Coaching You To A Heightened Level Of Success

by Frank Jaksa Vice President of Tailor Made

Operating a successful insurance and financial advisory practice requires more than just product knowledge and sales skills. Producers who are looking to thrive among the best of the best need keen business acumen for streamlining processes and procedures and running the practice, rather than being the practice. Mike Steranka, founder and CEO of Retirement Planning Services, Inc., embodies these qualities and has produced more than $170 million in annuity and life premium since 2004.

Because of his unique approach to systematizing business, Mike was chosen by Michael Gerber, author of the E-Myth book series, to co-author “The E-Myth Financial Advisor” released this summer. Now, he’s looking to share his secrets of success with you through the Steranka Coaching program, an exclusive program partnership with Creative Marketing where you’ll discover the “12 Steps to Dominating Your Marketplace.”

Question: You possess a lot of qualities that lend themselves to great success in this business, from your entrepreneurial mind and spirited approach to your high energy level and passion. But, what challenges have you had to overcome personally to get where you are today?

Mike: Believe it or not, I was scared to death of public speaking. Back in college, I really wanted to be a television personality. I had to tape an interview for one of my classes and I was petrified. In the ‘80s, I briefly hosted a local cable television sports show where I interviewed sports figures such as Tom McMillen and Sugar Ray Leonard. Even after being in business for a couple years, I remember holding one of my first big seminars and feeling nervous. It was back in 1992, and there were 232 people in the room. I was terrified. But over time, I watched people and realized that everyone has the same fears. You just have to do it, and never give up.

Question: You haven’t always been at this level of success in your business. Back when you were producing in the $3-$5 million range, what were you looking for to grow your business?

Mike: At that time, I spent about five years actively seeking out larger producers who could teach me what they know. I knew these top producers would have the best systems in place for attracting more clientele and growing a business.

Question: Along the way, you also turned to coaches and mentors for guidance, correct?

Mike: Absolutely. I was first a student, and I’m still a student. I believe that we’re never done learning. I’ve had a number of personal and professionals coaches give me guidance and help me learn to improve my systems, my marketing, my product knowledge, my processes, my tracking of assets and really, just about every aspect of my business. As you learn a little over time, it equals a very positive result.

Question: You’ve been with Creative for several years now and developed relationships with lots of agents. What’s one thing you can tell us about yourself that your colleagues might not know?

Mike: I’ve very approachable, and I have practical methods for increasing your business.

Question: There are a number of coaching programs out there that promise great results. What makes your program stand out from the others?

Mike: I’ve been through a lot of programs myself, but I’ve never encountered a program that was laid out so literally as “See spot run.” I simplify difficult concepts and deliver them in a down-to-earth way that will make you believe that you, too, can achieve this level of success. I know many agents lack the confidence that they have what it takes to get there, or wonder how to get it done. From Bill Good to Michael Gerber to Dan Sullivan, there are a number of people from whom I’ve learned a lot of great ideas. However, no program has broken down these ideas into specifics so that it can be applied simply for the financial professional to use in their day-to-day business activities.

Question: What are specific key things your agents will take away from the training?

Mike: Every attendee will get a free copy of “The E-Myth Financial Advisor,” which sets the scene for the issues we’ll dive into at the event. If they choose to continue with the program, they’ll receive a binder every two months, a custom office profile of their location and staff, a conference call with me each month, and a monthly newsletter providing step-by-step advice for what works and just how to implement it. There isn’t a guy out there who won’t benefit from this program. Whether you’re producing $10 million and want to take it to $20 million or you’re just getting started, the right attitude and ambition combined with my program will double your production at any level. Just one idea could make you $100,000 a year each year for the rest of your life. My program will present you with hundreds of those types of ideas.

Question: There may be agents reading this who think they can’t find the time to take a couple days out of the office and attend this training. What advice do you have for them?

Mike:  If you’re considering attending, just do it and don’t look back. If you’re always looking in the rearview mirror, you’re going to hit a tree. You can’t change the past or other people, but you can write a plan for how you want your future to look and make it happen.

To join Mike at the next Steranka Coaching Program event August 24-26, contact your Sales Consultant for details on how to get registered.

FOR AGENT USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC. 11839 - 2011/8/3

This program is an exclusive offer through Creative Marketing to a third party vendor and is not available to insurance agents that are not contracted with Creative Marketing. Creative Marketing is not responsible for the results of the program or any liability stemming from the use of it.