayres Hotel and Suites – Costa Mesa
325 Bristol Street
Costa Mesa, CA 92626
(714) 546-0300

Airport:  4.3 miles (8 minutes) from John Wayne Airport, Orange County

Seating is limited and for only a $49 room charge (which includes lunch) you won’t want to miss out.

If you are ready to change the future of your agency and start living life on your own terms…

Instant Access To The Machine

If you have any questions, please contact Andrea at 800-770-9984 or email andrea@unstoppableprofitproducer.com, she’ll be happy to help.

 

Good News

Posted on by Mike Stromsoe

Hundreds of people that are cared about deeply, respected and are considered lifelong friends have encouraged me many times over to provide this information to as many people as possible. Take a look at the good news below. I hope you can make it. It is going to be the beginning of something GREAT!

Good news

 

Wishing you continued massive success!

“You can have everything you want if you’ll simply give enough other people what they need”
Zig Ziglar

Who is YOUR “Ideal” Client, Any Clue?

Posted on by Mike Stromsoe

You work your tail off to create marketing in your agency that is effective and profitable…..Are you focusing on one particular type of client(niche) or are you spreading your marketing out to the masses – doing everything that every other agent is doing – hoping to catch anyone that comes along?

What if I told you that you CAN attract nothing but “ ideal clients” to your business?  

These are the clients whose personalities match your agency team. They are often the most profitable and least painful of all our clients.

But how exactly does your agency attract this magical arena of superstar clients? It starts by defining what makes up your unique ideal client profile.  Take a few minutes and answer the questions below:

  • –> What problems can I solve through my products and services?
  • –> What changes, or results, can I help create?
  • –> Who has these problems?
  • –> Who wants these results?
  • –> What kinds of clients do you do your best work with?
  • –> What sorts of clients leave you feeling frustrated?

Once you have discovered what you want, TAKE ACTION!  Put yourself in front of your ideal prospects/clients, join their social media groups, comment on their posts, visit their monthly meetings, engage with them – find out what their PAIN is.  But remember, you are NOT there to sell… you want to listen (great marketplace research opportunity), gain visibility and build relationships.

As part of our exclusive game changing plan in the Unstoppable Profit Producer Program™, we walk our coaching clients through an activity to identify who their personal ideal client is.  If you are interested in one more tool to help you, simply email us at info@unstoppableprofitproducer.com and Andrea will be happy to send you a copy!

To your massive success,

Mike Stromsoe, Creator of the
Unstoppable Profit Producer Program™
A Coaching Program for Insurance Agents
Website – www.unstoppableprofitproducer.com – Get your 3 Complimentary Gifts Today!

PS Don’t wait another minute…  Call and schedule your 29 minute In-Depth, Agency Analysis Call Today, there is absolutely ZERO COST and No-Obligation, it is simply just one more gift to help you.  Call 800-770-9984 or email us at info@unstoppableprofitproducer.com.

Never STOP Marketing

Posted on by Mike Stromsoe

You have taken the time to sit down with your team, gather ideas and now you have created your AWESOME NEW Referral Rewards Program for 2012…

Now how do you get the word out?

Let’s take a minute to think about this.  If you want to reach 500 people (for example), which of the following media would you use?

  1. 1. Phone
  2. 2. Fax
  3. 3. SMAIL
  4. 4. Email
  5. 5. Text
  6. 6. Social Media
  7. 7. Video

The correct answer is ALL OF THE ABOVE!!!  People are different.  I personally like to correspond via Email, my wife likes to conduct business over the phone, my son likes Facebook… you get the idea.

Here are just a few ideas that you may use to promote your referral program:

    • 1. SMAIL new flier and handwritten letter to your existing client base,
      centers of influence and your past referrers.

 

 

 

    • 4. Create Email signature and use on EVERY Email!
      PS  Did You Know… about our AWESOME New Referral Rewards Program, where YOU get a $15 Gas Card, PLUS a $10 donation in Your Name to Your Favorite Charity just by telling your friends and family about Stromsoe Insurance!  There are many other great prize giveaways and there is NO Limit to the number of gas cards you may earn.

