SAM's 10 Minute Tuesdays: Recent Episodes
SAM's 10 Minute Tuesdays
Activity Management may be all the rage in managing everything from number of steps to screen time, but it has been used to drive sales for decades. In this series, Mickey Straub, president and founder of Sales Activity Management, partners with Joe Templin, CEO of the Intro Machine, to share tips & best practices on the strategy and how to get quality introductions.
Today’s episode will be the last season of SAM’s 10 Minute Tuesday’s. While Mickey and Joe are sad to see the podcast come to an end, they will be re-branding and releasing a new podcast soon…STAY TUNED! In the season finale they discuss the most empowering concept in the world…Activity Management. SAM is a proud patriotic, faith-based company that has been helping the financial services industry reap what one sows for years. SAM believes that the bible reinforces those standards and behaviors of acting and being that leads to a better life here and beyond. Thank you for your support!
In today’s episode Mickey and Joe discuss the price of distractions. They share how they minimize those distractions and fight the temptation but want to remind everyone that you’re human so don’t punish yourself! Distractions can take up to four hours from your day as well as drain yourself mentally. We understand that it isn’t always as easy as closing your door so block off time and lump together topics to discuss in touch base meetings.
Send us how you stay on track and how COVID has shifted how you minimize your distractions.
On today’s episode Mickey and Joe discuss establishing good habits and breaking bad habits. How long it will take to enforce that habit will vary on the habit, but habit stacking will take less time. Habit stacking is taking an existing habit and layering a small habit on top of it. Stack the habit on top of your existing process and then you can start utilizing it on a regular basis and very quickly it becomes what you do every single time.
On today’s episode Mickey and Joe discuss loving what you do and living a life of significance. Financial services providers are all about love because having the compacity to listen and teach is the core of what we do. On Mickey’s final day in the hospital while recovering from COVID he had a realization that activity management and performance management are about love. Those four things are:
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Love ourselves
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Love our creator
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Love our families
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Love our clients
The best way to do these four things is to measure and monitor your performance because activity management is putting parameters around these four things so you can do better and help others.
A heartfelt Mickey talks about his journey with COVID-19 and how his eleven days in the hospital with bilateral pneumonia taught him to focus on the moment, one day at a time. Activity Management helps you focus on the day and on each individual client and prospect. We challenge you to not race past the moment but instead be in the moment and enjoy every second of it.
In today’s episode Mickey and Joe talk about the natural evolution of crawl, walk, run! Start small and remember that everyone starts at the bottom and makes mistake, but they keep going and overcome them. It might be a longer road for you but even if you are moving slow you are moving forward so don’t give up and end bigger!
In today’s episode Mickey and Joe discuss getting back to work and utilizing good habits. Getting back to the basics and having that good foundation will help you make it to the top. You need to have a daily routine with what you need to accomplish every single day with no exceptions. Stay focused and stay discipline and you will excel.
In today’s episode Mickey and Joe discuss how a lot of people succeed by themselves but no once can do it all, which is why there is no better investment than having a coach. Coaches are great for accountability, measurement and performance. Having a good coach will bring these out and the best performers have multiple coaches working on multiple aspects. Mickey and Joe believe that no other industry gives so unconditionally to each other like the financial services industry. Surround yourself with people who coach you and create an environment of growth and success.
Today Mickey and Joe discuss a topic that Joe is extremely passionate about… Leading vs. Lagging Indicators. Managers are typically focused on the outcomes, but you can’t control the outcomes only the sales process and upfront activities. Activity management tracks those numbers and ratios, which tells you what you need to focus on. Remember, what you are doing today and this week are going to bare the results in 6 – 9 weeks so Win the Day…for your future!
In today’s episode Mickey and Joe discuss how getting in the habit of measuring one thing consistently will start producing motivation and results. How will you know if you don’t keep score? If you keep score of those activities and set goals you will get better results. Mickey challenges the listeners to start tracking their referrals for the next 30 days because this first step allows you to start measuring which produces results.
In today’s episode Mickey and Joe discuss the need for a playbook in a business. Having documentation, systems and processes in place allows the organization to pass down why and how they do it to generations. Management and leadership can follow and contribute to the playbook, which will help the organization and the people within it to be successful because they can refer to the core values.
