According to, Neil Pasricha, the author of, “The Book of Awesome” and the winner of two Webby’s in 2009 for Best Blog:
50,000 blogs are started every day.
I had an agent tell me that if he started a blog, it would get lost in the world of the Internet, especially if everyone started one. He is right, but that is the nice thing about Social Media, you have contacts (I hope) and therefore a captive audience: your clients and your friends. They start the ball rolling, others see the ball rolling and jump on for the entertaining read.
Things to remember when diving into Social Media:
· It cost nothing. One more time, IT COST NOTHING! (I knew an agent who was spending five digits a month on yellow pages. Do you think he is still worried about his “Double Truck” ad, or more worried about how to do it for free and casting a larger net?)
· All links are equal. (My link is just as good as the Webby winner’s link, he just has a bigger, better ball rolling. However, he admits when he started, his mom was his only follower. My Mom follows my blog too. It’s not up her ally and she is always suggesting I change the content to include pictures of the grandkids. I’m not sure she understands this is written for the Insurance/ Sales professional.)
· It’s OK to lose a little control (remember Mr. Splashy Pants, link below).
Now, Neil’s Three A’s of Awesome With the Blog Spin:
1. Attitude - Are you growing or shrinking? Are you happy or sad about it? When was the last time you tried something new? It’s a big industry; is there more you can learn?
2. Awareness – Are you aware of what your audience wants to hear and what they need to hear?
a. They want to hear that you can save them money. They need to hear that you can adequately protect their assets using examples, and that you can explain coverages better than any other agent in town.
b. It is my hope you want to hear the results of the surveys, know what others are doing, know you are out-performing others, and be heard. I think you need to hear about, well, this exact topic. What do you want and need to hear about? And don’t ask for more pictures of my kids, like my Mom.
3. Authenticity- They need to hear it in your unique voice. When I started this weekly email I worried my bosses would read it, because it was a little too authentic. Turns out most of you, and they, like it. (Unless you are all lying to me. If so, keep lying.)
Neil's Three A's of Awesome With No Spin On It:
Attitude- Bad things happen. Grieve and move on. Victor Frankl, author of Man's Search for Meaning, wrote, "to live is to suffer, to survive is to find meaning in the suffering." Cry, learn, cry again, and then MOVE ON.
Awareness- Look at everything with appreciation. I lived in Mexico for two years. When I got back I slept on the floor for weeks because I had missed...carpet. Whenever I go to Colorado, I roll in the grass like a kid because I miss Colorado grass and hate Texas grass.
Authenticity- I like musicals. I always have and I always will. Rosie Grier was a 6'5", 300 pound linebacker in the NFL and off the field he loved to do needle point. After retiring from the NFL, he even wrote a book about it.
Reference material.
http://www.ted.com/talks/neil_pasricha_the_3_a_s_of_awesome.html
www.1000awesomethings.com
http://laughingsquid.com/alexis-ohanian-ted-talk-about-mr-splashy-pants/
Friday, January 28, 2011
Saturday, January 8, 2011
Sales 101
Sales 101: What do you learn in a sales/marketing class on the first day within the first minutes? Differentiate yourself from the competition IMMEDIATLY!
Can you guess how I try to do that? (Anyone who knows me probably knows already. In fact it was the topic of conversation a number of times this week with old and new clients.)
Ever wondered why I introduce myself as, Shawn Michael Walker? Because no one else uses their full name! People think it is funny (more like ridiculous), and therefore almost everyone remembers it.
Common reactions to the full name intro:
1. "What was that?"
2. "OK? I am, _______________" (insert new acquaintances full name here.) (My favorite response!)
3. "So is it Shawn or Shawn Michael or Shawn Michael Walker?" (My client just repeated my name three times; without knowing it they are putting it to memory.)
4. The classic repeat in question format. "Shawn Michael Walker?"
5. The reintroduction to others, “everyone, this is Shawn Michael Walker!” (Now they get to deliver the punch line, they get to be the silly one)
6. "That sounds like a country singer."
7. "Why do you do that?"
8. "Were you named after anyone?"
9. And another favorite (but I have only gotten it in Texas, twice): "Are you a serial killer? You know only serial killers go by their full name?"
