Agency Intelligence: The Insurance Podcast Network

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 sign your Broker of Record Letter during the first appointment. Does it sound too good to be true? Well, it's not. You just need to learn the art of Superior Service, Reward Offered, Incumbent Expectation, Prospect's Lips. Check out our website to see our sales training offerings: https://permissiongroup.com/permission-university/ Are you an agency owner looking for someone to help your sales team set more appointments and win more profitable accounts? Then consider hiring Charles Specht as you agency's fractional Chief Sales Officer on retainer: https://permissiongroup.com/chief-sales-officer/ Key Topics: Winning means someone else loses - your real job is getting prospects to fire their current agent and hire you The "insurance agent bum" - producers coasting on renewals while delivering zero real value to insureds Why badmouthing the competition backfires and makes the insured defend the bad decision they already made Showing your superior service and its reward first, then asking if the incumbent agent does the same Workers' comp submission tactic: including an injury and illness prevention program to unlock 3-7% rate reductions most agents never pursue The one-agent-one-quote trap that trained insurance buyers to bring in multiple agents instead of granting exclusivity Renegotiating with underwriters after a carrier is selected - averaging 11% savings on standard and up to 17% on surplus lines Open-ended questions designed to make insureds conclude on their own that their agent is a bum Micro-niching as the foundation for uncovering the gaps that make the BOR request inevitable Charles's California commission network: 12 agencies selected to receive construction referrals directly from his consulting client base Reach out to: Charles Specht Visit: Permission Network Produced by PodSquad.fm

In this third episode of the series, Erik Garcia, CFP®, and Xavier Angel, CFP®, uncover what they call the hidden engine behind wealth: consistency. After breaking down the behaviors that destroy wealth and the ones that protect it, this episode answers the real question—what actually builds it. The answer isn’t intensity, timing, or even talent. It’s doing the right things over and over again, long after the excitement fades. As Erik puts it, most people don’t fail financially because they’re wrong—they fail because they stop. Drawing on Angela Duckworth’s research on grit, Erik and Xavier connect the dots between perseverance and financial success. They break down the three key areas where consistency shows up: saving, investing, and developing your skills. Along the way, they challenge common behaviors like present bias and emotional investing, while reinforcing a simple truth—wealth is built little by little. This episode is a reminder that showing up when it’s boring isn’t a weakness…it’s a competitive advantage. Episode Highlights: Erik introduces consistency as the hidden engine behind wealth building and why it matters more than talent or intensity. (03:36) Erik shares Angela Duckworth's grit research, revealing that it's the grittiest individuals, not the most talented or intelligent, who tend to succeed long-term. (05:24) Xavier connects the grit conversation to his daughter's four-year journey in competitive dance, crediting her growth to determination and grind over raw talent. (07:49) Erik uses the "plateau of latent potential" from Atomic Habits to show how consistent, unseen effort eventually compounds into visible results. (09:52) Xavier explains how consistent savers reverse the urge to spend now and save later by choosing to save first. (12:25) Erik discusses how dollar cost averaging and emotional discipline set 401k millionaires apart. (14:15) Erik explains how building expertise over time enables higher-level work and greater income potential. (17:03) Xavier reflects on the power of grinding it out, noting that those who stay in the game longer do so by learning from failures and redefining their approach along the way. (20:25) Erik cites Proverbs to reinforce that money made quickly disappears, while wealth gathered little by little grows and endures. (21:32) Xavier connects consistency to momentum, saying the magic happens when you hold the fire to it and keep showing up. (23:38) Erik encourages listeners to make consistent financial decisions that stack over time, because wealth gained little by little is what lasts. (24:38) Key Quotes: “In the context of money, most people are not failing because they don't know what to do. They're failing because they don't do it long enough.” - Erik Garcia, CFP® “You are failing along the way and you're learning from those failures and redefining what you're doing.” - Xavier Angel, CFP® “What's important is that wealth builders consistently build their base. They're consistently building their foundation.” - Erik Garcia, CFP® Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Mark Flockhart, Founder of Valor Insurance Group, the agency featured on the May 2026 front cover of Rough Notes Magazine.  Key Topics: Mark's reaction to landing on the cover of Rough Notes Magazine and the pressure that came with it How Think Insurance grew from a boredom side project to 38,000 subscribers and 6.5 million YouTube views Why Mark's high-volume sales background at 21st Century shaped his shift to an education-first approach The origin of the Valor Insurance Group name and its founding philosophy of protection over pure sales Using long-form intake forms (15 to 70 questions) to attract high-intent leads with 25 to 40% appointment conversion Why Mark treats YouTube as a search platform, not social media, and how that mindset drives inbound lead flow Building a marketing channel versus building a social following and why the distinction changes everything How Ian, Valor's AI appointment booker, handles speed-to-lead without feeling robotic to prospects Why Mark is skeptical of outbound voice AI and what real-world failures reveal about the technology's current limits Winning the 2025 Liberty Mutual Safeco Agent of the Future award and the honest case for captive versus independent when starting out Reach out to: Mark Flockhart Jason Cass Visit Website: Valor Insurance Group Rough Notes Magazine Produced by PodSquad.fm

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 policies (via BOR) of his consulting clients. Key Topics: Insurance producers actually work two careers, and appointment setting is the first one you must master A 25-35% hit ratio means wasting three-quarters of your career on accounts you'll never close The "price plus something" prospecting script that sets more appointments than pitching better service ever will Frontloading prospecting from 8 to 10 AM before email, apps, or client calls Walk-in visits outperform cold calls for setting appointments Stop quoting for non-clients - the 4 to 24 hours per account is a total waste without earned trust Why a closing rate below 60% signals you're coming across as a generalist, not a specialist Micro-niched producers should be converting 85-90% of prospects into signed clients Charles announces a select referral program introducing his consulting clients to handpicked agencies Agency owners and principals only - the requirements to qualify for Charles's California referral group Reach out to  Charles Specht Visit: Permission Network Produced by PodSquad.fm

