Episode 46 : Are You Attractive Enough

Welcome to the Unstoppable Profit Podcast. This podcast will give you all the tools to grow your business and live life on your terms. Millionaire agents and entrepreneurs think and act differently than others. This podcast will give you a simple, proven three step blueprint to grow your business. Over the past 31 years of research in your industry, Mike Stromso has created a unique philosophy called the three People Process and Production Motion. This outside the box thinking and guidance provides agency entrepreneurs just like you the knowledge and tools you can quickly implement to explode your agency business. He has been there, done that, and he's still doing it. Wherever you are today, if you're starting with nothing or are well on your way to the success you desire, with the right people, processes and promotions in place, you will be unstoppable. And now I'd like to introduce your.

Host, Mike Stromso, episode 46 of the Unstoppable Profit Podcast. This is Mike Stromco coming to you live from the Living Agency Laboratory. And today we're going to be talking about are you attractive enough? And I'm not talking about what you see in the mirror of truth. What I'm talking about is, you know, if you want to have more, you have to become more because you attract exactly what you are and who you've become. That's what I'm talking about over are you attractive enough to the marketplace or the marketplaces that you were trying to connect with? Because if you are not, if you're not different, if you're not unique, if you're not like something they have never seen before or something they want to be drawn to, we need to up our game. I just got off of a most recent boot camp and I am all fired up and uber pumped for all of you. Because you know my friends, there is nothing but opportunity in front of you and it's really up to you. It stands between you and nothing else. Go get it. The opportunity is out there. I'm here to tell you my observation of the industry. Whether it be our industry, the insurance industry, or any other industry out there, there's a lot of people who aren't willing to go get it. I will suggest as much as 80% of the force out there is not willing to do what it takes. I know that's not you. So congratulations, you're already in the top 20%. So what I wanted to share with you today is are you attractive enough? You know, Dr. Seuss said, why fit in when you were born? To stand out. I mean, if you were ever read any of the Dr. Seuss books to your children, you know, Green Eggs and Ham and Cat in the Hat and all that kind of stuff, you were born to stand out, my friends. So my encouragement is go stand out and be different than anybody else in the marketplace. So my question for you today is why? Why are people continually attracted to you or why are they not and you are your agency team over and over and over and above any and all other options available to them. That is one of my greatest encouragements as an overall mindset in any organization, whether it be your agency, my agency, or any other business out there, you got to be answering this question all the time. Why should people do business with you over and above any and all other options available to them? You, you've got to be answering that question all the time. If you wanted a ninja tip on the place to start, the place to start with that all of the time, 100% of the time is social proof. And we will, in an upcoming podcast, gonna be talking a lot more about social proof because the landscape is changing. I just got done teaching on that particular subject and through my preparation for the teaching, I've learned that landscape has changed. Back to the matter at hand today. Why should people do business with you over and above any and all other options available to them? You know, a fact in today's society is that updated.

