Several years ago Laura told me I was going to be a MOM. I declined at that time, because I didn’t think I had done anything to earn that honor. I still believe I haven’t done anything special. Anyone can do it if they just start doing stuff you provide.

My story is pretty tame compared to some of the former MOMs. I bought your box of books back in 1995-96, for $750 and read it all. Some I was doing already, but the direct mail ideas were the biggest help. Your stuff was geared to the insurance industry and that’s what I liked and needed. Keep in mind at this time there was no Quantum Club or Navigator. I used ideas in the books and had pretty good responses and success with commercial accounts. I attended my first Boot Camp in Denver around 1999/2000. It was small compared to now, but full of new ideas and soon to be friends.

I tweaked my direct mail pieces with HIM things like testimonials, guarantees and better headlines. We continued to have regular success, but not like Mason. My best money making idea came from Sean McCreary. It allowed me to view clusters in a new light and put together an alliance of 7 agencies in southern Wisconsin. Our income increased by almost 50% that year.

We used Stromsoe’s Yellow page ads, Jerry Hendrickson’s postcard, Mason’s life stuff, somebody’s post it note and Shifflett’s and Donna’s ideas about who we are and what we can accomplish. We put a personal lines department together and increased our writings from 4% to 17% off gross volume in less than 2 years. I’ve used Lou Pingtella’s ideas on HIM for large accounts and Hamsher’s for HIM on new market submissions.

There is just so much good stuff available now that I understand how rookies get overwhelmed. My best advice to them is read it all, visit the Navigator regularly, do a GDP. Then do one thing and then another and so on. I don’t think you can start in the wrong place.