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.

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.

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.

Episode Highlights:

• One of the most difficult challenges, according to Charles, is getting over the point of hesitancy. (2:37)
• Charles explains that the insurance industry's best prospecting script is the one that works for your unique prospect. (3:40)
• Charles mentions that anything you provide your prospect in return for an hour of their time must be meaningful and simply understood. (5:55)
• Prospecting, according to Charles, is not easy, is not pleasant, and is challenging. However, if you want to establish a million-dollar book of business, you'll need to persuade individuals to meet with you. (07:29)
• Charles provides samples of the top prospecting scripts in the insurance industry. (11:23)
• Charles explains that everything is constructed on the micro-niche, and you must start there. (17:04)
• Charles discusses why he typically encourages insurance salespeople to have their first script be fairly price sensitive, so that it resonates with everyone. (29:48)
• Charles mentions that the finest prospecting script for the insurance sector must fit the needs of the individual you're interacting with at the time. (30:42)

Key Quotes:

• “If you don't have many different scripts to use for your prospects, you are probably not getting the results you want.” - Charles Specht
• “Focusing on how to set appointments is probably the smartest thing you will ever do in your career.” - Charles Specht
• “As you're figuring out what your script and your pitch and your cold call carrot is, you have to really understand what is one of the main problems they're dealing with. Because whatever you're saying has to be a solution to that problem. And if you don't understand your prospect's problems, the solution that you have to offer really isn't going to be that great.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will talk about how you should Pivot, what to Pivot to/from, and how to determine if the Pivot you make will be profitable or not for you or your agency.

Episode Highlights:

• Charles explains that a common issue that people have is that they can't stop doing one thing and start doing something else. (4:53)
• Charles shares that pivoting starts at the very beginning of the building process. (7:02)
• Charles talks about his experience working with a very large agency over the last three years. (10:23)
• Charles advises listeners to start utilizing some of the technologies that are out there, such as InsurTech. (14:50)
• Charles explains that you need to have more prospects in your database than you think is necessary. (19:17)
• Charles explains that the pivot and the database are important as you cannot call the same account every couple of weeks. (23:38)
• Charles shares that it does not make sense for you to keep doing something that doesn't get you results. (25:36)
• Charles shares some of the things that would cost you zero dollars but still help you in your success. (28:20)
• Charles explains that you need to step back and begin to list the things you need to pivot and go through them one at a time. (29:14)

Key Quotes:

• "You need to take a step back, begin to look around at the things that you need to pivot, and make that change today." - Charles Specht
• "Tech really doesn't help you to sell; that's completely different. You need to be able to persuade, you need to be able to ask for the business, you need to be able to prospect, you need to be able to do all of that." - Charles Specht
• "If you're actually you're able to do certain things in certain ways, and you can help yourself by including technology into your entire process, then I would say it would probably make financial sense for you to actually do that." - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Episode Highlights:

• Charles explains the difference between a niche and a micro-niche. (1:48)
• Charles shares that if you do not know what you are targeting, then everything is a target. (5:00)
• Charles explains that you can be passionate about other things, but it does not necessarily have to be your micro-niche. (7:30)
• Charles shares that micro-niching means you are focusing only on a specific area of a niche and not different areas. (11:16)
• Charles explains that it is important to consider your geographic territory when creating a micro-niche. (15:42)
• Charles explains that every agency is different and should have a minimum revenue threshold, which can also help you determine your micro-niche. (20:26)
• Charles talks about the importance of having access to carriers to be competitive. (22:14)
• Charles shares that he personally wants to go after classes of business that are ugly and nasty that most insurance carriers don't want. (26:12)
• Charles explains that it is important to know your competition and to start to ask yourself if it is the best area for you to spend your time. (30:09)
• Charles shares that micro-niching means being seen by your prospects as exactly what they need. (33:42)

Key Quotes:

• "Being a micro-niche means you're focused in that area. And you can't be focused in that area if you're torn between too many different areas." - Charles Specht
• "It's a whole lot easier to win the race if you're driving the fastest car, riding the fastest horse, whatever, it's just a whole lot easier to win when you have the best." - Charles Specht
• "The thing about a micro-niche is that you get so dialed in, that you become the most obvious choice of which agent to do business with." - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency

On today's 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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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

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.

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.

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.

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.

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.

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.

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.

Spend more time gaining the insured's PERMISSION and you'll be able to collect a lot more signatures on BOR's.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to win your prospect's PERMISSION in order to win more new business. 

Episode Highlights:

• Charles explains that everything about the Broker of Record letter has to be focused on a specific word which is: Permission. (1:40)
• Charles shares why the idea of gathering the insured’s permission is necessary in order for you to actually have success in the entire outcome. (4:14)
• Charles mentions that gaining the insured’s permission is one of the wisest things you can do. (6:10)
• Charles shares the focus of everything that he teaches and does. (10:37)
• Charles discusses that the Broker of Record letter is the most valuable tool and piece of paper in the insurance business. (13:07)
• Charles mentions that if you can't get the incumbent agent fired, you cannot get hired. (15:20)
• Charles believes that there are some services that you can provide to the insured that actually help them to understand the value that you provide. (17:00)
• Charles mentions that the Broker of Record letter literally is everything. (21:32)
• Charles discusses the things that you can do to put yourself in a stronger position to win the business. (22:58)
• Charles mentions that it is important to provide a valid reason to the client on why they should give you permission. (27:46)

Key Quotes:

• “The Broker of Record letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business.” - Charles Specht
• “Don't actually begin doing free work, don't work for free. If they do not give you permission, you do not have a client, you do not have a prospect, you have a suspect.” - Charles Specht
• “Gaining the insured’s permission is one of the wisest things you can do. Gaining the insured’s permission will allow you to get more signed broker record letters.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this 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.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you how to use LinkedIn to prospect better, close more deals, and build your Book of Business.

