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58 minutes | Jul 30, 2021
Agency Freedom: E13: Benito Ortiz On Mindset And Scaling Fast
In this episode of Agency Freedom Podcast, James talks with Benito Ortiz from Albequerque, New Mexico. Benito is the agency principal for Strategic Insurance Group (SIG).
64 minutes | Jul 29, 2021
RHS 109 - How to Sell More Cyber Insurance with Pat Costello
In this episode of The Ryan Hanley Show, Ryan Hanley interviews Pat Costello, CPCU, Co-Founder, and Principal at Evolve MGA. Pat joins the podcast for a wonderfully nerdy deep dive into cyber insurance. Pat and Ryan also also discuss exactly how independent insurance agents can (and should) sell more cyber insurance to their clients. Don't miss this episode...Episode Highlights: Pat mentions what he’s learned from the pandemic. (5:34) Pat shares two reasons why having people in an office environment is vital. (7:17) Does Pat prefer working remotely or working in the office? (10:29) Pat shares his background and how Evolve MGA started. (13:15) Pat mentions some of the biggest issues he has seen from a retail broker perspective. (16:21) Why do agents still sell cyber insurance like it's a luxury and not as a necessity? (18:40) Pat gives a couple of facts about ransomware. (26:13) Pat shares why social engineering is the most common claim they see behind ransomware. (30:23) Pat explains why cyber insurance is significant. (34:24) Pat shares what they have recently introduced into their form. (47:35) Key Quotes: “If you have a few sales folks...I love having them together in the same room to kind of motivate each other and feel the energy, feel the vibes.” - Pat Costello “I think the insurance industry in the way it's set up with renewals, breeds an attitude of complacency for it, along with the fact that it's a pretty big age gap in the insurance industry.” - Pat Costello “As everything gets more connected to the internet and as people start using technology more, there's more potential for things to get hacked. If somebody is connected to the internet, it has the potential to be hacked. And so, everything that we are doing on a day to day basis is getting more and more technology driven.” - Pat Costello Resources Mentioned: Pat Costello, CPCU LinkedIn Evolve MGA Reach out to Ryan Hanley
37 minutes | Jul 27, 2021
Abel Travis And Jason Cass Discuss Pandemic Insurance, Is A Product Possible?
In this episode of Agents Influence podcast, host Jason Cass interviews Abel Travis, MBA, Vice President & Head Of Fundamental Underwriters at AF Group. Abel talks about what AF Group is all about and the company that he represents called Fundamental Underwriters.Episode Highlights: What has attributed to Abel’s success, skill or luck? (7:04) Abel gives us his background in the insurance industry. (7:59) Abel shares what happened when he had an offer from Hartford. (8:49) Abel explains what AF Group is all about. (11:12) Abel mentions one of the companies that he runs for AF Group called Fundamental Underwriters. (12:09) Abel gives the average premium size with Fundamental Underwriters. (12:52) Abel shares what he did when nobody knew what was happening in the insurance industry. (19:05) Abel mentions how The Insurance Innovators Unscripted podcast started. (21:08) Where does Abel see the insurance industry going, five to ten years from now? (26:39) Key Quotes: “I love to win just because I love the feeling that comes with winning. Frankly, I don't necessarily hate to lose because I look at losing as a learning opportunity. If it doesn't work, you leverage what you've learned, and you try to turn that into a win in whatever way possible.” - Abel Travis “I wanted to make sure that I had the opportunity to have a family but I also wanted to have a life I love to just enjoy. But, as I started to learn a little bit more about the insurance industry, it became a no-brainer. It really helps to provide stability for the people, for the economy, for the business, and that's something that in the early days I wanted to be a part of.” - Abel Travis “I do think there has to be some sort of a government backstop. I also believe that insurance organizations could look at opportunities or even if it's mandated somewhat in a similar way as Tria, to help fund that backstop. We're not trading future dollars for potential challenges that we may face in this economy.” - Abel Travis Resources Mentioned: Abel Travis, MBA LinkedIn AF Group The Insurance Innovators Unscripted Reach out to Jason Cass Agency Intelligence
58 minutes | Jul 26, 2021
Age of Indiependence: Sales Coaching Powered by Speech Analytics and Conversational Intelligence