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 throwback episode of the Millionaire Insurance Producer podcast, host ⁠⁠Charles Specht⁠⁠ will talk about what you need to start saying in order to set more new business appointments with your prospects. After all, prospecting is a numbers-game but selling insurance is a relationship-game. Key Topics: The dual careers in insurance: prospecting versus selling insurance. Why poor prospecting skills often lead to failure and how to fix them. The importance of a defined process for setting appointments. Overcoming objections like gatekeepers and timing issues. Crafting simple, relatable messaging to connect with prospects. Balancing numbers in prospecting with relationships in selling insurance. Refining prospecting skills or outsourcing to avoid stagnation. Reach out to  ⁠⁠Charles Specht⁠⁠ Visit: ⁠⁠Permission Network⁠⁠ Produced by ⁠⁠PodSquad.fm

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 true? Well, it's not. It's exactly what I teach and train my Producer clients to do. And, in this throwback podcast interview, host ⁠⁠Charles Specht⁠⁠ will tell you what the one thing is that you need to do FIRST in order to make all of this come true. Key Topics: The importance of choosing a micro-niche  How a focused niche helps create effective scripts, marketing, and branding Aligning your niche with your carriers' preferred markets for better results Examples of agents succeeding by specializing in unique industries Why focusing on fewer, high-value clients is more effective than spreading too thin How micro-niching increases trust and helps you secure more broker of record letters Avoiding the trap of dabbling by fully committing to a niche for greater success Reach out to  ⁠⁠Charles Specht⁠⁠ Visit: ⁠⁠Permission Producer School⁠⁠ ⁠⁠Permission Network⁠⁠ Produced by ⁠⁠PodSquad.fm

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 just the right time (not too soon and not too late) and how to ask with just the right words to get what you want. Why is this so important? Because ... you rarely get what you don't ask for! Also, PERMISSION PRODUCER SCHOOL launches on October 14th - 18th. Get registered before it is too late! Go to:⁠⁠ www.PermissionProducerSchool.com⁠⁠ Key Topics: Ask for the Broker of Record (BOR) letter at the right time to maximize success Help prospects recognize pain points with their current agent before asking for the BOR Position yourself as the solution with a clear 12-month service plan Asking too soon can be off-putting, but waiting too long risks being "friend-zoned" Present the BOR request after uncovering enough issues with the incumbent agent A well-timed BOR request can lead to a 30-40% success rate in the first meeting Consider adopting a "no-quote" policy for non-clients to streamline the process Reach out to  ⁠⁠Charles Specht⁠⁠ Visit: ⁠⁠Permission Producer School⁠⁠ ⁠⁠Permission Network⁠⁠ Produced by ⁠⁠PodSquad.fm⁠

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 BORs with a 12-month service plan Lowering premiums through strategic pre-renewal planning Follow-up cadence is the key to consistent prospecting Keeping prospects engaged without overwhelming them Maximizing outreach efficiency for better results Closing more deals with a proven sales framework Reach out to  ⁠Charles Specht⁠ Visit: ⁠www.PermissionProducerSchool.com⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

Insurance agents who struggle at setting new business appointments with prospects, or winning signed Broker of Record Letters, or winning through a quoting process, are typically agents that don't have a Competitive Differentiation that makes the prospect say, "Wow!" In other words, if you don't have anything -- either a tangible service or a unique process -- that separates you from other competitors, your prospect will subconsciously toss you in the bucket of mediocrity and not do business with you. Why? Because, they already have an agent equal to or better than you, so they don't need you. In this throwback episode of the Millionaire Insurance Producer podcast, host ⁠Charles Specht⁠ will GIVE YOU EXAMPLES of differentiation services, both that are insurance-related and also Micro-Niche focused. Also, be sure to check out⁠ www.permissionproducerschool.com⁠ as the next cohort of students to go through our sales school will take place at the end of February. Get registered before all of the seats are gone! Key Topics: Why competitive differentiation is key to winning more business The power of micro-niching to stand out from competitors How to create a unique value proposition that prospects can’t ignore Differentiation services that help secure more clients Proven strategies for negotiating lower premiums with underwriters Real-world examples of successful competitive differentiation tactics Overview of the Permission Producer School for mastering sales and prospecting Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Producer School⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

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 throwback episode of the Millionaire Insurance Producer podcast, host ⁠Charles Specht⁠ will talk about what you need to start saying in order to set more new business appointments with your prospects. After all, prospecting is a numbers-game but selling insurance is a relationship-game. Key Topics: The dual careers in insurance: prospecting versus selling insurance. Why poor prospecting skills often lead to failure and how to fix them. The importance of a defined process for setting appointments. Overcoming objections like gatekeepers and timing issues. Crafting simple, relatable messaging to connect with prospects. Balancing numbers in prospecting with relationships in selling insurance. Refining prospecting skills or outsourcing to avoid stagnation. Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

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 true? Well, it's not. It's exactly what I teach and train my Producer clients to do. And, in this throwback podcast interview, host ⁠Charles Specht⁠ will tell you what the one thing is that you need to do FIRST in order to make all of this come true. Key Topics: The importance of choosing a micro-niche  How a focused niche helps create effective scripts, marketing, and branding Aligning your niche with your carriers' preferred markets for better results Examples of agents succeeding by specializing in unique industries Why focusing on fewer, high-value clients is more effective than spreading too thin How micro-niching increases trust and helps you secure more broker of record letters Avoiding the trap of dabbling by fully committing to a niche for greater success Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Producer School⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