Episode Highlights:

• Charles explains how he utilizes each social networking platform. (1:57)
• Charles considers LinkedIn as a fantastic tool to network and prospect. (10:05)
• Charles believes that it’s tough to utilize LinkedIn as a prospecting tool if you're not actively engaging with your prospects. (12:14)
• Charles discusses the value of micro-niching. (13:10)
• Charles believes that focusing on one area will help you succeed. (16:22)
• Charles shares that he will be releasing content on how to utilize LinkedIn soon. (18:02)
• Charles says that if we can give prospects free information that helps people. That's the know, like, and trust factor. (21:24)
• Charles invites anybody interested in learning more about LinkedIn to contact him. (25:27)
• Charles explains that if you are not visible on LinkedIn, you are missing out on one of the best opportunities to prospect. (29:02)

Key Quotes:

• “LinkedIn can be your absolute best way to prospect out there. It literally can, it can change and revolutionize everything you do.” - Charles Specht 
• “You will be able to win more business, you will be able to resonate with your insurance buyer, if they see you as somebody who understands them.” - Charles Specht 
• “I decided to become the go-to agent when it comes to the broker of record letters. That is my predominant focus.” - Charles Specht 

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Episode Highlights:

• Charles shares how to turn prospects into clients. (1:03)
• Charles talks about rude prospects and making them do business with you. (4:19)
• Charles shares tips on how to understand phrases from prospects and what they really meant to say during a call. (10:04)
• Charles shares about the C3 or the Cold Call Carrot. (12:04)
• Charles talks about mergers and acquisitions. (16:21)
• Charles states that the size of your book of business is dependent upon your ability to persuade. (20:12)
• Charles elaborates on the advantage of being able to persuade. (23:40)
• Charles shares how to gain the prospect’s trust. (25:46)

Key Quotes:

• “If we do our cold calls, and people respond negatively, we did not persuade them. If we present a quote, and they don't buy from us, we didn't persuade them. If the underwriter does not actually give us a quote, even though we're begging, we haven't persuaded them. There's a lot of things that we have to do. And persuasion is probably at the top of the list of the things that we must” - Charles Specht
• “The size of your book of business is dependent upon your ability to persuade.” - Charles Specht
• “We need to become not just merely producers, we need to become people who are experts in the art of persuasion.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why you should contact associations about becoming their endorsed insurance provider, but he tells you exactly how to do it in such a way that the association leadership will even give you a copy of their active membership list.

Episode Highlights:

• Charles discusses the significance of prospecting and appointment setting for insurance agents. (2:07)
• Charles explains how associations add value to their members and how insurance agents become endorsed agents for these organizations. (4:50)
• Charles mentions the advantages of association endorsements, such as increased business and easier prospecting. (7:17)
• Charles discusses the importance of micro-niching in the insurance industry and how it can make prospecting more efficient and effective. (12:10)
• Charles shares some methods for approaching associations for endorsement, such as targeting smaller regional associations and conducting a Google search for potential associations. (16:29)
• Charles explains the benefits of becoming an endorsed agent, which include access to membership lists and the ability to relieve executive directors' frustration. (19:47)
• Charles discusses how becoming an endorsed agent can lead to non-member prospecting and sales opportunities. (22:18)
• Charles mentions that it is important to focus on certain industries to learn about their risks and get in touch with carriers and associations. (26:00)

Key Quotes:

• “By endorsing you as their agent to their members, it gives the members value that they might be able to lower their costs. Because you're doing business with someone through the association, the association endorses you, introduces you, refers you to them.” - Charles Specht
• “I truly believe that if you pursue an association endorsement, it's going to put a lot of gold in your pocket. Everything becomes easier, prospecting becomes easier, and setting appointments becomes easier. Working with a few insurance carriers that you want becomes easier, you can write a lot of business doing it this way.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to achieve 1% weekly growth in various areas of your selling process in order to be 50% better at selling insurance, just one year from today. 

