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Category: Unstoppable Thoughts

The WHY

Posted on by Mike Stromsoe

The end of the first quarter is near, are YOU still laser focused on your goals or have you lost some of your drive?

It is during this time that it’s critically important to clearly understand the “WHY” in what we do.  This is a significant factor in knowing where you want to go and culminate this year.

Our team recently had the opportunity to view a video about the “WHY”. It was a video that has caused daily reflection for some time. In fact, so powerful, we felt it would be unfair not to share it with each of you.

The focus is WHY we do what we do, whether it be in business or in life. Below are some of the key points of the talk. We hope these simple, yet important thoughts truly make a difference for you, your family and your business this holiday season:

Why – Why we do what we do – It is our purpose, our cause, our belief system. Why do we get out of bed in the morning or why does an organization exist?

How – How people do it – your differentiating proposition. The processes by which we do what we do. Does our make “all the difference” for others?

What – What is it that we do? Do we have clarity on our mission?

People aren’t in it because of what you do, they are in it because of why you do it; When the opportunity to connect with people who believe what you believe arises, a common why occurs. It is our hope that everyone will consider the WHY in everything you do and that your true belief will reflect in your efforts, whether it be business or pleasure, family or friend. Every relationship matters.

There is so much to be thankful for–our families and friends, our health, our homes, our daily lives. And there is incredible opportunity going forward in 2013.

Thank you for your support, confidence, your business and friendship!

 

Mike Stromsoe
The Unstoppable Profit Producer

PS Are you ready to start living life on your terms and for your WHY, let us help.  The next Agency Wealth Mastery Academy LIVE 2 day event is right around the corner.  This event is designed to give you EVERYTHING YOU NEED to put your agency on autopilot… so you can enjoy more PROFITS, more FREEDOM and more time off in 2013!

Take Action NOW – full event details here!!!!

 

 

Freedom ROCKS and How to Get More of it!

Posted on by Mike Stromsoe

One of the most frequent questions I get from other agents and entrepreneurs is how do you get so much freedom and don’t you worry about leaving the office for extended periods of time, whenever you want?  I used to, but not anymore.  You see, the agency that supports the life of my dreams has been carefully built and, consequently, I’ve taught the people that have earned the right to be part of our team to also create their individual opportunities daily to support the life of their dreams too.

I’m talking about the slowly hired team members that work in the Living Agency Laboratory. Yes marketing, operations and the rest is of paramount importance, but having the right team members strategically positioned in each facet of your money machine is the NUMBER ONE priority. One of the keys to maintaining our team is something that we just completed, which I affectionately call “Team Member Vision and Check-Up Day”.  For me, these days are some of the most important days of the year and before the day comes I plan, plan, plan and visualize in my mind exactly how it’s going to go.  This is what it looks like:  Every team member gets approximately one hour in my office, behind my closed door, to have a conversation with me and me only about their current situation, their future situation, and how they can contribute to our business going forward.

Additionally, we allow them some time to talk about personal things, if need be.  Before I go into this day, I always prepare a one-page script of very pointed questions, designed to elicit information, thoughts, visualizations and other matters of importance that need to be discussed.  Through these conversations, we are able to help the team members solidify their current goals, personally and professionally, start planning for their next set of goals for the coming year, and overall discuss how they can be a better team member, contributor to our agency and to the goals of our agency heading into the future.  Every time these meetings happen, it gets better and better.  This not only gives the team members a lift and gives them clarity in what they’re doing, it also helps me be a better leader and helps all of us collectively plan for the future and to set goals for the coming year.

After going through the process this year, I’ve now decided that I’m going to perform this twice a year at a minimum.  The nuggets have become so valuable and have helped create great clearness in where we’re going into the future.  In addition to that, it positions me as a team leader and agency owner to make changes in our personnel and the way we do things, our scripting, our operations, and much, much more.  By designing these conversations with specific questions, we are able to help the team members see exactly where they’re at.  If there are things that need to be fixed, it’s the perfect opportunity.  In the sessions that just ended, I planned one of the chairs in our agency, a very key chair, for many years to come(as long as she holds up her end of the bargain).  That lifts a potential burden off of my mind, allows me complete focus on the things that I need to continue to do so that our agency continues to churn money week after week, month after month, year after year.

Thought it would be helpful to list a few of the key scripted, pinpointing questions that I asked my team t behind closed doors:

1.            What thoughts do you have about your progress and our progress in 2012 so far?

2.            Why do you show up daily?

3.            Are team meetings of value to you? Why or why not? What can be done, in your opinion, to improve them?

4.            What are your expectations of this business to support your growth and advancement in the insurance agency business in the future?

5.            Discuss your expectations for yourself for 2013

Note: the most important part of facilitating these conversations is to STOP TALKING after you ask the questions. The answers and information you are looking for will come if you just listen for it.

Make a Difference, Be Unstoppable, Leave NO Regrets

Mike Stromsoe

 

Do NOT Conform!!! And Get Your ASK in Gear!!!

