Millionaire Insurance Producer

Check out: https://permissiongroup.com/permission-producer-school/ Imagine setting twice as many new business appointments with your prospects, tripling your win percentage, writing more accounts, writing larger-revenue generating accounts, and winning most (all?) of these new clients by signed Broker of Record Letter, rather than going through a normal quoting process. Sound to good to be true? Well, it's not. It's exactly what I teach and train my Producer clients to do. And, in this podcast interview, host Charles Specht will tell you what the one thing is that you need to do FIRST in order to make all of this come true. PS: The Permission Producer School starts on October 14, 2024. Don't miss out! Get registered at: https://PermissionProducerSchool.com Key Topics: The importance of choosing a micro-niche How a focused niche helps create effective scripts, marketing, and branding Aligning your niche with your carriers' preferred markets for better results Examples of agents succeeding by specializing in unique industries Why focusing on fewer, high-value clients is more effective than spreading too thin How micro-niching increases trust and helps you secure more broker of record letters Avoiding the trap of dabbling by fully committing to a niche for greater success Reach out to Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Asking for the signed BOR is part science and part art. And, timing is everything! You need to be careful to not ask too soon and also to not waiver on the fence of indecision by never getting around to popping the actual question. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to ask for the signed Broker of Record Letter at just the right time (not too soon and not too late) and how to ask with just the right words to get what you want. Why is this so important? Because ... you rarely get what you don't ask for! Also, PERMISSION PRODUCER SCHOOL launches on October 14th - 18th. Get registered before it is too late! Go to: www.PermissionProducerSchool.com Key Topics: Ask for the Broker of Record (BOR) letter at the right time to maximize success Help prospects recognize pain points with their current agent before asking for the BOR Position yourself as the solution with a clear 12-month service plan Asking too soon can be off-putting, but waiting too long risks being "friend-zoned" Present the BOR request after uncovering enough issues with the incumbent agent A well-timed BOR request can lead to a 30-40% success rate in the first meeting Consider adopting a "no-quote" policy for non-clients to streamline the process Reach out to Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Do you struggle with setting appointment and writing new business? Many agents do. Actually, most do. Why is that? Well, for one thing, most agents don't know where to begin. In other words, they haven't even decided what to prospect, let alone why they should focus on that. They are "generalists" and have a Jack-of-all-trades mindset. Does that describe you? If it does, then this podcast episode is for you! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you tips on how to choose the most-profitable Micro-Niche for you, and he also gives a few examples of which Micro-Niches he would seriously consider targeting if he were to start writing insurance again. IF YOU WANT TO FIGURE OUT HOW TO CHOOSE THE BEST MICRO-NICHE FOR YOURSELF, I TEACH THAT IN MODULE 2 OF MY DIGITAL COURSE: Millionaire Producer School. Go here to learn more: www.millionaireproducerschool.com Key Topics: Importance of pre-prospecting in insurance sales. Laying the foundation: The first step in the Permission Sales Framework. Identifying and capitalizing on your most profitable micro-niche. The role of geographic territory in micro-niche selection. Understanding and leveraging differentiation in insurance sales. Setting a 12-month timeline of services for effective client acquisition. Reach out to Charles Specht Visit: Permission Network Insurance Agency, Inc. Millionaire Producer School

MIND SET. You're either strong in the area of confidence and mindset, or you're a weak little puppy. Which one is it? Insurance agents who lack confidence tend to write fewer new accounts each year, they write smaller accounts, and they don't win many (any?) signed Broker of Record Letters. The opposite is also 100% true: Insurance producers who are confident and in the right frame of mind set more appointments and write more accounts, they write larger revenue accounts, and they win significantly more clients through signed Broker of Record Letter. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why MINDSET is so important for an insurance producer but he'll tell you the basic things you need to do -- today! -- in order to start dominating and winning! ---------- PS: Remember, the "PERMISSION PRODUCER SCHOOL" is launching on October 14, 2024. It will give you the blueprint for sales success which, in turn, gives you a strong mindset in order to do all of the above. Get registered right away as the price will be increasing very soon! Learn more and get registered at: www.PermissionProducerSchool.com Key Topics: Confidence comes from having a personalized plan and a clear value proposition Struggles with mindset are common when producers don’t differentiate their offerings Focusing on a specific micro-niche builds confidence and drives better results Generalists often struggle; specialization helps producers stand out and win business The Permission Producer School provides vital sales training to improve prospecting and scripting A well-defined process allows producers to confidently ask for and secure business Reach out to Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Cold Calling is never much fun, but it can become your pot of gold at the end of a rainbow if you can figure out the proper Script and get your delivery of the Script down pat with both enthusiasm and confidence. Most insurance agents have a lame, tired, and worn-out Script that makes them sound like every other agent out there. Don't be that agent! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you actual examples of what your C3 (Cold Call Carrot) and Script should be in order to be more successful when cold calling. Then, Charles will walk you through how to overcome the two main Objections you will hear: 1) We're happy with our agent, and 2) Now is not a good time. These will help you set more new business appointments with less time prospecting. PS: The "Permission Producer School" is getting ready to launch on October 14th, 2024. Are you signed up yet? Charles Specht created (and will teach) the Permission Producer School as an intensive 3-week training program to help new(er) Producers write their first $100,000 of commission in their first 6-9 months, and then scale up to $250,000 in commission in their first 15-18 months in the industry. To learn more about "PERMISSION PRODUCER SCHOOL" visit: www.PermissionProducerSchool.com Key Topics: Introduction to cold calling and its crucial role in insurance sales Overview of the Permission Producer School, focusing on sales techniques for producers Crafting the right script and delivery; introducing the "Cold Call Carrot (C3)." Using "price plus something" in your script to meet prospects' needs Overcoming objections with ethical dilemmas to secure meetings Examples of industry-specific scripts and tailoring messages for micro-niches Encouragement to adopt a fresh approach for more effective prospecting Reach out to Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Check out --> www.permissionproducerschool.com Congratulations! You got hired at your agency. You're now an insurance producer. Ummm, what comes next? Well, that's the dirty little secret of most insurance agencies around the USA and Canada. The problem is that most agencies have no plan for their new producers, and these new producers have no experience in insurance as well as little-to-no experience in sales. And that, my friends, is a recipe for a straight up career-ending disaster! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will share the basic steps needed for a new(er) insurance producer to write $100,000 of gross commission in his/her first 9-12 months on the job. It's all about creating the sales system for guaranteed success, also known as the Permission Sales Framework. To learn more, go to --> www.permissionproducerschool.com Key Topics: Importance of having a clear minimum revenue threshold to avoid wasting time on small, unprofitable accounts. Understanding how different agencies operate and tailoring your approach based on geographic territory, available markets, and agency expectations. The value of focusing on external prospecting activities and leaving account management tasks to other team members. How to align your efforts with the carriers your agency represents, specifically targeting industries and businesses that match their appetites for maximum success. Strategies for building an efficient prospect list, including gathering key decision-makers’ contact information and renewal dates. The significance of maintaining consistent prospecting efforts, including cold calls, emails, and in-person visits, to steadily build your book of business. Why a solid system for new producers can drastically reduce ramp-up time, aiming for $100,000 in commission within 6-9 months. Reach out to Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Do you struggle at scripting, branding, or sitting down to actually do the hard work of prospecting? Most producers struggle at something, and most of us struggle at many parts of the sales process. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht shares the five parts of his Permission Sales Framework and how selling insurance is like building a house. You have to lay the foundation, build the structure, paint the walls, do the final walk-through, and then get the keys. When you master these five parts of the Permission Sales Framework, you'll become a millionaire insurance producer. Key Topics: The challenge of selling insurance and winning clients in a competitive market. Common struggles faced by insurance producers in appointment setting, scripting, and branding. Introduction to the Permission Sales Framework: A five-part strategy for success. Laying the foundation: Pre-prospecting and preparing for client engagement. Building the structure: Effective prospecting techniques and client acquisition strategies. Painting the walls: Mastering the first appointment and presentation skills. The final walkthrough: Navigating the pre-proposal stage and preparing for a successful proposal. Getting the keys: Closing the deal and achieving the goal of becoming a millionaire insurance producer. Connect with Charles Specht on LinkedIn Visit the Permission Network Insurance Agency, Inc. website for more information and resources.

