Millionaire Insurance Producer Charles Specht

There are a lot of male, pale, and stale insurance agents out there who think winning a new client by anything other than with a handshake and a "napkin deal" is unethical. Well, I kindly disagree. 
In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains why the BOR is an ETHICAL instrument used by the policyholder to ensure great service. And, also, how you can use it to win new clients.

Episode Highlights:

Charles shares a story about his neighbor Fred, who was so focused on keeping his lawn in perfect condition that he ruined relationships with his neighbors, and compares that to many insurance agents who are set in their ways. (1:55)


Charles mentions that the history of the insurance industry was constructed on the shoulders of many outstanding individuals over many decades but it is largely dominated by white older males. (4:20)


Charles discusses what a Broker of Record (BOR) letter is and what purpose it serves. (7:18)


Charles explains that the BOR letter is the insurance buyer's final recourse. (11:03)


Charles believes that the BOR letter makes perfect sense and that it is the insurers' greatest chance to get a great deal. (14:59)


Charles explains that you do not need to tell the insured what they need; you just need to provide what you can. (19:41)


Charles mentions that we live in the era of social media, the internet, and email, and we don't have to be there face to face to win an account. (22:21)



Key Quotes:

“I actually say the Broker of Record letter is ethical. The insurance industry is an ethical industry, we don't allow things that are unethical to take place in the insurance business. We just don't let that happen.” - Charles Specht

“The more that you are singularly focused in one main particular area, the more likely you will be successful. And, you will be successful because you are repelling all the people who will not be your client and you are absolutely hyper attracting those who will be your client.” - Charles Specht


Resources Mentioned:

Reach out to Charles Specht


Permission Network Insurance Agency, Inc.

Lies, lies, and more lies. So very often that's all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and--even--use it to win more signed Broker of Record Letters.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you about why prospects are lying to you and then provides a few tips (tactics) about how to overcome these roadblocks and get the prospect to finally tell you the truth about what you have to do to win their business.

Episode Highlights:

Charles discusses why some insurance industry prospects are liars. (2:07)


Charles shares a quick story about when he was relatively new in the insurance industry and discovered that the insured was lying to him. (3:18)


Charles explains that just because you make an appointment doesn't imply you're meeting with someone who will really give you a chance. (5:48)


Charles mentions that he simply cannot be someone's agent unless they are willing to terminate their relationship with their current agent. (8:30)


Charles explains that in sales, you get what you ask for and will not receive what you do not ask for, and you must push because the insurers are lying to you. (11:26)


Charles believes that as an insurance agent, you are your own biggest hurdle. There are factors blocking you from attaining what you want, and you need to recognize them so you can delegate, remove, or overcome them. (13:05)


Charles discusses what happens if insurance agents don't put up rules of engagement. (19:09)


Charles explains that since prospects don't understand how insurance works behind the scenes and are trying to figure it out for themselves, they often say things to insurance agents that they believe insurance agents want to hear in hopes the agent will do a better job for them. (20:52)


Charles emphasizes the need for insurance agents to continue to push if they do not feel like they have a clear idea of what the insured will do to make their decision on which agent they will do business with. (22:38)


Charles discusses one of the most important things he believes insurance agents should do when interviewing prospects. (24:36)



Key Quotes:

“Insurance agent, you are your own biggest hurdle. There are things that are stopping you from getting what you want. You need to be able to figure those out, identify them, label them if need be so that you can either delegate out the issue to somebody else, remove it altogether, or figure out a way in which to overcome it.” - Charles Specht

“What I'm really trying to get to at the core of this podcast episode is that your prospects, because they don't understand how insurance works behind the scenes, they're trying to figure it out themselves. And so, many times they are saying things to you that they think you want to hear that's going to cause you to do a better job for them.” - Charles Specht

“One of the main things that I think you need to do when you are asking questions of your prospect is, one, you need to find out how many years they've been with their current agent. Anything that is three years or longer is a red flag to me.” - Charles Specht


Resources Mentioned:

Reach out to Charles Specht


Permission Network Insurance Agency, Inc.

Are you happy with your current status quo or are you satisfied with mediocrity? No doubt, you're not. If not, are you doing anything significant to level-up your revenues, or write larger accounts, or close more new business? I hope you are! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will help you to see what leveling-up would look like for you and he'll give you some key takeaways to figure out and then implement in order to finally begin closing more deals and making the money you know you're capable of earning. 

Key Topics:

Importance of moving beyond comfort zones to achieve substantial growth

Strategies for targeting and securing larger accounts

The role of mindset in surpassing traditional business limits

Practical tips on choosing insurance carriers and maximizing commissions

Evaluating and adjusting business strategies to align with growth objectives

Real-life success stories of agents transforming their business scale

Prospects for agents willing to adopt aggressive growth strategies


Reach out to 
Charles Specht

Visit:
Permission Network


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None of the insurance carriers pay you a commission for coming in 2nd place. 1st Place is King. 2nd Place is for losers. Literally, not figuratively. The incumbent wants you to lose. The other competing agents want you to lose. Most of the time even your prospect wants you to lose. Therefore ... SALES IS WAR! 