      Check Out ALL of the program details HERE…

      Follow us on the web for MORE Great Prize Giveaways…

    • 5. SMAIL referrer appreciation postcard every month, featuring monthly winner, charities benefited, upcoming prizes.
    • 6. Promote using VIDEO and use it EVERY where.
      The Insurance Doc™ unveils the New 2012 Referral Rewards Program

 

    • 7. ALWAYS include in your monthly newsletter.

 

  • 8. Create a Closing Phone Script (i.e.  Thanks for your time today, we appreciate your business.  Do you know about our new referral program, where you can WIN great prizes like_______?)

These are just a few ideas to get you started.  Keep in mind, it’s NOT about you. Most people move to the beat of their own radio station “WIIFM” (What’s In It For Me).

Be CREATIVE, think “outside of the box”!

If you would like to know more about what the Unstoppable Profit Producer Program™ can do for you and your agency business, CALL 800-770-9984 or Email us at info@unstoppableprofitproducer.com.

Where Is Your Revenue Coming From?

Posted on by Mike Stromsoe

I hope this finds you well and consistently implementing!

Today I’m discussing something that I find to be one of the most important systems in ANY business, including insurance agency businesses-Client Segmentation.

In the 1800’s a gentleman by the name of Pareto came up with a principle called the 80/20 rule.  What it means is that in many cases 80 percent of your revenue is generated by the top 20 percent of your existing clients.  I have been in business for a long time, and I have done the math time and time again and have found that this principle is pretty accurate.

  • – So, does your team know who your top clients are?
  • – Are you on the phone with them often?
  • – Do you they get preferential treatment when they call in?
  •  

…or is your team spending all of their time on the bottom 20 percent of your clients that are always complaining about something and constantly have problems paying their bills on time?

If so, then it is time to put our Client Segmentation system in place. I warn you – this is NOT an easy task.  It takes a lot of time and effort, preferably done by someone that is highly detail oriented and talented enough to understand the mindset and to go through your entire book of business.

In our ‘Living Agency Laboratory’ we like to think of all of our clients as an ‘A’ client.  This is why our segmentation is by ‘A’ clients, ‘AA’ clients and our top 20 percent, the ‘AAA’ clients.  In our agency, we try to pay extra attention to our AAA clients because let’s face it, we’re not spending enough time with them anyway.  We are too busy catering to the bottom 20 percent which we systematically do our very best to try to fire – meaning release them, send them on their way.

I can’t tell you enough, Client Segmentation is an absolute MUST DO in any business.

  • – Understanding where your clients are coming from, who your most important clients are.
  • – Who are the influential people that are your clients?
  • – Who are the people that if you touched that client would instantly open five more doors?
  •  

The opportunities are endless.  Are you ready to take charge of your agency today? Call 800-700-9984 or email me at info@unstoppableprofitproducer.com.  I’m here and ready to help you Explode Your Profits in 2012!!!

The Conversation Going On About YOUR Agency

Posted on by Mike Stromsoe

If someone asked YOUR client about YOUR agency in a grocery store, how would that conversation go? Would there be much of a conversation? Is there any type of ongoing dialogue with YOUR client except when you want/need more money from them?

What is your very best method of consistent communication with your clients, friend, prospects, and emergency contacts? In our Living Agency Laboratory, its HANDS-DOWN our agency newsletter. It is the most talked about, generates the most referrals and gains us tremendous credibility in the eyes of all who read and talk about our agency.

I received a call recently from a client who shared a story where they were at a charitable fundraiser, talking with someone about insurance. The other party mentioned that they were insured with Stromsoe Insurance Agency, that one of the things they LOVED about the relationship with the agency is the newsletter. The “other party” actually said “it almost seems like Stromsoe Insurance Agency is too good to be true, they are over the top” .

Here’s a quick video with an idea from our ‘Living Agency Laboratory’ that YOU can implement TODAY.

>>>>>>  Newsletter & Monthly Awareness Opportunities (video)

Good luck!

Helping you implement, execute and take action,

Mike Stromsoe, creator of the
Unstoppable Profit Producer Program™
A Coaching Program for Insurance Agents
Call 800-770-9984
www.unstoppableprofitproducer.com

PS  Just a few of the MEGA benefits of a newsletter

• More referrals
• Grow your existing client base
• Increase retention, adding more instant profit to your bottom line for up to 10 years or more!
• Get your company partners to help you with the cost

PSS  Need MORE proof? Check this out, then scroll down >>>> http://www.siaonline.com/newsletter.html

What Day Is Yours and Yours Alone?

