Millionaire Insurance Producer

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 Powered by PodSquad.fm

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.

There are one-owner shops, small agencies, medium-sized agencies, large alphabet houses, and everything else in between. The question is: Which one can you make more money at as a producer? In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht walks you through the pros and cons of each, tells you which type/size agency he would work at today if he was planning to pick one to work at, and an option for you if you're considering making a switch. Episode Highlights: Charles mentions that he learned more at a large agency than at any other agency he has worked for. (4:41) Charles explains why, after learning so much at a bigger agency, he would never work for one again. (6:48) Charles discusses that, after 20 years of business, he already knows what to do if he is approached by an agency for consultation or assistance with their operations. (7:34) Charles mentions that all of the producers he knows that have to have some form of servicing role for whatever they do in their everyday operations have smaller books of business. (10:42) Charles explains that if you're the owner of the agency, having a one-man shop is fine as long as you're writing some business. (12:06) Charles believes that a tiered system that rewards constant activity, building a book of business, and bringing on more new clients throughout the year would make a lot more sense for an agency. (14:26) Charles explains that if your agency is unwilling to give you the opportunity to own a stake in the business, it may be in your best interest to look into other options because there are other options. (17:06) Charles believes that you don't have to make a habit or build a large book of business to be fairly wealthy as an agent in the United States of America. (20:01) Charles believes that if you are looking for a new agency, you should go to one that puts money into training, sales, and other similar things. (23:30) Charles mentions that if you're considering changing agencies, reach out to him and he'll try to give you some advice on what to do or look for. (28:19) Key Quotes: “I've been in the business now for over 20 years, I understand a lot of these different things, I would know what to do tomorrow if I went to work with an agency, if an agency brought me on, for some consulting, consulting, to help them with operations, and their producers and so forth.” - Charles Specht “There are other options out there, there is no shortage of opportunities out there in regards to the agencies that you might be a really good fit for. So, if you don't feel like your agency is a long-term play for you, then maybe make a switch.” - Charles Specht “If you're thinking about switching the agency where you're at, you know what, reach out to me. And I'll try to give you some advice maybe on what to do or what to look for, I might even be able to give you a referral in a few different agencies if you're willing to work remotely.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

A weak mindset is often what most of your competitors possess. But what about you? Do you have a robust and competitive mindset when it comes to sales? Are you afraid to ask for the signed Broker of Record Letter? Are you nervous about telling the insured what you require from them in order to move forward? In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the seven things insurance producers need to have in order to possess a Millionaire Producer Mindset. Episode Highlights: Charles shares that he is developing his own producer school that will be launching very soon, which will go from A to Z on the entire sales process. (2:07) Charles explains that the first thing to having a Millionaire Producer Mindset is to understand that sales are both a sprint and a marathon. (3:58) Charles shares that prospecting is your primary daily function, and there really isn't a way in which to set appointments without prospecting. (8:27) Charles explains that insurance agents should consider themselves both advisors and producers. (10:31) Charles reminds us that agents need to remember that prospects want three things, to save money, save time, and have peace of mind. (12:18) Charles shares that, as an agent, competitive dethronement is the business you are in. (16:18) Charles explains that, as an agent, offering quotes to non-clients is a waste of time and not a very nice strategy. (17:47) Charles explains that the last thing on the list to having a Millionaire Producer Mindset is to ask for a sale. (21:09) Charles shares that everything is a sale, and to be human is to sell. (23:35) Charles wraps up the episode by reminding listeners of the seven things to know in order to have a Millionaire Producer Mindset. (26:43) Key Quotes: "What you do for your prospects is serve happiness and collect signatures. Let me say it again, serve happiness and collect signatures. Did you hear me because I need to say it again, you need to serve happiness and collect signatures. That's what you are doing." - Charles Specht "Always be closing. I just think there's truth to it. The truth of the matter is that yeah, you always need to be closing. Everything is a close. To be human is to sell. Everything is a strategy." - Charles Specht "We need to ask for the business, we need to hold people's hand and take them down the path we want them to go. If you don't have that kind of a mindset. I would venture to guess that you're not very successful in sales." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