Messages or the marketplace is inundated with messages making it into the minds of the marketplace because they're just inundated. It's a noisy, crazy, like I said, inundated marketplace. And so what's going to help you get into the prospects minds if they're even thinking about you when they hear the word insurance, do they even think about you? Your uniqueness, what you bring to the table, the thing that separates you? See, here's the thing, my friends, they don't need you. So we have to be cognizant of the fact that they do need us. And we have to make sure that we stand out in the minds of that particular marketplace. You, you know, I learned a number of years ago in the personal realm that my response is my responsibilities. Think of the best companies in the world today. You know, in the words of Tony Robbins, success leaves clues. Tony said, success leaves clues. So always be on the lookout with all of the companies around you and make sure that you are studying consistently. Your marketing mind should be humming every waking hour of every single day, looking for new opportunities, looking for creative ways to stand out in the marketplace. What are you doing to change? What are you doing to improve? What are you doing to remain fresh? What are you doing to remain new? What are you doing to remain vibrant in today's competitive marketplace? What are you doing to reinvent your organization, either part or your entire organization? We're currently in the middle of reinventing our organization for the new upcoming decade. And it's so critical to remain fresh and new and vibrant. We've got to continue to get better because if we want to capture 100% of the marketplace, we've got to improve every single day. And you know, at the end of the day, we've got to change. If we want things to change, we have to change. Many people change, you know, sometimes as often as we change our undergarments. So, yeah, things are changing that fast. So you've got to change. See, Will Rogers said, if you just sit there, you're going to get run over. Don't let that be. You See people react to something new, something different, something better. Why is it that people spend their hard earned money on the latest clothes, music, cars, whatever it might be. People want better and different and they're willing to invest in it. What? One of the greatest business lessons I've learned in my entire career so far was one of my greatest marketing mentors said, look at what everybody else is doing and do the exact opposite. Look at what everybody else is doing and do the exact opposite. You know, so to reiterate, to make sure that you got it, got it. What are you doing to change? To improve, to remain fresh, to remain new, to remain vibrant, to reinvent part or all of your entire organization, We've got to keep getting better. The day we stop improving is the day we stop growing. To repeat, the day we stop improving is the day we stop growing. Don't want that for any of you. You see, today's evolving and changing society continues to embrace new communication methods. Don't forget one important thing, and this is critical. If you want to reach 100% of the marketplace, you've got to use 100% of the ways. If you want to reach 100% of the marketplace,. You've got to use 100% of the ways, both online and offline strategies to reach the marketplaces that you wish to penetrate and better yet, penetrate deeply and intimately. And to reach the tipping point of a marketplace. You know, I learned in the book by Malcolm Gladwell, the tipping point. Once you can get to 17% of any marketplace, you've reached the tipping point and things will naturally and easily start to snowball downhill in your favor. And you will be automatically having leads and people fall into your lap more than you know what to do with. You see, if you want to continually attract people into your target markets, whether it's your team members, and let's be clear here, everything that you're doing to position yourself in any way marketplace is across the whole sphere, whether it be clients, prospects, people in your community, centers of influences, and team members. So you've got to be on your game all the time. So if you want to continually attract people into your target market from your target market, whether it's your team members, your prospects, your clients, or your centers of influencers, or anybody else, you must continue to improve your game. We remember the three keys to ongoing improvement is never be settled, never arrive, and complacency kills. Never be settled, never arrive, complacency kills. And one of the things that I've been talking a lot about lately, you know, I had a newer agent come up to me recently, and this seems to be an ongoing question. And my answer is pretty simple and it's pretty consistent. This agent said, hey, what are the first things that I should be doing right out of the gate? Easy answer for me. You've got to work on yourself every single day. You've got to work on yourself every single day. You've got to consistently improve. You got to find a new way to improve yourself. You got to find a new way to improve your business. You've got to work on yourself every single day. Secondly, you've got to find a way to give back every single day. You've got to find a way to give every single day. That could be a lot of things, but the most important thing is without the expectation of anything in return. Thirdly, just implement. Just implement. Implement. Execute. Take action. Take action. Take action. Something's going to happen. There might be a win, there might be a lesson. You've got to implement, execute, and take action with a belief in faith, knowing because of your ongoing personal development and getting better, you're going to be better skilled and positioned to do a better job with it every single day. Okay, let's keep going on this. Always be proactive. Never be reactive. Always be proactive. Never be reactive. I've got a few ideas and I'm going to rip off a quick list and you have the opportunity to stop and go on this so you can quickly write them down. Remember, what gets written down and crossed out. You gets done. Back to the work on yourself every single day. Get better every single day. Give without the expectation of something in return and just implement. I'm going to give you some takeaways from this podcast that you can easily implement starting today. Number one, I know I get a lot of pushback on this. It's an offline function, but I find it to be extremely effective, especially when you personalize it. Handwritten thank you notes on any occasion with a meaningful personal notation included. Where do you put the personal notation? Put it as a ps. The mind is naturally drawn to a ps. Okay. Handwritten thank you note for renewing a policy Handwritten thank you note for obtaining a proposal. I mean the sky is the limit. Do you send handwritten thank you notes to your underwriters? Do you send handwritten thank you notes to the president of your top company? Thank you. Think about this for a minute. Positioning, positioning, positioning. Email or text thank you for buying or renewing a policy Video Introducing an account manager or a team member Proactively calling your customers before the renewal arrives Proactively calling before the renewal arrives. There's a lot of schools that thought it was when we should proactively call I believe off renewal. I believe off renewal. Because then we're not talking about price, we're talking about other things. Most importantly protection. Program your agency management system to notify your team of rate changes over a certain percentage. Next, instead of setting an autoresponder and making your client work harder to reach you, auto forward emails when people are out of the office with an autoresponder that the new team member is already working on the request and you got nothing to worry about. It's a flipping phenomenal strategy. Just have your team members, instead of putting in an autoresponder put the message again, hey, I'm out of the office. But your email has been automatically forwarded to Janie and Janie is already working on a request. She will be in touch as soon as possible. By the way, in case you need her right away, her direct telephone number is her email is that's it. The client doesn't have to lift another finger. They're on with their day. Make it so easy for people to keep giving you money. Have a live Person answer your phones 247365 have a team member shoot a video sharing why they love being an independent agent or better yet, every team member shoot a video sharing why they love being an independent agent Shoot a video with clients telling why they prefer to trust an independent agent. Send a proposal via email or video or both to a prospect and client offering a line of business you don't currently write along with indicating the premium. Case in point, let's say you do a proposal for home and auto for somebody, but that's all they ask for. Give them the umbrella. Give them the life insurance. Give them, say, another line of business they may not have asked for. Why not you? And why not now? What's the worst thing that's going to happen? Maybe they'll buy it. Wouldn't that be flipping often? Next, Go the extra mile Whenever possible, think of ways to go out of your way to go the extra mile. Most importantly, just ask every time. Just ask every time. You never know what's going to happen. Good chance is if you ask with the right heart, the right tonality, the right reasoning, the right scripting. Good chance you're going to get a yes. Ask personal lines clients who their employer is and if the employer would like a commercial lines account review. But by the way, don't say commercial lines, say business insurance account review. My apologies. I'm thinking like an agent. I got to think like the marketplace that I'm trying to penetrate. Ask them if they like a business account insurance account review. Next, do a complete account review for anybody anytime. Next, follow up on completed quotes all the time. I would suggest if you need a place to start, start with the prospect database that's already in your systems. If they raise their hand once to reach out to you to talk about insur, there's a good chance that they might remember you. Will remember you. They trusted you. At some point. They still trust you. Go close them. Follow up on any completed quotes all of the time. Help anybody in your community in any way. Next, suspense and work your suspenses. Next, brainstorm with your teammates about any new opportunities. Then go implement a game plan and hold each other accountable and huddle as necessary to get it done. Next, constantly be rounding out your accounts all the time. Next, call people on their birthday. Hit them on social media with a singing birthday message or a video and.