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 just the right time (not too soon and not too late) and how to ask with just the right words to get what you want. Why is this so important? Because ... you rarely get what you don't ask for! Also, PERMISSION PRODUCER SCHOOL launches on October 14th - 18th. Get registered before it is too late! Go to:⁠ www.PermissionProducerSchool.com⁠ Key Topics: Ask for the Broker of Record (BOR) letter at the right time to maximize success Help prospects recognize pain points with their current agent before asking for the BOR Position yourself as the solution with a clear 12-month service plan Asking too soon can be off-putting, but waiting too long risks being "friend-zoned" Present the BOR request after uncovering enough issues with the incumbent agent A well-timed BOR request can lead to a 30-40% success rate in the first meeting Consider adopting a "no-quote" policy for non-clients to streamline the process Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Producer School⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

In this throwback special episode of Agency Intelligence podcast, Jason Cass and Travis Etheridge are guests at the Insurance Hacks webinar where they chat with Brad Ruben, of Archway Computer, about how Virtual Employees (VE's) are changing the game when it comes to handling unlicensed tasks in your agency. Episode Highlights: Brad shares his background, what Archway Computer does for independent insurance companies, and the Insurance Hacks webinar's goal. (1:11) Jason Cass and Travis Etheridge discuss how they got into the insurance industry. (5:40) Jason explains why they decided to form a Virtual Employee (VE) firm and how they plan to influence the independent agent's thinking in the future. (8:00) Jason explains why he is prepared to pay more and treat his company’s VE’s better. (10:32) Jason and Travis talk about how fantastic their company's VE relationship and culture are. (14:05) Jason discusses what made him realize that he didn’t need licensed employees doing unlicensed tasks. (19:38) Jason mentions that InsurTechs aided the insurance industry in sales, prospecting, and CRMs. However, Indietech 2.0 will assist insurance professionals from the time the policy is sold until they cross sell. (22:29) Jason explains that their VE's know how to read a contract, how to look at it, and how to prepare it for the Senior Account Manager to review. (24:41) Jason explains that Indietech 2023 will be different, with a trade show, four stages on each side, and demos every 30 minutes. (28:21) Jason explains why they don't have onshore virtual or multilingual employees. (29:57) Jason and Travis explain why agents who want to be treated as professionals should begin acting as such. (30:56) Jason describes the Virtual Intelligence training procedure with its employees to ensure they can manage the tasks efficiently when placed in an agency. (37:56) Key Quotes: “If we can educate the independent agent on the questions they should ask, they're going to start making better decisions. And these people who are taking advantage of independent agents are going to be put out of business and that's a good thing.” - Jason Cass “If you need help in your office, stop thinking of licensed people. Get your people together and say, what are 25% of the jobs that you do every day that you hate doing and you don't need to be licensed to do? Then write them down. And you now know what you need a VE to do. And now your staff is freed up and you're actually paying half the cost to get the person who's going to do a better job.” - Jason Cass  Resources Mentioned: Brad Ruben LinkedIn MyArchway  Travis Etheridge LinkedIn Reach out to Jason Cass Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Garrett Droege, Director of Innovation at IMA Financial Group. Garrett discusses the future of tech in the insurance industry and beyond and how to learn from your competitors. Episode Highlights: Garrett mentions that they have worthy rivals in their company with whom they share information and learn and that anyone can learn if their ears are open. (5:41)  Garrett shares his background story and how he got to where he is today in the insurance industry. (6:58) Garrett mentions that he used to run a global broker network called Tech Usher, which specializes in technology-related insurance. (8:26) Garrett mentions that everything he learned in the insurance industry was from other people and probably some of the competitors or people he thought were better than him in some way. (10:38)  Garrett explains how he and Ryan Hanley had the same idea on how Twitter is going to be the future of business. (15:33) Garrett mentioned how Bezos and Elon are different kinds of geniuses. (20:59) Garret discusses his theory that man will never reach a point when all cars on the road are smart enough to have a truly autonomous experience on highways. (23:28) Garrett explains the difference between when the internet and online chat room first came out. (29:18) Garrett mentions that you shouldn't be afraid to share your best stuff with people as you might learn a thing or two. (31:52) Key Quotes: "We have worthy rivals in this industry. We share information with them, they share information with us. You can learn things from anybody if your ears are open. You can't learn anything if you think you do everything well." - Garrett Droege "Once we perfect the technology, there's more competition." - Garrett Droege "Don't be afraid to share your best stuff with other people. You might learn a thing or two." - Garrett Droege Resources Mentioned: Garrett Droege LinkedIn IMA Financial Group, Inc. Reach out to Jason Cass Agency Intelligence

