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Singles, Not Home Runs

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!

How Important is WHAT Comes Out of Your Mouth?

Many agency principles think they can just “wing it” or they “know what they want to say.” True that, but what about every person in your office? On the telephone, you have 7 seconds to grab and hold your prospect’s attention and frequently you don’t get a second chance.

I’ve been in business for 31 years, and before that, starting working for my dad when I was 12. Using a script on every call is imperative… Why?  Because I know what happens when I don’t…

Using a script will help build confidence because it will be known what needs to be said, what questions to ask and it will be known where the conversation should go.  It keeps the person handling the call focused, eliminating the opportunity to get side-tracked or off the subject matter and wasting of precious profit time.

The key to a successful good telephone sales and prospecting call scripts, is a well thought out presentations that says what you want to say, precisely and succinctly, yet that still gives you room to maneuver. Your goal with a call script is for your prospect to hear you and for your prospect to get “hooked.”

Write your script the way you talk – and get to the point! People actually speak more in phrases or fragments, with pauses, sometimes improper grammar and the occasional ah or um…

So what makes a good prospecting sales script? Here are a few questions to ask yourself when beginning the script writing process:

  1. 1.  What is the purpose of this call?
  2. 2.  Who is this person I will be speaking with?
  3. 3.  What are the questions I need to ask?
  4. 4.  What is the potential solution for the prospect or
    customer’s problem?
  5. 5.  What is the next step?

And now it’s time for the close…  ASK for what you want! All your hard work is worth nothing if you do not ask for what you want.  If you have the best product, why are you afraid to ask people to buy it?

Happy implementing,

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 And role play with others…. Your team members internally, family members, whoever is willing! Practice is NEVER over for the successful pros!

PPS 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 [email protected].

Here are a few words from another agent, just like you, about Mike Stromsoe and the Unstoppable Profit Producer Program™:

“With pleasure I recommend Mike Stromsoe. Mike is continuously pushing forward with new ideas on how to create value to his clients, employees, and business partners. His creativity and implementation is what sets him apart from the pack in his quest to be best business owner/entrepreneur he can be. There are few others who are as accountable as Mike Stromsoe. Plus Mike can lay the hammer down during his cycling training rides. Ride ON!”

Sean McCreary

Owner, M3 Insurance

Who is YOUR “Ideal” Client, Any Clue?

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 [email protected] 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 [email protected].

Affinity Marketing – It’s a Natural Fit for You

Niches to riches…..if this sounds good to you, then read on!

Affinity marketing is kind of a sub-segment of a niche marketing program, but it can make your niche marketing campaign and your entire agency machine more powerful than ever.

Read my own story below, it’s an example of how your “affinity” can positively affect a niche marketing campaign:

“I started working in my dad’s restaurant when I was 12.  He hired me with one condition. He made me agree that I would work harder than anyone else or I would be fired. I agreed. I started making pizzas. I’d stand next to the girls and they’d show me what to do. They would say, “Crimp the edge a little bit more here, don’t put so much pepperoni on it, and if you do this – don’t put too much sauce.”  They taught me the ins and outs.  After awhile I was making the pizza dough.  In fact, I still have the pizza dough recipe at my house, because I use it from time to time.  There was a long stretch there when I had it memorized.  It was who I was.”

 

“Nowadays, when I’m working in the agency business, I can walk the walk, I can talk the talk, and when I walk into a restaurant, I understand everything that’s going on in the kitchen.  I understand – to boot, I also ran a restaurant for three years as well. So I understand why the mats need to be cleaned every night.  Why they need to take the filters down and run those through the dishwasher, maybe every couple of nights, or maybe once a week is good enough.  I understand why their Ansul system needs to be up to date.  I understand the heat concerns, and the food-borne illness concerns, and what the implications are of someone getting sick off your food, and what the potential liabilities are, and how to talk to your people about serving liquor, and everything that’s involved with that, because it’s who I was and what I did for a number of years.  I was emotionally involved from the deepest part of my soul.”

By having a history deeply entrenched in an affinity market you can tip the marketplace in your favor… What is your affinity market?

Finally, He Was Listening…

I was having a conversation recently with one of our kids who works at a school, we were discussing their marketing program. Note that the school is a private school, so they’re responsible for bringing in new students into the school.

He was talking about one of the recent marketing programs that they tried that was not real successful, and after asking a couple of questions, I quickly determined that they were trying to send the wrong message to their target market, and it caused me to think that I need to make sure that everyone has a crystal clear understanding of the “Three Ms”.

The first M stands for Marketplace – Who is your market place? What do they think about? What are they looking for? What might be the pain in that particular marketplace you can satisfy? What wakes them up in a cold sweat at 3:01a.m.? Until you know the answers to these questions, you can’t send a message to that market place nor can you create a media to send that message. So, the answer to the first M is to know everything that needs to be known about your marketplace.