Posted on by Mike Stromsoe

Conformity- is that YOU? Many years ago, I heard a message about conforming to what everyone else in society does. Like so many other HUGE lessons in life, it came from outside of our industry. And just like so many more HUGE lessons, it happened because of our children. On a side note in the event you did not know, my wife and I raised (at least we gave it our very best shot) six kids. The lesson on conformity that opened my eyes and ultimately became ingrained into my being was at a youth event that I attended with some of our kids where former Oakland Raiders quarterback Jay Schroeder was speaking. Part of Jay’s message was about conforming to the rest of society. Jay went on to say that if you want to be like everyone else, then do what everyone else is doing. BUT if we want to achieve a higher level, in any facet of life, you must NOT conform. You must do things differently that the rest. One must be their own person, be themselves, and develop their own personality. Personally or Professionally, there is only one you. Make that you unique and share all of it with the world to “make a difference”.

So I ask you…..Are you falling prey to conforming and operating like every other agency out there? If that’s the case, then I am sorry to hear that you may be experiencing tougher times right now. Many agents we talk with are looking for some type of “magic pill”. THERE IS NO SUCH MEDICINE. They feel they can simply copy exactly what another is doing and it will instantly work in their marketplace. This is rarely true. What is accurate is adapting real world, proven thought processes and converting them to one’s own personality and marketplace is where genuine winners begin. Another piece of brutally honest truth is that hard work and sacrifice will be part of the process. Also on the list will be experiencing failure. Yes, there will be setbacks that will cause you to dig deep and find out who you really are and what you are made of. If you had time to digest my recent blog post, it’s called “The Mirror of Truth”.  I challenge you NOT to conform – ever. As part of your effort to create the agency that supports the life of your dreams, start with your next marketing campaign, operational upgrade or scripting effort.

Since we are talking about scripting, NOW is the perfect opportunity to make your team, your agency, every word that is uttered from their lips part of the “Unstoppable Non-Conforming Solution”. Don’t forget, you are the entrepreneurial leader of your organization and every word uttered from your lips will be the example your team follows.

BUT, if you are one of the non-conformist leaders who only subscribes to profitable and efficient operations-CONGRATULATIONS! Replicate what you are doing – FAST.

A critical part of implementing your new “Unstoppable Non-Conforming Solution” must be getting your Ask in Gear. Every call, every meeting, every conversation is a SALES opportunity. This is why you must be scripted ALL of the time. Make sure you continually educate your team on the importance of having their Ask in Gear every time. Make sure your scripts follow the process. Ask in Gear every single time. Leave NO Regrets –

 

To Your Massive Success,

Mike Stromsoe

PS  After speaking to a group of agents, it was crystal clear again. I am continually perplexed about one thing time after time-AGENTS DON’T ASK!!!

Watch this quick video for one idea to change this bad habit in your agency – JUST ASK!!!

Hope this helps, hope you are willing to non-conform, hope you take action. Good luck!

 

The Mirror of Truth

Posted on by Mike Stromsoe

Being Unstoppable, Making a Difference, Leaving NO Regrets

 

All we want is your success. I am asked all of the time why I spend so much time helping other people. It’s easy. There is NOTHING better than helping other people who want to be helped. It’s definitely a top 3 rush in my life. It all started and became very clear with the “airport story”. I was visiting an agent who “got it”. They had the fire in their belly, no fear, an implementer and more. During our two day, on-site consultation at their office, we laid the foundational tracks to change their agency to support the life of their dreams. A written plan with deep, detailed explanation of exactly what needed to be done. The on-site consultation was Off-the-Charts! Pulled into the car rental return facility after the two day on a Friday night. The two young gals working the kiosk hit me with a question that changed my life – “What bar did you come from?” As much as I like a good libation, I had not come from a bar. I asked “why do you ask?” They said “We can tell you are on TOP of the world!” They were right; I WAS on Top of the World. There is NOTHING better than helping someone who wants to be helped.

The results we are after? All we want is your success.

I just got done reviewing a new application for our exclusive coaching program for successful insurance agents. We have decided to approve this new application (not all are approved, remember, All we want is your success). The new member of our UPP family says he wants to become our biggest success story! Like that. I thought it would be helpful to share with you a few bullet points from our special application. I challenge you to take the bullets below and answer these questions as they apply to your own life, personally and professionally:

  1. 1. What Matters Most?
  2. 2. Making a Difference: How would lives be changed if your business were more successful?
  3. 3. Creating Your Legacy: How do you want to be remembered by________? There are many options to fill in this blank.
  4. 4. Living Life Completely – Can You and Do You?
  5. 5. Using Business to Support Your Life? Do You?
  6. 6. Acknowledge Your Fears and Strengths – List Them, ALL of Them
  7. 7. The Mirror of Truth – Look at this very closely. Like what you see? If you don’t, who kicks your ass and helps you?
  8. 8. Share in detail your written plan for success over time – 1,3,5 years and beyond
  9. 9. How much do you want to work?
  10. 10. How much money do you want to make in the next 12 months?
  11. 11. How much vacation time will you take in the coming year?

