Millionaire Insurance Producer

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews one of his sales training clients, Man Phung. Man only started writing commercial accounts about three years ago but has been implementing the things Charles has been teaching, such as Thinking BIGGER, micro-niching down, utilizing the 12-Month Timeline of Services, etc. The result is that he's writing much bigger accounts today. Charles and Man share tips in this episode about what is working and what Man changed in order to be successful. Episode Highlights: Man shares his background story and how he got started in the industry. (6:35) Man shares that their agency has over one hundred commercial accounts both in Indiana and Texas. (8:58) Man talks about the two biggest accounts that they are writing, which are construction and manufacturing. (9:45) Man explains that he does a little bit of everything as a business owner, from cold calling to social selling to managing a team. (11:49) Man shares understanding the size of the account and class of business helped him to choose the accounts that contribute to the success of his business. (13:08) Man talks about the first big account he had in his agency and what he did to be able to write that account. (20:33) Man advises everyone to believe in their perspective and never to hold themselves back. (23:52) Man shares how he was able to win a new account with a good broker of record, which was by accident. (26:06) Man advises listeners not to let themselves hold themselves back and to change the way they think about their limiting beliefs. (29:34) Key Quotes: "You can only write so many accounts. No matter how good you are, you can only write so many accounts." - Man Phung "We are our worst enemy. We hold ourselves back. And it's true. And I used to think the same way like I couldn't do it because I'm playing against the biggest broker in the world" - Man Phung "So if you're starting some something new like me three years ago, start high and and hone in. So, figure out the revenue and then figure out what markets you have." - Man Phung Resources Mentioned: Man Phung Linkedin Brightway Insurance Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Most insurance agents out there don't really know what they are supposed to be doing, as far as prospecting and selling are concerned. They have little training and often they're trained to do what the person before them has done, even if that person didn't achieve A+ results. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will detail seven things insurance agents need to do to become Millionaire Insurance Producers. Episode Highlights: Charles explains why he wrote the book, The Millionaire Producer, about permission, and why it matters. (2:49) Charles elaborates on the first aspect of the book, which is collecting signatures and serving happiness. (05:44) Charles explains that when you create enough value and solve major problems, your insured would be happy to sign all your broker letters. (08:18) Charles shares that you have to think bigger than you think is already big. (10:25) Charles advises everyone to start targeting larger revenue-generating accounts. (13:30) Charles explains the 4th chapter, which is to stop quoting insurance renewals. (14:36) Charles explains why rich people are always in micro-niches. (20:18) Charles shares that insurance agencies should create fee-based products. (23:57) Charles elaborates on Chapter 7 that it is very important to have your accountability group. (30:25) Charles shares about the 12x group coaching mastermind program. (33:45) Key Quotes: "My philosophy of insurance sales is centered around the idea of permission. Some call it sales, others refer to it as persuasion. But I firmly believe that what matters most to you is that you secure your prospect's permission." - Charles Specht "Think bigger, not merely big, not what you think is big but bigger than that. The best learning moment is the idea, the concept, and the reality of what it means to think bigger." - Charles Specht "The issue comes down to whether or not you're going to need to do what you know you need to do to be successful." Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In order to attract new clients, you must repel those who are not ideal for you. The right messaging will attract the right people, and you'll win more new clients with very attractive marketing that repels everyone you don't want. It works, but most agents haven't figured it out quite yet. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains what you need to do in order to repel bad (not ideal) prospects to attract and win the best and most profitable clients. Episode Highlights: Charles shares that the success rate of attracting your ideal client comes from being able to repel those who are not. (1:53) Charles explains how to attract a level of comfort with prospects. (04:51) Charles discusses how you can repel prospects that you do not want by starting with a particular message. (06:44) Charles elaborates on how you can focus and figure out who your ideal prospect is. (10:43) Charles shares that he is articulating a certain message that is going to resonate with those people that are trying to sell new business. (14:50) Charles explains that people will get the absolute best results by being more specific in what they want to write. (19:40) Charles shares that everybody wants a specialized brand and nobody wants a generic brand. (21:00) Charles shares that individualizing is what prospects want for their businesses. (23:34) Charles talks about an agent he met, and the lesson we can learn from them. (27:19) Charles explains the idea of winning more clients through the competitive quoting process. (31:49) Key Quotes: "I truly believe that the success rate of being able to attract your ideal client comes from being able to repel those who are not." - Charles Specht "I'm trying to articulate a certain message that's going to resonate with those who are trying to actually sell new business period, and it's called millionaire insurance producer podcast because it has nothing to do with account managers." - Charles Specht "I truly believe that the entire industry and society as a whole is becoming less generalist and much more interested in finding the brand that that really speaks to them and writing something that really speaks to them." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

QUESTION: Are you 12X? Professional insurance agents aren't throwing mud against the wall to see what sticks. Super producers are in the right mindset, they have a plan, and they go for the jugular. They ask for the business, they demand attention, they require the insured's permission, they get awarded a signed Broker of Record Letters, and they build a $1,000,000 or more Book of Business. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain how to become 12X. Episode Highlights: Charles explains what 12x is all about, where it is used, and how important it is. (2:10) Charles says there is no reason not to be able to prospect greatness. (05:20) Charles explains that productivity is an aspect of being successful in almost anything we do. (9:18) Charles discusses the importance of knowing your numbers. (10:58) Charles shares that he always loves hearing stories about Brokers of Record. (12:57) Charles explains that in the insurance industry, permission is one of the most important things to keep in mind. (14:21) Charles shares you can get more accomplished with a very tight relationship with one underwriter than you could ever get with a very strategic plan. (17:37) Charles explains the importance of the 12x mindset and focusing on your micro-niche. (20:31) Charles shares that sometimes business owners don't know exactly what's in their own best interest. (24:19) Key Quotes: "Lot of people can show up. But not a lot of people can show up and deliver. If you can show up and deliver, you are essentially writing yourself a blank check for the future. Sky's the limit if you're 12x." - Charles Specht "I also know that you can get more accomplished with a very tight relationship with one underwriter than you could ever get with a very strategic plan." - Charles Specht "You're not in the insurance business. You're in your micro-niche, your unique industry, of your prospect. And that's 12x. That is the mindset that you are in." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Do you lack the Motivation to prospect for new business? Most insurance agents say they have a difficult time maintaining Motivation. However, I think the real culprit is something different and that it's because producers lack Confidence that they, therefore, lack the Motivation to prospect. But -- if the truth is known -- In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht feels that something else is the real reason you lack Confidence and therefore lack Motivation and therefore lack results. And, in this episode, he'll explain what it is and how you can get it! Episode Highlights: Charles asks the question of which comes first, is it the motivation or is it the confidence? (1:28) Charles shares that he wants people in the industry to have both motivation and confidence. (4:01) Charles shares that you need to have a lifetime goal and a destination so that plans can be made to make it to that destination. (8:29) Charles mentions that Confidence comes from the plan, and motivation is the fruit. (11:20) Charles shares that when you have the structure in order, process and strategy, you are going to have results. (15:12) Charles explains how you're going to use your social media strategy. (19:53) Charles shares that you should keep in mind what's the one thing that you can do that