In this throwback episode of the Agents Influence podcast, host Jason Cass and Erik Garcia, CFP®, sit down with Felix Garcia and Ebens Jean to discuss their journeys to America, their careers in the insurance industry, and the life lessons they have learned along the way. Episode Highlights: Erik shares what inspired him to interview Felix Garcia and Ebens Jean, both of whom immigrated to America, not speaking the language, and ended up in the insurance industry. (1:47) Ebens shares his experience of immigrating to America from Haiti and the challenges of not speaking the language and adjusting to a new culture and climate. (5:04) Felix shares about his childhood in Cuba and his journey as a teenager from Cuba to Spain and ultimately to New Orleans, and the difficulties and discomfort of being a foreigner in a new country. (10:38) Felix and Ebens recall what it was like going to school as immigrants who spoke with an accent and did not know the language well. (17:51) Ebens shares the story of getting his first paycheck in America and how that felt. (22:48) Felix shares the trajectory of his career and what led him to the insurance business. (29:08) Felix explains that the desire to succeed is ingrained in immigrants. (39:08) Ebens shares why his company looks for and hires people with an entrepreneurial-driven mindset. (44:46) Ebens shares that he is currently reading "The Power of Broke" by Daymond John. (49:55) Felix reads an excerpt from the book he wrote, “Ingredients of Success”, about what success really means to him. (50:26) Key Quotes: "When I first arrived in the United States, I was afraid. The wind that I was breathing wasn’t mine, the language barrier, new people in a new country. I didn't feel right about walking in the street, because I just felt like I was a foreigner and I didn't believe belonged here. And those were my feelings at the very beginning." - Felix Garcia "If you're willing to put in that work, and the sky's the limit, especially in this industry, you could make as much as you want, but it depends on you." - Ebens Jean "Some people think that success is driving an expensive automobile, buying a big house, being successful in business. Success is more than that. Success to me, is the way you walk the path of life each day. It is the things you do and the things you say." - Felix Garcia Resources Mentioned: Ebens Jean LinkedIn Felix Garcia LinkedIn Erik Garcia LinkedIn American National Insurance One Way Insurance Group   Reach out to Jason Cass  Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Brenden Corr, Senior Director of Business Development at Loss Run Pro. Brenden discusses how their simple and easy-to-use subscription software service helps insurance professionals. Brenden and Jason also discuss the software's influence on Jason's agency. Episode Highlights: Brenden shares that he is an iPhone user and the last application he downloaded is about the NFL playoffs. (3:00) Brenden explains that he loves to win more than he hates to lose because he is competitive. (6:16) Brenden shares that he believes that luck got him to his position but his skills got him to understand the responsibilities of his position. (7:22) Brenden talks about the history of Loss Run Pro, how it was built, and its success in the industry. (14:46) Brenden elaborates on how Loss Run Pro was able to get the help they needed to build the system from betas and focus groups. (17:05) Brenden explains that having the ability to get direct loss runs from the carriers is the next step and the next direction of growth for them. (20:45) Brenden shares that they are redoing workflows to incorporate Loss Run Pro on a larger scale. (22:20) Brenden shares that he is currently reading a book about moods and how it affects our leadership ability. (25:14) Key Quotes: "We spent all of 2020 in betas and focus groups, but our focus groups and betas were with Graham Heffernan, you know, Conner Strong, the Partners Group, like all like some big hitters in the industry. And they helped build out the interface." - Brenden Corr "Having the ability to get direct loss runs from these carriers. You know, that's the next step. That's kind of the next 12-month roadmap for Loss Run Pro." - Brenden Corr "We don't need to do anything special. The platform is fantastic. So as you said, it's an agency platform. It's built around getting loss runs for new business." - Brenden Corr Resources Mentioned: Brenden Corr LinkedIn Loss Run Pro Reach out to Jason Cass Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Nyasha Gutsa, CEO at Billy. Jason and Nyasha discuss: Nyasha’s journey from Zimbabwe to the United States and how it all started with a penpal. Nyasha’s experience in private aviation as a pilot.  The inspiration behind Billy, the end-to-end insurance platform for construction. Nyasha’s thoughts on what’s ahead for Billy and for the industry as a whole. Key Quotes: "I think the analogy to that is, sometimes the things that, you know, seem laughable might be the biggest opportunities ever." - Nyasha Gutsa "I was really lucky that I came to this country to learn how to fly in, you know, the United States remains the cheapest place, in my opinion, to learn how to fly and many countries, you know, ship their pilots to learn how to fly here." - Nyasha Gutsa "That's what we're really trying to do, which is just remove those insurance headaches, so the contractors can just focus on what they do best, and make insurance work for them instead." - Nyasha Gutsa Resources Mentioned: Nyasha Gutsa LinkedIn Billy Book: When things fall apart Reach out to Jason Cass Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Jonnie Anderson Owner, and Olivia Hein Owner and Producer of Legacy Insurance Partners. Olivia and Jonnie discuss how they were able to build a women-owned and operated agency that is passionate about helping its clients completely understand their insurance coverage and helping to protect them from the unexpected. Episode Highlights: Olivia shares that she is an iPhone user, and Jonnie is an android user, and both have recently downloaded the Hi-Hello and Stash applications. (3:28) Olivia explains that she has always loved to win, but it is okay to lose sometimes. (5:21) Jonnie shares that skill has been a bigger factor in her life, while Olivia shares that it is luck. (6:31) Jonnie and Olivia share their backgrounds and how they both started in the insurance industry. (7:32) Olivia and Jonnie explain that they are the total opposites of each other, but their differences are a big factor in their success. (14:12) Olivia shares that you need to admit to yourself what you are passionate about as well as the things that exhaust you. (17:13) Jonnie discusses how they do 95.5% more commercial personal lines to bring in the business. (23:35) Olivia shares how she was able to build her network, starting with a friend in the real estate industry. (25:03) Jonnie explains that they are very proud that they are a female-owned and operated agency. (29:40) Jonnie shares that as owners, they collaborate with their team, and they have an open-door policy in the company. (31:16) Jonnie and Olivia share that they are currently waiting for the audible book "Atomic Habits". (35:59) Key Quotes:  "I think you have to admit to yourself what you're passionate about, and what exhausts you because being 50-50, you never want to think, why don't I contribute that to our agency?" - Olivia Hein "I turned the no’s into yes’s by just by being really annoying and consistent, and at some point, they needed me to save the day, whether it's a Sunday night and just slowly build up my reputation, kind of one person at a time." - Olivia Hein "We're extremely proud that we are female-owned and operated. We never started our agency thinking, this is like a girl power agency, no boys allowed. But we haven't recruited a single person that's on our team...it’s just been word of mouth and it feels really good" - Jonnie Anderson Resources Mentioned: Jonnie Anderson LinkedIn Olivia Hein LinkedIn Legacy Insurance Partners Reach out to Jason Cass Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Kim Beach, Founder, and CEO at InsureWomen. Kim discusses the opportunities for women in the insurance industry and how her company, InsureWomen, provides a network to support both women who buy insurance and women who sell insurance.  Episode Highlights: Kim shares her perspective on winning and losing. (5:50) Kim elaborates on how her skills have helped her get to where she is today. (7:05) Kim discusses her background and how she came to work in the insurance industry. (8:09) Kim explains that their mission at InsureWomen is to serve women that are not being served and create a network that cares about women in buying process. (13:49) Kim expands on the events that led her to believe that women in the insurance business need to be empowered. (15:57) Kim shares that she created the network to help both women insurance buyers and women insurance sellers. (19:22) Kim discusses that the insurance business is a great business for women as there is a lot of opportunity for them. (22:39) Kim shares that she is currently reading Daring Greatly by Brene Brown. (26:49) Key Quotes: "I want to help women insurance buyers and women insurance sellers basically I'm going to create that network. I'm not looking to become a big agency." - Kim Beach "I mean, this business, is a great business for a woman, you know, it's a great business, I mean, better than real estate, because guess what, you end up with an asset at the end." - Kim Beach "This whole platform gives women something that men kind of can't have unless you want to be an InsureWoman." - Kim Beach Resources Mentioned: Kim Beach LinkedIn InsureWomen Book: Daring Greatly Reach out to Jason Cass Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Andy Mathisen, Co-Founder, and CMO of GloveBox. Andy talks about his approach in the insurance industry and what we should know about GloveBox. Episode Highlights: What has contributed to Andy’s success, skill or luck? (8:17) Andy mentions the last book he read. (8:32) Andy shares his background. (13:03) Andy shares how GloveBox was created. (17:52) Andy mentions how they work on the API. (22:00) Andy explains the main reasons why policyholders don't start an account with their carrier. (25:50) Andy shares what their web app does. (27:53) Andy explains what a “learned experience” is. (31:25) Key Quotes: “We're trying to bring everyone together, huddle everyone up... say, look, this is benefiting the distribution channel of the independent agent, and it's helping them service their book of business, and it's helping the policyholder have a better relationship with their insurance, which ultimately helps everybody: the agency and the carrier.” - Andy Mathisen “The best part about GloveBox as a user is that you don't have to remember a username and password. You enter your phone number, you get a pin number. Thank goodness. The day of username and passwords are gone, let’s get rid of that.” - Andy Mathisen “You're only thinking of your insurance once or twice a year. But, if we can have them learn to come and use this more frequently, you're going to see a better client out of it, and their retention is going to go up.” - Andy Mathisen Resources Mentioned: Andy Mathisen LinkedIn GloveBox Reach out to Jason Cass Agency Intelligence

