Agency Intelligence Agency Intelligence

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 unmotivated. 

So, In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some practical tips and suggestions about how to incorporate a "drop dead date" in your prospecting in order to win more new clients.

Episode Highlights:

Charles discusses procrastination and the role of time limits. (2:46)


Charles mentions the advantages of including timeframes in emails and calls when reaching out to potential clients. (8:49)


Charles explains that successful prospecting involves handling multiple prospects at once, adjusting proofs as needed, and respecting deadlines without applying excessive pressure. (14:39)


Charles discusses the crucial role of setting clear timelines and deadlines for prospects in reinforcing the position of an insurance agent. (20:55)


Charles believes that timing is a key factor to success in prospecting. (22:24)


Charles shares his view on the importance of incorporating time frames in sales, prospecting, and marketing procedures to enhance responses and boost business. (24:01)



Key Quotes:

“For us to win business, for you to win a new client, means somebody or other people are who are going to have to lose in order for you to win. If you're going to win a new client, at least one person, maybe more, has to lose in order for you to win.” - Charles Specht

“Sales is war. And if we don't give the insured some kind of a time period in which to have a decision done, they will continue to push it off, push it off, push it off, push it off. And before you know it, you are no longer at the top of their to-do list.” - Charles Specht

“Timing is so important to success. Timing is so important to prospecting. Giving your prospect a certain amount of time in which to get something done is very important.” - Charles Specht


Resources Mentioned:

Reach out to Charles Specht


Permission Network Insurance Agency, Inc.

In this throwback episode of Power Women In Insurance, Teresa sits down with Angela Adams, President of Angela Adams Consulting Services. Angela is a consultant to agencies all over the country to help them scale and grow their business.

Episode Highlights:

Angela shares her insurance background. (1:15)


Angela explains why insurance is an amazing field for women. (4:12)


How did Angela build her agency? (5:05)


Angela shares what she finds most agency owners struggle with. (9:20)


Angela mentions a common factor they found with agencies they had educated. (12:50)


Does Angela think that male agency owners have different philosophies in running their agency? (15:02)


Does Angela find that women are culture driven differently in their agency? (17:10)


Angela explains what Omnia is all about. (24:04)


What does MAP stand for? (27:59)



Key Quotes:

“I developed a love for insurance agency automation, improving efficiency and operations in an agency, and really thrived in that environment, and was doing the accounting for that agency... But, I really found my passion was more on the automation and operation side.” - Angela Adams

“I think people who are drawn to the insurance environment have a very high desire to help people, and I think it's why women thrive in this environment. Because, naturally, we're very nurturing and helpful, and this industry gives us a way to do that.” - Angela Adams

“If we can do the accounting or the operations management for an agency, then the agency owners can focus on what they do really well, which is generally selling insurance and growing their agency... And, by taking the things off of them that they're not good at doing, they do better as an agency. That's how we've grown, is by helping our agencies achieve their goals.” - Angela Adams


Resources Mentioned:

Angela Adams LinkedIn

Angela Adams Consulting Services

Contact Teresa Kitchens


Sterling Insurance Group

In this episode of The MVP Podcast, Mitch Gibson sits down with Jake Jines from The Insurance Alliance to bring you the sales tip of the week.

Episode Highlights:

Jake discusses how the use of Loss Run Pro has helped speed up the process of getting loss runs and forms put together, taking a two-week process down to a three-day process. (5:16)


Jake discusses the importance of building relationships in commercial insurance and why sending a web form to fill out is not ideal. (8:17)


Jake explains that it is important to find value on both ends of the equation, whether it's the high mod or the low mod. (12:16)


Jake mentions that risk management helps businesses stay competitive by preventing bad accidents and saving money. (14:45)


Jake believes that staying consistent is key to success as a producer. (17:01)


Mitch discusses the Indietech Showcase Experience happening in Indianapolis, with a focus on the Indie Sales portion of the event for young agents. (17:27)



Key Quotes:

“If we're able to provide the value, become the experts on the mod and the work comp, where we can actually control it. It's putting us over the edge on so much, just by having those extra value points.” - Jake Jines

I'm reminding myself of being in the stage of my career right now as a producer. It's just a constant reminder of the importance of staying consistent and doing what I have to do because there's a lot of a good month and then there's always some down months. I'm just trying to remind myself is… the importance of staying consistent.” - Jake Jines


Resources Mentioned:

 Jake Jines LinkedIn

The Insurance Alliance

Reach out to Mitch Gibson

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Toby Hansen, Owner of Toby Hansen Insurance Agency, and co-founder of GSTsoftware. Toby talks about his move from captive to independent agent, what's going on in the world of Insurtech, and how GSTsoftware helps insurance professionals get their business done in the most efficient way possible.

Episode Highlights:

Toby discusses his background. (2:30)


Toby believes that insurance agents sometimes wonder if the carriers have a clear vision. (5:11)


What has Toby learned as a result of his transition from captive to an independent agent? (9:50) 


Toby explains the idea of their payment portal and how it helps people. (13:28)


How does Toby get their product into the market? (16:46) 


Toby mentions that if you don't have a good tasking system, you won't realize how much your employees are avoiding such issues. (25:09)


David, Kyle, and Toby discuss the significance of accepting all forms of communication. (29:04)


Toby explains the advantages of making the best use of technology. (41:44)



Tweetable Quotes:

“If you don't have a good tasking system, you don't realize how much your staff is avoiding that stuff.” - Toby Hansen

“When you're in the agency world, and you've been the principal, you start to understand that for every person that just doesn't want to pay their bill, there's four of them that you just need you to hold their hand to pay their bill.” - Toby Hansen

“Technology is not in the agency world to replace human interaction in the human experience. It's here to enhance human interaction in the human experience.” David Carothers


Resources Mentioned:

Toby Hansen LinkedIn

Toby Hansen Insurance Agency

GSTsoftware

David Carothers

Kyle Houck

Florida Risk Partners

The Extra 2 Minutes

Jason was recently on a webinar for Semsee, discussing the four models of insurance and the future of an agency. He gets a little out there in some of his thoughts. Be sure to check this one out!

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 business revenue in just one year.

Episode Highlights:

Charles tells us that in this episode he is going to talk about how to multiply your business. (1:14)


Charles teaches about multiplying time to multiply your outcome. (5:43)


Charles explains that you need to write down all of the different things that you do in your business. (9:22)


Charles mentions that prospecting in December can make a huge difference. (13:59)


Charles shares that people need to ask themselves the question, "Where do I waste my time?" (18:10)


Charles reminds everyone that your biggest competition out there has nothing on you. (20:38)


Charles shares that you are your biggest enemy. (22:43)


Charles asks the "why" questions to stop mediocrity. (24:24)


Charles reminds listeners to be accountable to themselves and use their time wisely. (28:20)



Key Quotes:

"There's no reason why you can't succeed, there's no reason why you can't competitively dethrone every single competitor that ever comes in front of your path." - Charles Specht

"My lack of production is my fault, just like your lack of production is your fault." - Charles Specht

"I truly believe that the only thing that really stops us is whatever is going on in these thick skulls of ours." - Charles Specht


Resources Mentioned:

Reach out to Charles Specht


Permission Network Insurance Agency, Inc.