Shows
Millionaire Insurance ProducerThrowback: How to Get Your Prospects to Stop Lying to YouLies, lies, and more lies. So very often that's all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and--even--use it to win more signed Broker of Record Letters.In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you about why prospects are lying to you and then provides a few tips (tactics) about how to overcome these roadblocks and get the prospect to finally tell you the...2024-04-2527 min
Millionaire Insurance ProducerThrowback: What Size Agency is Best for Building a $1,000,000 or More Book of BusinessThere are one-owner shops, small agencies, medium-sized agencies, large alphabet houses, and everything else in between. The question is: Which one can you make more money at as a producer? In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht walks you through the pros and cons of each, tells you which type/size agency he would work at today if he was planning to pick one to work at, and an option for you if you're considering making a switch.Episode Highlights:
Charles mentions that he learned m...2024-03-2131 min
Millionaire Insurance ProducerThrowback: How to Achieve the Millionaire Producer MindsetA weak mindset is often what most of your competitors possess. But what about you? Do you have a robust and competitive mindset when it comes to sales? Are you afraid to ask for the signed Broker of Record Letter? Are you nervous about telling the insured what you require from them in order to move forward? In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the seven things insurance producers need to have in order to possess a Millionaire Producer Mindset.Episode Highlights:2024-03-1429 min
Millionaire Insurance ProducerThrowback: Strategies for Winning the Broker of Record LetterIt's one thing to agree that targeting BOR's is a smart move but it's another thing altogether to develop a step-by-step process to winning signed Broker of Record Letters on a consistent basis. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will "build you a house" by explaining what the foundation is, what the four walls are, and what the roof is to winning more signed Broker of Record letters from your prospects.Episode Highlights:
Charles explains why winning in a standard quoting procedure is quite d...2024-01-1130 min
Millionaire Insurance ProducerThrowback: Your Most Profitable Micro-NicheIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what type of business you should target for prospecting. In other words, Charles will teach you the step-by-step process he takes his 1-on-1 coaching clients through to determine their own most profitable micro-niche focus. This is the topic Charles gets asked about most, which is why he gets very detailed in the process of it in this episode.Episode Highlights:
Charles explains the difference between a niche and a micro-niche. (1:48)
Charles shares that if you...2023-10-2339 minMillionaire Insurance ProducerThrowback: You Must REPEL in Order to ATTRACT New ClientsIn order to attract new clients, you must repel those who are not ideal for you. The right messaging will attract the right people, and you'll win more new clients with very attractive marketing that repels everyone you don't want. It works, but most agents haven't figured it out quite yet. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains what you need to do in order to repel bad (not ideal) prospects to attract and win the best and most profitable clients.Episode Highlights:
Charles shares that...2023-09-0434 minMillionaire Insurance ProducerThrowback: Part 1 - 12X Your Book with LinkedIn ("LinkedIn Profile")Are you ready to finally figure out how to use LinkedIn for prospecting so that you can dominate in new business sales in 2022? If yes, then this episode is for you. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you how to get your LinkedIn Profile figured out by first determining your "Intent" and also your "Micro-Niche" focus. It's time to take action and not waste another year. LinkedIn is a superior tool, if you use it strategically.Episode Highlights:
Charles introduces a n...2023-06-1934 minMillionaire Insurance ProducerThrowback: Showing Up BIG to Put Up BIGAnyone can just show up and -- sadly -- that's all most producers do. The real question to answer should be: What am I accomplishing when I actually do show up and do the work? In other words, are you achieving the results you really want for yourself, or are you doing just enough to get by? Are you merely hitting your "safe goals" or are you doing so much work you're making those old goals look like child's play? That's what host Charles Specht talks about in today's throwback episode as he dives deep into the topic of "...2023-05-2534 minMillionaire Insurance ProducerThrowback: The Best Cold Call Voice MessageProspecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why you SHOULD leave voice messages when you do cold calling but he gives you at least three real and usable scripts of what your voice...2023-05-1535 minMillionaire Insurance ProducerThrowback: You're Making Me Angry!It's your fault. It's all your fault. Don't blame me and don't blame anyone else. You're building what you want to build so look in the mirror and own it. The size of your Book of Business is your own business but if you don't like what you're building then STOP AND BUILD SOMETHING ELSE. In this throwback episode of the Millionaire Insurance Producer podcast, Charles Specht will tell you what you need to do to stop thinking small, how to start thinking BIGGER, and what you need to change in order to achieve the new business r...2023-05-0830 minMillionaire Insurance ProducerThrowback: The Permission to B.O.R.Permission is everything. The Broker of Record Letter is not everything. Permission is the goal; the BOR is a tool.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 i...2023-05-0132 minMillionaire Insurance ProducerThrowback: How to Prospect Using LinkedInLinkedIn is one of the absolute most potent tools out there for prospecting, whether in B2B or B2C. Unfortunately for most insurance producers, they either don't use LinkedIn at all, they use it poorly, or they come across as spammy.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...2023-04-2033 minMillionaire Insurance ProducerThrowback: Mastering the Art of Persuasion (Or: Your Prospects Don't Really Hate You)No, your prospects don't really HATE you. Nope, they don't LIKE you, either. Moreover, they probably don't KNOW you from Adam (whoever that guy is). The real issue, however, is that your prospects don't TRUST you. And, why don't they trust you? The answer to that question -- as well as how to fix it -- is what host Charles Specht will teach you in this throwback episode ... which is all about Mastering the Art of Persuasion.Episode Highlights:
Charles shares how to turn prospects into clients. (1:03)
Charles talks about rude prospects and...2023-04-1332 minMillionaire Insurance ProducerThrowback: How to Write 50% More Commission In One YearMost insurance producers don't work on their personal development, let alone their sales development.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% p...2023-04-0337 minMillionaire Insurance ProducerThrowback: Win More Clients by Being Transparent and EducationalMany insurance agents do a poor job of clearly explaining to their prospects and clients about what the insurance program covers or excludes. 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 t...2023-03-0632 minMillionaire Insurance Producer"Plan B" in the Broker of Record Letter ProcessAsking for the signed Broker of Record Letter is hard enough, but what do you do if the prospect actually says no? Do you have a 'Plan B' or do you just rollover at that point and agree to blindly offer quotes? I would tell you that you need to stick to your guns, do not quote (yet), and utilize a 'Plan B' so the prospect will make a choice in your favor after they get a chance to test your Bugatti-like services.In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches not o...2023-03-0229 minMillionaire Insurance ProducerThrowback: How to Be Better Than a "Block the Markets" BrokerMost of your competitors out there are throwing mud against the wall to see what sticks. They slap together a "bare bones submission" and blanket the marketplace. Those agents do not experience great results and they tend to have smaller Books of Business.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 i...2023-02-1334 minMillionaire Insurance ProducerAdmit it. You Sell On Price!Admit it. Go ahead. Admit that you win a lot of new business by being the agent who offers a cheaper priced quote than your competitor. It's ok. Go ahead and admit. Why? Because that's a good thing. A very good thing. Price is very important. Price is so important, actually, that you'd be doing yourself a disservice to ignore it. In fact, you will set far FEWER new business appointments if you do NOT talk about price. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about why and how you should p...2023-01-3030 minMillionaire Insurance ProducerThrowback: Win More BOR’s by Ensuring Strict Competition by the UnderwritersUnless you have the "pen" for one of the carriers, you don't determine price or rates. The underwriter has all of the control for that. So, the competition really takes place at the "underwriting level" and not at the "retail agent" level. 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. ...2023-01-1929 min
Agency FreedomE85: Podcaster Series - Charles SpechtIn this episode, James talks with a commercial insurance expert and the host of the Millionaire Insurance Producer podcast, Charles Specht.To hear more from Charles, visit his show at https://podcasts.apple.com/us/podcast/millionaire-insurance-producer/id1567947856Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com...2023-01-1355 min
Agency Intelligence: The Insurance Podcast NetworkAgency Freedom: E85: Podcaster Series - Charles SpechtIn this episode, James talks with a commercial insurance expert and the host of the Millionaire Insurance Producer podcast, Charles Specht.To hear more from Charles, visit his show at https://podcasts.apple.com/us/podcast/millionaire-insurance-producer/id1567947856Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com...2023-01-1356 minMillionaire Insurance ProducerThrowback: Get More Signed BOR’s Through Superior Customer ServiceMany insurance brokers "ghost" their clients once the dust of the policy binding process settles. They move on to other things and conveniently "forget" to implement the services they promised the insured in exchange for their business. Or, they just flat out provide poor customer service after the sale.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...2023-01-0930 minMillionaire Insurance ProducerThrowback: How to Win BOR's Through Better NEGOTIATION with UnderwritersMost insurance brokers don't have a "Plan of Attack" when it comes to representing their prospects/clients in the marketplace. 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 r...2022-12-2932 minMillionaire Insurance ProducerThrowback: How to Get Your Prospects to Trust YouThe biggest problem insurance agents struggle with is not market access or even a lack of services provided by their agency. The biggest problem is a lack of trust from your prospects.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 "C...2022-12-2639 minMillionaire Insurance ProducerHow to Get Your Prospects to Stop Lying to YouLies, lies, and more lies. So very often that's all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and--even--use it to win more signed Broker of Record Letters.In this 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...2022-12-2227 minMillionaire Insurance ProducerThrowback: Reasons Why You May Be an Unethical Agent (or not)You may or may not be an unethical insurance agent, but your prospects don't know how to tell the difference. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht hopes you won't "break up with him" as he bullet points a number of reasons both your prospects and your clients don't trust insurance agents, and what you can do to change it.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...2022-12-1922 minMillionaire Insurance ProducerSales is War!None of the insurance carriers pay you a commission for coming in 2nd place. 1st Place is King. 2nd Place is for losers. Literally, not figuratively. The incumbent wants you to lose. The other competing agents want you to lose. Most of the time even your prospect wants you to lose. Therefore ... SALES IS WAR! In this 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 w...2022-12-1525 minMillionaire Insurance ProducerCrush 2023 with This New Business Production PlanPersonally, I see the difference being about 50%, between those producers who have a solid plan/strategy, versus those agents who don't have a prospecting plan. It's that important! Agents and agencies with no plan write, according to my estimation, 50% less in a year than they could write, if they had a personalized and workable new business strategy for each producer.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...2022-12-1232 minMillionaire Insurance ProducerJust Shut Up and Prospect!You don't need more 'time' on your calendar in order to be more successful. What you need is better 'usage' of your time. In others, stop doing whatever is keeping you from getting the results you ultimately want to achieve. To summarize it even more .... JUST SHUT UP AND START PROSPECTING! In this 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.2022-11-2832 minMillionaire Insurance ProducerThrowback: The Millionaire Producer’s “Power of 1"In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the five key areas you need to implement the "Power of 1" in order to build your Book of Business to $1,000,000 or more. Staying focused on one path of success is difficult for most producers, but getting better at it is what separates the pro's from the amateurs. 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: hav...2022-11-0735 min