In today’s episode Mickey and Joe discuss how to create that culture of excellence and sustain it. Two things are key in order for this to happen: have the right values and have the right systems in place to reinforce. It is the name on the front door that everyone is buying into and being raised by and held to that, because systems run the business and people run the systems. Allow the unit and overall organization to win that championship.
In today’s episode Mickey and Joe discuss the value of a culture of excellence in the workplace and how the culture is the solution in many ways. Mickey testifies that nothing is more paramount in a successful organization than great leadership and how he talks candidly about his own business when he had to step away and didn’t delegate leadership. Leadership should lead by example and give their staff the resources to be successful and let them know their success is on them. Stay tuned next week on how to create that culture of excellence and sustain it.
Mickey coined the phrase, “Big Goals…Short Deadlines” when he was working with his local community to build a playground in 49 days for the school his daughter attended. The school board thought he was crazy, but Mickey had a deadline and was determined. He had a goal that was big enough and that people were excited about, so he knew anything was possible. This phrase and determination have followed Mickey and Joe in their personal and professional life. Mickey and Joe discuss how you need to have purpose with your goal and that the bigger the goal and the more you are excited about it, the more likely you are to achieve it. So, take those projects and bring them down to bite size pieces and you will be elated with what you can accomplish.
In today’s episode Mickey and Joe discuss the players (agents) and how they should have a playbook. A playbook is the process and practice you do every day. As an agent you should have a daily planner where you record what you did for the day and reflect and plan for the next day. Do one thing better every single day… that is continuous improvement.
In today’s episode Mickey and Joe discuss which pain is greater…discipline or regret? Pain is going to come at some point, so you must decide whether you are going to take the little amounts of pain of discipline or the big pain of regret. Mickey was faced with a tragedy which made him ask himself, “If I die tomorrow, what would I be sorry for not doing, having, achieving, or accomplishing?” Face the truth, solve it and plan for the next time because Discipline and Regret both have pain.
In today’s episode, Mickey and Joe discuss being “busy” vs. business. A lot of people are facing this issue in our profession because they are too busy being “busy” as opposed to doing business and being productive. Ask yourself, what is your time best spent doing? For a financial rep it’s calling and interacting with their clients than the administrative work. You are better off doing what you do best, remember that and your business will excel.
Today Mickey and Joe discuss how to make your day green. If you do what it takes to make your business succeed you will… win the day. But, it isn’t just about winning the day, it also how you plan and do whatever it takes to do so. Every day, without fail, no exceptions go and WIN THE DAY.
In this week’s episode, Mickey and Joe discuss the secret of “how” and how it is the secret of success. Because, if you don’t have a how you won’t finish, and if you don’t finish you don’t get paid. Having a plan that you can stick to, like the SAMBook® planner for Joe, are the things that differentiate between dreamers and successful entrepreneurs because they force you to do those daily things that are needed. Remember, only you have control of your activity, so take accountability and become the greatest champion.
In this week’s episode Mickey and Joe discuss “If you don’t have a why, you won’t start. If you don’t have a how, you won’t finish.” They explain how you need both to achieve greatness in this Part 1 of 2 Part Series. Starting and finishing is necessary to achieve greatness and help people out. With so many distractions nowadays, they can easily get you off track but your why drives you on those bad days.
Stay tuned for next week’s episode on The Secret of “How.”
Mickey and Joe discuss how Time Management is a Misnomer. This truism is the foundation that Sales Activity Management started on. You cannot manage Time, only ACTIVITY, or how you SPEND it. That is why, when it comes to Sales . . . Time is Money! There are 86,400 seconds in a day. What are you doing with that time? Organize your time and focus on the most important activity.
Mickey and Joe discuss how What Gets Measured Tends to Get Done. There is something about measurement and accountability that helps us all get more done…and get better. We live in a world where almost everything is measurable. The key thing is that you must measure and keep score to know what to change and ultimately improve. The SAMBook® Planner and SAM Suite can help you find those areas and improve.
Mickey and Joe discuss how Quality Activities Produce Quality Results. This truism is about cause and effect and reinforces the reality that we reap what we sow, eventually. If you are putting garbage in then expect garbage out. Remember, you are only hurting yourself by performing this way so focus on the metrics by setting goals and keeping score.