Side note: I have a 40 year-old single friend who asked me what he can do to change his approach with the opposite sex. I offered my advice, "instead of introducing yourself as every other "John" they have ever met, introduce yourself as "John J. Stephens." Two things will happen: they will ask if the "J" is an initial or if it is "Jay," and secondly, the conversation will last longer than a few seconds."
He used it, reported outstanding success with it, and when he introduced me to his new, more-permanent significant-other he said, "Michelle Jane Jones, this is Shawn Michael Walker." She told me the different introduction started a conversation that lasted them all night long and that introduction is still a key piece of their relationship.
In every situation, business or personal, what differentiates you in your introduction? What makes you stand out? What makes your business recognizably different than that of others?
Can you guess how I try to do that? (Anyone who knows me probably knows already. In fact it was the topic of conversation a number of times this week with old and new clients.)
Ever wondered why I introduce myself as, Shawn Michael Walker? Because no one else uses their full name! People think it is funny (more like ridiculous), and therefore almost everyone remembers it.
Common reactions to the full name intro:
1. "What was that?"
2. "OK? I am, _______________" (insert new acquaintances full name here.) (My favorite response!)
3. "So is it Shawn or Shawn Michael or Shawn Michael Walker?" (My client just repeated my name three times; without knowing it they are putting it to memory.)
4. The classic repeat in question format. "Shawn Michael Walker?"
5. The reintroduction to others, “everyone, this is Shawn Michael Walker!” (Now they get to deliver the punch line, they get to be the silly one)
6. "That sounds like a country singer."
7. "Why do you do that?"
8. "Were you named after anyone?"
9. And another favorite (but I have only gotten it in Texas, twice): "Are you a serial killer? You know only serial killers go by their full name?"
Side note: I have a 40 year-old single friend who asked me what he can do to change his approach with the opposite sex. I offered my advice, "instead of introducing yourself as every other "John" they have ever met, introduce yourself as "John J. Stephens." Two things will happen: they will ask if the "J" is an initial or if it is "Jay," and secondly, the conversation will last longer than a few seconds."
He used it, reported outstanding success with it, and when he introduced me to his new, more-permanent significant-other he said, "Michelle Jane Jones, this is Shawn Michael Walker." She told me the different introduction started a conversation that lasted them all night long and that introduction is still a key piece of their relationship.
In every situation, business or personal, what differentiates you in your introduction? What makes you stand out? What makes your business recognizably different than that of others?
Monday, December 27, 2010
Social Media
Who had a great Christmas? Let me know what you opened. (But go easy on me; if you got an ipad or a Mercedes, I don’t want to hear about it!)
Hope you all had a great Christmas! Mine was spent with my little ones. My little boy is terrified of his new Toy Story dinosaur, it roars ridiculously and then asks, "Were you scared?” My son shakes his head and with tears in his eyes, confirms with the dino that, yes, indeed, his roar is scary. So if you have a two year old, don’t buy a Toy Story dino. (Side note: If you’ve read this far, you have experienced social media.)
Sales Tip of the week :
According to John Gerzema(http://www.ted.com/talks/lang/eng/john_gerzema_the_post_crisis_consumer.html), 72% of people believe what other people say about a brand or company versus the 15% of people who believe advertisements.
Have you been affected by social media yet? Apple has. Google: “bad things about Apple.” (Side note: do the same for PC, Dell)
Social media is affecting you, me, and the companies we represent. What roll do you play in social media? What role do you play in defending yourself and your business or the business you represent?
Most importantly, what is being said about you and your business, by whom, and where? Have “they” gone online to slander you yet?
You say, “but Shawn, I am a small town office, I don’t have any need to be online; the Internet and social media have not been embraced here yet.”
Okay, I am not convinced, but for the sake of your argument, you don’t need a social media sermon; however if the pie chart is true, then what needs to be done to make sure you maximize your ability to drive more referrals into your office? You NEED to get more people talking about you and your agency!
Question of the keek: how do you get more people to talk about you or your business so that ¾ of the people listening are convinced that you are the best option in town? Do you have filmed testimonials playing on your website? (My company does not, I’ll make the suggestion today.) Do you have filmed testimonials playing in your lobby? Do normal people tell your potential clients that you are the best agent in town while getting groceries? (That is social media - normal people talking about you and your business and 75% of the people believing it, because it is not paid for and it is not coming from you.)
