141 episodes

Hosted by Charles Specht, the Millionaire Insurance Producer podcast is the top podcast for insurance producers who want to quote less and win more often. Charles was a producer with a $1,000,000+ Book of Business, before starting a consulting company working directly with insurance buyers. Charles understands what your prospects both want and need and will give you the tools of how 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!

Millionaire Insurance Producer Charles Specht

    • Business
    • 4.9 • 34 Ratings

Hosted by Charles Specht, the Millionaire Insurance Producer podcast is the top podcast for insurance producers who want to quote less and win more often. Charles was a producer with a $1,000,000+ Book of Business, before starting a consulting company working directly with insurance buyers. Charles understands what your prospects both want and need and will give you the tools of how 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!

    The BOR Process Clearly Defined

    The BOR Process Clearly Defined

    Would you like to win more signed Broker of Letters from your prospects but you're not exactly sure how the process works? Would you appreciate it if someone gave you a step-by-step, repeatable process that would help you win more signatures? Well, then it's a good thing you're listening to today's episode because host Charles Specht is going to breakdown ten (10) steps to winning more signed Broker of Record Letters from your prospects.

    PS: And, in this episode Charles tells you exactly how to get your hands on a copy of a 12-Month Timeline of Services you can use for your prospects.

    Key Topics:

    The importance of planning before securing Broker of Record letters

    Overview of the Broker of Record letter process

    Strategies for defining your ideal client

    Choosing the most profitable micro-niche

    Creating a 12-month timeline of services

    Branding and scripting for your micro-niche

    Implementing a three-prong approach to prospecting

    The critical step of directly asking for the Broker of Record


    Reach out to 
    Charles Specht

    Visit:
    Permission Network

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    • 34 min
    Throwback: Just Shut Up and Prospect!

    Throwback: Just 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 throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down the prospecting numbers (both weekly and annually) for you to demonstrate what is needed in order to start having the financial success you want for yourself.

    Episode Highlights:

    Charles shares why you need to stop doing whatever else you are doing and start focusing on prospecting, or in other words, shut up and prospect. (1:53)


    Charles discusses why prospecting is the most important thing you can do as an insurance agent. (6:35)


    Charles mentions that prospecting can take many forms; you may be able to prospect current clients by gathering references and having them make phone calls or send emails on your behalf. (9:19)


    Charles explains why producers should generally spend 30 minutes to an hour every day on LinkedIn. (16:05)


    Charles mentions that prospecting is a numbers game and we work the numbers to get what we want while selling is a relationship game. (22:21)


    Charles shares that while you're branding yourself, you'll be able to advertise yourself as the go-to expert in that industry. (24:57)


    Charles explains that producers have been hired to prospect, make appointments, and convert those prospects into customers, with everything else being secondary. (29:05)



    Key Quotes:

    “Prospecting is your number one focus as a producer. If you are not focused on prospecting, something is wrong.” - Charles Specht

    “Prospecting is a numbers game; Selling insurance is a relationship game.” - Charles Specht

    “Make your money. Build your book. Become a millionaire insurance producer. There's no reason why you can't do it.” - Charles Specht


    Resources Mentioned:

    Reach out to Charles Specht


    Permission Network Insurance Agency, Inc.

    • 32 min
    Throwback: What Size Agency is Best for Building a $1,000,000 or More Book of Business

    Throwback: What Size Agency is Best for Building a $1,000,000 or More Book of Business

    There 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 more at a large agency than at any other agency he has worked for. (4:41)


    Charles explains why, after learning so much at a bigger agency, he would never work for one again. (6:48)


    Charles discusses that, after 20 years of business, he already knows what to do if he is approached by an agency for consultation or assistance with their operations. (7:34)


    Charles mentions that all of the producers he knows that have to have some form of servicing role for whatever they do in their everyday operations have smaller books of business. (10:42)


    Charles explains that if you're the owner of the agency, having a one-man shop is fine as long as you're writing some business. (12:06)


    Charles believes that a tiered system that rewards constant activity, building a book of business, and bringing on more new clients throughout the year would make a lot more sense for an agency. (14:26)


    Charles explains that if your agency is unwilling to give you the opportunity to own a stake in the business, it may be in your best interest to look into other options because there are other options. (17:06)


    Charles believes that you don't have to make a habit or build a large book of business to be fairly wealthy as an agent in the United States of America. (20:01)


    Charles believes that if you are looking for a new agency, you should go to one that puts money into training, sales, and other similar things. (23:30)


    Charles mentions that if you're considering changing agencies, reach out to him and he'll try to give you some advice on what to do or look for. (28:19)



    Key Quotes:

    “I've been in the business now for over 20 years, I understand a lot of these different things, I would know what to do tomorrow if I went to work with an agency, if an agency brought me on, for some consulting, consulting, to help them with operations, and their producers and so forth.” - Charles Specht

    “There are other options out there, there is no shortage of opportunities out there in regards to the agencies that you might be a really good fit for. So, if you don't feel like your agency is a long-term play for you, then maybe make a switch.” - Charles Specht

    “If you're thinking about switching the agency where you're at, you know what, reach out to me. And I'll try to give you some advice maybe on what to do or what to look for, I might even be able to give you a referral in a few different agencies if you're willing to work remotely.” - Charles Specht


    Resources Mentioned:

    Reach out to Charles Specht


    Permission Network Insurance Agency, Inc.