makes everything else easier or unnecessary. (22:48) Charles talks about a message that he got from someone on LinkedIn. (25:08) Charles explains that we lack true accountability, and it causes us not to follow through. (28:15) Key Quotes: "When you have confidence, you get motivation, I don't think that you can have motivation that is any kind of motivation, certainly, that's going to last any amount of time if you don't have the confidence to follow through." - Charles Specht "Confidence comes from the plan, when the plan is established motivation is the fruit." - Charles Specht "If you lack true accountability, then it's quite likely, you're not going to follow through with the things that you want to actually do. You're just not." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Most insurance agents fail at selling insurance because they started on the wrong foot. They never achieved traction and so they failed. What I've found is that many agents lack traction because they don't know what they're selling or to whom they're selling. They are "generalists" and they achieve mediocrity every single day. If you want to become more successful at selling insurance, figure out who your ideal prospect is (with absolute clarity) and prospect with diligence. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to do exactly that. Episode Highlights: Charles shares that articulating or defining your ideal client is the foundation of prospecting. (1:59) Charles explains that if your message is that of the one you were focused on, it will tilt up towards the client you are messaging. (6:22) Charles defines every agent as being very unique in every way in your own agency. (10:19) Charles shares his experience with a shooting gun and how it relates it to the industry. (11:44) Charles discusses instances where an agent will likely start to flounder. (15:06) Charles shares a story of an agent that he knows and how it went with the agent's client. (17:02) Charles explains that it's amazing what happens when you get clearly defined about who you're trying to attract, and who you're trying to repel. (20:17) Charles shares one of the more difficult things for an insurance agent to do. (21:53) Charles explains that the key to being successful in your niche is ultimately to decide to go all-in on the type of account that you want. (26:25) Key Quotes: "Those insurance agents who lack clarity and understanding or being able to articulate and define your ideal client are the ones who are going to fail." - Charles Specht "If you don't have a script that is focused on your ideal client, you are basically playing luck, you're gambling." - Charles Specht "If you don't have a clear idea of what you're trying to accomplish and who you're trying to resonate with, then you're likely going to sort of flounder." - 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. 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.

Excuses never made anyone any money. People who go bankrupt always have an excuse as to why. Salespeople who don't win an account always have an excuse for their failure. That goes for insurance producers as well. There are reasons and excuses for all failures. But insurance agents who hold onto excuses are the ones who live paycheck to paycheck. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to eliminate excuses, how to execute a plan, and how to set S.M.A.R.T. goals that achieve success. Episode Highlights: Charles talks about excuses being the reason for us not achieving our goals in life. (1:14) Charles provides some examples of the excuses that we commonly have in the industry. (3:45) Charles tells us what excuses are going to do to our life. (7:52) Charles says that a lack of execution on actual prospecting will cause failure. (11:25) Charles shares that we have to have 12x goals, not only get out of the box but destroy the box. (16:47) Charles gives us the S.M.A.R.T. goal strategy that we can apply to our daily actions. (19:21) Charles shares that lack of execution results in excuses. (22:38) Charles tells us to be S.M.A.R.T. (Sizable, Measurable, Actionable Reachable, Time-sensitive) about our goals. (24:36) Charles says if we continue to hold on to excuses and reasoning and grudges we will ruin relationships. (26:37) Key Quotes: "A lack of prospects in the pipeline, a lack of execution on the actual prospecting activity will cause you to starve. Period." - Charles Specht "The problem, however, is that we have a vast amount of times throughout the year where we do not take action. There's no execution. - Charles Specht "If you begin to execute, rather than have excuses, you're probably going to be much more likely to succeed, not merely in the long term, but also right now in the short term." - 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 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.