Episode Highlights:

• Charles gives some tips on how producers might double their commission winnings next year. (3:50)
• Charles discusses the concept of compound interest. (6:06)
• Charles discusses where you should start working on improving by 1% per week. (8:39)
• Charles explains the significance of micro-niche selection. (10:23)
• Charles discusses the creation of your value differentiator. (11:42)
• Charles talks about scripting and messaging. (14:11)
• Charles discusses the seventh way for generating a 1% rise every week and generating 50% more revenue. (16:51)
• Charles mentions that most insurance salespeople do not have a strategy for leading a prospect down the route that they want them to take. (20:31)
• Charles highlights the need not to give the incumbent agent the last look. (24:04)
• Charles talks about the 19th method, which is asking for the final sale. (29:13)
• Charles mentions that a producer is an amateur if they do not manage their personal development. (34:15)

Key Quotes:

• “If you could get better at your sales process by just 1% every single week, you'd be 50% improved at winning new business after just one year.” - Charles Specht
• “In order for you to actually get much better at it, you have to really start being proactive at it. You need to learn, you need to have education, you need to really start thinking from a forward perspective on where do I want to be one year from now?” - Charles Specht
• “If you don't handle your personal development, you are an amateur. And amateurs only make enough money to pay the bills and they don't make a lot in life.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Mastermind
• Permission Network Insurance Agency, Inc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews Daniel to find out what is working for him now, what is he saying, and why did that large manufacturing account sign his BOR during their first meeting!

Learn more about the 12X Commission Mastermind at this link: 12x.club

Episode Highlights:

• Charles explains that in order to be a successful insurance agent, it is crucial to ask for what you want and to be a hunter, rather than a gatherer. (2:02)
• Daniel shares that he is an experienced insurance agent from Ohio, specializing in life insurance, but also writes commercial property and casualty policies. (5:32)
• Daniel mentions that joining the 12X Commission Mastermind has been hugely beneficial, particularly the two weekly calls with the group's leaders, which helped him maintain a productive mindset and keep prospecting as his top priority. (8:33)
• Daniel believes that the discovery interview is the most important part of the sales process. (11:51)
• Daniel discusses being explicit about what you are going to provide is a good way to contrast what you're capable of doing and willing to do with what the incumbent agent is doing. (16:30)
• Daniel explains that he used to cold call and quote policies, but after listening to sales and insurance-based podcasts, he realized the importance of having a specialized and differentiated approach to prospecting and messaging to stand out from competitors. (21:15)
• Daniel believes that transparency and explaining the process can help buyers understand how to get the best deal without hurting themselves in the long run. (25:00)
• Daniel explains that 12X Commission Mastermind offers a solution to those who are tired of the same old process of getting quotes and following policies, feeling stuck, and not standing out from others. (26:58)
• Charles discusses the benefits of being a member of the 12x Commision Mastermind program. (27:55)

Key Quotes:

• “I still think the discovery interview is the most important part of the sales process, because you get invited in for a reason. And the number one thing you got to find out in that discovery process is, why are you there? Why did you get invited in?” - Daniel Brookman
• “The biggest benefit has actually been mindset. Having those two weekly calls with yourself and the other producers on there, and just keeping those ideas fresh, keeping prospecting, top of mind, it keeps me from kind of straying away, and, you know, kind of losing focus on what's most important as a producer, which is prospecting.” - Daniel Brookman
• “Now my prospecting is specialized. The messaging is not just industry specialized, but also specialized kind of talking and tailored to this process, and how I'm going to be different than just quoting your insurance.” - Daniel Brookman

Resources Mentioned:

• Daniel Brookman LinkedIn
• Reach out to Charles Specht
• 12X Commission Mastermind
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can transition prospects into loyal, paying clients by being ultra-transparent and educational.

Episode Highlights:

• Charles mentions that many insurance agencies do not have a formalized proposal. (2:05)
• Charles explains why you will lose clients and prospects if you confuse them. (4:47)
• Charles discusses a different way of meeting with prospects in order to win their business. (7:30)
• According to Charles, if you can explain how you'll be able to produce a better positive outcome, clients and prospects will be much more inclined to desire to do business with you. (12:58)
• Charles explains that you can win more clients by being more transparent and advocating for education. (15:36)
• Charles gives an example of how you could do a much better job of making your prospect or insured feel more comfortable with you. (17:16)
• Charles explains that prospects want to know that they purchased insurance from the right broker and that they have coverage with the finest provider at the lowest possible cost. (22:25)
• Charles makes a special offer to those who want to join the Permission Group Mastermind. (25:47)
• Charles discusses what's going on with Permission Group Mastermind. (26:37)

Key Quotes:

• “The lack of education, the lack of understanding that the insurance buyer has about the entire insurance process is not your friend, it's your enemy.” - Charles Specht
• “This whole idea of how you can win more clients is by being more transparent, by being much more of an advocate for education, helping them actually see what they have what they don't have, rather than doing what lots of agents tend to do is they win a new client, and then they ghost that client.” - Charles Specht
• “I do believe that when you go into the mastermind, you're going to be in a much stronger position to actually win” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Group Mastermind
• Permission Network Insurance Agency, Inc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches not only what the 'Plan B' ought to be but he'll give you the exact script to use when creating your own personalized 'Plan B.'