This throwback episode is an hour long webinar sponsored by InsuredMine with Jason Cass, where he discusses VE's with other top CEO's of VE companies.

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Chuck Blondino, Author of the book: The Remarkable Insurance Agency. Chuck discusses how his book can help independent agents and agencies in generating revenue while having fun with clients, the community, and marketing. Episode Highlights: Chuck shares his journey from entrepreneur to writing his own book. (3:27) Chuck mentions that Liberty and Safeco allowed him to establish his own department with a dozen people dedicated just to helping independent agents grow. (5:29) Chuck discusses the post-retirement realizations that inspired him to write his book, The Remarkable Insurance Agency. (11:43) Chuck shares that multiple companies were willing to be interviewed to share their stories, results, and marketing examples for his book. (14:04) Chuck discusses some of the challenges he encountered when publishing his book in a different format, and that he hasn't started the e-book or the audiobook yet, but expects to do so eventually. (19:45) Chuck shares several of the strategies from his book that he says will significantly increase your referrals. (23:07) Chuck believes that becoming unique in how you communicate, how you support your community, and becoming vulnerable in sharing more about who you are will be your ultimate differentiator. (27:16) Chuck mentions that 62% of high-growth agencies have marketing on staff, not simply a marketer with whom they work outside, but someone who is part of the team and with whom they can communicate. (30:33) Chuck shares that his vision for the future is all about retaking market share and giving businesses the freedom they deserve. (33:16) Key Quotes: “I sent out notices to multiple agencies. I had 11 that responded that were willing to be interviewed to share their story, and to share their results and their marketing examples all within the book.” - Chuck Blondino “My vision is we retake market share, and everybody is growing and starting to have the freedom they deserve rather than feeling like their business is a straight jacket.” - Chuck Blondino “Get vulnerable, sharing more about who you are because that's the one thing that cannot be copied. That is your ultimate differentiator, is your story of you and who you are.” - Chuck Blondino Resources Mentioned: Chuck Blondino LinkedIn Book: The Remarkable Insurance Agency Reach out to Jason Cass  Agency Intelligence