If you can do this one thing, you'll not only win more signed Broker of Record Letters but you'll save yourself a ton of time, headaches, stress, and you'll make a lot more money too. What is it? Here it is: "Show me the money, Jerry!" See, you need to become an insurance agent who is more like Jerry Maguire the sports agent, rather than "Joe Quotes" who offers quotes to non-clients. What I mean is professional sports agents don't offer quotes and quote against other sports agents, and neither should you. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain the how and why being Jerry Maguire is a better choice for you, and then three (3) steps to make it happen. Key Topics: The importance of how you're perceived by prospects Why the traditional quoting process is flawed Adopting the Jerry Maguire approach in insurance sales Key strategies to differentiate yourself in the market How to effectively communicate value to your prospects The benefits of a mindset shift from quoting to consulting Building a client-focused strategy for superior outcomes Reach out to Charles Specht Visit: Permission Network Insurance Agency, Inc. Produced by Podsquad.fm

Could you write $250k of new business commission in the next twelve months? I think you can ... And here's how! There are three main things you need to do in order to successfully write a quarter of a million dollars in commission this next year. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down the step-by-step process of how you can do this and how you can get every agent at your agency to do the same thing as well. Episode Highlights: Charles explains that the reason why he loves prospecting is that this activity results in having money in his pocket. (3:47) Charles elaborates on how he fell into writing for subcontractors and other types of accounts. (5:02) Charles explains why he decided that the first policy to write for an account was going to be $20,000 of commission or more because he was only writing for small accounts. (9:35) Charles shares that the thing that is stopping you from writing $250,000 of the new commission is the blockage that you have in your mindset. (11:47) Charles discusses how the size of the accounts that your agency goes after determines your path. (13:47) Charles shares that if you go after whatever classes of business you are most competitive in, you are going to be successful. (17:38) Charles explains why it is important to focus your time on carriers that are choosing to write certain classes of business to be competitive. (23:25) Charles mentions that the only thing that is stopping you from writing $250k of revenue is your mindset. (25:30) Charles explains how he helps people be able to achieve this goal, as he was able to do the same thing, in his 2nd year in business (29:37) Key Quotes: "The thing is, is that all I want you to understand when we're talking about you writing $250,000, of new commission over the course of a full year is that the thing that is stopping you from doing that is the blockage that you have in your mindset, period." - Charles Specht "If you have a process, a system in which you are prospecting the type of business that your carriers want to write and are most competitive, then you are going to be successful." - Charles Specht "The main thing that is stopping you from writing to under 250 grand of revenue over the next 12 months, is a limited mindset that is doing something that you've always done because you've gotten the same result." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

If you have not yet CLEARLY DEFINED what your ideal client both is and is not then you're probably making only $0.50 on the $1 of what you could be earning. That's right. Not clearly defining your ideal client is costing you money -- a lot of money! You not only need to know what you will say "Yes!" to but also what you will say "No!" to in order to enjoy million-dollar success. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to define your ideal client, what types of things to say yes or no to, and why clearly defining your ideal client is the secret to being a successful Millionaire Insurance Producer. Key Topics: Risks of being a generalist insurance agent The concept and benefits of micro-niching Identifying the type of client you truly want The relationship between your ideal client and your lifestyle Strategies to determine and attract your ideal client The significance of saying no to certain clients or opportunities Practical steps to define and target your ideal client base Reach out to Charles Specht Visit: Permission Network Insurance Agency, Inc.