Do you have a defined and well-structured sales process that helps you win new business? No, I'm not talking about a few lucky points here and there. I'm talking about a "proven by long-term results" A-Z Sales Framework that covers everything from start to finish, from the type of account you're first going to prospect to the end goal of collecting the deposit check. That's what host Charles Specht will teach us all about today. On today's throwback podcast episode, we'll learn the secrets behind his "12X Sales Framework" that empowers insurance agents to build a $1,000,000 or more Book of Business of happy, loyal, and satisfied clients. Episode Highlights: Charles mentions his framework’s main key areas for selling, servicing, and renewing clients: pre-prospecting, prospecting, first appointment/meeting, strategic report, and proposal/presentation. (4:04) Charles explains that pre-prospecting is the crucial foundation work done before making cold calls, setting appointments, and meeting with potential clients, as it sets the stage for a successful sales process. (5:50) Charles mentions that prospecting involves actively engaging in activities such as making phone calls, sending emails, visiting potential clients, and attending networking events to meet people. (10:32) Charles explains that the first appointment requires preparation and a structured strategy to identify issues, present solutions and obtain a Broker of Record letter. (13:03) Charles discusses the importance of strategic rapport and how building comfort and confidence with insurance buyers can give agents a competitive edge. (20:05) Charles emphasizes the importance of a structured approach to proposals for insurance agents, and the need for sales training and a proper proposal template to communicate with prospects effectively. (23:39) Charles mentions that having a well-defined process from the initial contact to closing the deal is crucial for increasing your success rate. (30:34) Key Quotes: “When you're doing your pre-prospecting, you need to really understand about all the basics of laying the foundation, because if you're going after the wrong business, right off the bat, everything else is messed up.” - Charles Specht “I love when my prospect says, " Yes, Charles, let's go with it.” That's what I like to do. That is just fun. Quoting and not winning, that's not fun. That's something that amateurs do.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

You know, if a producer doesn't get to $100,000 of commission in a reasonable amount of time, they often either get fired or they find a new job outside of insurance. So, we not only need to help them get to $100,000 of commission but I think -- more importantly -- we need to get them to a $250,000 commission Book of Business as soon as humanly possible. Why? Because, once a producer gets to $250,000 in annual gross commission, they are usually not going to get fired, they're in the insurance business for life, and they're typically making six-figures in annual take home pay themselves. Therefore, that's why I am launching the PERMISSION PRODUCER SCHOOL, which is a 3-week intensive new producer sales training school to help new producers write $250,000 of commission in 1.5-2 years. (Go to www.permissiongroup.com to learn more) Key Topics: The importance of hitting the $100,000 gross commission milestone for job security. The challenge of transitioning from learning to producing quickly in the insurance industry. Strategies for reaching $250,000 in gross commission, including the Permission Producer School. The need to focus on a single micro-niche to accelerate growth from $100,000 to $250,000. Why a shift in strategy is required to move from $250,000 to $650,000 in commissions. Key changes needed to leap from $650,000 to $1.2 million, such as targeting larger accounts. The mindset and strategy shifts necessary to achieve a $3 million book of business. Reach out to Charles Specht Visit: Permission Producer School Permission Network Produced by: PodSquad.fm

Definitely, getting the signed Broker of Record is the better approach to winning new clients. But there are times when the BOR is not an option and so the only way to win that client is by quoting. No worries, because in this episode of the Millionaire Insurance Producer podcast, host Charles Specht is going to explain to you the three things YOU NEED TO GET from the insured before quoting, and then what to include in your final Proposal in order to strengthen your position to win that new client. Moreover, at the end of the episode, Charles will explain how to hire him to do a virtual sales motivation summit for your agency, or bring him in for a live, in-person sales training with your producers. Episode Highlights: Charles explains that quoting for insurance policies is a weak move because incumbents have a 92% chance of retaining the business, so agents need to position themselves strategically and not rely solely on quotes. (3:18) Charles