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Travis Parry, Ph.D., Balance Coach and Bestselling Author of Achieving Balance. Travis shares why we need to shift our focus from perfection to becoming perfected and shares how you can achieve balance in your career and life.  Episode Highlights: Jason started his show by discussing what balance is. (1:20) Travis shares that he is an iPhone user. (4:22) Travis says that the last application he downloaded was Pos Bean. (4:33)  Travis answers the question of whether he loves to win or he hates to lose. (5:34) Travis chooses luck over skill as the bigger factor in his career. (6:34) Travis shares his background story, how he started, and where he is at this point. (7:34)  Travis talks about his father and his achievements. (12:13)  Travis shares the reason that made him write his book, Achieving Balance. (18:03)  Travis shares what we can do to achieve more balance in our life. (25:54)  Travis explains the difference between owning a business and running a business. (35:15)   Travis shares the books that he is currently reading. (40:00) Key Quotes: “Time is our greatest asset. What are you doing with it? What will you be known for because of how you’ve used it?" - Travis Parry “Whenever it's hard and challenging upfront. That's when you're going to have the best podcast.” - Travis Parry “We are perfectionists to a fault. We focus on perfection as the goal instead of becoming perfected.” - Travis Parry Resources Mentioned: Travis Parry LinkedIn Travis Parry Achieving Balance Reach out to Jason Cass Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass interviews Zach Simmonds, Account Executive at Eber & Associates Insurance Services. Zach talks about his career as a new agent and his niche in the insurance industry. Episode Highlights: Zach shares his background. (5:14) What has attributed to Zach’s success, skill or luck? (10:03) Zach shares some of the strategies he uses to be successful. (13:52) Zach mentions his biggest learning curve. (18:28) Does Zach have any niches? (21:05) Zach shares the full package, plus work comp that they offer. (22:43) Zach shares his thoughts about having the right relationship. (35:12) Zach mentions what he’s currently doing in the agency. (39:26) Key Quotes: “I think in this industry, any sales position, you have to be willing to just kind of throw yourself in the fire.” - Zach Simmonds “I think people genuinely, for the most part, do want to help younger people in their career. When you show that you're willing to put the work in, I think not only the people you work with, but the people that are clients want to help out.” - Zach Simmonds “There’s a lot of things that I think sometimes you can assume a business owner understands it, because you see business owners that do...but, there's business owners that really don't want to get in the weeds with what we do, and you’ve got to help them see how it impacts them.” - Zach Simmonds Resources Mentioned: Zach Simmonds LinkedIn Eber & Associates Insurance Services Reach out to Jason Cass Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass interviews Ebens Jean Co-Founder/CEO at One Way Insurance Group. Ebens talks about the diversity of life, and how building community strengthens our unity.   Episode Highlights: Ebens shares that he just recently switched to an iPhone and the last application he downloaded was YouTube Kids. (3:43) Ebens explains that he loves to win because he gets the feeling of success every time he wins something. (5:30) Ebens discusses that he had to learn a lot of things growing up, making him believe skill over luck has had a greater impact on his success. (7:11) Ebens shares his inspiring background story and how he was able to get to where he is today. (8:07) Ebens shares that he got into the insurance industry because of his work that dealt with B2B sales. (13:01) Ebens shares how he was able to go from personal lines to commercial lines. (17:31) Ebens discusses how the community has been a big part of the success of his business. (22:03) Ebens explains that when they help a community, they do not ask for anything in return. (24:26) Ebens shares his story of returning to Haiti in 2009 to give back to his people. (26:14) Ebens explains that if you have a dream, you must also know and accept the risk. (30:56) Ebens shares that he is currently reading the book called "The Acts You Answer." (33:59) Key Quotes: "All the stuff I had to learn, how to talk to people, how to approach people, how to build relationships with people, it's all become a skill for me like to work to get where I'm at now." - Ebens Jean "We are big on our community, man. Like without the community, we wouldn’t be here today." - Ebens Jean "We want to continue to bless others like, not in return like we build relationships with people in the community. If they want to do business with us, that's great. If they don't want to do business with us, that's fine." - Ebens Jean Resources Mentioned: Ebens Jean LinkedIn One Way Insurance Group Reach out to Jason Cass Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass is joined by Kelly Donahue-Piro, President of Agency Performance Partners to discuss the solutions to the problems that the majority of agencies are experiencing. Kelly also talks about their courses and training, which can help agents and agencies improve. Episode Highlights: What’s Kelly’s opinion about the role of Jason Cass with his partner Travis? (10:32) Kelly advises Jason on whether he should hire someone to manage his company. (12:05) Kelly recommends that agency owners establish a vision of where they want to go in 10 years. (15:38) Kelly believes that there is a lack of execution rather than a shortage of solutions to the hiring problem. (16:37) What are the benefits of the great resignation for insurance agents? (17:16) Kelly thinks that every agency must fight for what it needs and also be intentional and strategic. (19:59) Kelly discusses their online school and the process pack that can be purchased on their website. (21:18) Kelly talks about their next course, Plan and Execute: Creating Your Agency Success Blueprint, which will be available in October. (23:38) Kelly explains how they can help agencies with their metrics. (28:32) Kelly discusses the agency with whom they worked during the pandemic. (32:49) What does Kelly watch to unwind? (34:31) What book is Kelly currently reading? (35:45) Key Quotes:  “If you find the good people, and you can make it work, because that's your culture, you also have to have fairness and equality between everybody.” - Kelly Donahue-Piro “You have to figure out your vision, like what do you want to be in 10 years and be every year working 10% closer to that, because that's the right thing, right?” - Kelly Donahue-Piro “There is no shortage of solutions. What there is, is a shortage of execution.” - Kelly Donahue-Piro Resources Mentioned: Kelly Donahue-Piro LinkedIn Agency Performance Partners Reach out to Jason Cass Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass interviews Scott Howell, CLCS, Agency Owner of iProtect Insurance & Financial Services, and Co-Host of The Insurance Guys Podcast. Scott talks about how he met Bradley Flowers and why communication plays a huge role in the insurance industry. Episode Highlights: Scott mentions what he really appreciates about Jason. (4:04) Does Scott listen to a lot of podcasts? (6:26) What has attributed to Scott’s success, skill or luck? (16:29) Scott shares his professional background. (24:27) How did Scott become institutionalized? (34:47) Scott shares the story of how he met Bradley Flowers. (37:38) What’s something that Scott learned in his business, that he didn't know in the past? (42:42) Scott explains why communication is so important. (43:41) Key Quotes: “I would say I love to win. I don't think much about losing, I just keep going every day, putting one foot in front of the other. I've always said that insurance is a lot like working out.” - Scott Howell “I think it's good to hear what everybody's doing. And, no matter which podcast you listen to, no matter who the host of the podcast is, as long as it's within the insurance sphere, okay. You can always learn something from every single podcast.” - Scott Howell “I think that you have to communicate with your spouse, and let them know how much time, energy, and dedication that starting an insurance agency from scratch or less than scratch is going to take.” - Scott Howell Resources Mentioned: Scott Howell LinkedIn The Insurance Guys Podcast iProtect Insurance & Financial Services Reach out to Jason Cass Agency Intelligence