Millionaire Insurance ProducerThrowback: The Storyline of a Successful Insurance AgentIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how to find success as an insurance agent. It's not about you. It's not about the insurance agent. The Hero of the "insurance story" is your prospect. Marketing, branding, and selling is best performed when you position your prospect as the Hero and you as the Guide. Give your prospect a plan for success and they'll do whatever you (the Guide) tell them to do!Episode Highlights:
Which two stories should insurance agents have? (4:10)
Charles shares a story of...2022-10-1727 minMillionaire Insurance ProducerThrowback: The Broker of Record Letter ProcessIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how quoting is for the weak! This is a truism. But if you're not going to offer quotes, what should a producer do, exactly? That's what Charles Specht breaks down for us today. Instead of offering quotes, use this process instead to win signed BOR’s!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 in...2022-10-0637 minMillionaire Insurance ProducerThrowback: Stop Offering Quotes and Focus on Winning Permission, InsteadIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how competing insurance agents only win new business an average of 8% of the time in a normal quoting process. Incumbent agents win 92%. So, who has it better? That's really the issue. Incumbent agents retain their clients because they have access and currently control the insured's permission. Therefore, let's focus on winning permission rather than blind quoting.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...2022-09-1536 minMillionaire Insurance ProducerWhat Size Agency Is Best for Building a $1,000,000 or More Book of BusinessThere are one-owner shops, small agencies, medium-sized agencies, large alphabet houses, and everything else in between. The question is: Which one can you make more money at as a producer? In this 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 a...2022-09-0831 minMillionaire Insurance ProducerHow to Achieve the Millionaire Producer MindsetA weak mindset is often what most of your competitors possess. But what about you? Do you have a robust and competitive mindset when it comes to sales? Are you afraid to ask for the signed Broker of Record Letter? Are you nervous about telling the insured what you require from them in order to move forward? In this 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:
C...2022-09-0129 minMillionaire Insurance ProducerHow to Write $250,000 in Commission in the Next 12 MonthsCould you write $250k of new business commission in the next twelve months? I think you can ... And here's how!There are three main things you need to do in order to successfully write a quarter of a million dollars in commission this next year. In this 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...2022-08-2935 minMillionaire Insurance ProducerYour Clients are Meeting with Other Brokers (and what you should do about it)Yes, indeed, your clients get solicited by other insurance agents all the time. During this policy renewal year, they are more likely to meet with those agents (your competitors!) to see if there are alternative options available to them to cut costs. Why? Because inflation, a lack of workers, and a hardening insurance market are forcing them to look at options in order to do nothing more than stay in business. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the THREE things you can do to ensure your clients r...2022-08-1532 minMillionaire Insurance ProducerHow to Be the BestYou don't have to be the "best" insurance agent out there. (Please, read that again!) There are literally tens of thousands of insurance agents out there who prospect in your very own geographic territory. You don't need to be the best out of all of them. In fact, all you have to be is the better CHOICE of whichever agent the prospect is using to get quotes on their behalf for that renewal. That's it. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can get your prospect t...2022-08-1133 minMillionaire Insurance ProducerHow to Uncover "Bad News" and Win More ClientsDelivering bad news to current clients is an art. So is uncovering bad news from your prospects. In fact, the best and most wealthy insurance agents out there are typically the ones best at advising their current clients on industry trends, and uncovering pains/problems with their competition. In this 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 u...2022-07-2831 minMillionaire Insurance ProducerThrowback: How to Write Larger Revenue-Generating AccountsWriting small accounts may help you pay the bills, but, you'll never achieve wealth writing small accounts. In today’s throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what size account you should prospect and how to be more successful at building a Book of Business. Writing small accounts may help you pay the bills but, you'll never achieve wealth writing small accounts.Episode Highlights:
Charles shares a story about his conversation with an insurance agent, who has been very successful over the last 5 years ge...2022-07-2134 minMillionaire Insurance ProducerWhen to Present Your Proposal to a ProspectPlease .... do not be one of those insurance agents who have no strategy or process when it comes to presenting renewal quotes/proposal to the prospect! If you do that, you're more likely to lose than win. Why? Because, if you do that you're wingin' it and throwing mud against the wall to see what sticks.In this 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...2022-07-1431 minMillionaire Insurance ProducerStrategies for Winning the Broker of Record LetterIt's one thing to agree that targeting BOR's is a smart move but it's another thing altogether to develop a step-by-step process to winning signed Broker of Record Letters on a consistent basis. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will "build you a house" by explaining what the foundation is, what the four walls are, and what the roof is to winning more signed Broker of Record letters from your prospects.Episode Highlights:
Charles explains why winning in a standard quoting procedure is quite difficult. (3:24)
C...2022-07-1130 minMillionaire Insurance ProducerThrowback: How to Cold Call to Set More Appointments with ProspectsIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how cold calling still works and it works very well for those who use the right script. Charles Specht will teach you what your script could be and how to effectively cold call in order to set more appointments with your prospects.Episode Highlights:
Charles shares a poignant story from when he first got into the insurance business. (2:36)
Charles mentions why being a debt collector on the telephone was one of the more difficult things he’s done in th...2022-07-0732 minMillionaire Insurance ProducerHow to Get More ReferralsReferrals, referrals, referrals! You've probably heard that referrals are great to get and have the highest win percentage when compared to other forms of prospecting. And, you'd be right to think that because it's true. However, most insurance agents and agencies do either a very poor job at systematically asking for (and receiving) referrals from their client base or COIs, or they have no process for referrals at all. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you a step-by-step process you can use to get more profitable referrals from your clients and...2022-06-3027 minMillionaire Insurance ProducerThe Quality of Your Prospect ListOne of the biggest reasons insurance agents don't achieve success as a producer is due to the QUANTITY of accounts on their prospect list. But the biggest reason overall is no doubt the QUALITY of the accounts on their prospect list. In this 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 n...2022-06-2732 minMillionaire Insurance ProducerThe Insurance Industry's Best Prospecting ScriptSetting appointments with new prospects is hard. But it's also one of the most important things a producer needs to improve at in order to win new clients. "Scripting" (what you say or write to your prospects) is the difference maker for all of it. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht outlines what is potentially the best prospecting script in the entire insurance industry, as well as how you can personally edit it to make it your own.Episode Highlights:
One of the most difficult challenges, according...2022-06-2333 minMillionaire Insurance ProducerGet Ready to Pivot!If you're like most insurance agents out there, you're not getting the new business commission results you know you're capable of. You're either not prospecting enough, prospecting inefficiently, not setting enough appointments, not sure how to transition to asking for the signed Broker of Record Letter, or how to close the business if you go through a quoting process. Usually, this boils down to doing things over and over and over again that do not work or do not get a high enough ROI. In this episode of the Millionaire Insurance Producer podcast, host C...2022-06-2033 minMillionaire Insurance ProducerThrowback: How to Get the Incumbent Agent Fired and You HiredIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the biggest problem insurance agents have. It’s not around prospecting or messaging. The biggest problem insurance agents have is their lack of success at getting their prospects to fire the incumbent agent in order to hire them. That is what this episode is all about. Episode Highlights:
Charles explains the process of competitive dethronement. (2:56)
Charles shares how insurance is war. In sales, you either win or lose. (4:21)
Charles explains how to get the incumbent agent fired, to get you...2022-06-0234 minMillionaire Insurance ProducerYour Most Profitable Micro-NicheIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what type of business you should target for prospecting. In other words, Charles will teach you the step-by-step process he takes his 1-on-1 coaching clients through to determine their own most profitable micro-niche focus. This is the topic Charles gets asked about most, which is why he gets very detailed in the process of it in this episode.Episode Highlights:
Charles explains the difference between a niche and a micro-niche. (1:48)
Charles shares that if you do...2022-05-2639 minMillionaire Insurance ProducerThrowback: How To Win New Clients With a 12-Month Timeline of ServicesMost insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds.In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to best differentiate yourself with a written, objective, and strategic 12-Month Timeline of Services.Episode Highlights:
Charles explains what should happen when you’re trying to get a prospect to schedule an appointment with you. (2:18)
Charles mentions what most insurance agents do when they're in a meeting with a prospect. (3:31)
Charles recommends the book called, Building a St...2022-05-1232 minMillionaire Insurance ProducerThrowback: The Riches are in the Micro-NichesIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how the Jack-of-all-Trades is dead. The "generalist" producer is a thing of the past. Insurance agents who become experts in a specific area (Micro-Niche) get more clients more quickly and win significantly more signed Broker of Record Letters.Episode Highlights:
Charles shares a story about a man named Jack. (2:07)
Charles explains what a micro-niche is. (2:55)
Charles mentions the problem with being a generalist. (4:07)
What would Charles recommend to insurance producers? (5:04)
Charles shares the story of when he first understood...2022-04-2539 minMillionaire Insurance ProducerThrowback: 7 Steps to a Million-Dollar Book of BusinessIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down what those seven steps are and how you can do it, too!Episode Highlights:
Charles mentions his book called, The Millionaire Producer. (1:49)
Charles shares the first step: collect signatures and serve happiness. (3:00)
What’s one of the most important and most expensive pieces of paper in the insurance business? (4:44)
Charles walks us through the second step. (7:28)
Charles details the third step: think bigger. (12:38)
Charles shares the crucial fourth step in building your book of business. (15:17)