Mickey and Joe discuss how Sales is a Numbers Game. This concept was once limited to sales and sports but today it applies to just about every aspect of life. Not only should you make a certain number of sales or service calls per day but they should be an efficient and quality number of calls. These metrics (closing interviews, closing ratio and average case size) matter no matter where you are practicing activity management and remember, repetition is critical to be able to succeed. Go back to the basics of setting goals and keeping score and your business will prosper.
For a free download of SAM’s “Why Keep Score” handout visit the free downloads section https://www.salesactivitymanagement.com/resources/#free-resources
Eustress is defined as a positive form of stress having a beneficial effect on health, motivation, performance and emotional well-being. Opposed to distress, which is defined as extreme anxiety, sorrow or pain. Which form of stress is prominent in your life while you are working towards your goal? Push yourself outside of your comfort zone and feel the eustress.
In this episode Mickey and Joe discuss the benefits of having an accountability partner to hold you accountable in your personal or work life. Whether it be a friend, family member, colleague or even your garbage man. Try and remember what you’ve used in the past that helped you hold yourself accountable, maybe you did something without even knowing it, and use this as your motivator. If you can’t think of any, Mickey and Joe share some recommendations on how to hold each other accountable and stay motivated. Find a support system, set a goal and set a consequence and do it every single day.
In this quick, 10-minute episode Mickey and Joe discuss the power of habits, rituals and routines. Habits will force you to have that minimum threshold of activity and success. Ultimately, It is your choice to create those habits and persevere through those tough days. What is that one thing that can get you to create that habit and help build your career? Want to learn good habits from the most famous and quoted speech in the insurance industry? The Common Denominator of Success is available for purchase at samusa.com
Mickey and Joe discuss a timely yet timeless issue… the struggles and accomplishments throughout the pandemic. Why is it a great time to be in this business? Because… during chaos there is also opportunity. Although 40 million people lost their jobs during the pandemic the population is growing at a rapid pace and professional advisors are needed now more than ever. They are here to help you through this troubling time because people want the certainty, knowledge and skills an agent or advisor can bring. Encourage your clients to think positive…and ask for help!
You can also watch this episode on YouTube https://youtu.be/JsG3YtKddWw
Mickey and Joe are partners in crime in this industry, so to speak. In this episode they discuss having great days and how to overcome the rough days, plus the differences between Superman vs. Batman. Superman was born with super-powers while Batman was born human and worked hard by showing up and doing his job every single day, just like a financial rep. He is successful because of his will to succeed, best practices and choosing to surround himself with the right team. SAM and The Intro Machine are here to help you build those components and ultimately become the batman for your clients. Mickey leaves you with this piece of advice: FOCUS ON ONE DAY AT A TIME.
Stay tuned for the announcement of the five winners of a FREE 2022 SAMBook® planner at the end of the episode...
You can also watch this episode on YouTube https://www.youtube.com/watch?v=fcalNRbHFww&feature=youtu.be
In this episode Mickey and Joe discuss how breaking down your goals (from yearly to daily) can help them become more obtainable. Just like the benefit of taking little bits of pain along the way instead of taking the pain all at once. They also discuss the two primary motivators of all human beings: to avoid pain and gain pleasure.
This three-part series on F.A.R. teaches you the FREEDOM to dream, to hold yourself ACCOUNTABLE and encourage RESPONSIBILITY. These three things instill discipline and establish those habits that are necessary. In this episode, Mickey and Joe teach you if you want to go fast then go on your own and if you want to go far then go with your team. They also discuss that without discipline you will have regret and that you need to take responsibility for the results.
In honor of Presidents Day, Mickey and Joe produced a special bonus episode for you to discuss the leadership qualities, activities and priorities of their two favorite presidents: Abraham Lincoln and Teddy Roosevelt. Happy Presidents Day everyone…God bless America!!!
Mickey and Joe cover part three of a three-part series of weekly inspiration to help you go F.A.R.! This week they discuss one of the key things to holding yourself responsible…is to “Accept Responsibility” for your actions and results. In it, Mickey teaches you one of his secrets and that is to not give yourself a “bye” (or a Mulligan in golf parlance) when it comes to daily goals. “If it doesn’t get done today”, he says, “then you should carry it forward”. In this episode, they teach you that if you hold yourself accountable by taking personal responsibility, you will ultimately increase productivity, control your business and have the FREEDOM TO DREAM. Go F.A.R.!!