The second M stands for Message –  Again, what message are you going to be sending to your particular marketplace? Will that message satisfy and solve a current pain that they might have? What’s going on in the marketplace? Are things changing constantly? Is your message going to answer that question that silently playing in their mind consistently? When you come up with the right message to match your market place, you’re well on your way to maximum ROI.

The third M stands for Media –  Okay, so you’ve identified your marketplace, you’ve learned about what’s going on in that particular marketplace, you’ve created the perfect message that is going to match the pain in your marketplace. So what media are you going use to deliver your message? A postcard, a letter, a priority mail package, a silver platter? What will be the attention getting device that will get your message read? And more importantly, what will cause them to ACT?

It’s not easy…. but nothing good in life is.

And that’s not all – More Intimate Details That Will Answer Every Question Above The 3 M’s
press this link >>>> http://bit.ly/f7USoE right NOW!

Stay Tuned –  71 More Insider Secrets To Be Revealed….. until then, Make a Difference, Be Unstoppable, and Leave No Regrets.

Is Your Retention Rate Where You Want It?

Coaching clients, other agents and, frankly, business owner clients ask why we invest so much time in “keeping in touch” with our prospects and clients?

Here’s a short video with ALL of the answers:

>>>>>  http://bit.ly/cZEqsL

Happy Implementing,
Mike Stromsoe, Creator of the
Unstoppable Profit Producer Coaching
Program for Insurance Agents
www.unstoppableprofitproducer.com

PS Here’s another TRUE story that just went into our most recent agency/client newsletter, WOW!!!   A new client actually wanted to know if her insurance was costing her MORE because of the level of service she received –

We Say “Welcome To Our Family” for Many Reasons

We are so fortunate that so many people, families and businesses continue to place their trust in our Total Protection team! As many of you have experienced, we send out a multiple piece “Welcome Kit” to show our deep gratitude. Here’s a true comment from a recent new client: “Your service and now the welcome kit is truly appreciated, it’s so obvious your care about your clients. That’s a big reason I chose your agency, but is this “extra service” (welcome kit) and everything costing me more money?” Great question – the answer is NO. Our agency earns money from the commissions paid to us by the insurance company partners we represent. We charge no additional fees of any type. It is solely our choice to reinvest some of our revenue in the most important segment of our business – our customers!! This is why we say “you are the reason we have a business and you are appreciated” Thanks for asking!

Insider Secret Marketing Tip on Exclusive NEW Direct Mail Piece

We mailed this piece about 2 weeks ago, the leads continue to pour in. Current estimated ROI about 11 to 1. Why?

Visit www.unstoppableprofitproducer.com to find out more.

Here’s a few hints:
1. Our own “acre of diamonds” only
2. AAA and AA – AOD’s
3. Lumpy
4. No Return address

Just ASK and I will share everything I know with you….

Call me at 800-770-9984, anytime

Good luck on implementing, executing and taking action today!

The Conversation Already Going On In Their Minds

A previous blog discussed the three M’s of marketing- Marketplace, Message and Media. Today’s insight brings to you a message that will help you put yourself in a position where you can penetrate your marketplace because you will be messaging to the conversation that is already going on in their mind.

Successful marketing penetration demands an extensive understanding of the heart and of the mind of your marketplace. There really is no effective short cut to enter the conversation already going on in their minds. Yet, most people when they create a marketing program, rush through this step or they skip it all together. If you find out information on just a few subjects, it would give you a solid foundation for crafting a message that would get your marketplace to respond quickly and vigorously.

Here are a few samples to get you started:

1. What keeps them up at night, what causes them to wake up at 3:00 in the morning in a cold sweat? What do they worry about?

 2. Who are they mad at, what makes them angry? Is it their competition?

 3. What threatens their life and their well being, what do they fear?

 4. What do they wish they had more of? (greed)

 5. What do they dream of or what are the excited about, what do they hope for?

6. Who markets anything to this group and how do they do it?

7. What do they read, what kind of material do they look at, what kind of literature do they study?

 8. What do they know about your product? What don’t they know about your product? Try asking this of your marketplace sometime.

 9. If you could wave a magic wand for them, what do they want you to do? This helps you prepare your message to them.

 10. What’s unique about their language, can you walk the walk, talk the talk, of your marketplace?

 11. Do you by chance have any affinity in this group?

 12. Who are the VIPs in this group; this could be an entree to marketing to this group?

Find a key player in this particular marketplace and spend an hour or more with them, take them out to lunch, take them out to breakfast, setup a phone call, dig in to learn what is going on to the minds of your marketplace, it’ll give you a great start to crafting the message that will cause your marketplace to massively act and put more freedom in your bank account.

Good luck.

PS Make a difference, Be Unstoppable, Leave No Regrets