In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Ethan Barhydt, CEO of VoiceOps. Katlyn and Ethan find out which sales behaviors are most difficult to drive inside an insurance agency and how coaching enablement can increase your results.Episode Highlights: Katlyn shares what coaching looks like for the average agency. (7:02) How does Katlyn identify if the person is coachable? (15:35) Katlyn shares one of her experiences about something she’s tried that didn't work out well. (17:41) Katlyn mentions what they have started doing at Quantum when someone comes on board. (25:23) Should people invest their time and energy in coaching? (27:07) Katlyn mentions the first thing you can do to increase your sales numbers. (27:43) Ethan explains more about speech analytics and the technology of coaching. (30:18) Ethan shares some of the problems he experienced with speech analytics. (32:20) Katlyn shares one of the things that she loves about VoiceOps. (36:28) What are behaviors that matter most to Katlyn? (40:18) Ethan mentions one thing he’s found interesting about call centers and teams. (46:52) Katlyn gives us the takeaway from today’s episode. (50:52) Key Quotes: “Coaching is a thing that you obsess over, and you think about all the time because you understand when you're on the floor of a call center or sales team, you see the impact that coaching makes.” - Ethan Barhydt “My sense is that as a company grows, especially when it's growing fast, like quantum has, you start to see the benefits of more structure and structure becomes quite important as you're trying to drive consistency across a big organization.” - Ethan Barhydt “Accountability is all about visibility. If you don't have your eyes on exactly what's going on, it's going to be really hard to hold your associate accountable to those behaviors that will drive the results.” - Katlyn Eggar Resources Mentioned: Ethan Barhydt LinkedIn VoiceOps Reach out to Katlyn Eggar Quantum Assurance International
75 minutes | Jul 23, 2021
Agency Freedom: E12: Katlyn Eggar on Evolving Your Definition Of Success
In this episode of Agency Freedom Podcast, James talks with Katlyn Eggar, the Director of Education at Quantum Assurance International.
36 minutes | Jul 22, 2021
Millionaire Insurance Producer: How to Write Larger Revenue-Generating Accounts
Writing small accounts may help you pay the bills, but, you'll never achieve wealth writing small accounts. In today’s episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what size account you should prospect and how to be more successful at building a Book of Business. Writing small accounts may help you pay the bills but, you'll never achieve wealth writing small accounts.Episode Highlights: Charles shares a story about his conversation with an insurance agent, who has been very successful over the last 5 years getting lots of new clients. (2:06) Charles explains why producers should stop going after small accounts. (5:26) Charles mentions what the agency principle should not allow their producers to do. (12:53) Charles shares what could happen if you allow your producers to go after small accounts. (13:44) Charles teaches you how to set prospecting goals with your producers. (14:34) Charles explains what could happen if producers go after bigger accounts. (15:20) Charles shares the advice he normally gives to his agents, regarding new accounts. (18:50) Charles lays out the basic questions that you have to answer. (26:09) Charles shares his takeaway from today’s episode. (27:21) Key Quotes: “There's a lot of things that I can say to insurance agents that help them become more successful. But, there are not too many things that I can do to help anyone be successful if they're just going to continue to play small, period.” - Charles Specht “You don't have to go out for small accounts. You just have to make a decision that you're not going to be going after small accounts. You're going to go after bigger accounts. You have to actually come to a decision in your own mind about what is the size of the account that you're going to go after.” - Charles Specht “If you stop going small and start going after the size of the account that you want to go after, you will make more money, you will likely have more joy in your business, and you will have more fun in what you do in your career.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
29 minutes | Jul 22, 2021
RHS 108 - Catching Up with Jason Cass - Part II
In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Jason Cass, Owner of Agency Intelligence and managing partner of the Insurance Alliance. This is the second half of the conversation with Jason Cass that started on the Agency Intelligence podcast early this week. In this episode, we break down the current state of digital insurance and where we see the largest opportunities for growth. Don't miss this episode...Episode Highlights: Jason and Ryan discuss carrier growth rates and contingencies. (5:10) Ryan mentions what’s significant about AP Intego’s platform. (6:57) Jason and Ryan share their opinions on when to utilize B2B platforms. (9:26) Jason mentions why every agency has their own fingerprint. (10:27) Jason explains how to build a balance sheet. (11:44) Jason shares what David explained to him about how agents try to build P&Ls when you should be trying to build a balance sheet. (11:32) Jason shares one of the things he realized from what David said to him. (12:12) Ryan tells