MOREOVER..... stay tuned at the end to hear about the "Broker of Record Letter BOOTCAMP" Charles is putting on 3/24/23. You won't want to miss this one! For more details on it this live BOR training, check out: brokerofrecordletter.com

Episode Highlights:

• Charles explains that Plan A is to have a strategy prepared for getting the Broker of Record letter signed on the first meeting with the prospect. (04:29)
• Charles discusses the percentages of insurance buyers who will sign your Broker of Record letter. (06:20)
• Charles shares the script that every agent should learn before asking the prospect to sign the Broker of Record letter. (09:47)
• Charles explains how to transition from Plan A to Plan B if the insured shows discomfort with Plan A. (11:27)
• Charles discusses why having free services on Plan B is important. (17:26)
• According to Charles, under Plan B, agents provide the insured with a strategy for what they will be doing in the future so that the insured may see the value they are receiving for the service being offered. (18:55)
• Charles explains that having a strategy that is still geared toward the Broker of Record letter will give positive results. (24:13)
• Charles announces the Broker of Record Letter BOOTCAMP, which will take place on March 24, 2023. (24:35)

Key Quotes:

• “A professional has a plan. A professional has a strategy. A professional knows what they're going to be doing next. Even though you might not always know what to expect, you should always have a next step. Plan A, Plan B, Plan C.” - Charles Specht
• “In Plan B, you're giving the insured a plan on what you're going to be doing going forward so that they can see the value they're getting out of it.” - Charles Specht
• “Plan A is first and foremost, that's what we're working on first. Plan B, which is what this podcast episode is about, is sticking to your guns and not just giving in. But having a plan of attack that is still pushing towards the Broker of Record letter. Frankly, when you do that, you're going to have really, really good results.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Broker of Record Letter BOOTCAMP
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how (and why) to win more clients by overcoming mediocrity and being the more professional insurance advisor, compared to your competition. 

Episode Highlights:

• Charles tells the story of how he first got into the insurance business. (5:02)
• Charles discusses the concept of the inferior submission. (7:03)
• Charles explains the importance of having the entire process written before meeting with a prospect or current client. (11:15)
• Charles explains why blocking the market is not in the best interest of insurance. (13:20) 
• Charles believes that to be better than a “block the markets” broker, brokers must be able to explain to the insured why they are better. (20:48)
• Charles explains why many workers' compensation insurance underwriters will not or cannot quote a prospect who does not offer health benefits to their employees. (23:16)
• Charles mentions that bare-bones submissions rarely receive quotes from underwriters. (25:31)
• Charles explains the importance of educating the prospect on how a bare-bones submission actually harms them. (28:29)
• Charles mentions that if brokers follow the process he highlights, they will receive significantly more broker record letters than they have in the past. (31:47)

Key Quotes:

• “Put together a submission that will knock the socks off of your underwriter. A bare bones submission handcuffs the underwriter to not be able to work with another agent, maybe even agents that they would choose to work with. ” - Charles Specht
• “The insurance industry is not set up for your success. The insurance industry is set up for your failure. It is not set up in a way that is going to help you in the trust process with your prospects.” - Charles Specht
• “We need to educate the prospect on how a bare bones submission actually hurts them, how it hinders them, we need to explain to the insured that we are not going to be doing that on their behalf.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht demonstrates how you can construct a new business or renewal submission to your carriers that will not only cause the underwriters to want to quote your submission but will encourage them to give you a better quote!

Episode Highlights:

• Charles discusses how important it is to present the insured to the marketplace. (3:02)
• Charles explains the two things that a business owner may do to ensure success. (4:59)
• Charles shares a story about when he was still figuring out his consulting practice. (5:59)
• Charles discusses the responses he received from his LinkedIn question for underwriters. (9:05)
• Charles explains the significance of a superior submission. (25:54)
• Charles believes that a good submission will get you more broker record letters if you can demonstrate to the prospect that you would be marketing them like a Ferrari in the market. (30:30)

Key Quotes:

• “If I can help you be more successful in your career, whether you're on the carrier side or the agency side or in loss control, or whatever it is, doesn't matter if you're doing personal lines or employee benefits, property and casualty life insurance, I don't care, I want to be able to help you. ” - Charles Specht
• “If you can put together a superior submission and give reason, detailed description and reason to the underwriter, what they've done for certain things, and why credits should be given. You're much more able to justify those credits with the underwriter and likely to get them” - Charles Specht
• “If the insured knew how poorly so many agents out there are representing them to the marketplace right now, based upon their renewal submission, let alone the new business submission. I believe those insured's would fire their agent immediately and sign a broker of record letter to anyone else who's willing to put together a good submission.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about why and how you should prospect on price, and how to use it to set more new business appointments going forward. (And, he even gives you a few examples to use toward the end!)

Episode Highlights:

• Charles explains that most insurance agents do not build a book of business being more expensive than the incumbent agent. (2:28)
• Charles discusses the importance of understanding and admitting that pricing is very important in prospecting and setting appointments. (4:07)
• Charles explains that prospecting and sitting in on an appointment are two completely different aspects of an insurance producer's job. (8:06)
• Charles explains what "price plus something" is and why having a script is important when prospecting. (13:34)
• Charles mentions that very few insurance companies have ever taken the next step and made something that makes them stand out. (20:22)
• Charles believes that most insurance agents do not provide additional services that help their prospects and insureds and generate new revenue. (22:18)
• Charles explains that creating a script that gets to the heart of the issue and the value point that an agent has to give a prospect is important because the agent is asking for an hour of their time. (24:30)
• Charles mentions that the “plus something” has to have so much inherent value that the insured actually gets it. (27:58)

Key Quotes:

• “It's just important that we understand and admit that price is absolutely important. It's important to prospecting and setting appointments.” - Charles Specht
• “When it comes to your prospecting, I will tell you that you need to have a carat, a C3 - a Cold Call Carat. Your script that is “price plus something”, that “something” is unique to you…that “something” is a service you provide. ” - Charles Specht
• “Your book of business is going to go up when you really kind of focus on the number plus something.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Why do your prospects think they can get better quotes by working with multiple agents?