Posted on by Mike Stromsoe

Everybody’s has one day during the year that’s theirs and theirs alone.  It seems, from a magical standpoint, that nobody can lay a hand on their day. It’s their birthday.

That’s why it’s really important to recognize people on their special day that’s theirs and theirs alone.  It just further cements the emotional relationship that you have with them.  Relationships are really, really important. Money follows trust.

Who do you want them to trust with their insurance relationship? You got it, your agency.

We send out approximately 200 to 250 birthday cards a month.  We use a specific online system for sending birthday cards.  If you’d like to know more about that just ask me about it.  I’ll be happy to share it with you.  It’s personalized.  We can change it up.  We can put photos on it if we want to.  It’s AWESOME!

This is just one more tool you may implement IMMEDIATELY to help transform your agency into a profit producing machine…

“The manner of giving is worth more than the gift.”  -Pierre Cornielle

PS A recent conversation with an agent I work with revealed that his agency started calling people on their birthday at the end of each day, each agency team member making 3-6 phone calls, less than one minute to say “Happy Birthday”. Not only was this a HUGE “WOW” for the client, prospect or COI, the agency team member walks out the door feeling great because they just made 3-6 people feel awesome. How much is that “worth” in lifetime value to the client, prospect or COI AND the agency team member AND their family they arrive home in a great mood with a great attitude about what just occurred. We become what we think about.

Top 10 Reasons to Stay in Touch – Are You?

Posted on by Mike Stromsoe

Recently spent almost 3 hours with two of the brighter minds in the insurance industry and I am blown away how far behind some agencies are in today’s marketplace. Don’t risk being one of the casualties. This business is NOT rocket science. Little known secret – a close friend of mine is a rocket scientist. I consulted with Ron a couple of years ago, took his photo and keep it on my phone to share with anyone I am teaching because my friend, the rocket scientist, confirmed this fact – This business is NOT rocket science

KEEP IN TOUCH WITH YOUR CUSTOMERS AND PROSPECTS – ALL OF THE TIME

Here are the Top 10 Reasons to stay in touch and thoughts from the author:

1. Most businesses lose 10-17% of their business every year.
Thought: While I realize this likely does not apply to most of you, you are still losing business. Why? Do you have a relationship with your clients, prospects and COI’s that will stand the test of time and any other forces that might interfere? The easiest money you’ll ever make is the money you are already making (your clients and past clients)

2. 62% of your clients aren’t taking advantage of all of your products or services.

Thought: Again – The easiest money you’ll ever make is the money you are already making (your clients)

3. 91% of our customers say they would give us a referral, but 80% haven’t been encouraged to do so!
Thought: This I do not understand…I am sure everyone on your team is scripted to ask for  referrals every time they communicate with someone, don’t they? Each outbound contact includes a “motivator” in every email, outgoing envelope, etc. Everyone on your team is also motivated monetarily to act. Right?

4. Simply saying “thank you” to your customer will increase your business by 17%.

Thought: This one is easy. Every time your team speaks with someone, this is automatic. Isn’t it? And they are writing a minimum of FIVE thank you notes a week. Right?

5. You lose 10% of your influence for every month that you don’t have contact with your client.

Thought: Another no brainer….true? We communicate with our marketplace at least one to two or more times a month (email, newsletter, faxes etc)….don’t we?

6. A 5% increase in customer loyalty could yield 20-80% to your bottom line.

Thought: Ah the Pareto Principle. We build loyalty consistently, especially with our VIP clients, don’t we? For example, we send a special VIP package every month, right?

7. Studies show that an average prospect won’t do business with you until they’ve seen or heard from you
or your message at least 7 times.

Thought: Finally, an easier question…..we have an automated, automatic follow-up system that contacts our prospects a minimum of SEVEN times, in different ways (email, snail mail, fax, voice broadcast, video landing page). Don’t we?

8. 79% of all trade show leads aren’t followed up with. Most business from a trade show comes from the vendor following up with the prospect.