Charles explains the fi...2022-04-2132 minMillionaire Insurance ProducerThrowback: 5 Things Successful Producers Do Every WeekIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about the five things insurance producers do each week that will guarantee them success. Stay committed to these five things and you'll be well on your way to building a $1,000,000 or more Book of Business!Episode Highlights:
Charles explains a problem that he sees with far too many producers. (2:42)
Charles mentions what he would’ve done if insurance didn't work out for him. (8:57)
Charles lists the five things that successful producers do each week. (10:29)
Charles shares why sometimes he ne...2022-04-1134 minMillionaire Insurance ProducerYou Must REPEL in Order to ATTRACT New ClientsIn order to attract new clients, you must repel those who are not ideal for you. The right messaging will attract the right people, and you'll win more new clients with very attractive marketing that repels everyone you don't want. It works, but most agents haven't figured it out quite yet. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains what you need to do in order to repel bad (not ideal) prospects to attract and win the best and most profitable clients.Episode Highlights:
Charles shares that the...2022-03-2434 minMillionaire Insurance ProducerThrowback: Do These Three Critical Things If You’re Going to Offer Quotes to Non-ClientsIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses THREE things you absolutely need to get from your prospect if you decide to offer quotes, instead of being awarded a signed Broker of Record Letter on the current policies. Doing these three things will significantly strengthen your position to win, while not doing them is a dagger of death.Episode Highlights:
Charles mentions why constructive risk exists. (2:55)
What issues does Charles face, when working with insurance agents? (5:44)
Charles explains why he needs to invest more in stocks. (8:03)
Charles...2022-03-1442 minMillionaire Insurance ProducerHow to 12X Your EverythingQUESTION: Are you 12X? Professional insurance agents aren't throwing mud against the wall to see what sticks. Super producers are in the right mindset, they have a plan, and they go for the jugular. They ask for the business, they demand attention, they require the insured's permission, they get awarded a signed Broker of Record Letters, and they build a $1,000,000 or more Book of Business. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain how to become 12X.Episode Highlights:
Charles explains what 12x is all about, where...2022-03-0330 minMillionaire Insurance ProducerHow to Get Motivated & ConfidentDo you lack the Motivation to prospect for new business? Most insurance agents say they have a difficult time maintaining Motivation. However, I think the real culprit is something different and that it's because producers lack Confidence that they, therefore, lack the Motivation to prospect. But -- if the truth is known -- our host Charles Specht feels that something else is the real reason you lack Confidence and therefore lack Motivation and therefore lack results. And, in this episode, he'll explain what it is and how you can get it!Episode Highlights:
...2022-02-2834 minMillionaire Insurance ProducerThrowback: Why You Should Ask for the BOR During the First Meeting With a ProspectIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you exactly what you should say, and ask your prospect during your first meeting and -- specifically -- why you should ask for the signed BOR. Doing so tells you absolutely everything you need to know about your position in the process as well as how strong of a position the incumbent agent has with the insured.Episode Highlights:
Charles explains why it’s better to ask for business during the first appointment. (2:33)
Charles mentions one of the nice th...2022-02-2432 minMillionaire Insurance ProducerClearly Defining Your Ideal ProspectMost insurance agents fail at selling insurance because they started on the wrong foot. They never achieved traction and so they failed. What I've found is that many agents lack traction because they don't know what they're selling or to whom they're selling. They are "generalists" and they achieve mediocrity every single day. If you want to become more successful at selling insurance, figure out who your ideal prospect is (with absolute clarity) and prospect with diligence. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to do exactly that.2022-02-2131 minMillionaire Insurance ProducerThrowback: The 12X Millionaire MindsetIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the 12X Mindset, which results in one new client per month via Broker of Record Letter. Charles talks about the basic foundation of the 12X Mindset which is, 1) Stop offering quotes to non-clients; 2) Develop a Micro-Niche, 3) Target larger revenue-generating accounts, and 4) Target signed Broker of Record Letters.Episode Highlights:
Charles explains the goal of this episode. (2:20)
What are some of the things insurance producers should do to win prospects? (5:34)
Charles gives a significant piece of advice to help you w...2022-01-3140 minMillionaire Insurance ProducerThrowback: How to Become a Million-Dollar Insurance ProducerIn this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht gives the back story of his first ten years in the insurance industry as a producer. Charles explains why he stopped selling insurance and became a fee-based consultant to insurance buyers, how insurance buyers choose an agent, and how he eventually transitioned into teaching insurance producers how to win signed Broker of Record Letters.Episode Highlights:
Charles mentions the three things that an insurance buyer is looking for. (1:32)
Charles gives a brief background of his consulting company. (3:03)