ANSWER: Because they don't know any better. If you can clearly articulate to the prospect that you will ensure competition will take place with the underwriters, you should be able to BOR all of the markets you want. 

That's what host Charles Specht talks about in this throwback episode of the Millionaire Insurance Producer podcast.

Episode Highlights:

• Charles discusses the factors that lead to a lack of trust in the insurance relationship. (2:06)
• Charles explains why a lack of qualified competition to motivate the current broker is not in the insured's best interests. (6:13)
• Charles discusses his responsibilities to an insured who likes the current agent. (10:04)
• Charles shares several ways to motivate individuals to work hard. (12:06)
• Charles believes that competition should take place at the underwriting level rather than the retail agent level. (13:45)
• Charles mentions that it is important to explain to the insured how the procedure ensures competition, not at the agency level, but at the carrier level. (16:07)
• Charles explains why micro-niching is so significant. (17:50)
• Charles discusses the need for educating the insured on how insurance works. (19:28)
• Charles explains why insurance producers must be able to tell underwriters exactly what they want. (24:39)

Key Quotes:

• “I have no plans to move the business away from the incumbent agent. Because the incumbent agent might not necessarily be doing a bad job, it's just that the insurer doesn't know if they're doing a good job. And the insurer doesn't know if the agent who they like is actually getting them the best deal. That's normally why I'm hired, when the insured kind of likes their agent.” - Charles Specht
• “This is why micro-niching becomes so important because the more that you are entrenched in the insurance industry, the more you will know what's happening in the insurance marketplace for that industry.” - Charles Specht
• “If you can help your prospects see why you would be better. They might actually give you everything you want.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can win more signed BOR's from your prospects by proving you provide superior customer service.

Episode Highlights:

• Charles mentions that there is an issue with trust in the insurance industry, and it is the result of things that insurance agents have done in the past. (3:42)
• Charles explains that his goal is to assist insurance agents in knowing how to produce a better customer service product and experience in order to win more business. (4:56)
• Charles believes that when people grow more successful in the insurance business and get more clients, it becomes more difficult to provide excellent customer service. (5:59)
• Charles explains the reasons why clients distrust insurance agents and insurance companies. (7:47)
• Charles mentions Chris Paradiso and his agency as an example of a company that does an excellent job of onboarding clients and staying in touch with them. (13:04)
• Charles discusses strategies for agencies to enhance their onboarding process. (13:47)
• Charles discusses the steps that insurance agents may take to show prospects what it's like to do business with them in the future. (15:46)
• Charles mentions that a 12-month timeline of services helps producers to get more signed broker record letters than anything else. (20:51)
• Charles explains how to present an excellent 12-month service timeline. (23:58)
• Charles explains that one of the main reasons prospects don't trust brokers is that they make lofty promises but provide poor after-sales service. (28:00)

Key Quotes:

• “As insurance agents, we have done things over the course of time that has hindered our trust with prospects, insurance buyers, in the marketplace, and our reputation out there in the world. And a lot of it is because we provide a lot of verbal exercises and not a lot of follow-through.” - Charles Specht
• “If we can alleviate this particular problem. If we can address it right up front, then we can provide a solution to overcome it, we can implement something that will cause the insured to actually see that you are the more obvious choice of which agent to do business with, you will collect more signatures on signed broker of record letters, you will then serve happiness, and you will have a lot of happy clients going forward.” - Charles Specht
• “Brokers who promise a lot, but provide poor customer service after the sale is one of the main reasons why your prospects don't trust you. You have to have a solution to that problem. And I'm telling you that the 12 month written timeline of services is probably one of the best ways to overcome this problem.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains why the BOR is an ETHICAL instrument used by the policyholder to ensure great service. And, also, how you can use it to win new clients.

Episode Highlights:

• Charles shares a story about his neighbor Fred, who was so focused on keeping his lawn in perfect condition that he ruined relationships with his neighbors, and compares that to many insurance agents who are set in their ways. (1:55)
• Charles mentions that the history of the insurance industry was constructed on the shoulders of many outstanding individuals over many decades but it is largely dominated by white older males. (4:20)
• Charles discusses what a Broker of Record (BOR) letter is and what purpose it serves. (7:18)
• Charles explains that the BOR letter is the insurance buyer's final recourse. (11:03)
• Charles believes that the BOR letter makes perfect sense and that it is the insurers' greatest chance to get a great deal. (14:59)
• Charles explains that you do not need to tell the insured what they need; you just need to provide what you can. (19:41)
• Charles mentions that we live in the era of social media, the internet, and email, and we don't have to be there face to face to win an account. (22:21)

Key Quotes:

• “I actually say the Broker of Record letter is ethical. The insurance industry is an ethical industry, we don't allow things that are unethical to take place in the insurance business. We just don't let that happen.” - Charles Specht
• “The more that you are singularly focused in one main particular area, the more likely you will be successful. And, you will be successful because you are repelling all the people who will not be your client and you are absolutely hyper attracting those who will be your client.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains that the producers who get the most signed BOR's are those brokers who can effectively explain, to the insured, how they will handle the renewal process with each of the carriers and, specifically, how they will be a fierce negotiator on their behalf to ensure the best T&C's and the lowest premiums possible.