There are a number of things you can do to increase the likelihood of winning new clients from signed Broker of Record Letters. Some are more difficult to accomplish initially and may require experience, but others are things you can start doing immediately to win more signatures. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin to itemize the ABCs of what you need to do to win more signed Broker of Record Letters from your prospects. Episode Highlights: Charles tells us that this episode is about how to win Broker of Record Letters. (2:17) Charles shares that the Broker of Record Letter is an insurance tool to ensure proper service from incumbent agents. (5:00) Charles explains that the insurers' best interest is to gain a reputation in the marketplace. (8:34) Charles states that most agents do not even mention the Broker of Record Letter to insurance buyers. (11:43) Charles shares the ABCs of Broker of Record Letters, which will revolutionize your entire career. (16:10) Charles shares the call experience that he had with a company that makes high-end treehouses. (20:00) Charles explains that he will be putting up mini-courses that answer particular issues that will help agents. (23:44) Charles tells us that advisors get more signed Broker of Record Letters than producers. (26:43) Charles says that a Broker of Record Letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business. (28:31) Key Quotes: "I really believe that the insurance industry is turning a corner and we're going to be accelerating towards a particular direction." - Charles Specht "The Broker of Record Letters is not something that we talk about or that we wield. It is not to be a hammer in your hand and you beat the insurance buyer of your prospects into submission until they finally sign that thing." - Charles Specht "You do not receive it if you do not ask. If you do not ask, you do not receive. If you ask, you will receive what you asked for." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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 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 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

Are you ready to finally figure out how to use LinkedIn for prospecting so that you can dominate in new business sales in 2022? If yes, then this episode is for you. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you how to get your LinkedIn Profile figured out by first determining your "Intent" and also your "Micro-Niche" focus. It's time to take action and not waste another year. LinkedIn is a superior tool, if you use it strategically. Episode Highlights: Charles introduces a new digital course called “12X Your Book with LinkedIn”. (1:06) Charles tells us that LinkedIn is an underutilized secret when it comes to prospecting for new business. (3:13) Charles explains that LinkedIn is more than just an online resume. (5:10) Charles explains that the intent of what you're using LinkedIn for will dictate what type of connections you need to have. (10:45) Charles explains that a vast majority of your competitors are not using LinkedIn, which presents an opportunity for you. (15:40) Charles says that if you become micro-niched using LinkedIn, clients will see you as the best choice to do business with. (20:59) Charles explains that focusing your profile on a specific category will not affect anything. (21:52) Charles shares other alternatives to micro-niching your LinkedIn profile. (23:58) Charles tells us that his new digital course comes with free content to be used on your actual feed. (28:18) Charles shares that he is going to be the personal LinkedIn coach for people who sign up for the course. (32:20) Key Quotes: "Your profile is going to dictate what your content is. Your profile is going to be dictated by who you're trying to attract." - Charles Specht 'I'm not here to say anything is wrong. You just have to be okay with it. You just have to also realize there are consequences to using social media just socially, rather than using it for a business purpose. " - Charles Specht "To attract, you need to repel. You need to repel the people you don't want in order to attract the people you do want." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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 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 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.

You probably didn't write as much new business this year as you could have. Nope. Not even close. You probably could have doubled it. Easily doubled it. Maybe even tripled it? You already have the tools to do it. You don't need better scripts, better prospects, or anything like that. You just need better accountability. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht shares how both insurance producers and agency principals can double their new business revenue in just one year. Episode Highlights: Charles tells us that in this episode he is going to talk about how to multiply your business. (1:14) Charles teaches about multiplying time to multiply your outcome. (5:43) Charles explains that you need to write down all of the different things that you do in your business. (9:22) Charles mentions that prospecting in December can make a huge difference. (13:59) Charles shares that people need to ask themselves the question, "Where do I waste my time?" (18:10) Charles reminds everyone that your biggest competition out there has nothing on you. (20:38) Charles shares that you are your biggest enemy. (22:43) Charles asks the "why" questions to stop mediocrity. (24:24) Charles reminds listeners to be accountable to themselves and use their time wisely. (28:20) Key Quotes: "There's no reason why you can't succeed, there's no reason why you can't competitively dethrone every single competitor that ever comes in front of your path." - Charles Specht "My lack of production is my fault, just like your lack of production is your fault." - Charles Specht "I truly believe that the only thing that really stops us is whatever is going on in these thick skulls of ours." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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 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.