Charles mentions the...2022-01-2735 minMillionaire Insurance ProducerExcuses, Excuses, ExcusesExcuses never made anyone any money. People who go bankrupt always have an excuse as to why. Salespeople who don't win an account always have an excuse for their failure. That goes for insurance producers as well. There are reasons and excuses for all failures. But insurance agents who hold onto excuses are the ones who live paycheck to paycheck. In this 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 t...2022-01-2029 minMillionaire Insurance ProducerThe ABCs of the B.O.R.There are a number of things you can do to increase the likelihood of winning new clients from signed Broker of Record Letters. Some are more difficult to accomplish initially and may require experience, but others are things you can start doing immediately to win more signatures. In this 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 t...2022-01-1330 minMillionaire Insurance ProducerPart 2 - 12X Your Book with LinkedIn - Content StrategyThe "content strategy" you use on LinkedIn is almost as important as your profile page itself. But, there's also a sense in which you don't have to create any unique content at all and still be ultra-successful at prospecting with LinkedIn. However, insurance agents who create quality content are the ones who are thought leaders in their fields.In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you about the three main forms of content strategy you need to focus on to write more new business using LinkedIn, and...2022-01-0634 minMillionaire Insurance ProducerPart 1 - 12X Your Book with LinkedIn ("LinkedIn Profile")Are you ready to finally figure out how to use LinkedIn for prospecting so that you can dominate in new business sales in 2022? If yes, then this episode is for you. In this 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 d...2022-01-0334 minMillionaire Insurance ProducerThrowback: The Broker of Record Letter ProcessMost insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds.In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to best differentiate yourself with a written, objective, and strategic 12-Month Timeline of Services.Episode Highlights:
Charles explains what should happen when you’re trying to get a prospect to schedule an appointment with you. (2:18)
Charles mentions what most insurance agents do when they're in a meeting with a prospect. (3:31)
Charles recommends the book called, Building a StoryBrand, by Donald Mi...2021-12-3037 minMillionaire Insurance ProducerThrowback: How To Win New Clients With a 12-Month Timeline of ServicesMost insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds.In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to best differentiate yourself with a written, objective, and strategic 12-Month Timeline of Services.Episode Highlights:
Charles explains what should happen when you’re trying to get a prospect to schedule an appointment with you. (2:18)
Charles mentions what most insurance agents do when they're in a meeting with a prospect. (3:31)
Charles recommends the book called, Building a St...2021-12-2732 minMillionaire Insurance ProducerHow to Double Your New Business Revenue in One YearYou probably didn't write as much new business this year as you could have. Nope. Not even close. You probably could have doubled it. Easily doubled it. Maybe even tripled it? You already have the tools to do it. You don't need better scripts, better prospects, or anything like that. You just need better accountability. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht shares how both insurance producers and agency principals can double their new business revenue in just one year.Episode Highlights:
Charles tells us that in this...2021-12-1630 minMillionaire Insurance ProducerSetting Wealthy Sales Expectations for Next YearIt's that time of the year again. It's the end of the year and it's time to create our goals and expectations for next year. But do you have any? Or, are you just throwing together the same expectations as you have the last couple of years? If that's you or it's what you're allowing as either a Sales Manager or Agency Principal, then this episode will prove to be tremendously helpful because our host, Charles Specht, will give you the essential topics/questions you need to figure out answers to set achievable, wealthy sales expectations for 2022 ... and hit...2021-12-1334 minMillionaire Insurance ProducerShowing Up BIG to Put Up BIGAnyone can just show up and -- sadly -- that's all most producers do. The real question to answer should be: What am I accomplishing when I actually do show up and do the work? In other words, are you achieving the results you really want for yourself, or are you doing just enough to get by? Are you merely hitting your "safe goals" or are you doing so much work you're making those old goals look like child's play? That's what host Charles Specht talks about today as he dives deep into the topic of "Showing Up Big...2021-12-0934 minMillionaire Insurance ProducerThe Best Cold Call Voice MessageProspecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back. In this 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.2021-12-0635 minMillionaire Insurance ProducerYou're Making Me Angry!It's your fault. It's all your fault. Don't blame me and don't blame anyone else. You're building what you want to build so look in the mirror and own it. The size of your Book of Business is your own business but if you don't like what you're building then STOP AND BUILD SOMETHING ELSE. In this 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 g...2021-12-0230 minMillionaire Insurance ProducerThe Permission to B.O.R.Permission is everything. The Broker of Record Letter is not everything. Permission is the goal; the BOR is a tool.Spend more time gaining the insured's PERMISSION and you'll be able to collect a lot more signatures on BOR's.In this 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: P...2021-11-3032 minMillionaire Insurance ProducerHow to Prospect Using LinkedInLinkedIn is one of the absolute most potent tools out there for prospecting, whether in B2B or B2C. Unfortunately for most insurance producers, they either don't use LinkedIn at all, they use it poorly, or they come across as spammy.In this 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...2021-11-1833 minMillionaire Insurance ProducerMastering the Art of Persuasion (Or: Your Prospects Don't Really Hate You)No, your prospects don't really HATE you. Nope, they don't LIKE you, either. Moreover, they probably don't KNOW you from Adam (whoever that guy is). The real issue, however, is that your prospects don't TRUST you. And, why don't they trust you? The answer to that question -- as well as how to fix it -- is what host Charles Specht will teach you in today's episode ... which is all about Mastering the Art of Persuasion.Episode Highlights:
Charles shares how to turn prospects into clients. (1:03)
Charles talks about rude prospects and making...2021-11-1132 minMillionaire Insurance ProducerHow to Write 50% More Commission In One YearMost insurance producers don't work on their personal development, let alone their sales development.In this 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. (6:0b6)