Jason about a conversation he had this week at Indium. (18:36) Key Quotes: “Every agency is actually its own fingerprint, right? Because we're all unique. So, you've got your team built-in on this.” - Jason Cass “David really laid that out one time, when he was trying to explain to me about how agents try to build P&Ls, when really you should be trying to build a balance sheet. How you build that balance sheet is by creating revenue, but not with so many clients.” - Jason Cass “I think when you say long term of who you can be, I think people don't realize it's those types of people who are going to stay with you and build that base that's going to help you project that. It's all because you tried to give them that one coverage.” - Jason Cass Resources Mentioned: Jason Cass LinkedIn Agency intelligence Insurance Alliance Reach out to Ryan Hanley
39 minutes | Jul 20, 2021
Ryan Hanley Is Doing The Work You Won't
In this episode of Agents Influence podcast, host Jason Cass interviews Ryan Hanley, Founder and President of Rogue Risk. Ryan chats about figuring out his legacy, developing his agency into what it is today, and important lessons he’s learned along the way. Episode Highlights: Does Ryan love to win or hate to lose? (6:10) Ryan chats about his rapid business growth. (9:26) Does Ryan consider his company an agency or a brokerage? (10:36) Ryan discusses affinity partnerships and the types of businesses he focuses on. (12:10) What did Ryan have to do in order to grow his business and hire employees? (13:01) What does Ryan’s agency look like today? (15:26) What is Ryan sick of trying to convince people of? (16:08) Ryan explains his approach to content marketing. (17:36) What’s something Ryan does to mentally escape from work? (20:28) Key Quotes: “What the industry tells us is there is a machismo to the chest thumping. Look how far I got by myself, right? Like, there's this sense of, you know, I earned this summer.” - Ryan Hanley “My philosophy is there are two reasons why small businesses do not purchase online: trust and customer experience.” - Ryan Hanley “My perspective is, look, in order to properly offer your customer base small business insurance, you have to be able to offer more than one option. We have to be able to offer multiple products and one of the core philosophies at Rogue Risk is, no customer left behind.” - Ryan Hanley Resources Mentioned: Ryan Hanley Rogue Risk Reach out to Jason Cass Agency Intelligence
51 minutes | Jul 19, 2021
Age of Indiependence: Internet Leads: Creating Quality Relationships in the Digital Space
In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Justin Marks, Co-Founder and President of Quotehound. Justin discusses how leads can provide a consistent flow of predictable opportunities, but your agency might not be ready just yet. Find out what to have in place first so you can avoid common pitfalls and maximize your investment. Episode Highlights: Justin explains his background in the digital marketing space. (1:40) Justin details the daily conversations he has about data analytics and algorithms. (5:00) What kind of agencies does Justin primarily work with? (5:58) Justin talks about the consumer experience and importance of lead management. (10:46) How does Justin handle serving clients in different niches? (13:10) What are some common pitfalls when it comes to leads? (15:50) Justin shares his advice on how to create successful sales processes. (20:19) Justin discusses what your focus should be during the follow up processes. (26:52) How do you build a great team culture? (37:02) Justin explains why you shouldn’t put all your eggs in one basket when it comes to new business. (41:38) Key Quotes: “I think it's important to put yourself in the consumer experience as well. When they're going online, they're going to a website, and they're giving all this information about them. One of the important things I like to share with agency owners is... when you do get that person on the phone, be friendly.” - Justin Marks “I think some of the other things that are very important is picking a CRM that your team has full belief in. There are more CRMs out there than I have fingers and toes and my opinion on CRM is...it's very simple. Find a CRM that your team uses. It creates efficiency, and has great follow up processes.” - Justin Marks “If you're able to write two policies versus one, you know the economics are going to be greater. So, it allows you then to take that money, reinvest into more marketing to ensure that you keep that engine running, and to ensure that you're growing the right type of clients that are good for the business, and good for the consumers as well.” - Justin Marks Resources Mentioned: Justin Marks LinkedIn Quotehound Reach out to Katlyn Eggar Quantum Assurance International
74 minutes | Jul 16, 2021
Agency Freedom: E11: Joe Kampert On Growing An Agency As Sturdy And Reliable As A Redwood
In this episode of Agency Freedom Podcast, James talks with Joe "Fraiser" Kampert, the VP of Sales for Redwood Agency Group in Austin, Texas.