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Jeff Roy, the CEO of Excalibur Insurance Group. Jeff and Jason tackle everything that business owners should know, including the answer to this question: "Jeff, what is one thing you are doing today that you were not doing 10 years ago?" Take a listen to find out his answer! Episode Highlights: What has attributed to Jeff’s success; skill or luck? (10:37) Jeff shares his background in science and how he found his way into business. (11:55) Jeff shares good business owner practices. (16:35) What has been different about what Jeff does today, versus 10 years ago? (21:27) Jeff mentions how the law of attraction has helped him. (27:41) Jeff shares a story about Mike Stromsoe’s event that he attended. (30:48) Jeff shares details on a concept he’s currently working on. (33:39) What's the number one way that Jeff gets business into his agency? (35:42) Jeff discusses lead quality in the age of Covid. (38:00) Jeff shares how he collects data with his marketing team. (44:34) Key Quotes: “I hate to lose. Basically, you learn everything by losing. All through sports growing up, you know, that's where I learned everything. The feeling of losing motivates you to become better, pick yourself up and be a better version of yourself.” - Jeff Roy “Skill makes luck. If you're doing enough things out there, eventually, you're going to get some luck because you're doing enough items. So, I'd say they're joined at the hip.” - Jeff Roy “We've got a mind that it's okay to make mistakes. My mantra is launch, fail, learn, fix. We try new things. We do things most people wouldn't do. We take the path less traveled...But, we try and make it work. We're not scared to spend money and learn from it.” - Jeff Roy Resources Mentioned: Jeff Roy LinkedIn Excalibur Insurance Group Agency Intelligence Reach out to Jason Cass

In this episode of Agency Intelligence podcast, host Jason Cass interviews Jake Jines, Commercial Risk Advisor at The Insurance Alliance. Jake shares what led him to enter the insurance industry and what his goals are as a young producer. Episode Highlights: Jake shares that he is an iPhone user, and as a young producer, he loves to win. (3:08) Jake explains why skill has been a bigger factor in his life and where he is today. (4:32) Jason shares how he met Jake and how he was recruited to work at The Insurance Alliance. (5:06) Jake shares his backstory, from being at school to landing a job and being granted an opportunity in the industry. (7:13)  Jake explains why, despite having very little knowledge about the industry, he took the opportunity to be part of it. (10:06) Jake shares that he is currently trying to figure out a niche that would genuinely work for him and that he could bring value to (14:01) Jake recalls the days when he worked at Abstract during COVID and how it was related to bringing up great people in the team. (19:23) Jason explains why Jake has a great perspective on life and how they hired Jake's friend to join the team. (23:03) Jake shares about his side-gig, which is a self-owned clothing brand company. (24:40)   Key Quotes: "What my current situation is I'm trying to figure out a niche that works for me, but I'm trying to find a niche that I can truly bring value to." - Jake Jines "I know, underwriters are who write my paycheck, so I need to make sure that I'm doing my best to present them with the best and most profitable business." - Jake Jines "I was coming into the industry with very little knowledge of anything. But to me, what got me hooked was just the opportunity alone in the insurance industry. So, I knew that I may not learn it right away. But I know what the six-month time span, I would start learning it more and more, and eventually, I would figure it out." - Jake Jines Resources Mentioned: Jake Jines LinkedIn The Insurance Alliance Reach out to Jason Cass  Agency Intelligence

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Dale Langehennig, CIC, the owner of Texas Preferred Insurance. Dale talks about his shift from working in a prison system to the insurance industry and shares advice on how to overcome obstacles in your agency. Episode Highlights: Dale shares his background and his present career. (16:02) How did Dale shift his career from working in the prison system to the insurance industry? (24:03) What does Dale’s agency look like today and how many employees does he have? (29:16) Dale mentions the main goal that he wanted for his agency. (29:25) Dale shares where his second office is located. (29:39) What was the main change that Dale made? (32:37) Dale shares the most significant leading factor in his agency. (38:22) Dale mentions a piece of good advice from Michael Hyatt. (40:23) Dale shares why he wanted to get to a salesforce-based platform. (46:59) Dale mentions Michael Hyatt’s book entitled, Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals. (58:20) Key Quotes: “If we're going to focus on the negative, it just takes the legs out from under us to be able to move forward and have that positive momentum to win. I truly love to win more than I hate to lose because I know we're going to lose sometime. Just keep getting out there and winning.” - Dale Langehennig “If I've got to have a disclaimer on every single thing we do, I'm gonna find a better way. There's got to be something better than this.” - Dale Langehennig “When that obstacle is in front of you, don't go to the right or the left, or stop. Go straight through it and you will find the lesson that obstacle is teaching you. When you lose staff or that one major account or maybe things are happening in your family, you learn from that to do better.” - Dale Langehennig Resources Mentioned: Agency Intelligence Reach out to Jason Cass Dale Langehennig LinkedIn Texas Preferred Insurance Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals

In this episode of Agency Intelligence podcast, host Jason Cass interviews Michelle Mosher, Founder, and CEO at Southshore Insurance Professionals, LLC, and Michele Horwitz, Agency Owner of Bay Area Insurance Shop, Inc. Michelle and Michele talk about their approach to business and niche in the insurance industry. Episode Highlights: What has attributed to Michele and Michelle’s success, skill or luck? (7:28) Michelle and Michele share their career background. (10:31) Michelle mentions one of her goals when she opened her agency. (16:50) What’s the main niche of Michele’s agency? (20:37) Do Michele and Michelle agree that the amount of competition is based on the number of prospects? (24:40) Michelle mentions her biggest challenge, at present. (30:22) What’s something that’s been significantly helpful to Michelle when doing business? (33:26) Michelle and Michele give a piece of advice to the loyal listeners. (40:45) Key Quotes: “I think that insurance is still such a relationship business, that there will be a point that the not talking doesn't work anymore. There's going to be a stage in this process that there has to be relationship building, and it’s harder to do digitally.” - Michele Horwitz “It's okay to take time for yourself and not every client is a good client. But, the ones that are good understand when you need to take time for yourself.” - Michelle Mosher “There are a lot of helpful hints out there. But, there's also a lot of noise and you just have to figure out what you're good at, what your path is, and move from there.” - Michele Horwitz Resources Mentioned: Michelle Mosher LinkedIn Southshore Insurance Professionals Michele Horwitz LinkedIn Bay Area Insurance Shop, Inc. Reach out to Jason Cass Agency Intelligence