Episode Highlights:

• Charles recalls what he has discussed in his previous episodes. (1:03)
• Charles shares the reasons why insurance buyers, predominantly construction companies, hire him to manage the insurance renewal process on their behalf. (7:05)
• Charles explains why getting broker record letters and winning has become difficult. (8:53)
• Charles describes the super producers who have a million-dollar book of business. (11:34)
• Charles explains why you need to do different things when sitting down with your client at the very first meeting (18:07 )
• Charles mentions the major aspects of time on services that you need to spend time talking about with your insured. (21:32)
• Charles explains the importance of explaining to the insured your time on services, the things that you will do to ensure the best result for the prospect. (22:29)
• Charles mentioned that one of the things that he does is go out to all the markets that are writing your business. (25:11)
• Charles explains why most insurance producers have no plan. (29:40)

Key Quotes:

• “When you're sitting down with your insurer in that very first meeting, you need to do a few different things in that meeting. You need to build that rapport. You need to make sure that the insurer feels fairly comfortable with you to start talking.” - Charles Specht
• “Once you have found out a number of problems with your competition, then you start to open up your timeline of services, you start explaining what you're going to provide to them over the course of a 12 month period, you're explaining to them what it is that you're going to actually provide.” - Charles Specht
• “There is a much better plan to build a $1 million or more book of business and it is in the art of persuasion. It's in negotiation. And specifically, it's for those who are flat out terminators when it comes to renegotiation. Not too difficult to do, but potentially difficult for some to begin implementing. ” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down ten of the main reasons why insurance buyers don't trust you -- and then gives you the answer of how to overcome the first one! 

Episode Highlights:

• Charles discusses why the insurance business lacks trust. (3:35)
• Charles discusses why he started a consulting company called "Constructive Risk". (6:32)
• Charles expresses his hope to see the insurance business improve. (11:28)
• Charles discusses the main reasons why your prospect shouldn't trust you. (12:15)
• Charles mentions that most insurance customers are surprised when they discover how much insurance agents are paid vs how little assistance they actually receive. (15:04)
• Charles explains why inexperienced brokers pursuing quotes from the incorrect market access points is an issue. (21:42)
• Charles explains how to earn your prospect's trust. (26:49)
• Charles emphasizes the necessity of clarifying the renewal procedure. (28:49)
• Charles mentions that it is important to remember that the underwriter does not have your best interests in mind. (30:40)
• Charles explains why sometimes underwriters don't tell you everything. (32:08)
• Charles mentions another way to win a lot of business. (36:43)

Key Quotes:

• “It is wrong to try and sell on price or product when you could be selling by solving a problem” - Charles Specht
• “I would love to change the insurance industry in the future, I would personally love to have all policies be written at a 0% commission and insurance agents establish a set rule for the service fee, a fee for the services that they provide.” - Charles Specht
• “I believe that if we were really honest with ourselves, we would probably come to the conclusion that it is not in the insured's best interest to work with me solely on their insurance renewal, that they would probably be better off if they worked with different agents and agencies, got quotes from them, from different carriers based upon their relationship with those carriers and how much premium they have with them, their relationship with the underwriters, what services they provide, and so forth.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht, CIC, CDA
• Permission Network Insurance Agency, Inc.

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

Episode Highlights:

• Charles discusses why some insurance industry prospects are liars. (2:07)
• Charles shares a quick story about when he was relatively new in the insurance industry and discovered that the insured was lying to him. (3:18)
• Charles explains that just because you make an appointment doesn't imply you're meeting with someone who will really give you a chance. (5:48)
• Charles mentions that he simply cannot be someone's agent unless they are willing to terminate their relationship with their current agent. (8:30)
• Charles explains that in sales, you get what you ask for and will not receive what you do not ask for, and you must push because the insurers are lying to you. (11:26)
• Charles believes that as an insurance agent, you are your own biggest hurdle. There are factors blocking you from attaining what you want, and you need to recognize them so you can delegate, remove, or overcome them. (13:05)
• Charles discusses what happens if insurance agents don't put up rules of engagement. (19:09)
• Charles explains that since prospects don't understand how insurance works behind the scenes and are trying to figure it out for themselves, they often say things to insurance agents that they believe insurance agents want to hear in hopes the agent will do a better job for them. (20:52)
• Charles emphasizes the need for insurance agents to continue to push if they do not feel like they have a clear idea of what the insured will do to make their decision on which agent they will do business with. (22:38)
• Charles discusses one of the most important things he believes insurance agents should do when interviewing prospects. (24:36)

Key Quotes:

• “Insurance agent, you are your own biggest hurdle. There are things that are stopping you from getting what you want. You need to be able to figure those out, identify them, label them if need be so that you can either delegate out the issue to somebody else, remove it altogether, or figure out a way in which to overcome it.” - Charles Specht
• “What I'm really trying to get to at the core of this podcast episode is that your prospects, because they don't understand how insurance works behind the scenes, they're trying to figure it out themselves. And so, many times they are saying things to you that they think you want to hear that's going to cause you to do a better job for them.” - Charles Specht
• “One of the main things that I think you need to do when you are asking questions of your prospect is, one, you need to find out how many years they've been with their current agent. Anything that is three years or longer is a red flag to me.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Episode Highlights:

• Charles explains why insurance buyers, most of whom were construction corporations, recruited him as an independent consultant. (5:45)
• Charles discusses the first reason which is: insurance agents show up with quotes that have inflated premiums. (7:38)
• Charles believes that the average insurance buyer out in the United States is paying about 15% more for their insurance than they really need to. (9:20)
• Charles mentions that, on average, whenever he works with insurance buyers, he usually reduces their costs between 11%-17%. (9:55)
• Charles talks about hidden broker fees as well as other hidden fees. (10:49)
• Charles shares why a commission relationship with insurance agents is not necessarily in the insured's best interest. (11:59)
• Unqualified agents who give poor service, according to Charles, are also a problem. (12:51)
• Charles talks about agents who are accessing the wrong carrier points. (13:39)
• Charles explains why most insurance agents do a terrible job marketing their current clients to carriers at renewal. (14:38)
• Charles discusses two more issues that he sees with the insurance agent. (17:05)

Key Quotes:

• “I really feel that the average insurance buyer out there is paying about 15% more because on average whenever I work with insurance buyers, I usually get them down between 11% and 17%, based upon their quotes just by asking the underwriter” - Charles Specht
• “If you've got a client who you know that there was no competition on, you are less likely to cross your T's and dot your I's and really push the underwriter for more credit. I'm not saying you're bad. I'm not saying you are unethical. I'm saying it is what it is.” - Charles Specht
• “If you can get it across to your insured, your prospect, that you are open, that you are transparent, that you are going to educate them in the process. If you show them how you can be trusted, you will not only get more signed broker record letters, you will write bigger accounts, your book of business will continue to grow. You will become a millionaire insurance producer if you can do those things. And so that's why I wanted to talk about this issue.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this 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. 

Be sure to register at: www.permissiongroup.com/2023.

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:

• Register: Dominate 2023 Webinar
• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you four things to consider when developing your Strategy, as well as announce an upcoming training he's providing on this subject come December 16th.

Episode Highlights:

• Charles explains that it is never too late to start making plans. Following the strategy, the plan might also result in more agents signing a Broker of Record letter. (2:15)
• Charles mentions that it is all of our responsibility to ensure that we are in charge of our career, assets, and business. (4:44)
• Charles discusses that, for those who do not have a strategic new business production revenue plan for 2023, he will be offering a training to assist you in putting up a new production revenue plan for 2023 on December 16th. (9:23)
• Charles explains that if you do not know your figures for 2022, you can't create a new business strategy for 2023. (10:23)
• Charles shares the most significant factors to consider when determining your annual new business revenue goal and the average amount of revenue per account. (11:52)
• Charles discusses what he did to find out what his strategy would be when he was obliged to start writing large accounts for his second agency. (22:30)
• Charles explains that there are numerous strategies to create a success plan, but it will not work until you have a strategy that is tailored to your specific needs. (24:53)
• Charles mentions that if you're not tracking anything, don't have a strategy; and if you're tossing mud against the wall, you should expect to write 50% less in a year. (27:52)

Key Quotes:

• “I need to say it again, you cannot create a plan for 2023 If you don't know your numbers for 2022.” - Charles Specht
• “There are 1000 different ways to create a strategy for success. But unless you have a strategy that works for you on a personalized basis, it will not work.” - Charles Specht
• “You need to have a new business production plan. Otherwise, you are not making as much money. I hope that makes sense to you because I really do want you to succeed. I want you as an agency owner to get the most out of your salespeople so that you and your agency can be very profitable.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this 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.

Episode Highlights:

• Why is thinking small, a major problem? (2:55)
• How does Charles' approach to work differ from that of 20 years ago? (5:30)
• Charles explains how to compensate for inexperience, as a young agent. (6:56)
• Is there a difference in the process when prospecting large accounts versus smaller ones? (8:14)
• What happens when you’re successful at writing small accounts? (9:37)
• Charles details a conversation he recently had with the service team. (13:00)
• What should your target goal be, as a starting point? (13:02)
• Charles shares his message for agency principals. (14:44)

Key Quotes:

• “You have to stop thinking small. And, you have to start going big. That's what you have to do. You really have to. I can give you all the tools, I can give you everything that you need to do, if you will, to make that leap to make that jump...But, you have to step off the plane.” - Charles Specht
• “You'll make enough money to pay the electric bill, to pay the rent, or the mortgage or whatever it is. And you know what? Maybe every once in a while, go out to a nice little restaurant with your wife and your kids, and so forth. But, you're not going to build wealth.” - Charles Specht
• “I have had a chance to talk with lots of different insurance agents. They message me on LinkedIn, they call me, they shoot me an email, whatever it is. I have a chance to talk to a bunch of the vast majority of them out there. I know their problems could be solved, if they would simply start thinking bigger.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Episode Highlights:

• Charles explains the power and importance of following through. (3:30)
• What does Charles look for when predicting a new agent’s success or failure? (4:58)
• Charles details his first piece of advice: have one mission. (6:55)
• Charles shares a story from college to illustrate his second piece of advice. (12:16)
• What should your only goal be at the end of your first appointment with a client? (15:29 )
• What’s something that takes time and makes it more difficult to win? (19:12)
• Charles shares his third piece of advice: how to approach micro niching. (21:22)
• Charles explains his fourth piece of advice: one policy expertise. (23:26)
• Charles details his fifth piece of advice: the one activity that will put gold in your pocket. (28:44)
• Charles tells listeners why it’s so important to have a process and a plan. (32:48)

Key Quotes:

• “The problem with us as producers, as insurance agents, as human beings, frankly, we're not very good at staying focused. We lose focus, therefore, very often, we're off the path. We're off the path of success. Sometimes we just lose our focus on what we're supposed to be doing.” - Charles Specht
• “There's definitely certain characteristics of insurance producers that I see...that person is going to be a success, or that person is going to be out of this business in six months. And, it comes down to the power of one.” - Charles Specht
• “If you are singularly focused...you are going to get more broker of record letters, period, hands down from the prospects that you meet with, because you are the obvious choice.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Episode Highlights:

• Charles shares a story about a poll he recently did on LinkedIn. (1:45)
• Charles explains why he disagrees that the broker of record letter is unethical. (2:56)
• Charles mentions one important thing that insurance agents should do. (7:30)
• Charles shares what insurance agents prospecting goals should be. (8:29)
• Charles explains some of the reasons why insurance buyers don’t trust insurance agents. (12:32)
• Charles explains how to get more signed broker record letters and how to build your book of business. (16:53)
• Charles mentions some of the goals you should have when meeting with your prospect. (19:45)
• Charles mentions why being micro niche is key. (26:08)
• Charles shares another part of the broker of record letter process: the written timeline of services. (27:54)
• Charles explains the definition of winning. (33:49)

Key Quotes:

• “Let me just tell you, I do not at all like or agree with insurance carriers that have a problem with a broker of record letter. It exists for your policyholder. That's what it exists for.” - Charles Specht
• “I do believe that the broker of record letter again is not only ethical, I also feel it is in the insurance’s best interest to know that it exists, to know that it is something that they can use at any one time. And, I also feel that it is in the insurance agent’s best interest to have the broker of record letter as the trophy of what they're trying to accomplish.” - Charles Specht
• “A lot of this process is a process of switching your thinking. You need to rethink your strategy for prospecting new business. That's what we have to do, we have to rethink our strategy for prospecting new business.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

Episode Highlights:

• Charles shares what is the problem with the normal quoting process in the insurance industry. (3:16)
• Charles shares why he likes the books of Seth Godin. (5:44)
• Charles explains his definition of permission. (8:48)
• Charles tells listeners why it’s so important to get permission. (9:46)
• What kind of quoting is Charles trying to get rid of? (14:31)
• What’s one of the most difficult things for insurance agents to start figuring out? (18:30)
• Charles shares one of the most important strategies to use. (21:10)
• Charles gives an overview of different areas of permission. (27:48)
• Charles shares the final tip which is to start going after broker of record letters. (28:39)
• Charles mentions a dirty little secret about the insurance industry. (30:07)

Key Quotes:

• “We need to make sure that we have the access to go forward before we actually do go forward.” - Charles Specht
• “You’ve got to get that permission. Because if you don't have it, you ain't winning. I'm sorry to tell you, you are not going to win if you do not have insurance permission. There's a lot of insurance buyers out there who are using you for information.” - Charles Specht
• “Having that mindset that you do not offer quotes going forward...Probably one of the more difficult things to do. But let me just tell you, you do that and the insured will never forget you.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this 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.

In this 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.

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 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.

In this 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.

In this 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.

In this 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.

Episode Highlights:

• Charles shares a story about his conversation with an insurance agent, who has been very successful over the last 5 years getting lots of new clients. (2:06)
• Charles explains why producers should stop going after small accounts. (5:26)
• Charles mentions what the agency principle should not allow their producers to do. (12:53)
• Charles shares what could happen if you allow your producers to go after small accounts. (13:44)
• Charles teaches you how to set prospecting goals with your producers. (14:34)
• Charles explains what could happen if producers go after bigger accounts. (15:20)
• Charles shares the advice he normally gives to his agents, regarding new accounts. (18:50)
• Charles lays out the basic questions that you have to answer. (26:09)
• Charles shares his takeaway from today’s episode. (27:21)

Key Quotes:

• “There's a lot of things that I can say to insurance agents that help them become more successful. But, there are not too many things that I can do to help anyone be successful if they're just going to continue to play small, period.” - Charles Specht
• “You don't have to go out for small accounts. You just have to make a decision that you're not going to be going after small accounts. You're going to go after bigger accounts. You have to actually come to a decision in your own mind about what is the size of the account that you're going to go after.” - Charles Specht
• “If you stop going small and start going after the size of the account that you want to go after, you will make more money, you will likely have more joy in your business, and you will have more fun in what you do in your career.” - Charles Specht

Resources Mentioned:

• Reach out to Charles Specht
• Permission Network Insurance Agency, Inc.

In this 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)