Do you lack the Motivation to prospect for new business? Most insurance agents say they have a difficult time maintaining Motivation. However, I think the real culprit is something different and that it's because producers lack Confidence that they, therefore, lack the Motivation to prospect. But -- if the truth is known -- 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...
Feb 28, 2022•34 min
In 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 f...
Feb 24, 2022•32 min
Most insurance agents fail at selling insurance because they started on the wrong foot. They never achieved traction and so they failed. What I've found is that many agents lack traction because they don't know what they're selling or to whom they're selling. They are "generalists" and they achieve mediocrity every single day. If you want to become more successful at selling insurance, figure out who your ideal prospect is (with absolute clarity) and prospect with diligence. In this episode of t...
Feb 21, 2022•32 min
In 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 s...
Jan 31, 2022•40 min
In 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 insu...
Jan 27, 2022•36 min
Excuses never made anyone any money. People who go bankrupt always have an excuse as to why. Salespeople who don't win an account always have an excuse for their failure. That goes for insurance producers as well. There are reasons and excuses for all failures. But insurance agents who hold onto excuses are the ones who live paycheck to paycheck. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to eliminate excuses, how to execute a plan, and ...
Jan 20, 2022•30 min
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 Highligh...
Jan 13, 2022•31 min
The "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 nee...
Jan 06, 2022•34 min
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. Episo...
Jan 03, 2022•35 min
Most 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 ...
Dec 30, 2021•38 min
Most 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 ...
Dec 27, 2021•32 min
You probably didn't write as much new business this year as you could have. Nope. Not even close. You probably could have doubled it. Easily doubled it. Maybe even tripled it? You already have the tools to do it. You don't need better scripts, better prospects, or anything like that. You just need better accountability. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht shares how both insurance producers and agency principals can double their new business revenue...
Dec 16, 2021•30 min
It'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 ...
Dec 13, 2021•34 min
Anyone can just show up and -- sadly -- that's all most producers do. The real question to answer should be: What am I accomplishing when I actually do show up and do the work? In other words, are you achieving the results you really want for yourself, or are you doing just enough to get by? Are you merely hitting your "safe goals" or are you doing so much work you're making those old goals look like child's play? That's what host Charles Specht talks about today as he dives deep into the topic ...
Dec 09, 2021•35 min
Prospecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back. In this 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...
Dec 06, 2021•36 min
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 achie...
Dec 02, 2021•30 min
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 focus...
Nov 30, 2021•32 min
LinkedIn 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 net...
Nov 18, 2021•33 min
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) ...
Nov 11, 2021•32 min
Most 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 co...
Nov 01, 2021•37 min
Many 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 prospec...
Oct 18, 2021•33 min
Most 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 Hig...
Oct 14, 2021•35 min
Yes, indeed, how you represent your prospects to the marketplace will either make you a winner or guarantee your failure. In this 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 insure...
Oct 11, 2021•34 min
Unless 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...
Oct 07, 2021•30 min
Many 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...
Oct 04, 2021•31 min
Most 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 a...
Sep 30, 2021•33 min
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...
Sep 16, 2021•40 min
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 indepe...
Sep 09, 2021•22 min
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the two main reasons why writing small accounts is a terrible strategy for an insurance agent and why THINKING BIGGER and writing larger accounts makes everyone happier. "Small Thinking" is a plague that may allow you to pay your monthly electric bill but it will never allow you to build wealth. Episode Highlights: Why is thinking small, a major problem? (2:55) How does Charles' approach to work differ fr...
Sep 06, 2021•18 min
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 age...
Sep 02, 2021•35 min