Yes, indeed, your clients get solicited by other insurance agents all the time. During this policy renewal year, they are more likely to meet with those agents (your competitors!) to see if there are alternative options available to them to cut costs. Why? Because inflation, a lack of workers, and a hardening insurance market are forcing them to look at options in order to do nothing more than stay in business. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the THREE things you can do to ensure your clients renew with you rather than one of your competitors. Episode Highlights: Charles shares that the reality is that clients have almost no plan to leave you and yet they still talk to other agents. (2:11) Charles explains that it is becoming difficult for insurance buyers and business owners to make a profit and stay in business. (4:41) Charles elaborates on the industry's current situation and what people need to be careful of at this time. (7:31) Charles explains that clients do not normally tell their agents that they are talking to their competitors. (10:21) Charles explains how the challenge of maintaining clients can be turned into an asset in converting prospects into clients. (12:52) Charles discusses three reasons why clients speak with other agents and what triggers these situations. (16:54) Charles explains that clients meet other agents and competitors because of a lack of peace of mind. (21:34) Charles explains how to create a significant amount of peace of mind in the minds and consciences of your clients. (23:45) Charles explains that if you are able to provide clients with a renewal strategy and assurance, then they will most likely meet with you. (26:53) Key Quotes: "For the most part, most business owners or leaders in an organization do not tell their current providers of whatever the service or product is that they are getting quotes, and they are meeting with other vendors. " - Charles Specht "Your clients are going to be meeting with competitors, other agents, other brokers, they're going to be meeting with direct writers, captives, other independent agents, and so forth, because they don't have peace of mind with anything that's happening right now." - Charles Specht "We need to be able to create a significant amount of peace of mind in the minds and the consciences of our clients." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

How would you like to have a $2,500,000 Book of Business (commission)? Sure, we all would. Well, that's what my client--Guffy Wright--from The Mahoney Group was able to accomplish in less than five years after working with me for 1-on-1 coaching! If you're a P&C or EB producer struggling with Micro-Niche selection, differentiation, leveling-up, mindset issues, limiting beliefs, or not getting enough signed Broker of Record Letters from your prospects, then stay tuned. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews his client, Guffy Wright, about exactly what to do or not do in order to grow your Book of Business to well over $1,000,000 or more annually. Key Topics: Guffy Wright's transition from a stagnant $700,000 to a $2.5 million commission in just a few years. The importance of targeting the right account size and client type for substantial growth. How a shift in mindset and approach can lead to significant progress in the insurance industry. The transition from a local to a national client base and the impact of virtual sales. Emphasis on Broker of Record letters over traditional quoting for business expansion. The role of ideal client identification in growing an insurance book of business. Guffy Wright's insights on balancing professional growth with personal commitments. Reach out to Guffy Wright Charles Specht Visit: The Mahoney Group Permission Network Insurance Agency, Inc.