Anyone can just show up and -- sadly -- that's all most producers do. The real question to answer should be: What am I accomplishing when I actually do show up and do the work? In other words, are you achieving the results you really want for yourself, or are you doing just enough to get by? Are you merely hitting your "safe goals" or are you doing so much work you're making those old goals look like child's play? That's what host Charles Specht talks about in today's throwback episode as he dives deep into the topic of "Showing Up Big to Put Up Big." Episode Highlights: Charles opens the episode by explaining that we all need to show up. (1:20) Charles states that there is a difference between being able to produce and being able to talk about what is in the policy. (5:09) Charles asks the listeners how many hours they put into the insurance business. (7:38) Charles explains that prospecting is a numbers game and selling insurance is a relationship game. (14:00) Charles states that if you are not spending that much time prospecting then you are not doing the extra mile. (18:19) Charles asks listeners to examine the impact that showing up and leveling up could have on their success. (25:57) Charles shares a story of a conversation he had with a producer. (27:02) Charles ends the show with the question: “Are you actually showing up and doing the work?” (32:47) Key Quotes: “The nice thing about the insurance business is you get to build whatever it is you want to build.” - Charles Specht “You don't necessarily need to change a lot of things in your entire prospecting strategy. You just need to use your time wisely.” - Charles Specht “If you actually began to show up and began to put up and began to level up, I wonder how much you could actually write a new business this year? I wonder if we began stringing years together like that year after year after year? How much business could you possibly write?” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Prospecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why you SHOULD leave voice messages when you do cold calling but he gives you at least three real and usable scripts of what your voice message should be. Episode Highlights: Charles opens the episode by saying that he does not think too many people like prospecting. (1:20) Charles explains that you should have a good message when prospecting. (5:14) Charles explains why he recommends leaving a voice message but also why it should be the last-ditch effort. (8:57) Charles provides tips and samples of how to speak with gatekeepers. (9:34) Charles provides samples of what he thinks might be some of the best voice messages sound like. (15:30) Charles shares an example of how most of the agents leave their voice messages. (24:00) Charles gives out more samples from his script that he uses in cold calling. (28:00) Charles states that it is very important to relay the importance of your message in a cold call voice message. Key Quotes: “I want you to understand, prospecting is a numbers game. Selling insurance is not a numbers game. Selling insurance is a relationship game. Prospecting is a numbers game. In other words, how many people are you actually contacting?” - Charles Specht “Always try and look at it from the perspective of how can I help this person? What can I say that's going to sort of flip the scenario here, so that I'm not merely somebody who's soliciting, but someone who's offering value.” - Charles Specht “As soon as they realize that this voice message is from an insurance agent, they stopped listening to you in the same way that a receptionist stopped listening.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

It's your fault. It's all your fault. Don't blame me and don't blame anyone else. You're building what you want to build so look in the mirror and own it. The size of your Book of Business is your own business but if you don't like what you're building then STOP AND BUILD SOMETHING ELSE. In this throwback episode of the Millionaire Insurance Producer podcast, Charles Specht will tell you what you need to do to stop thinking small, how to start thinking BIGGER, and what you need to change in order to achieve the new business revenue growth you want. Episode Highlights: Charles opens the episode by sharing with his listeners why he is angry. (1:39) Charles shares his experience with the two agents that he has encountered. (2:55) Charles mentions that sometimes you just have to take a step back and ask yourself, “What are you building?” (8:53) Charles talks about advising an agent to increase the size of the account that they ate prospecting. (12:36) Charles explains that he wants people to realize that there is no reason to stay small. (14:31) Charles shares that the best business lesson he learned was the power of thinking bigger. (17:38) Charles shares another story of an insurance agent that he has worked with and the power of thinking bigger. (20:00) Charles shares the reasons that keep him going, and keep him motivated to continue. (25:15) Charles closes the episode with the question, Are you choosing or just allowing things to happen? (27:37) Key Quotes: “I'm going to tell you why I'm not happy. I'm not happy because I am sick and tired of insurance agents thinking small, period.” - Charles Specht “Sometimes you just have to take a step back and ask yourself, ‘What am I building here? What actually am I putting into place? What am I creating?’ You have to take a step back and do that every once in a while because you just don't realize what you're doing in the middle of it.” - Charles Specht “There's no reason why you have to stay small. It doesn't matter, whatever the case is if your agency isn't used to those types of accounts, it doesn't matter, write them, prospect them, you'll figure it out.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.