    • 31 min
    Throwback: How to Achieve the Millionaire Producer Mindset

    Throwback: How to Achieve the Millionaire Producer Mindset

    A 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:

    Charles shares that he is developing his own producer school that will be launching very soon, which will go from A to Z on the entire sales process. (2:07)


    Charles explains that the first thing to having a Millionaire Producer Mindset is to understand that sales are both a sprint and a marathon. (3:58)


    Charles shares that prospecting is your primary daily function, and there really isn't a way in which to set appointments without prospecting. (8:27)


    Charles explains that insurance agents should consider themselves both advisors and producers. (10:31)


    Charles reminds us that agents need to remember that prospects want three things, to save money, save time, and have peace of mind. (12:18)


    Charles shares that, as an agent, competitive dethronement is the business you are in. (16:18)


    Charles explains that, as an agent, offering quotes to non-clients is a waste of time and not a very nice strategy. (17:47)


    Charles explains that the last thing on the list to having a Millionaire Producer Mindset is to ask for a sale. (21:09)


    Charles shares that everything is a sale, and to be human is to sell. (23:35)


    Charles wraps up the episode by reminding listeners of the seven things to know in order to have a Millionaire Producer Mindset. (26:43)



    Key Quotes:

    "What you do for your prospects is serve happiness and collect signatures. Let me say it again, serve happiness and collect signatures. Did you hear me because I need to say it again, you need to serve happiness and collect signatures. That's what you are doing." - Charles Specht

    "Always be closing. I just think there's truth to it. The truth of the matter is that yeah, you always need to be closing. Everything is a close. To be human is to sell. Everything is a strategy." - Charles Specht

    "We need to ask for the business, we need to hold people's hand and take them down the path we want them to go. If you don't have that kind of a mindset. I would venture to guess that you're not very successful in sales." - Charles Specht


    Resources Mentioned:

    Reach out to Charles Specht


    Permission Network Insurance Agency, Inc.

    • 29 min
    How to Become the "Jerry Maguire" of the Insurance Industry

    How to Become the "Jerry Maguire" of the Insurance Industry

    If you can do this one thing, you'll not only win more signed Broker of Record Letters but you'll save yourself a ton of time, headaches, stress, and you'll make a lot more money too. What is it? Here it is: "Show me the money, Jerry!" See, you need to become an insurance agent who is more like Jerry Maguire the sports agent, rather than "Joe Quotes" who offers quotes to non-clients. What I mean is professional sports agents don't offer quotes and quote against other sports agents, and neither should you. 

    In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain the how and why being Jerry Maguire is a better choice for you, and then three (3) steps to make it happen.

    Key Topics:

    The importance of how you're perceived by prospects

    Why the traditional quoting process is flawed

    Adopting the Jerry Maguire approach in insurance sales

    Key strategies to differentiate yourself in the market

    How to effectively communicate value to your prospects

    The benefits of a mindset shift from quoting to consulting

    Building a client-focused strategy for superior outcomes


    Reach out to 
    Charles Specht

    Visit:
    Permission Network Insurance Agency, Inc.

    Produced by Podsquad.fm

    • 28 min
    Throwback: How to Write $250,000 in Commission in the Next 12 Months

    Throwback: How to Write $250,000 in Commission in the Next 12 Months

    Could 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 throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down the step-by-step process of how you can do this and how you can get every agent at your agency to do the same thing as well.

    Episode Highlights:

    Charles explains that the reason why he loves prospecting is that this activity results in having money in his pocket. (3:47)


    Charles elaborates on how he fell into writing for subcontractors and other types of accounts. (5:02)


    Charles explains why he decided that the first policy to write for an account was going to be $20,000 of commission or more because he was only writing for small accounts. (9:35)


    Charles shares that the thing that is stopping you from writing $250,000 of the new commission is the blockage that you have in your mindset. (11:47)


    Charles discusses how the size of the accounts that your agency goes after determines your path. (13:47)


    Charles shares that if you go after whatever classes of business you are most competitive in, you are going to be successful. (17:38)


    Charles explains why it is important to focus your time on carriers that are choosing to write certain classes of business to be competitive. (23:25)


    Charles mentions that the only thing that is stopping you from writing $250k of revenue is your mindset. (25:30)


    Charles explains how he helps people be able to achieve this goal, as he was able to do the same thing, in his 2nd year in business (29:37) 


    Key Quotes:

    "The thing is, is that all I want you to understand when we're talking about you writing $250,000, of new commission over the course of a full year is that the thing that is stopping you from doing that is the blockage that you have in your mindset, period." - Charles Specht 

    "If you have a process, a system in which you are prospecting the type of business that your carriers want to write and are most competitive, then you are going to be successful." - Charles Specht 

    "The main thing that is stopping you from writing to under 250 grand of revenue over the next 12 months, is a limited mindset that is doing something that you've always done because you've gotten the same result." - Charles Specht 


    Resources Mentioned:

    Reach out to Charles Specht


    Permission Network Insurance Agency, Inc.

    • 35 min

Customer Reviews

4.9 out of 5
34 Ratings

34 Ratings

Morning Routine ☀️ ,

My every morning podcast

If you are a producer, agency principal, CSR, whatever - this is where it’s at. Charles is honest but informative. There’s no criticism without education. I love this podcast!!

Jim_Schubert ,

Highly actionable content!

Charles is a giver at his core and it shows in these episodes. He knows exactly what it takes to grow a book of business by working smarter, not harder. And he’s handing it to you for free. This show is worth its weight in gold!

JonathanRL1 ,

Great podcast for agents of all experience levels

Great advice for agents who want to go above the status quo in insurance. A million dollar review book of business is really possible

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