Another great social media definition and story (3 minutes video): http://www.ted.com/talks/alexis_ohanian_how_to_make_a_splash_in_social_media.html
Hope you all had a great Christmas! Mine was spent with my little ones. My little boy is terrified of his new Toy Story dinosaur, it roars ridiculously and then asks, "Were you scared?” My son shakes his head and with tears in his eyes, confirms with the dino that, yes, indeed, his roar is scary. So if you have a two year old, don’t buy a Toy Story dino. (Side note: If you’ve read this far, you have experienced social media.)
Sales Tip of the week :
According to John Gerzema(http://www.ted.com/talks/lang/eng/john_gerzema_the_post_crisis_consumer.html), 72% of people believe what other people say about a brand or company versus the 15% of people who believe advertisements.
Have you been affected by social media yet? Apple has. Google: “bad things about Apple.” (Side note: do the same for PC, Dell)
Social media is affecting you, me, and the companies we represent. What roll do you play in social media? What role do you play in defending yourself and your business or the business you represent?
Most importantly, what is being said about you and your business, by whom, and where? Have “they” gone online to slander you yet?
You say, “but Shawn, I am a small town office, I don’t have any need to be online; the Internet and social media have not been embraced here yet.”
Okay, I am not convinced, but for the sake of your argument, you don’t need a social media sermon; however if the pie chart is true, then what needs to be done to make sure you maximize your ability to drive more referrals into your office? You NEED to get more people talking about you and your agency!
Question of the keek: how do you get more people to talk about you or your business so that ¾ of the people listening are convinced that you are the best option in town? Do you have filmed testimonials playing on your website? (My company does not, I’ll make the suggestion today.) Do you have filmed testimonials playing in your lobby? Do normal people tell your potential clients that you are the best agent in town while getting groceries? (That is social media - normal people talking about you and your business and 75% of the people believing it, because it is not paid for and it is not coming from you.)
Another great social media definition and story (3 minutes video): http://www.ted.com/talks/alexis_ohanian_how_to_make_a_splash_in_social_media.html
Thursday, December 23, 2010
Lessons learned from a Car Salesman
The other day I dealt with a Car Salesman. I was not buying a car, simply turning in my old company car (Toyota Camry) for a new one (Chevy Impala).
I mentioned to the man that I was sad to let the old one go for a few reasons: mainly gas mileage and size of gas tank. (I drive A LOT and that requires A LOT of down time filling up. Even more in an Impala.)
The salesman threw the few obvious jabs at Toyota and then mentioned a little sticker on the driver side door of the Toyota that basically said, if you lean on the door wrong an air bag could go off and cause serious injury and/or death.
He would not leave that alone.
“Do you have kids, what if they leaned on the door wrong?”
“Have you ever leaned on this door?”
“You’re in insurance, what if someone else leaned on the door wrong, wouldn’t you be liable?”
By the time I had switched my traveling office from the old car to the new car, he must have mentioned the sticker six times.
Lessons I personally learned as a salesman:
1. Sell MY Product. If you have a pain point and I am clever enough to get it out of you, or you simply want to tell me, well that’s something we can run with. However, after my experience, I don’t think I will ever walk in and assume that I know your pain points caused by my competitors.
2. Validate your pain. (The car salesman did nothing to validate my ridiculous concern of having to fill up more frequently.)
3. Find out more before I talk. Earn your trust as a consultant, so you want to hear and buy into my ideas.
I mentioned to the man that I was sad to let the old one go for a few reasons: mainly gas mileage and size of gas tank. (I drive A LOT and that requires A LOT of down time filling up. Even more in an Impala.)
The salesman threw the few obvious jabs at Toyota and then mentioned a little sticker on the driver side door of the Toyota that basically said, if you lean on the door wrong an air bag could go off and cause serious injury and/or death.
He would not leave that alone.
“Do you have kids, what if they leaned on the door wrong?”
“Have you ever leaned on this door?”
“You’re in insurance, what if someone else leaned on the door wrong, wouldn’t you be liable?”
By the time I had switched my traveling office from the old car to the new car, he must have mentioned the sticker six times.