65 minutes | Jul 15, 2021
RHS 107 - A Random Conversation with James Jenkins
In this episode of The Ryan Hanley Show, Ryan Hanley is joined by James Jenkins, CIC, CRM, CRIS, Founder of RiskWell Insurance. This is what happens when you hit record on a random conversation with James Jenkins... you're welcome.Episode Highlights: James mentions a cool thing about his conversations with Ryan. (6:56) James shares why Ryan’s approach on podcasts is different from his. (10:19) James explains the two opposing absolutes. (17:23) James shares one of the most significant things that emerging agents and tenured agents need to pay more attention to. (26:22) James shares the conversation he had with their Q3 quarterly prep yesterday. (39:11) James explains the beauty of having the right mindset. (47:10) James gives us fives steps that every agent should do to gain more growth opportunities. (57:35) Key Quotes: “This is the meat and potatoes of why I just love talking with you. Because, there is no black and white in this conversation. There is entirely shades of gray, there are nuanced places on a spectrum between two opposing absolutes.” - James Jenkins “I think everyone is better when the agency principal comes ready to play. Because, the agency principal, all of the producers are going to fall in line behind however the principal is doing business, and the industry as a whole is better for it.” - James Jenkins “If somebody wants to talk to you, make them talk to you then. Just having that tribal mindset of the independent agency, the retail IA...We are a tribe together. - James Jenkins Resources Mentioned: James Jenkins, CIC, CRM, CRIS LinkedIn RiskWell Insurance Reach out to Ryan Hanley
34 minutes | Jul 15, 2021
Millionaire Insurance Producer: How to Cold Call to Set More Appointments with Prospects
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how cold calling still works and it works very well for those who use the right script. Charles Specht will teach you what your script could be and how to effectively cold call in order to set more appointments with your prospects.Episode Highlights: Charles shares a poignant story from when he first got into the insurance business. (2:36) Charles mentions why being a debt collector on the telephone was one of the more difficult things he’s done in the business world. (3:48) Charles explains what a “C3” is. (8:39) Charles shares why leaving voice messages is necessary. (9:13) What’s one of the main reasons why insurance agents don’t get a lot of value out of the time they spend cold calling? (11:05) Charles explains how to create an impressive script when cold calling prospects. (14:25) What are the two things your script must contain to be successful? (19:10) Charles shares a strategy that can help you understand what the best case scenario is going to be. (22:09) Key Quotes: “If you do not have cold calling right now in your prospecting strategy, you are losing out. I want you to think about it this way...Prospecting works really well when you are communicating to somebody in the time and the platform that they feel comfortable with.” - Charles Specht “Do not waste your time, do not waste their time talking about just general type stuff. Get into it. You should be able to give your absolute pitch that at the end, you ask a question where you're expecting a yes or a no to it.” - Charles Specht “If they don't meet with you for one reason, they're probably going to meet with you for another reason. And, once you're there at the appointment, then it's all about relationship. But prior to that, it's a numbers game. Cold calling is a numbers game.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
38 minutes | Jul 13, 2021
Bryan Falchuk Explains That The Evolution Of Insurance Is Mindset
In this episode of Agents Influence podcast, host Jason Cass interviews Bryan Falchuk, Founder and Managing Partner of Insurance Evolution Partners, and Best-Selling Author of Future of Insurance. Bryan talks about his book and why mindset is a huge factor.Episode Highlights: Bryan shares what he has been doing since he’s written multiple books. (5:04) Bryan mentions what he realized after writing the book. (5:36) Bryan shares the opinions he received from some people about his book. (9:03) Bryan shares the interesting journey that’s been in investment. (12:24) Bryan explains why mindset is vital. (18:50) Bryan mentions the word hubris. (19:33) Bryan shares the big differentiator for an agent. (23:43) Bryan shares his experience of how the nature of work changes when a financial crisis happens. (28:44) Key Quotes: “There's better technology and worse technology but that's not really what matters because the best technology in the world is worthless if you're not going to use it right. If you're not going to deploy it effectively and empower your people to use it.” - Bryan Falchuk “You don't digitize for empathy, you digitize to take the process and the pain and the kind of monotony out of it. Empathy is all that's left and it gets amplified.” - Bryan Falchuk “Keep your eyes open to some of the new kinds of products and ways that they're being delivered so that you get to play with them rather than getting surprised by them.” - Bryan Falchuk Resources Mentioned: Bryan Falchuk LinkedIn Insurance Evolution Partners Future of Insurance Reach out to Jason Cass Agency Intelligence