Charles discusses where you should start working on improving 1% per w...2021-11-0137 minMillionaire Insurance ProducerWin More Clients by Being Transparent and EducationalMany insurance agents do a poor job of clearly explaining to their prospects and clients about what the insurance program covers or excludes. In this 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 b...2021-10-1832 minMillionaire Insurance ProducerHow to Be Better Than a "Block the Markets" BrokerMost of your competitors out there are throwing mud against the wall to see what sticks. They slap together a "bare bones submission" and blanket the marketplace. Those agents do not experience great results and they tend to have smaller Books of Business.In this 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 b...2021-10-1434 minMillionaire Insurance ProducerWin More BOR’s by Ensuring Strict Competition by the UnderwritersUnless you have the "pen" for one of the carriers, you don't determine price or rates. The underwriter has all of the control for that. So, the competition really takes place at the "underwriting level" and not at the "retail agent" level. 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. ...2021-10-0729 minMillionaire Insurance ProducerGet More Signed BOR’s Through Superior Customer ServiceMany insurance brokers "ghost" their clients once the dust of the policy binding process settles. They move on to other things and conveniently "forget" to implement the services they promised the insured in exchange for their business. Or, they just flat out provide poor customer service after the sale.In this 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...2021-10-0430 minMillionaire Insurance ProducerHow to Win BOR's Through Better NEGOTIATION with UnderwritersMost insurance brokers don't have a "Plan of Attack" when it comes to representing their prospects/clients in the marketplace. In this 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 w...2021-09-3032 minMillionaire Insurance ProducerHow to Get Your Prospects to Trust You (Part 1)The biggest problem insurance agents struggle with is not market access or even a lack of services provided by their agency. The biggest problem is a lack of trust from your prospects.In this 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 R...2021-09-1639 minMillionaire Insurance ProducerReasons Why You May Be an Unethical Agent (or not)You may or may not be an unethical insurance agent, but your prospects don't know how to tell the difference. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht hopes you won't "break up with him" as he bullet points a number of reasons both your prospects and your clients don't trust insurance agents, and what you can do to change it.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...2021-09-0922 minMillionaire Insurance ProducerThe Millionaire Producer's "Power of 1"In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the five key areas you need to implement the "Power of 1" in order to build your Book of Business to $1,000,000 or more. Staying focused on one path of success is difficult for most producers, but getting better at it is what separates the pro's from the amateurs. 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...2021-09-0235 minMillionaire Insurance ProducerThe Storyline of a Successful Insurance AgentIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how to find success as an insurance agent. It's not about you. It's not about the insurance agent. The Hero of the "insurance story" is your prospect. Marketing, branding, and selling is best performed when you position your prospect as the Hero and you as the Guide. Give your prospect a plan for success and they'll do whatever you (the Guide) tell them to do!Episode Highlights:
Which two stories should insurance agents have? (4:10)
Charles shares a story of how...2021-08-3027 minMillionaire Insurance ProducerThe Broker of Record Letter ProcessIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how quoting is for the weak! This is a truism. But if you're not going to offer quotes, what should a producer do, exactly? That's what Charles Specht breaks down for us today. Instead of offering quotes, use this process instead to win signed BOR’s!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 ag...2021-08-2637 minMillionaire Insurance ProducerStop Offering Quotes and Focus on Winning Permission, InsteadIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how competing insurance agents only win new business an average of 8% of the time in a normal quoting process. Incumbent agents win 92%. So, who has it better? That's really the issue. Incumbent agents retain their clients because they have access and currently control the insured's permission. Therefore, let's focus on winning permission rather than blind quoting.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...2021-08-1236 minMillionaire Insurance ProducerStop Playing Games and Start Producing New BusinessIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht is here to tell you that it's time to make a decision, and to make the decision to be a Producer. You're not a CSR. You're not an Account Manager. You are a Producer. Producers produce. Period. That's what producers do. So, let's get serious and decide to play smart rather than play safe!Episode Highlights:
Charles explains why he’s glad to have the opportunity to be in the insurance industry. (3:34)
Charles gives the two actions to take if there ar...2021-08-0532 minMillionaire Insurance ProducerHow to Write Larger Revenue-Generating AccountsWriting small accounts may help you pay the bills, but, you'll never achieve wealth writing small accounts. In today’s episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what size account you should prospect and how to be more successful at building a Book of Business. Writing small accounts may help you pay the bills but, you'll never achieve wealth writing small accounts.Episode Highlights:
Charles shares a story about his conversation with an insurance agent, who has been very successful over the last 5 years getting lo...2021-07-2234 min
Millionaire Insurance ProducerHow to Cold Call to Set More Appointments with ProspectsIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how cold calling still works and it works very well for those who use the right script. Charles Specht will teach you what your script could be and how to effectively cold call in order to set more appointments with your prospects.Episode Highlights:
Charles shares a poignant story from when he first got into the insurance business. (2:36)
Charles mentions why being a debt collector on the telephone was one of the more difficult things he’s done in the bu...2021-07-1532 min