In this episode of Agents Influence podcast, host Jason Cass interviews Brenden Corr, Senior Director of Business Development at Loss Run Pro. Brenden discusses how their simple and easy-to-use subscription software service helps insurance professionals. Brenden and Jason also discuss the software's influence on Jason's agency. Episode Highlights: Brenden shares that he is an iPhone user and the last application he downloaded is about the NFL playoffs. (3:00) Brenden explains that he loves to win more than he hates to lose because he is competitive. (6:16) Brenden shares that he believes that luck got him to his position but his skills got him to understand the responsibilities of his position. (7:22) Brenden talks about the history of Loss Run Pro, how it was built, and its success in the industry. (14:46) Brenden elaborates on how Loss Run Pro was able to get the help they needed to build the system from betas and focus groups. (17:05) Brenden explains that having the ability to get direct loss runs from the carriers is the next step and the next direction of growth for them. (20:45) Brenden shares that they are redoing workflows to incorporate Loss Run Pro on a larger scale. (22:20) Brenden shares that he is currently reading a book about moods and how it affects our leadership ability. (25:14) Key Quotes: "We spent all of 2020 in betas and focus groups, but our focus groups and betas were with Graham Heffernan, you know, Conner Strong, the Partners Group, like all like some big hitters in the industry. And they helped build out the interface." - Brenden Corr "Having the ability to get direct loss runs from these carriers. You know, that's the next step. That's kind of the next 12-month roadmap for Loss Run Pro." - Brenden Corr "We don't need to do anything special. The platform is fantastic. So as you said, it's an agency platform. It's built around getting loss runs for new business." - Brenden Corr Resources Mentioned: WEBINAR: MARCH 29th 2:30-3:30MST (Join here) Brenden Corr LinkedIn Loss Run Pro Reach out to Jason Cass Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass chats with Ryan Hanley, Founder & President of Rogue Risk. Jason & Ryan look back at their time in the insurance industry and Ryan discusses what is ahead for Rogue Risk.  Resources Mentioned: Ryan Hanley Rogue Risk Reach out to Jason Cass Agency Intelligence

In this episode of Agents Influence podcast, host Jason Cass interviews Peter MacDonald, Co-Founder & CEO of Wunderite. Peter discusses how Wunderites simplifies the process of submitting insurance applications, supplementals, and accords for both insurance brokers and their customers. Episode Highlights: Peter mentions that he will speak about sales automation at the Agents Leadership conference in Niagara Falls in September. (6:59) Peter explains that Wunderite's main function is to simplify insurance applications, supplementals, and accords. (9:12) Peter mentions that Wunderite’s goal is to make data collecting simple and straightforward so that insurance agents could win transactions, earn a lot of money, and have a great career. (13:00) Peter recalls meeting his Co-Founder, Joe, on the first day of their business class in Boston in 2017. (15:22) Peter expresses his gratitude for the remarkable things Jason Cass has done for the industry. (21:00) Jason explains why insurance is the best industry ever created and why he loves what he does for it. (21:53) According to Peter, if you do a better job, people will love you. (26:09) Jason and Peter discuss the key takeaways from Malcolm Gladwell's book “Outliers”. (26:36) Peter believes that if insurance is good enough for Tom Brady, it's good enough for everybody. (28:04) Jason explains what is a pledge of performance (30:51) Peter explains why insurance professionals should not use insurance terminology, but instead terminology from the industry that you working with. (36:58) Peter believes that being on the ground will teach you a lot if you're new to the business. (36:55) Peter expresses his desire to connect with agents n order to learn from them. (38:14) Key Quotes: “The main thing that Wunderite does is we make insurance applications, supplementals, and accords easier.” - Peter MacDonald “Do your job, do it better, and people will love you for it.” - Peter MacDonald “Know the lingo, don't use insurance words, use the words like from the business that you're working with.” - Peter MacDonald Resources Mentioned: Peter MacDonald LinkedIn Wunderite Reach out to Jason Cass Agency Intelligence

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how quoting is for the weak! This is a truism. But if you're not going to offer quotes, what should a producer do, exactly? That's what Charles Specht breaks down for us today. Instead of offering quotes, use this process instead to win signed BOR’s! Episode Highlights: Charles shares a story about a poll he recently did on LinkedIn. (1:45) Charles explains why he disagrees that the broker of record letter is unethical. (2:56) Charles mentions one important thing that insurance agents should do. (7:30) Charles shares what insurance agents prospecting goals should be. (8:29) Charles explains some of the reasons why insurance buyers don’t trust insurance agents. (12:32) Charles explains how to get more signed broker record letters and how to build your book of business. (16:53) Charles mentions some of the goals you should have when meeting with your prospect. (19:45) Charles mentions why being micro niche is key. (26:08) Charles shares another part of the broker of record letter process: the written timeline of services. (27:54) Charles explains the definition of winning. (33:49) Key Quotes: “Let me just tell you, I do not at all like or agree with insurance carriers that have a problem with a broker of record letter. It exists for your policyholder. That's what it exists for.” - Charles Specht “I do believe that the broker of record letter again is not only ethical, I also feel it is in the insurance’s best interest to know that it exists, to know that it is something that they can use at any one time. And, I also feel that it is in the insurance agent’s best interest to have the broker of record letter as the trophy of what they're trying to accomplish.” - Charles Specht “A lot of this process is a process of switching your thinking. You need to rethink your strategy for prospecting new business. That's what we have to do, we have to rethink our strategy for prospecting new business.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Most insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds. In this throwback 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.