36 minutes | Jul 12, 2021
Millionaire Insurance Producer: How to Get the Incumbent Agent Fired and You Hired
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the biggest problem insurance agents have. It’s not around prospecting or messaging. The biggest problem insurance agents have is their lack of success at getting their prospects to fire the incumbent agent in order to hire them. That is what this episode is all about. Episode Highlights: Charles explains the process of competitive dethronement. (2:56) Charles shares how insurance is war. In sales, you either win or lose. (4:21) Charles explains how to get the incumbent agent fired, to get you hired. (9:19) Charles shares a story about speaking to an insurance agent, who sent him a message on LinkedIn. (11:43) What’s the second thing you want to do to get the incumbent agent fired? (13:30) Charles shares how to get the insured to realize that their agent hasn't fulfilled their services. (18:31) Charles explains another way of identifying significant problems that the insured has with their incumbent agent. (20:28) Charles shares what you need to do to help the insurer take away the pain. (25:50) Charles mentions why it’s important to remember that insurance buyers have the insurance mentality of a four-year-old child. (29:33) Key Quotes: “If you can't get the incumbent agent fired, you will never get another client. If you can't get the incumbent agent fired, you will never get hired, period. And so, we don't have a prospecting problem, we have a firing problem, that is the issue.” - Charles Specht “If you can begin creating that killer mindset, so that you understand what this is, I do believe that everything else will become easier. I do believe that you'll be more focused, that you will understand the process more, that you will start creating strategies and systems, and a process that is going to work yourself through the situation with the insured, so that at the end, you are more likely to ask for the broker of record letter, and get awarded the broker of record letter.” - Charles Specht “If you don't win, you lose. And, there is somebody else right now sitting in your chair, on your throne, the other incumbent agent. Unless you can get the insured to willfully fire, terminate that relationship, you will never get another client, period. If you can't get people fired, you can never get a new client. It is that simple.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
71 minutes | Jul 9, 2021
Agency Freedom: E10: How To Play Nice With Others While Pursuing World Domination, with Jason Cass
In this episode of Agency Freedom Podcast, James has a lively conversation with Jason Cass, managing partner of The Insurance Alliance and the Founder of the Agency IntelligenceResources Mentioned: Agency Intelligence AI Mastermind
47 minutes | Jul 8, 2021
RHS 106 - Nigel Walsh Explains the Important Difference Between Digitizing and Digital Insurance
In this episode of The Ryan Hanley Show, Ryan Hanley interviews Nigel Walsh, Managing Director of Insurance for Google. Nigel joins the podcast for a fun and nerdy discussion examining the differences between digitizing your insurance business and building a digital insurance business. The distinction is larger and more impactful than you might think. Don't miss this epic conversation...Episode Highlights: Nigel shares the difference between digitization and digitalization. (11:09) Nigel shares why digitization is not a bad thing. (15:18) Nigel mentions some important points about digitalization. (19:32) Nigel shares how people have become more innovative during the pandemic. (20:45) Nigel mentions some really cool things he learned during his induction to Google. (23:49) Nigel shares how to earn someone’s trust and respect. (30:04) Nigel mentions the best advice he was given when he left university. (36:23) Key Quotes: “If we create a fully digitalized agency that customers aren't ready for, then we still fail...Which is why digitization also works.” - Nigel Walsh “Sometimes, good is good enough. It doesn't need to be leading edge. You just need to make sure that you can pay your claims, you can serve your customers...that you do the right thing.” - Nigel Walsh “More businesses have been started in the last 12 months. So, even during a pandemic, people become more innovative, and are out there taking risks using government support or whatever else to go and start businesses.” - Nigel Walsh Resources Mentioned: Nigel Walsh LinkedIn Google Reach out to Ryan Hanley
32 minutes | Jul 8, 2021
Millionaire Insurance Producer: How To Win New Clients With a 12-Month Timeline of Services