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to prepare a New Business Prospecting Strategy for 2023 that will help you to dominate and write up to 50% more commission in the year than you would have otherwise. *** And, he talks about the "DOMINATE 2023 WEBINAR" he's conducting on 12/16/22. 

Episode Highlights:

Charles explains that none of your insurance carriers pay commission for second place, only the incumbent agent gets paid. Everyone else loses because sales is war. (1:53)


Charles mentions that insurance agency owners can't have producers who don't produce. (3:42)


Charles believes that it is very difficult to achieve any goals as an agency owner if you do not have a plan or a strategy. (9:00)


Charles mentions that if you want to dominate in 2023, you need to start planning your strategy now. (13:10)


Charles mentions that the goal of his "DOMINATE 2023 WEBINAR” is to teach people how to create a step-by-step process that will help them achieve up to 50% more commission written or earned rather than received in 2023. (15:05)


Charles discusses that in the "DOMINATE 2023 WEBINAR”, he will also teach how to put together the simplest differentiator service that you can offer to your prospects in return for their business. (19:11)


Charles explains how to sign up for the "DOMINATE 2023 WEBINAR”, which will take place on December 16th at 1:30 p.m. CST. (21:39)



Key Quotes:

“None of your insurance carriers pay commission for second place. Only number one gets money, only number one gets to sit on the throne as an incumbent agent. Everybody else is a loser. Sales is war. And it's no different when it comes to insurance sales.” - Charles Specht 

“The whole strategy of selling insurance and quoting business, the way the industry is set up, you're expected to lose if you are an agent who is just competing, based upon how everything has always been done.” - Charles Specht 

“If you want to dominate 2023, you really have to get after it here in 2022. And by getting after, I mean, we start putting together a plan of attack for 2023. This is important because I know that those who have it tend to be successful, and those who don't are not successful.” - Charles Specht 


Resources Mentioned:

Reach out to Charles Specht


Permission Network Insurance Agency, Inc.

Would you like to win more signed Broker of Letters from your prospects but you're not exactly sure how the process works? Would you appreciate it if someone gave you a step-by-step, repeatable process that would help you win more signatures? Well, then it's a good thing you're listening to today's episode because host Charles Specht is going to breakdown ten (10) steps to winning more signed Broker of Record Letters from your prospects.

PS: And, in this episode Charles tells you exactly how to get your hands on a copy of a 12-Month Timeline of Services you can use for your prospects.

Key Topics:

The importance of planning before securing Broker of Record letters

Overview of the Broker of Record letter process

Strategies for defining your ideal client

Choosing the most profitable micro-niche

Creating a 12-month timeline of services

Branding and scripting for your micro-niche

Implementing a three-prong approach to prospecting

The critical step of directly asking for the Broker of Record


Reach out to 
Charles Specht

Visit:
Permission Network

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You don't need more 'time' on your calendar in order to be more successful. What you need is better 'usage' of your time. In others, stop doing whatever is keeping you from getting the results you ultimately want to achieve. To summarize it even more .... JUST SHUT UP AND START PROSPECTING! 

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down the prospecting numbers (both weekly and annually) for you to demonstrate what is needed in order to start having the financial success you want for yourself.

Episode Highlights:

Charles shares why you need to stop doing whatever else you are doing and start focusing on prospecting, or in other words, shut up and prospect. (1:53)


Charles discusses why prospecting is the most important thing you can do as an insurance agent. (6:35)


Charles mentions that prospecting can take many forms; you may be able to prospect current clients by gathering references and having them make phone calls or send emails on your behalf. (9:19)


Charles explains why producers should generally spend 30 minutes to an hour every day on LinkedIn. (16:05)


Charles mentions that prospecting is a numbers game and we work the numbers to get what we want while selling is a relationship game. (22:21)


Charles shares that while you're branding yourself, you'll be able to advertise yourself as the go-to expert in that industry. (24:57)


Charles explains that producers have been hired to prospect, make appointments, and convert those prospects into customers, with everything else being secondary. (29:05)



Key Quotes:

“Prospecting is your number one focus as a producer. If you are not focused on prospecting, something is wrong.” - Charles Specht

“Prospecting is a numbers game; Selling insurance is a relationship game.” - Charles Specht

“Make your money. Build your book. Become a millionaire insurance producer. There's no reason why you can't do it.” - Charles Specht


Resources Mentioned:

Reach out to Charles Specht


Permission Network Insurance Agency, Inc.