Watch this episode on YouTube:
Mickey and Joe bring you part two of a three-part series of weekly inspiration to help you go F.A.R.! This week they discuss how Activity Management helps you set goals, keep score and hold yourself ACCOUNTABLE. In this episode, Joe talks about how he and his co-worker hold each other accountable and how this type of feedback mechanism is critical for success. They also discuss how SAM can help you create this balance for yourself and hold you accountable.
Watch this episode on YouTube:
Mickey and Joe bring you part one of a three-part series of weekly inspiration to help you go F.A.R.! This week they discuss how Activity Management gives you the FREEDOM to dream, pick up the phone and get introductions, as well as the freedom to avoid the things we do not like to do. In this quick podcast, they both give real life stories about how all activities have consequences, freedom comes at a price and that without discipline you will have regret. You will also hear about what we can all learn from a memorable Chinese proverb and even Christopher Columbus. Remember, we are here to help you hone your skills every Tuesday along your journey.
Episode also available on YouTube: https://www.youtube.com/channel/UC5i7cRlIUwmEmXuwSfMNpfg
In 1995 Mickey pioneered the company and industry, Sales Activity Management. In the same year Joe signed for his college internship and came to the industry. This is where he discovered the SAMBook® which made him into the salesperson he is today. When Mickey was starting out in the industry, he was told a phrase he would never forget, which is, salespeople are born not made. He wanted to prove this phrase wrong and that gave him the motivation to create his company. From there the name and concept, Sales Activity Management, was born. He took this empowering concept to the world to help everyone become successful. In this episode you will learn that some may have natural talent but the individuals who are putting forth the consistent effort to improve will be the one to succeed.
With the new year here, we believe it’s critical to get this message out to help you determine what your goals are for the new year. Ask yourself, “What do you want to accomplish?” Then break it down into monthly, weekly and daily goals. Next, make a deadline because if you don’t set a date you will procrastinate. Deadlines are the KEY to your success. Mickey and Joe are here every Tuesday to give you the motivation to manage your goals.
Episode also available on YouTube: https://www.youtube.com/watch?v=yHOhqICliD0
Mickey’s book, Big Goals Short Deadlines: https://www.salesactivitymanagement.com/product/big-goals-short-deadlines/
Secret of Success: PARK It! By Joe Templin: https://theintromachine.com/secret-of-success-park-it/
Activity Management may be the latest way to improve performance, but it is one of the oldest activities you should be focusing on to get quality introductions and referrals. In this quick ten minute podcast your hosts, Mickey and Joe, give you some quick ideas on this high-payoff activity!
In this inaugural podcast of SAM’s 10 Minute Tuesdays with Mickey Straub and Joe Templin they answer why this podcast was created, like:
- Why is it important to receive tips and ideas in 10-minute chunks?
- Why are they passionate about the insurance and financial services industry?
- Why does this noble profession give unconditionally to each other?
- Why it is paramount to constantly practice your trade?
- Why you want to make “good use” of downtime?
- Why is it important to be on a lifelong self-improvement course?
Their goal is to inspire and educate you with tips and ideas around the concept of Sales Activity Management. Mickey pioneered this company and industry to help agents/advisors succeed, promote American ideals and make this world a better place. Joe, who is a sought-after industry speaker and multi-year MDRT Qualifier, leaves you with two words to remember: Push Hard.
You can also watch this episode on our Youtube page https://www.youtube.com/channel/UC5i7cRlIUwmEmXuwSfMNpfg
Follow Sales Activity Management on Instagram, Facebook, Twitter and LinkedIn @SalesActivityManagement
Follow Joe Templin on Facebook, LinkedIn and Twitter @JoeTemplin
Introduction to the weekly SAM's 10 Minute Tuesdays with Mickey Straub, president and founder of Sales Activity Management and Joe Templin CEO, The Intro Machine Inc.
You can also watch this episode on our YouTube page https://www.youtube.com/channel/UC5i7cRlIUwmEmXuwSfMNpfg
Follow Sales Activity Management on Instagram, Facebook, Twitter and LinkedIn @SalesActivityManagement
Follow Joe Templin on Facebook, LinkedIn and Twitter @JoeTemplin