discusses three key factors that are crucial in the insurance quoting process: gaining exclusive access to desired carriers, establishing a clear agreement with the insured, and preventing the incumbent agent from re-quoting the account. (5:28) According to Charles, agents should avoid meeting with prospects 10 days before policy renewal because insurance carriers' Broker record letter process prevents payment if signed and submitted within 10 days. (14:50) Charles mentions that it is advised not to meet with a prospect to provide quotes before the incumbent agent has given their renewal quotes. This is because it is important to have strong positioning and the ability to make a decision on the spot when meeting with the insured. (17:52) Charles emphasizes the importance of positioning oneself to win business and increase the hit ratio when offering quotes to non-clients. (26:26) Charles offers his services as a motivational speaker and trainer for insurance agencies, promising to teach the Broker of Record letter process and help agents build a $1 million or more book of business. (29:17) Key Quotes: “I have to be wise as a serpent and as innocent as a dove when I go through this whole process so that I am doing a good job for my underwriters, my agency, my wife, my children, my family, my bank account… because I'm in the sales business. And sales is about positioning.” - Charles Specht “There are things that you can do in this whole process when you are offering quotes to non-client prospects who don't yet fully trust you. It comes down to positioning. If you position yourself to win, you're much more likely to win. If you position yourself just to play, well, guess what? You'll get used.” - Charles Specht “Quoting is weak, but quoting works if you can put yourself in a stronger position. Do those things that we talked about and you’re going to put yourself in a much stronger position. I guarantee it.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

You may or may not be an agent looking to shift your career away from slinging policies and throwing mud against the walls to see what sticks. And, I get that. Or, you may not be an agency owner looking to add "Consulting" to your list of services provided. And, again, I get that. But .... it might just be the absolute PERFECT CHOICE for you going forward, and that's what this episode is also about. In this throwback episode, Host Charles Specht explains and breaks down the two primary business models you can choose from, to help you earn $100k - $350k annually. And, Charles begins to unpack "Phase 2" which will be released later in Q4 of this year that will be specific to insurance agencies who want to take over the policies (via BOR) of mine and the other consultant's client's policies. Get ready, because we're getting ready to disrupt the entire insurance industry! Episode Highlights: Charles mentions that his first approach to prospecting as an independent consultant in the insurance industry is to offer unbiased advice and guidance to small to medium-sized business owners for a fee, without directly involving their brokers or agents. (8:09) Charles discusses his transition to a new business model where he works as an agency retainer, providing ongoing support and advice to clients for a higher fee, and he refers smaller accounts to other consultants in different states. (18:28) Charles discusses how the constructive risk network is a good fit for individuals with insurance backgrounds and experience, including insurance agents, carrier people, sales reps, underwriters, claims people, risk managers, and insurance agency owners, particularly those with small to medium-sized agencies looking to transition into insurance consulting. (22:58) Charles explains that phase one of his Constructive Risk Network involves bringing in insurance consultants under the Constructive Risk Network with exclusive assignments for each state, initially limiting it to three consultants per state. (27:05) Charles mentions that the goal is to revolutionize the insurance industry by bringing in exclusive insurance agencies and consultants, focusing on the success of both the insurance buyer and the agent broker, and eliminating the quoting process. (28:54) Key Quotes: “Getting referrals as an insurance consultant is so easy, it's so easy. You're not competing against other agents, they've already got an agent, you're different.” - Charles Specht “The goal then, is that we're going to be bringing in insurance agencies in each of the states. Again, very exclusive. We're not bringing in everybody, we're just going to be focused on a number of agencies that have some desire to write certain industries, certain classes of business, and there's no commission split here. You write the policy, you keep 100%. That's it.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

