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 strategica...
Jun 19, 2023•35 min
Do you struggle with "follow-up" for your prospects? Or, maybe you struggle because you only do follow-up in one form (e.g. cold calls or emails)? If yes, then welcome to the club! We all struggle with it. Prospecting is difficult and confusing and most agencies don't have someone to teach you how to do it because no one else there knows how to do it, either! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why having a systematized "follow...
Jun 12, 2023•35 min
No, I'm not talking about this podcast. I'm talking about you prospecting for new business! How you utilize "time" and the availability of it will have a direct correlation to your success in sales. If your prospect doesn't feel a need to move forward, to get things done, to understand how important it is to move quickly, you will not only struggle at setting new business appointments but you'll have a hard time winning. Why? Because, sales is war! And, because people (prospects) are lazy and un...
Jun 08, 2023•27 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 throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht shares how both insurance producers and agency principals can double their new busine...
Jun 05, 2023•30 min
It's really hard to set new business appointments with your prospects if you can't communicate with them directly. (Go figure, right?) So, then, why in the world would you ... (or another agent you know?) ... keep prospecting in ways where you are forced to deal with gatekeepers and receptionists? That just doesn't make sense to me at all. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach the why and how of finding your prospect's "sweet spot" when it ...
Jun 01, 2023•25 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 in today's throwback episode as he div...
May 25, 2023•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 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...
May 15, 2023•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 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 orde...
May 08, 2023•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 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 t...
May 01, 2023•32 min
How would you like to win 6 new clients via signed Broker of Record Letter in less than 6 months ... with even the smaller of these clients being $12,000 in annual revenue? Would that be OK with you? I'm sure it would! 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 s...
Apr 24, 2023•38 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 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 ...
Apr 20, 2023•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 this throwback episode ... which is all about Mastering the Art of Persuasion. Episode Highlights: Charles shares how to turn prospects into clients. ...
Apr 13, 2023•32 min
Wouldn't it be great if we could get you a steady flow of business owners to reach out to you to schedule appointments, rather than you contacting business owners who don't know you, like you, or trust you yet? Of course, it would be! It would make everything easier: setting appointments, building rapport, getting more signed BORs, winning business, etc. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why you should contact associations a...
Apr 10, 2023•31 min
Most 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 con...
Apr 03, 2023•37 min
Are you an insurance agent who has had moderate success selling insurance, but you just know you're not reaching your full capacity? Do you not have a strategic plan, or a step-by-step process to win new business, and you're merely quoting but not winning? That was the experience of Daniel Brookman, before joining 12X Commission Mastermind and implementing the training. Now, he's winning signed BOR's and building his Book of Business. In this episode of the Millionaire Insurance Producer podcast...
Mar 27, 2023•34 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 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 a...
Mar 06, 2023•33 min
Asking 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 ...
Mar 02, 2023•29 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 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. E...
Feb 13, 2023•35 min
Yes, indeed, how you represent your prospects to the marketplace will either make you a winner or guarantee your failure. 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 ...
Feb 06, 2023•34 min
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 Sp...
Jan 30, 2023•30 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...
Jan 19, 2023•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 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 custom...
Jan 09, 2023•31 min
There are a lot of male, pale, and stale insurance agents out there who think winning a new client by anything other than with a handshake and a "napkin deal" is unethical. Well, I kindly disagree. 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 w...
Jan 02, 2023•30 min
Most 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...
Dec 29, 2022•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 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. (3:3...
Dec 26, 2022•40 min
Lies, 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 p...
Dec 22, 2022•28 min
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...
Dec 19, 2022•22 min
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 wr...
Dec 15, 2022•26 min
Personally, 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 d...
Dec 12, 2022•32 min
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...
Nov 28, 2022•33 min