Most insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds.In this 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 what most insurance agents do when they're in a meeting with a prospect. (3:31) Charles recommends the book called, Building a StoryBrand, by Donald Miller. (5:50) Charles mentions one of the most fascinating things about the book. (6:12) Charles shares how the timeline of services could get you more business. (8:47) Charles explains why differentiating yourself from the competition could be the biggest problem. (12:01) Charles explains the timeline of services in detail. (13:10) Charles shares a story about his client that has the largest broker of record in his curriculum. (18:23) Charles explains why the timeline of services is so important. (20:17) Charles mentions the three things you need to focus on with your 12-month timeline of services. (27:24) Key Quotes: “All of these things that we tell a prospect about... what it is that makes us better, all it really does is put us in the same bucket as everybody else. Because, the vast majority of your competitors out there are doing just that.” - Charles Specht “You have to be able to teach your prospects how to get the things that they want. You have to be able to explain to your prospect what it is that you're going to be able to do for them, so that they can achieve the things they want.” - Charles Specht “If you can't differentiate yourself from the competition, then you are the very epitome of mediocrity. Nobody is going to make a switch to get some more mediocrity. So, you need to really figure out how to differentiate yourself in the marketplace.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
43 minutes | Jul 6, 2021
Tara Kelly: Privacy Is Trust And So Is Driving
In this episode of Agents Influence podcast, host Jason Cass interviews Tara Kelly, President & CEO at SPLICE Software Incorporated. Tara talks about her expertise in programming and the services they have in the company.Episode Highlights: What has attributed to Tara’s success, skill or luck? (4:47) Tara shares her background. (6:23) Tara mentions the goal of her company. (8:19) Tara shares their platform and the services they offer at SPLICE Software Incorporated. (9:19) Tara explains how to utilize their system. (10:29) Tara shares how their system could be helpful to other agencies. (12:58) Tara shares a story about a test environment they set up. (20:08) Tara shares her thoughts on digital voice assistants. (23:21) Tara explains why some people don’t trust data. (27:13) Tara mentions why customer experience is about creating value. (37:07) Key Quotes: “I actually believe in luck. I think luck is a powerful thing. It's keeping your eyes wide open and setting your filters to let luck in.” - Tara Kelly “We try to be a partner and I think that's the important thing. There's a lot of opportunities when a customer or prospect says, let's stay in touch. I'm going to give you permission to talk to me and my favorite places.” - Tara Kelly “Let's take one that we've done well and let's try to just build on that. All good things with AI, automation and data require the consumer to step up and play ball for a better planet and it's required.” - Tara Kelly Resources Mentioned: Tara Kelly LinkedIn SPLICE Software Incorporated Reach out to Jason Cass Agency Intelligence
32 minutes | Jul 5, 2021
Millionaire Insurance Producer: 7 Steps to a Million-Dollar Book of Business
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down what those seven steps are and how you can do it, too!Episode Highlights: Charles mentions his book called, The Millionaire Producer. (1:49) Charles shares the first step: collect signatures and serve happiness. (3:00) What’s one of the most imporant and most expensive pieces of paper in the insurance business? (4:44) Charles walks us through the second step. (7:28) Charles details the third step: think bigger. (12:38) Charles shares the crucial fourth step in building your book of business. (15:17) Charles explains the fifth step: riches are in the micro-niches. (17:16) Charles mentions the sixth step. (21:17) Charles shares the final step, which is accountability. (26:40) Key Quotes: “Our clients need to be happy. They want to be joyful, they want to be satisfied, they would like to stay loyal, they want to be happy that they chose you. And so, we have to provide services that provide solutions to the bigger problems that they have. You do that…your client will remain happy.” - Charles Specht “You're not necessarily a salesperson, you are a persuader. You need to work on your persuasion. As you work on your persuasion, your tact, your delivery, how you actually message things, you're gonna see your book of business actually increase significantly.” - Charles Specht “That's what an insurance agent does...collect signatures, serve happiness. Stop offering quotes to people who have not yet given you their permission to represent you in the marketplace. That's not what pros do.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
65 minutes | Jul 2, 2021
Agency Freedom: E9: Building Now With The Future In Mind With Jerry Conrey
In this episode of Agency Freedom podcast, James talks with 30+ year industry veteran, Jerry Conrey, from Orange, CA.
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