Lessons I personally learned as a salesman:
1. Sell MY Product. If you have a pain point and I am clever enough to get it out of you, or you simply want to tell me, well that’s something we can run with. However, after my experience, I don’t think I will ever walk in and assume that I know your pain points caused by my competitors.
2. Validate your pain. (The car salesman did nothing to validate my ridiculous concern of having to fill up more frequently.)
3. Find out more before I talk. Earn your trust as a consultant, so you want to hear and buy into my ideas.
Tuesday, December 21, 2010
Define Remarkable
Sales tip of the week:
Remarkable = worth making a remark about. (This thought is brought to us by Seth Godin- look him up and be impressed with the extensive resources I bring to you. Am I not remarkable?)
Ever heard of Twisted Root? It’s a burger joint here in Dallas. It has been seen on shows such as Dinners, Dives, and Drive-ins and has been awarded one of the top burgers in North Texas for some years now.
What makes Twisted Root Burgers one of the best burgers in town?
Hint: It’s not the Burger.
It’s the condiments. That’s right, the condiments. It’s the homemade ketchup and mustard, the homemade ice-cream and the homemade root beer flavor of the day that sets them apart and keeps them coming back for more. (Who knew root beers could have different flavors?)
Who else makes their own condiments? No one. And so they earn the title: REMARKABLE!
What makes you remarkable? What are you doing differently to earn the title "remarkable!"?
I saw an insurance agent do something absolutely remarkable (Roy Sanchez in Utah - Seguros Para Hispanos). He set up a video camera and taped himself explaining coverages and limits, in Spanish and English. It was not studio edited by ANY MEANS AT ALL. It must have taken two hours tops to make. His office was mainly a month to month shop, at least it started out that way. As clients would wait to see an agent to get their Limited Liability policy, they would watch the video. It plays on a loop during the four o’clock hour.
It started out something like this. “I am Roy Sanchez, I know you have come here to get the cheapest thing in the world, and I can offer that to you. However, while you wait for one of my agents to attend to you, I would like to take a moment to inform you on what coverages are, how they can change, and what that means for you. Listen for the next seven minutes, and then, if you still want a limited policy, I will sell you one.”
Remarkable! This one thing is unique and has set him apart from most, if not all agents, and that makes the agency remarkable!
What makes you remarkable? What makes you a remarkable professional? What makes you different from your peers, in your industry?
Remarkable = worth making a remark about. (This thought is brought to us by Seth Godin- look him up and be impressed with the extensive resources I bring to you. Am I not remarkable?)
Ever heard of Twisted Root? It’s a burger joint here in Dallas. It has been seen on shows such as Dinners, Dives, and Drive-ins and has been awarded one of the top burgers in North Texas for some years now.
What makes Twisted Root Burgers one of the best burgers in town?
Hint: It’s not the Burger.
It’s the condiments. That’s right, the condiments. It’s the homemade ketchup and mustard, the homemade ice-cream and the homemade root beer flavor of the day that sets them apart and keeps them coming back for more. (Who knew root beers could have different flavors?)
Who else makes their own condiments? No one. And so they earn the title: REMARKABLE!
What makes you remarkable? What are you doing differently to earn the title "remarkable!"?
I saw an insurance agent do something absolutely remarkable (Roy Sanchez in Utah - Seguros Para Hispanos). He set up a video camera and taped himself explaining coverages and limits, in Spanish and English. It was not studio edited by ANY MEANS AT ALL. It must have taken two hours tops to make. His office was mainly a month to month shop, at least it started out that way. As clients would wait to see an agent to get their Limited Liability policy, they would watch the video. It plays on a loop during the four o’clock hour.
It started out something like this. “I am Roy Sanchez, I know you have come here to get the cheapest thing in the world, and I can offer that to you. However, while you wait for one of my agents to attend to you, I would like to take a moment to inform you on what coverages are, how they can change, and what that means for you. Listen for the next seven minutes, and then, if you still want a limited policy, I will sell you one.”
Remarkable! This one thing is unique and has set him apart from most, if not all agents, and that makes the agency remarkable!
What makes you remarkable? What makes you a remarkable professional? What makes you different from your peers, in your industry?
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