Permission Sales

Guffy Wright is an elite insurance producer. He has a multi-million dollar (commission) Book of Business, but only after figuring out how to remove the hurdles of Friction, overcome Stagnation, achieve maximum Velocity, and then Accelerate month after month. In this episode host Charles Specht walks alongside Guffy as they discuss how producers can get out of their own way, find and dominate a pro...

How can you sell more insurance by being "authentic" with your prospects? That's one of the topics Charles Specht addresses in this interview with Marques Ogden. You have to be more Micro-Niched, seen as the expert, and don't have commission breath. In this episode, Charles and Marques will explain how to merge Authenticity & Permission in order to create more Commission. Key Topics: Marques Ogden...

Do you ever struggle with limiting beliefs? A poor mindset? Stinkin' Thinkin'? Those limiting beliefs are literally stealing tens of thousands of dollars from your commission check every month. In this episode, host Charles Specht gives insurance producers and insurance agency owners a motivating talk about how to overcome the self-defeating conversations taking place in your head, once and for al...

Should you prospect using "Price" as your hook when trying to set new appointments, or something else like Service or Coverage? In this episode, host Charles Specht will help you to use "empathy" when prospecting so as to address the Price issue in order to get your prospect to agree to meet with you. And, Charles will explain what he means when he says, "Give your prospects what they want but sel...

75% and 75. That's what I want you to focus on. This is the recipe for a 7-Figure Book of Business. In this podcast episode host Charles Specht will talk about the 75% activity level you need for prospecting as well as creating a list of no less than 75 referral partners. Imagine what your agency or Book of Business would look like if you had 75 COI's referring accounts to you non-stop! Key Topics...

It's not about you. Literally, prospecting is not about you. Prospecting is about your prospect, not you. So ..... STOP TALKING ABOUT YOURSELF AND YOUR AGENCY AND YOUR PEOPLE AND YOUR HISTORY AND ... Do you understand? Your prospects don't care about you. They don't care about you --- yet! They will later, just not now. While prospecting, you're a stranger and people don't want to meet with strang...

Welcome to the 1st episode of the newly rebranded podcast: PERMISSION SALES In this episode, host Charles Specht talks all about "permission" and how you can obtain that permission from your prospects. Without permission the best you can hope for is 2nd Place. Permission is about giving the prospect what they want so that they'll give you what you want.  You want exclusive access, to become the in...

In this episode of the Millionaire Insurance Producer podcast, host In this last episode of the Millionaire Insurance Producer Podcast, host ⁠Charles Specht⁠ tries to hit you squarely between the eyes. In other words, he wants to get you thinking. Do you need to pivot? Do you need to start something -- finally! -- that you've been thinking about for a while but just haven't gotten around to gettin...

In order for you to win a new client the incumbent agent has to lose. The incumbent agent needs to get fired in order for you to get hired. But how do you get the insured to realize their agent is a "bum" without you saying it? In this episode, host ⁠Charles Specht⁠ will teach you how to uncover problems with the incumbent agent and get the insured to admit to you that their agent is a "bum" and s...

Two things... In this episode of the Millionaire Insurance Producer Podcast, host ⁠Charles Specht⁠ briefly shares how to set more new business appointments, what to say in order to set those appointments, how to convert those prospects into loyal clients, and ....... he talks about a new, select group of small- to medium-sized insurance agencies who will be brought in to take over the insurance po...

The secret sauce to building a huge Book of Business does exist. It really does. The issue is just that you don't know the recipe yet. You don't know how to set more appointments, win more signed Broker of Record Letters, and build a base of loyal clients who choose you and renew with you, year after year. But that can change right now! In this episode, host ⁠Charles Specht⁠ will pull back the cur...

You're losing – literally – tens of thousands of dollars in new business commission each year because your Fizzle Rate is way too high. What's a Fizzle Rate? A Fizzle Rate represents the number of prospects who agree to meet with you and have you quote, but they just don't get you the information you need to put together a submission to go to the marketplace to gather quotes. The prospect simply "...