I know, I know. This is a different kind of episode than you're used to. But, it just might be one that changes your life for the better! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you about how to exit the "rat race" of selling insurance policies and -- instead -- become a wholly independent, fee-based insurance consultant where you will likely make between $100,000 - $350,000 in personal "take home" income every single year. I've created an exclusive group with assigned territories and this is available for both P&C agents as well as EB agents. If you're interested in that, keep listening. If you're VERY INTERESTED in it and want to learn more, send me an email by first visiting my website at: www.constructiverisk.com Episode Highlights: Charles shares that he is making a pivot in his business by creating a network of insurance consultants who are hired by insurance buyers to provide unbiased advice for a flat fee. (2:41) Charles discusses the challenges in selling insurance, including time-consuming data gathering and unresponsive marketing departments, and the benefits of being an insurance consultant. (5:53) Charles mentions that an insurance consultant offers unbiased counsel and negotiates premiums down, typically saving clients 11-17% and potentially up to 55% of annual insurance costs, with fees ranging from $2,500 to $20,000. (9:39) Charles explains that insurance agents can save clients money and provide value by representing multiple carriers, allowing them to be unbiased advisors and counselors to insured individuals. (13:48) Charles discusses that having an insurance consultant instead of just trusting an agent can result in better outcomes and higher profits, with minimal expenses and no need for a physical office or additional staff. (18:40) Charles discusses the downside of not having residuals like an insurance agent and the benefits of saving clients time and money through handling negotiations, managing policies, and providing risk management services. (20:56) Charles mentions that an insurance consultant helps insurance buyers navigate the insurance process and ensures that agents have a fair opportunity to win business, benefiting both the buyer and the agents involved. (25:26) Charles shares that he will be giving exclusivity in regards to the territory for insurance agents, with a focus on creating programs, obtaining endorsements, and providing marketing support to generate wealth and achieve personal goals. (29:13) Key Quotes: “I am creating a network of insurance consultants that are no longer having to sell insurance. They're now being hired by the insurance buyer and paid a flat fee to give them unbiased advice.” - Charles Specht “As an insurance consultant, what I have to get the insurance buyer to understand is that I don't sell insurance, I'm not a competitor with their agent... I am completely separate from the entire placing of insurance, I am completely unbiased.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Constructive Risk Permission Network Insurance Agency, Inc.

I have a confession to make: I firmly believe insurance agents are prospecting all wrong. And, it is not only costing them thousands of dollars every year in new business commission, but they are losing literal weeks (months?) of their lives in the process. But, I also have some good news as well. The good news is that you can be happier as a producer, more successful, get more hours of your life back, and win more frequently. It all boils down to prospecting the low-hanging fruit. In this episode, I (Charles Specht) will tell you what the low-hanging fruit is and also how you can win it! Key Topics: Introduction of "low-hanging fruit" in insurance sales Analogy of picking ripe figs to explain targeting easy opportunities Importance of using the Broker of Record (BOR) letter in acquiring new clients Techniques for identifying and capitalizing on straightforward sales opportunities Discussion on the mindset needed for low-effort, high-return sales approaches Insights into streamlining the sales process by focusing on ready-to-switch clients Encouragement to refine focus on opportunities with the greatest return and least complication Reach out to Charles Specht Visit: Permission Network Produced by: PodSquad.fm

What if you could win 12-15 signed Broker of Record Letters from your prospects in the next six months? How profitable would that be for you? Well, that's what one of my "12X Commission Mastermind" members accomplished for his agency in just the first six months of 2023, and since becoming a Mastermind member now only a total of seven (7) months ago. In this throwback episode of the Millionaire Insurance Producer podcast, my guest is Illinois-based agency owner Ryan Cox and he shares what he's doing to prospect, to set appointments, and to win new business via BOR. And ... if you're interested in learning more about the "12X Commission Mastermind" then visit either www.12X.Club or go directly to: https://permissiongroup.com/mastermind/ Episode Highlights: Ryan discusses his involvement in the management of employee