Send them a birthday card. Three options for you. We do all of those options. Next, send a free report to anybody anytime on any insurance subject. One of the things we have in our unstoppable profit producer coaching programs is the whole library in word at people's fingertips. Next, ask a tactical question and listen for any opportunity in every conversation. Next help somebody in any way that makes a difference for them. It's all about them, never about you. It's all about them and never about you. Next, build your coi, meaning center of Influence list and keep nurturing it, keep caring about it, keep finding a way to help them. Next, Tell people about your website, your blog, your Facebook fan pages, your LinkedIn pages, your Instagram pages, your Twitter pages. Awareness is a huge opportunity, my friends. Prospect a certificate holder. Prospect a claimant. Call your AAA clients every quarter just to check in. Send a copy of your liability limit sheet with a cd. We created a custom CD from.

An insurance agent who I met who called me and wanted to talk about something. But I later found out she was an attorney and she was a business asset protection attorney. Oh my gosh, what a day that was. So I asked her if I could interview her after I gave to her what she was looking for. We have a liability limits calculator sheet that we use. Next Send a life insurance Send a life insurance quote to any auto client. Send a life insurance quote to any auto client. Send a work comp quote to any CGL or BOP client. Send anyone a video to build relationship on something personal. And by the way, if you want to promote something personal, Kids and animals. Kids and animals. Kids and animals are things that people are naturally drawn to. Personal follow up call after 21 days after the sale to make sure that all is in order. Personal Follow up call 21 days after the sale to make sure all is in order. Half anniversary letter or call send a third party endorsement letter to prospects, cois and others. My friends, the sky is the limit all the time. The best news is that you need to look no further than your own existing acre of diamonds. Because, my friends, you are currently standing right in the middle of your own acre of diamonds. An amazing story told by the late, great Earl Nightingale in an upcoming podcast. I'm going to share with you the complete story of the Acre of Diamonds. Because, my friends, it changed my life forever. And I know it will change yours too. My friend, you have a whole list of opportunities that I just shared with you to reach your existing acre of diamonds. My encouragement for you is today, go implement something. Go help somebody. And as a reminder to wrap up podcast episode number 46, you got to be improving every single day. Find something to do every single day to improve yourself to get better every single day. Number two, find a way to give to somebody else every single day without the expectation of something in return. And and third, go implement. Execute and take action. This is Mike Stromcel coming to you live from the Living Agency Laboratory. I hope this has helped you today. I can't wait to bring it on the next episodes of our Unstoppable Profit Producer podcast. My great ask for you today is because I truly am an ask whole. Yes, that's something that we talk about. Everybody in our coaching programs has that automatic degree. They are an asshole as well. If you get value out of our podcast, please share it with somebody else. If you get value out of our podcast, please share it with somebody else and share with them. Everything that we're learning here. We are going to be bringing it like nobody else because another item that I learned in our recent boot camp we all need to continue to up our game. We all must continue to up our game. Our game can never be big enough because when our game gets bigger, we grow. You've got to major in the majors, according to Jim Rohn, and I'll be sharing that in an upcoming podcast as well. My friends, again, this is Mike Samson coming to you live from the Living Agency Laboratory. I'm grateful to share with you today. Until next time, make a difference, be unstoppable and leave no regrets. Thank you for listening. If you would like to listen to more episodes or share this podcast with someone you care about, please visit www.unstoppableprofitpodcast.com now go out and make a difference. Be unstoppable and leave no regrets.