You don't have to be the "best" insurance agent out there. (Please, read that again!) There are literally tens of thousands of insurance agents out there who prospect in your very own geographic territory. You don't need to be the best out of all of them. In fact, all you have to be is the better CHOICE of whichever agent the prospect is using to get quotes on their behalf for that renewal. That's it. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can get your prospect to perceive you as the best CHOICE out of three agents, and fire their current agent in order to hire you! Episode Highlights: Charles shares that in any line of business, you do not have to be the best, but remember that you are unique. (2:10) Charles explains that the main struggle that most agents have, regardless of whether they are new or experienced, is mindset. (4:30) Charles discusses that there are a lot of agents that are also contacting your clients and prospects, and you do not have to be better than those agents. (9:15) Charles shares that you only have to be better than a handful of other agents that are your competitors. (12:43) Charles explains that the strongest position for you to be in is to be the best option based on who your prospects are meeting with. (17:59) Charles explains that if you create a strategy and do it right, you will be able to eliminate the other competing agents. (20:26) Charles elaborates on forcing your thinking to be positive, telling yourself that there is no reason why prospects should pick other agents other than yourself. (23:35) Charles shares the new things that will be coming in for 12x Mastermind, as well as putting together actual microniches for exclusive members. (27:43) Key Quotes: "I just want to tell you that there are a lot of agents out there who are calling on not only your own clients but your prospects' lot. You don't even have to be better than those 100." - Charles Specht "I know how to make super producers. And so what I'm doing now is I'm taking that information and I'm going to be bringing it down now to an exclusive few those who become members of my 12x Mastermind."- Charles Specht "You don't have to be the best insurance agents that's out there. You just have to be the best choice for whichever prospect you're talking about." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Are you a P&C or EB producer who is struggling to set enough new business appointments? Or, maybe you're just not able to close and win enough clients? Do you have too much pressure on you to succeed and you need to start delivering some positive results -- ASAP? If that at all describes where you're at right now then stay tuned because, in this episode of the Millionaire Insurance Producer podcast, host Charles Specht will tell, motivate, encourage, and give you the basic blueprint for what you need to do to win your next 100 clients and build your Book of Business to $1,000,000 or more. And, as a hint for what's to come ..... it all boils down to your "intent" and your "system" for prospecting. Key Topics: Overcoming the pressure and challenge of client acquisition in insurance sales The concept of finding your ideal 100 clients for sustainable business growth Importance of intention and having a systematic approach in sales Strategies to identify and approach your target client segment The role of micro-niching and account size in building your client base Avoiding the 'sales drift' and staying proactive in client acquisition Developing and implementing effective sales systems and processes Reach out to Charles Specht Visit: Permission Network Insurance Agency

Delivering bad news to current clients is an art. So is uncovering bad news from your prospects. In fact, the best and most wealthy insurance agents out there are typically the ones best at advising their current clients on industry trends, and uncovering pains/problems with their competition. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain how to do this for better client retention and for winning more signed Broker of Record Letters from your prospects. Episode Highlights: Charles explains that giving bad news and uncovering bad news are critical aspects of building a $1 million or more book business since it all comes down to winning and retaining clients. (3:30) Charles discusses why delivering bad news to current clients is challenging. (9:21) Charles explains the three most important strategies for maintaining a strong and loyal relationship with current clients and how to deliver bad news and get good results. (11:39) Charles mentions that insurance agents must handle renewals in a very planned and strategic way in order to be considered an advisor. (17:20) Charles believes that being able to spot pain is one of the most significant things insurance agents can do to win new clients. (24:54) Charles discusses the significance of taking advantage of the hardening market in order to make more appointments and win more Broker of Record Letters. (25:36) Charles encourages insurance agents to focus on being professional advisors in delivering bad news to current clients and becoming expert persuaders by identifying their pain points and issues with their present agents and then informing them about the superior services. (28:53) Key Quotes: “Delivering bad news and uncovering bad news are very, very important aspects to building a $1 million or more book business, because it all has to do with being successful at winning and retaining.” - Charles Specht “You need to make sure that you are handling your renewals in a very structured and strategic way so that you are indeed an advisor and not necessarily someone who is quasi unethical when it came down to delivering that bad news.” - Charles Specht “If there is one thing that will ensure your prospects start to meet with you and maybe consider options and even consider doing business with you is if you somehow were able to give them the information that it's likely their insurance rates are going to be increasing significantly, because that's what's happening in the rest of the marketplace across the United States of America and beyond. “ - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Please .... do not be one of those insurance agents who have no strategy or process when it comes to presenting renewal quotes/proposal to the prospect! If you do that, you're more likely to lose than win. Why? Because, if you do that you're wingin' it and throwing mud against the wall to see what sticks. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some options to consider to put you in a stronger position to win the business at the time you present your proposal, even if you can't get the signed BOR. Episode Highlights: Charles explains that many consumers do not make the decision to switch to a big provider with a single signature on a piece of paper. (5:40) Charles discusses how to determine the best timing to offer a quote to the insured. (7:26) Charles discusses the benefits of presenting a quote proposal to a prospect a week or two before the renewal date. (10:29) Charles explains that submitting a renewal quote is a competitive bid situation, and it's war, and you must put yourself in a stronger position. (18:44) Charles mentions that he prefers to give a quote within 10 days because most carriers have a Broker of Record letter policy that states that if something is not received within 10 days, the new agent will not be paid. (20:16) Charles explains why you should not send your quotes to the insured by email and then let them decide. (26:14) Charles mentions that many insurance brokers will present their proposals, but they have no knowledge of how the insurance buyer decides which quote to go with. (27:54) According to Charles, millionaire insurance producers are professionals, they are strategic and have processes and systems which they follow for a reason. (29:19) Key Quotes: “Do not ever send your quotes to the insured by email and then let them make a decision.” - Charles Specht “A lot of insurance agents will offer their proposal, but they have no idea how an insurance buyer goes about to actually deciding which quote to go with.” - Charles Specht “I'm telling you that one of the more foolish things you can do is not having a step by step process or strategy for presenting your proposal to the insured right before their renewal window. If you don't have the insurance buy-in, you are hurting yourself. And I don't want you to do that. Why? Because you're better than that.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Do you struggle at branding? Are you still a quasi-generalist who is not focused in a Micro-Niche? Or, maybe you've chosen a Micro-Niche industry to focus on, but you haven't figured out how to BRAND yourself so that your prospects are attracted to you and want to sign over their insurance to you? Well, I have good news for you if that describes where you're at right now. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you some of the MOST ESSENTIAL things you can do to brand yourself and take your Book of Business to the next level. Charles talks about both personal branding as well as how agency leaders can and should assist their producers by using the agency website to brand the sales team in each and every Micro-Niche they are prospecting. Key Topics: The importance of specializing in a micro-niche for insurance agents. The role of personal branding in the insurance industry. The impact of digital presence and social media in insurance sales. Strategies for creating effective branding in specific niches. How to use branding to differentiate from competitors. Reach out to Charles Specht Visit: Permission Network Insurance Agency, Inc.