Do you find it difficult to set new business appointments? Most agents struggle with this as well. Usually it has a lot to do with what you're saying (or not saying) to your prospects. Is your script focused on "Price" or is it focused on "Service" or even something else? Because it matters.  In this episode, host Charles Specht will explain which script variation tends to work better for which ty...

Too many insurance producers are playing Pat-A-Cake with their insurance careers. They're not taking seriously the need to focus, to get prepared, to see what works and pivot as needed, etc. They're just wingin' it, throwing mud against the wall to see what sticks. But you don't want to play Pat-A-Cake with your commission check. In this episode, host Charles Specht explains what both producers an...

In this episode of the Millionaire Insurance Producer Podcast, host ⁠Charles Specht⁠ discusses the challenges insurance agents face in prospecting and securing exclusive access to markets. He emphasizes the importance of understanding the insurance buyer's perspective, the necessity of Micro-Niching to stand out, and the common issue of agents presenting only one quote in their proposals. Charles...

There are definitely things that the most highly successful insurance producers do in order to ensure victory when selling insurance. Some are easier than others, but almost all of them can be done by new(er) producers as well. If you want to build a $1,000,000 or more Book of Business, you need to begin implementing these things the most successful producers do. What are these things, you ask? We...

I know you probably work only on signed BOR ... right? Well, sometimes you might be tempted to offer quotes to a prospect (aka: Non-Client; someone who doesn't trust you yet) who won't sign the BOR over to you. Should you still work on that account and offer a quote, or should you push the "pause button" and try again next year? Well, it all depends on whether or not you can get the prospect to gi...

No doubt you were hired to sell insurance. But did your agency leadership make you FIRST prove that you can prospect to set appointments? I would suspect probably not. And, that's why so many insurance producers fail and don't make it -- or at least why they don't make enough money. They are good at relationship building and closing business, but they just can't set enough appointments. In this th...

Check out:⁠⁠⁠ https://permissiongroup.com/permission-producer-school/⁠⁠⁠ Imagine setting twice as many new business appointments with your prospects, tripling your win percentage, writing more accounts, writing larger-revenue generating accounts, and winning most (all?) of these new clients by signed Broker of Record Letter, rather than going through a normal quoting process. Sound to good to be t...

Are you disgusted yet? Yes, disgusted! But, disgusted with your own personal sales results, more specifically. I mean, at the end of the day, nothing will get better until you become disgusted enough with the results you've been getting that you then implement change and do something different. It really is that simple. Building a $1,000,000 or more Book of Business through a signed Broker of Reco...

Having coached Producers over the last fifteen on how to sell insurance, there is one main factor I see as the primary indicator of whether or not that Producer will write a lot of new business commission this year ... or struggle at merely hitting their goals. What is that one thing? Well, that's what host ⁠Charles Specht⁠ will share on today's episode. But .... it's not just about telling you wh...

Asking for the signed BOR is part science and part art. And, timing is everything! You need to be careful to not ask too soon and also to not waiver on the fence of indecision by never getting around to popping the actual question. In this throwback episode of the Millionaire Insurance Producer podcast, host ⁠⁠⁠Charles Specht⁠⁠⁠ will teach you how to ask for the signed Broker of Record Letter at j...

You get out what you put in. You win championships when you do the good work. You reap what you sow. These are the realities of what happens to people (and teams) who do the right things over and over again. Success comes to those who do the right work and stay consistent. Last time I checked, none of your insurance carriers pay any "consolation commission" when you come in 2nd place. It's all or...

Have you ever been rejected when doing your prospecting? Of course you have. Probably thousands of times in your life so far. It comes with the territory. But putting in the work helps you find your people. Getting hundreds of "No's" helps you find the dozens who say, "Yes!"  In this throwback episode of the Millionaire Insurance Producer podcast host ⁠⁠Charles Specht⁠⁠ explains how to embrace the...

There are THREE things that if insurance producers did, they would have far more success at prospecting and selling insurance. What are these THREE things you might ask? Well, that's what podcast host ⁠⁠Charles Specht⁠⁠ will teach you in today's throwback episode on building a $1,000,000 or more Book of Business. Key Topics: The power of micro-niching to attract and convert ideal clients Winning B...