benefit plans and medical insurance for small and midsize businesses. (2:19) Ryan shares what led him to shift his attention to the Denver area and what made it so successful. (4:31) Ryan mentions their outsourcing of telemarketing and email marketing, viewing it as an investment rather than a cold call and he believes this approach not only generates new clients and fuels growth but also helps address healthcare expenses. (17:13) Ryan shares that SLI Benefits allocates 15-20% of its revenue to marketing campaigns, which has seen significant growth since its establishment. (19:01) Ryan highlights that SLI Benefits' programs revolve around innovative concepts aimed at solving the complexities of healthcare. (26:56) Ryan shares about the benefits of the “12X Commission Mastermind” program ane explains that it places great importance on having a well-defined process and unwavering conviction in one's work. (37:02) Key Quotes: “I outsource all of my telemarketing, email marketing, absolutely everything at great expense. But I look at it much more as an investment. If I know I'm going to have 15 conversations in a week, I'm probably going to get one or two new clients out of those conversations.” - Ryan Cox “We really pride ourselves on offering those newer innovative types of concepts to crack the health care code.” - Ryan Cox Resources Mentioned: Ryan Cox LinkedIn SLI Benefits Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Are you a crusty old insurance agent who hates BORs? If you are, then, goodbye. (I doubt you'd be reading this anyway if you were). However ... If you're a savvy, hungry, passionate insurance agent who wants to win and not lose, then today's topic is for you. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you why going after the BOR makes more sense than offering quotes, but also why there is nothing wrong with quoting ... so long as you're being wise about getting what you want out of the relationship. And, if you're interested in leveling up your sales game, visit www.12x.club and consider joining the 12X Commission Mastermind to learn how to build a $1,000,000 or more Book of Business through a signed Broker of Record Letters. Episode Highlights: Charles discusses the importance of both quoting and pursuing the Broker of Record letter in the insurance industry. (3:38) Charles explains that when presenting quotes, insurance producers must focus on bringing less expensive options to policyholders, as bringing good quotes likely leads to more business. (6:44) Charles mentions that quoting is still an important part of the process but offering quotes without the client’s permission is a weak move. (10:32) Charles explains that it is important to have a bucket system to categorize accounts based on commission to determine how much time and effort to put into them. (15:55) Charles recommends using time wisely to prospect on other accounts and find unhappy clients who may be willing to take over their policy instead of going through a quoting process without a Broker of Record letter. (22:52) Charles mentions that accounts are merit-based, so learning persuasion, asking the right questions, prospecting, and following up is crucial for making business decisions. (25:58) Key Quotes: “I'm not saying that you should go through a quoting process if you don't have the broker of record letter. I'm definitely not saying that. In fact, I would normally caution you not to. But every account is different. And so you have to look at every account based upon its merits.” - Charles Specht “Every single insurance producer, every single one of you needs to have buckets. And in your buckets, those buckets are going to have some kind of a label on them based upon what it is that you're going to do on that account.” - Charles Specht “Every account stands on its own merit. You have to make a business decision on every single account. Therefore, you must always be learning, you must always be learning in order to understand how persuasion works. You must always be learning so that you can see what the relationship is like. You must always be asking the right questions so that you can penetrate deep into the relationship to figure out what exactly is there and what is not.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency

Do you struggle with "follow-up" for your prospects? Or, maybe you struggle because you only do follow-up in one form (e.g. cold calls or emails)? If yes, then welcome to the club! We all struggle with it. Prospecting is difficult and confusing and most agencies don't have someone to teach you how to do it because no one else there knows how to do it, either! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why having a systematized "follow-up" is both wise and necessary to growing your Book of Business, but he'll take you through a step-by-step prospecting follow-up program he recommends to many people in his 12X Commission Mastermind. PS: If you're interested in learning more about the 12X Commission Mastermind, visit my website at: www.12x.club Episode Highlights: Charles discusses the 12x Commission Mastermind. (1:47) Charles believes that a significant portion of insurance producers and agents lack an established follow-up program when they're engaged in prospecting. (3:40) Charles explains the significance of choosing the right strategies for your prospects to avoid overconcentration on a segment that may not align with your business interests. (08:00) Charles discusses the process of setting up a follow-up program, which includes methods such as cold calls, emails, and social media engagement, along with participation in networking events, soliciting referrals, and incorporating additional elements. (12:01) Charles shares a scenario showcasing diverse ways to prospect, including through cold calls and emails. (15:52) Charles mentions that layering the prospecting follow-up leads to exponential results, as they follow a systematic process, ensuring long-term, measurable results. (29:27) Key Quotes: “Your prospect will respond to you in the time and in the platform that is most comfortable and convenient for them, not you. ” - Charles Specht “You need to have at least three ways in which you're prospecting, but more than that is better. And they have to be effective, based upon the type of prospect that you're going after.” - Charles Specht Resources Mentioned: Reach out to Charles Specht 12x Commission mastermind Permission Network Insurance Agency, Inc.

No, I'm not talking about this podcast. I'm talking about you prospecting for new business! How you utilize "time" and the availability of it will have a direct correlation to your success in sales. If your prospect doesn't feel a need to move forward, to get things done, to understand how important it is to move quickly, you will not only struggle at setting new business appointments but you'll have a hard time winning. Why? Because, sales is war! And, because people (prospects) are lazy and unmotivated. So, In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some practical tips and suggestions about how to incorporate a "drop dead date" in your prospecting in order to win more new clients. Episode Highlights: Charles discusses procrastination and the role of time limits. (2:46) Charles mentions the advantages of including timeframes in emails and calls when reaching out to potential clients. (8:49) Charles explains that successful prospecting involves handling multiple prospects at once, adjusting proofs as needed, and respecting deadlines without applying excessive pressure. (14:39) Charles discusses the crucial role of setting clear timelines and deadlines for prospects in reinforcing the position of an insurance agent. (20:55) Charles believes that timing is a key factor to success in prospecting. (22:24) Charles shares his view on the importance of incorporating time frames in sales, prospecting, and marketing procedures to enhance responses and boost business. (24:01) Key Quotes: “For us to win business, for you to win a new client, means somebody or other people are who are going to have to lose in order for you to win. If you're going to win a new client, at least one person, maybe more, has to lose in order for you to win.” - Charles Specht “Sales is war. And if we don't give the insured some kind of a time period in which to have a decision done, they will continue to push it off, push it off, push it off, push it off. And before you know it, you are no longer at the top of their to-do list.” - Charles Specht “Timing is so important to success. Timing is so important to prospecting. Giving your prospect a certain amount of time in which to get something done is very important.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Going for the BOR is always the better option, but sometimes you just have to quote. If you go through a normal quoting process, be sure to get these three (3) things from the prospect. Once you do this, your quote-to-win ratio will increase so much that you could see your new business revenue increase by some 50% annually. That's a lot of commission. It's YOUR new business commission! But only if you get these three buy-in's from your prospect. So, listen and implement. PS: Download a free copy of The Millionaire Producer at: https://permissiongroup.com/the-millionaire-producer/ Key Topics: Understand the significance of the quoting process in the insurance industry The importance of the Broker of Record (BOR) letter Three essential steps to secure more clients and increase commission The importance of exclusive access to key insurance carriers Ensuring guaranteed business through clear agreements on price savings Preventing competitors from getting a last look at quotes Strategies to remind clients of agreed terms during the quoting process Reach out to Charles Specht Visit: Permission Network Produced by: PodSquad.fm