It's one thing to agree that targeting BOR's is a smart move but it's another thing altogether to develop a step-by-step process to winning signed Broker of Record Letters on a consistent basis. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will "build you a house" by explaining what the foundation is, what the four walls are, and what the roof is to winning more signed Broker of Record letters from your prospects. Episode Highlights: Charles explains why winning in a standard quoting procedure is quite difficult. (3:24) Charles demonstrates how a Broker of Record letter is a better option than the quoting process. (7:05) Charles believes that one of the main strategies in regards to the Broker of Record letter is asking for it. (9:13) Charles explains that every single prospect meeting you have with an insured person needs to have a goal. (10:43) Charles explains the advantages of being aggressive in your requests in order to persuade others to do what you want them to do. (13:50) Charles explains that it is impossible to train individuals to be successful at selling anything if they are not aggressive in asking for the business. (17:10) Charles discusses why the micro-niche, the foundation for your house, is so important in obtaining a signed Broker of Record letter. (17:49) One of the ways to create a wall when building your house, according to Charles, is to plan out how you're going to prospect. (20:20) Charles mentions that if you have a very powerful message that includes both the pricing side and a significant service side, you'll have a very excellent hit ratio on prospecting and setting appointments. (23:34) The fourth wall, according to Charles, is how we lead that appointment to ask for the business. (24:17) Charles discusses how the follow-up program will be the roof of the construction that binds the four walls together. (25:57) Charles explains that the foundation is everything; it is the micro-niche, and everything is constructed on top of that; you can't have walls or a roof until it is completed. (27:45) Key Quotes: “You have to be aggressive in regards to what you're asking for in order to get them to do what you want them to do.” - Charles Specht “If you have a very strong message that has both the price side as well as the significant service side, you're going to have a very good hit ratio on prospecting to setting appointments.” - Charles Specht “Foundation is everything it is the micro niche, everything is built on top of it, you can't have walls and you can't have the roof until you get that done.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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