Millionaire Insurance ProducerHow to Get the Incumbent Agent Fired and You HiredIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the biggest problem insurance agents have. It’s not around prospecting or messaging. The biggest problem insurance agents have is their lack of success at getting their prospects to fire the incumbent agent in order to hire them. That is what this episode is all about. Episode Highlights:
Charles explains the process of competitive dethronement. (2:56)
Charles shares how insurance is war. In sales, you either win or lose. (4:21)
Charles explains how to get the incumbent agent fired, to get you hir...2021-07-1234 min
Millionaire Insurance ProducerHow To Win New Clients With a 12-Month Timeline of ServicesMost insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds.In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to best differentiate yourself with a written, objective, and strategic 12-Month Timeline of Services.Episode Highlights:
Charles explains what should happen when you’re trying to get a prospect to schedule an appointment with you. (2:18)
Charles mentions what most insurance agents do when they're in a meeting with a prospect. (3:31)
Charles recommends the book called, Building a StoryBrand, by...2021-07-0832 min
Millionaire Insurance Producer7 Steps to a Million-Dollar Book of BusinessIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down what those seven steps are and how you can do it, too!Episode Highlights:
Charles mentions his book called, The Millionaire Producer. (1:49)
Charles shares the first step: collect signatures and serve happiness. (3:00)
What’s one of the most imporant and most expensive pieces of paper in the insurance business? (4:44)
Charles walks us through the second step. (7:28)
Charles details the third step: think bigger. (12:38)
Charles shares the crucial fourth step in building your book of business. (15:17)
Charles explains the fifth st...2021-07-0532 min
Millionaire Insurance ProducerThe Riches are in the Micro-NichesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how the Jack-of-all-Trades is dead. The "generalist" producer is a thing of the past. Insurance agents who become experts in a specific area (Micro-Niche) get more clients more quickly and win significantly more signed Broker of Record Letters.Episode Highlights:
Charles shares a story about a man named Jack. (2:07)
Charles explains what a micro-niche is. (2:55)
Charles mentions the problem with being a generalist. (4:07)
What would Charles recommend to insurance producers? (5:04)
Charles shares the story of when he first understood the...2021-07-0139 min
Millionaire Insurance Producer5 Things Successful Producers Do Every WeekIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about the five things insurance producers do each week that will guarantee them success. Stay committed to these five things and you'll be well on your way to building a $1,000,000 or more Book of Business!Episode Highlights:
Charles explains a problem that he sees with far too many producers. (2:42)
Charles mentions what he would’ve done if insurance didn't work out for him. (8:57)
Charles lists the five things that successful producers do each week. (10:29)
Charles shares why sometimes he needs a kick in th...2021-06-2834 min
Millionaire Insurance ProducerDo These Three Critical Things If You’re Going to Offer Quotes to Non-ClientsIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses THREE things you absolutely need to get from your prospect if you decide to offer quotes, instead of being awarded a signed Broker of Record Letter on the current policies. Doing these three things will significantly strengthen your position to win, while not doing them is a dagger of death.Episode Highlights:
Charles mentions why constructive risk exists. (2:55)
What issues does Charles face, when working with insurance agents? (5:44)
Charles explains why he needs to invest more in stocks. (8:03)
Charles shares...2021-06-2442 min
Millionaire Insurance ProducerWhy You Should Ask for the BOR During the First Meeting With a ProspectIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you exactly what you should say, and ask your prospect during your first meeting and -- specifically -- why you should ask for the signed BOR. Doing so tells you absolutely everything you need to know about your position in the process as well as how strong of a position the incumbent agent has with the insured.Episode Highlights:
Charles explains why it’s better to ask for business during the first appointment. (2:33)
Charles mentions one of the nice things ab...2021-06-2132 min
Millionaire Insurance ProducerThe 12X Millionaire MindsetIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the 12X Mindset, which results in one new client per month via Broker of Record Letter. Charles talks about the basic foundation of the 12X Mindset which is, 1) Stop offering quotes to non-clients; 2) Develop a Micro-Niche, 3) Target larger revenue-generating accounts, and 4) Target signed Broker of Record Letters.Episode Highlights:
Charles explains the goal of this episode. (2:20)
What are some of the things insurance producers should do to win prospects? (5:34)
Charles gives a significant piece of advice to help you with p...2021-06-1740 min
Millionaire Insurance ProducerHow to Become a Million-Dollar Insurance ProducerWe're so excited to introduce you to the newest series on the AI Podcast Network: the Millionaire Producer Podcast, hosted by Charles Specht, national sales director and keynote speaker. Charles was a producer with a $1,000,000+ Book of Business, before starting a consulting company working directly with insurance buyers. Now, he’s taking over the podcasting world to give you tools to package your services in such a way that your prospects will fire their current agent and sign your Broker of Record Letter…during the very first appointment! In this f...2021-06-1135 min
Power Producers PodcastPastoring Producers with Purpose with Charles SpechtIn this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Charles Specht, the President & CEO of ConstructiveRisk.com. Charles talks about understanding the Broker Of Record letter and booking appointments.Episode Highlights:
Charles shares why an agency is a sales organization. (8:40)
Does Charles think there’s a huge gap in the industry not providing any sales training? (10:28)
Charles mentions how the pandemic affected the industry. (14:47)
Why does Charles think that BOR’s have a bad reputation? (17:05)
What does an ideal client look like for Charles? (26:45)
Char...2021-04-051h 02