It's really hard to set new business appointments with your prospects if you can't communicate with them directly. (Go figure, right?) So, then, why in the world would you ... (or another agent you know?) ... keep prospecting in ways where you are forced to deal with gatekeepers and receptionists? That just doesn't make sense to me at all. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach the why and how of finding your prospect's "sweet spot" when it comes to communicating with them directly, in order to set more appointments. Episode Highlights: Charles uses the analogy of hitting the sweet spot in baseball to explain the importance of finding the right platform and script to communicate with prospects. (2:36) Charles explains the importance of prospecting in a way that resonates with the prospect's preferences and needs, rather than solely relying on the salesperson's preferred methods. (6:08) Charles discusses the need for a multi-pronged approach to prospecting, including walk-in visits, email, telephone calls, direct mail, social media, and speaking to centers of influence. (10:01) Charles mentions the importance of finding ways to get direct access to decision-makers, such as using social media or sending a short text message, in order to bypass gatekeepers and increase the chances of success in selling insurance. (12:21) Charles shares that emails should be micro-niched, focused on the major problem the prospects have, and clear and concise about how to fix it. (16:04) Charles explains how to know the best way to prospect depending on the type of business that you are going after. (21:08) Key Quotes: “You need to have multiple different ways in which to speak to your prospect. Otherwise, you're not going to have success in setting appointments. And if you can't set appointments, you will starve.” - Charles Specht “I would tell you just try and prospect in ways in which you can get direct access to decision maker so that you can bypass the gatekeeper, period. I like making phone calls, I actually think making phone calls works with a lot of different businesses. So it needs to be a part of that. However, emails, social media doing walk-in visits, different things like that can be very, very powerful if you do it, right.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

How would you like to win 6 new clients via signed Broker of Record Letter in less than 6 months ... with even the smaller of these clients being $12,000 in annual revenue? Would that be OK with you? I'm sure it would! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews [Insurance Producer Rockstar] Rocio Luna, who is also an active member of the 12X Commission Mastermind (www.12x.club) community. Among other things, Rocio explains how she is utilizing social media to get her Micro-Niched prospects (plumbers and concrete subcontractors) to reach out to her directly in order to solve their worker's compensation problems. Episode Highlights: Rocio discusses discovering Charles Specht and the 12X Commission Mastermind via a YouTube video on cold calling and prospecting. (2:46) Rocio shares her insurance background, beginning as a claims manager and eventually becoming a sales producer. (4:11) Rocio mentions that listening to Millionaire Insurance Producer podcast episodes influenced her decision to focus on construction. (7:46) Rocio explains how she secured a client by presenting a solution to reduce the client's X-mod and providing a service timeline. (10:31) Charles discusses the importance of insurance companies having well-targeted social media profiles and insurance buyers being aware of the broker of record letter option. (14:36) Rocio discusses her primary prospecting method: social media, particularly Instagram. (16:39) Rocio explains how embracing micro-niching helped her win a plumbing account. (20:11) Rocio mentions that the insurance industry is not a get-rich-quick scheme; it demands hard work, prospecting, and building relationships with clients. (26:39) Rocio shares how the 12X Commission Mastermind helped her in starting an Instagram account. (27:47) Rocio believes that just one week of cold calling can lead to noticeable improvements in your work. (31:33) Rocio asserts that joining a mastermind, like the one led by Charles, is the best way to reach a million dollars in commission, as it helps agents achieve their goals through repetition, fostering self-awareness and growth. (32:21) Key Quotes: “Agents should be transparent and just have a very simple process. Obviously, know your industry, because it's completely different when you're meeting with a human resources person and an owner.” - Rocio Luna “If you just do one week of cold calling, you'll see the difference in your work.” - Rocio Luna “I absolutely do recommend joining the mastermind if you want to reach a million dollars in commission.” - Rocio Luna Resources Mentioned: Rocio Luna LinkedIn Rocio Luna Instagram Modern Reign Insurance Brokers 12X Commission Mastermind Reach out to Charles Specht Permission Network Insurance Agency, Inc.