Referrals, referrals, referrals! You've probably heard that referrals are great to get and have the highest win percentage when compared to other forms of prospecting. And, you'd be right to think that because it's true. However, most insurance agents and agencies do either a very poor job at systematically asking for (and receiving) referrals from their client base or COIs, or they have no process for referrals at all. In this throw backepisode of the Millionaire Insurance Producer podcast, host Charles Specht will give you a step-by-step process you can use to get more profitable referrals from your clients and COIs. Episode Highlights: Charles reveals that while he was a producer for almost 10 years, he wasn't very good at getting references. And it was partly because the kind of company he was pursuing was not one that relied heavily on referrals. (2:01) Charles explains that when it comes to requesting referrals, you must be careful what you ask. (5:56) Charles discusses the reasons why it is critical to have prospects prepared ahead of time. (9:04) Charles mentions that if you are comfortable with your customers and your circle of influence, the recommendation will be substantially better. (12:00) Charles explains that when you work with clients and centers of influence, you highlight possible opportunities that can be powerful for prospecting. (14:47) Charles suggests that if you've saved 30 customers in various places, you can create Excel lists for different prospects you're analyzing and identifying as possibly good prospects to go after in those geographic territories. (16:37) Charles believes you should invest heavily in referral prospecting. (18:46) Charles explains that when he asks his coaching clients, who are insurance agents, about their methods of prospecting, very rarely do they mention referrals. (21:57) Charles mentions that we are severely lacking in getting referrals, an excellent method of prospecting but that it shouldn't be too tough to improve. (25:04) Key Quotes: “If referrals are important to you, then choose wisely.” - Charles Specht “When you work with each of your clients, and your centers of influence and you're going through the list of these potential prospects and they're highlighting them, you need to utilize that information because you're going to have multiples. You're going to have multiples. And that becomes very, very strong information to use when you're prospecting.” - Charles Specht “I encourage you to start looking into getting better at doing referral prospecting. And then thank me later.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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 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.

One of the biggest reasons insurance agents don't achieve success as a producer is due to the QUANTITY of accounts on their prospect list. But the biggest reason overall is no doubt the QUALITY of the accounts on their prospect list. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to increase the QUALITY of the accounts you are prospecting in order to close more deals and make more money! Episode Highlights: Charles explains that most insurance brokers are inexperienced and have a large number of accounts to call. (3:57) According to Charles, insurance brokers might have 1000 different prospects on their database. However, if none of them are truly qualified to the point that they are likely to conduct business with you, calling them to set up appointments would be the largest waste of your time. (4:35) Charles discusses the three most important things that insurance agents should have in terms of their database quantity. (9:21) According to Charles, the quality of the prospect list is the difference between being a millionaire insurance producer and always spinning your wheels and not achieving the results you want. (10:51) Charles believes that the reason people are not achieving the financial status and the results they desire, is that they have a deficient prospect list. (14:00) Charles explains that if you contact customers that are coming up in the buying window, the number of set appointments you have will significantly increase. (18:27) Charles mentions that your database should include the most profitable micro-niches. (19:37) Charles discusses that there are lots of different ways in which to find lists of prospects. (22:21) Charles explains that when your book of business and profession develops, you may not need the quantity as much since the quality will be there. (29:37) Key Quotes: “The quality of your prospect list is the difference between you becoming a millionaire insurance producer versus you continually spinning your wheels and not getting the results that you want.” - Charles Specht “The reason that you are not achieving the financial status, the results that you want the amount of commission money in your own bank account right now, the reason why you're not winning as many clients gathering enough broker record letters and so forth is because you likely have a deficient prospect list.” - Charles Specht “As you're maturing in your book of business, as you're maturing in your career, you might not need the quantity any longer because the quality will be there. But, as of right now if you don't have either, it must be very difficult for you to actually keep going and to have the success that you want.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.