 

Honestly, these are just a few of the questions. Massive and complete success takes absolute 100% commitment to accomplish your goal(s). Remember, we get what we give – give 66%, you’ll get 66%. It’s not rocket science; it’s been this way since the beginning of time.

One other observation from the marketplace of business owners who are trying to lead the pack and are not having the success they desire – conformity.  People acting like everyone else…without knowing why or where they are going. Know who you are, who you want to do business with and where you are going.

One last thought before we part this month: give the above 11 questions to each of your team members during your team meeting this week. Make sure you share with them why these are critical to each activity they execute every day. Remember, they have a J.O.B because that’s what they want. If they wanted to own their own agency, they certainly wouldn’t be putting up with your crap. People are silently waiting to be lead – LEAD THEM!

Be Unstoppable, Make a Difference, Leave NO Regrets!!

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 [email protected] today!

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.

Be Unstoppable when taking care of your customers! “No one cares how much you know until they know you care”

The Five Steps Of Learning And Retention – Part 2

Posted on by Mike Stromsoe

The second step is Repetition.  My research of a university study revealed that an idea that was read or heard only one time was 66% forgotten within 24 hours. But if that same idea was read or heard repeatedly for 8 days, up to 90% of it could be retained at the end of the eight days.

So once you’ve read this manual all the way through, go back and read it again. But this time read with a highlighter, a pencil and notepad handy. Mark up the book. Write down the ideas you feel fit your personal business situation. This repetition will help you retain more of the information than if you had read it only once.

The third step in the learning and retention process is Utilization. This is the “doing” step. It is here that neuromuscular pathways(the study of this has been fascinating) are actually developed, creating a “mind‑muscle memory.” And according to the study quoted earlier, once you physically experience an action, it becomes twice as easy to recall as if you had heard it only.

Fourth, is Internalization. Actually making the idea a part of you. That may involve some customizing or tailoring of the idea to fit your situation or style, but it is vitally important for you to personalize the idea and make it “yours”.

The fifth step is Reinforcement. In order to maximize the effectiveness of an idea, you should continually be looking for ways to support and strengthen it. The more you can support the idea, the more you will believe it, the longer you will retain it, and the more effective it will become in helping you serve your customers’ needs.

Now, what does all this have to do with your business? Simply, this. In your daily business and personal activities, as well as throughout your experience with the information in this article, you are going to be overwhelmed with great number of ideas.

Some will be brand new, that is, you’ve never heard them before. Some will be ideas you have heard in the past, but have forgotten. And others will ideas you come up with on your own as a result of something that was triggered in your mind as you read. Understanding and applying these five steps in the learning and retention process can help you retain more of what you read and experience. These experiences can then be implemented and executed to put more cash in your pocket!

The Five Steps Of Learning And Retention

Posted on by Mike Stromsoe

Learning – the acquisition of new information or knowledge, and Retention – the ability to capture that information and recall it when wanted or needed, is actually a process that involves five steps:

First, is Impact. That is, actually receiving the idea in your mind. Impact can be in the form of a word, a visual observation or a concept. It makes no difference. Your mind isn’t capable of making a distinction between a visual or an actual experience. Nor is it capable of determining the difference between a conscious or an unconscious impact an idea may have on you. As far as your mind is concerned, those experiences are all the same and your mind will accept them, regardless.

If information or an experience appears real to your mind, your emotions and nervous system will react as though it were actually real.

To illustrate this point, try this simple experiment:

Seat yourself in a comfortable chair, feet flat on the floor and your hands resting comfortably in your lap.

Close your eyes, take a deep breath, let it out slowly and relax. Take another one. Let it out slowly. Relax even more.

Picture in your mind a lemon resting on a table in front of you. Visualize it. See it clearly. Look at its shape – its color – its texture.

Now, mentally reach out with your hand and pick up the lemon. Bring it up to your face. Look at it closely. Squeeze it. Do you notice how firm it feels? Feel the texture of the lemon’s dimply and waxy skin. Notice the lemon’s yellow color and round shape, with its pointy ends.

Now, hold it up to your nose. Smell it. Do you notice the lemon’s citrusy smell?

Place the lemon on the table and mentally pick up a knife that’s laying nearby. Cut the lemon in two.

Pick up one half of the lemon and see the juice dripping from it. Bring the lemon up to your nose. Smell it again. Now bite into the lemon.

What’s happening to you right now? Is saliva flooding your mouth, both in your mind, as well as physically?

Now consider what just happened. In actuality, there was no lemon. You just pictured one in your mind. While this was just a mental exercise, and the lemon was just imagined, chances are, if you are like most people, the mental image you were playing on the screen of your mind triggered certain responses which manifested themselves physically. So, you can see by this demonstration, that Impact, is a critical step involved in the process of learning and retention.

Being a Unstoppable is ALL about IMPACT. The next steps are coming to you over the next few weeks.

Until, then GO IMPLEMENT something!!

 

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 [email protected].
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 [email protected], 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

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