Thought: Ok. Maybe you don’t do trade shows, what about networking events or other social gatherings. We always send a hand-written note saying “good to meet you” etc including credibility boosters….right?

9. 66% of your business within the next year will come from your sphere of influence.

Thought: Opportunity knocking? Well, if we are executing on 1 through 8 above, then maybe this applies.

10. Only 3% of the mail we receive is personal.

Thought: Dare to be different and STAND OUT from the crowd!! If you want to be like everyone else, do what everyone else is doing and get the same ol same ol results.

YOU are in complete control of your destiny.
What is working for you? Why or why not? As marketers, we test. Are you testing consistently?

The above thoughts and comment did attempt to be a bit humorous until I really started thinking about my own team in the “Living Agency Laboratory”….. gotta run, we have work to do!

Last thought: The only time success comes before work is in the dictionary!!

If you have questions regarding this article or if you would like to learn more about the Unstoppable Profit Producer Program, Call 800-770-9984 or Email info@unstoppableprofitproducer.com.

P.S. Be UNSTOPPABLE!

Does Your Team Stand Out When ALL of the Chips Are On The Line?

Posted on by Mike Stromsoe

Our claims service report series is one of our most requested by agents…..so what the heck is a claims service report?

Claims service reports are a custom document that we sent out to our customers a certain number of days after a claim occurs, because in our agency, we monitor all claims activity.  We don’t wait for the document or the notification to come in; we go out and get it.  We proactively hunt for it on carrier websites, we look at things that come in, and once we see that we proactively contact our clients, and make sure the claims process gets started.  In addition to that, we talk to them about the claims process, and make sure the companies are standing up to their end of the bargain and are taking care of our customers in the manner that they should be taken care of.  We really feel good about that.  At the end of the process, we send them out a claims service report, and we ask for feedback on how the claim went.  Our claims service report have a lot of different questions on them, which kind of lead up to the final question, which is, “Tell us about your claims experience,” and those claims service reports just time after time bring great feedback, and a lot of the responses are GREAT testimonials.  “Thank you, your agency just took great care of us.  We appreciate you being there for us always,” so forth and so on.  So keep in mind that that also is a positive emotional situation.  In other words, it’s not anything negative, it’s positive, and they’re feeling good about the situation.  We also forward all claims service reports to the carriers, good and bad. Carrier claims reps need to hear the good reports too. Our carriers LOVE this. We also market to the CLAIMANTS. You got it. If we are provided a name and contact information, we start a separate campaign to the CLAIMANTS. Here’s a situation that happened just last night:

I was in the office and it was late, a client walked in, I said, “Hey, how can I help you?”  And he goes, “Something great happened, and I just had to come by and tell you guys, and in addition to that I want to find my agent, because I feel like I want to give him a hug.  I’m that jazzed about the claims experience I just had” and I said, “Tell me more,” and he told me about the situation.  What had happened was, the agent in our office had gone the extra mile.  He had gone way out of his way to help him out, to make sure that a situation was resolved.  It was a situation we didn’t make any money on, but he went the extra mile anyway, and got the situation resolved for our customer, and our customer was, so happy they couldn’t stand it, so they drove down here to tell him.  And that particular agent was on the phone, so it was a great opportunity, that positive emotional situation was at its very highest at that point.  So, fortunately, we were in an area of the office which is right near our marketing room, and our marketing gal, who’s always on it, she just kind of handed me the camera, and I didn’t even have to think about it.  So I said, “Mr. Client, would you mind if we helped other people with just a few words about what just happened to you?”  And he said, “Yeah, no problem, what do you need me to do.”  I said, “I’d just like to record how you were taken care of by our agent, so I can share this with other people who might ask about our services.”  He said, “I’d be happy to.”  And right there on the spot, full of emotion, he recorded the testimonial.  So, that’s a perfect example of a positive emotional situation, which is the time that you always want to ask for a testimonial, because that’s when you’re going to get your very best testimonials.

“No one cares how much you know until they know you care.”  Be UNSTOPPABLE!

If you would like to know more about the Claims Service Report Card or the hundreds of other documents we have available through the Unstoppable Profit Producer Program™, contact Andrea at 800-770-9984 or email info@unstoppableprofitproducer.com today!

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