12X Commission

By Charles SpechtBusiness Entrepreneurship Careers

12X Commission episodes

May 15, 2023Throwback: The Best Cold Call Voice Message
Prospecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back.
In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why you SHOULD leave voice messages when you do cold calling but he gives you at least three real and usable scripts of what your voice message should be.

Episode Highlights:
Charles opens the episode by saying that he does not think too many people like prospecting. (1:20)
Charles explains that you should have a good message when prospecting. (5:14)
Charles explains why he recommends leaving a voice message but also why it should be the last-ditch effort. (8:57)
Charles provides tips and samples of how to speak with gatekeepers. (9:34)
Charles provides samples of what he thinks might be some of the best voice messages sound like. (15:30)
Charles shares an example of how most of the agents leave their voice messages. (24:00)
Charles gives out more samples from his script that he uses in cold calling. (28:00)
Charles states that it is very important to relay the importance of your message in a cold call voice message.
Key Quotes:
“I want you to understand, prospecting is a numbers game. Selling insurance is not a numbers game. Selling insurance is a relationship game. Prospecting is a numbers game. In other words, how many people are you actually contacting?” - Charles Specht
“Always try and look at it from the perspective of how can I help this person? What can I say that's going to sort of flip the scenario here, so that I'm not merely somebody who's soliciting, but someone who's offering value.” - Charles Specht
“As soon as they realize that this voice message is from an insurance agent, they stopped listening to you in the same way that a receptionist stopped listening.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
36 min
May 08, 2023Throwback: You're Making Me Angry!
It's your fault. It's all your fault. Don't blame me and don't blame anyone else. You're building what you want to build so look in the mirror and own it. The size of your Book of Business is your own business but if you don't like what you're building then STOP AND BUILD SOMETHING ELSE.
In this throwback episode of the Millionaire Insurance Producer podcast, Charles Specht will tell you what you need to do to stop thinking small, how to start thinking BIGGER, and what you need to change in order to achieve the new business revenue growth you want.

Episode Highlights:
Charles opens the episode by sharing with his listeners why he is angry. (1:39)
Charles shares his experience with the two agents that he has encountered. (2:55)
Charles mentions that sometimes you just have to take a step back and ask yourself, “What are you building?” (8:53)
Charles talks about advising an agent to increase the size of the account that they ate prospecting. (12:36)
Charles explains that he wants people to realize that there is no reason to stay small. (14:31)
Charles shares that the best business lesson he learned was the power of thinking bigger. (17:38)
Charles shares another story of an insurance agent that he has worked with and the power of thinking bigger. (20:00)
Charles shares the reasons that keep him going, and keep him motivated to continue. (25:15)
Charles closes the episode with the question, Are you choosing or just allowing things to happen? (27:37)
Key Quotes:
“I'm going to tell you why I'm not happy. I'm not happy because I am sick and tired of insurance agents thinking small, period.” - Charles Specht
“Sometimes you just have to take a step back and ask yourself, ‘What am I building here? What actually am I putting into place? What am I creating?’ You have to take a step back and do that every once in a while because you just don't realize what you're doing in the middle of it.” - Charles Specht
“There's no reason why you have to stay small. It doesn't matter, whatever the case is if your agency isn't used to those types of accounts, it doesn't matter, write them, prospect them, you'll figure it out.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
31 min
May 01, 2023Throwback: The Permission to B.O.R.
Permission is everything. The Broker of Record Letter is not everything. Permission is the goal; the BOR is a tool.
Spend more time gaining the insured's PERMISSION and you'll be able to collect a lot more signatures on BOR's.
In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to win your prospect's PERMISSION in order to win more new business.

Episode Highlights:
Charles explains that everything about the Broker of Record letter has to be focused on a specific word which is: Permission. (1:40)
Charles shares why the idea of gathering the insured’s permission is necessary in order for you to actually have success in the entire outcome. (4:14)
Charles mentions that gaining the insured’s permission is one of the wisest things you can do. (6:10)
Charles shares the focus of everything that he teaches and does. (10:37)
Charles discusses that the Broker of Record letter is the most valuable tool and piece of paper in the insurance business. (13:07)
Charles mentions that if you can't get the incumbent agent fired, you cannot get hired. (15:20)
Charles believes that there are some services that you can provide to the insured that actually help them to understand the value that you provide. (17:00)
Charles mentions that the Broker of Record letter literally is everything. (21:32)
Charles discusses the things that you can do to put yourself in a stronger position to win the business. (22:58)
Charles mentions that it is important to provide a valid reason to the client on why they should give you permission. (27:46)
Key Quotes:
“The Broker of Record letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business.” - Charles Specht
“Don't actually begin doing free work, don't work for free. If they do not give you permission, you do not have a client, you do not have a prospect, you have a suspect.” - Charles Specht
“Gaining the insured’s permission is one of the wisest things you can do. Gaining the insured’s permission will allow you to get more signed broker record letters.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
33 min
April 24, 2023Winning 6 BOR's in 6 Months - (interview with Rocio Luna)
How would you like to win 6 new clients via signed Broker of Record Letter in less than 6 months ... with even the smaller of these clients being $12,000 in annual revenue? Would that be OK with you? I'm sure it would!
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews [Insurance Producer Rockstar] Rocio Luna, who is also an active member of the 12X Commission Mastermind (www.12x.club) community. Among other things, Rocio explains how she is utilizing social media to get her Micro-Niched prospects (plumbers and concrete subcontractors) to reach out to her directly in order to solve their worker's compensation problems.

Episode Highlights:
Rocio discusses discovering Charles Specht and the 12X Commission Mastermind via a YouTube video on cold calling and prospecting. (2:46)
Rocio shares her insurance background, beginning as a claims manager and eventually becoming a sales producer. (4:11)
Rocio mentions that listening to Millionaire Insurance Producer podcast episodes influenced her decision to focus on construction. (7:46)
Rocio explains how she secured a client by presenting a solution to reduce the client's X-mod and providing a service timeline. (10:31)
Charles discusses the importance of insurance companies having well-targeted social media profiles and insurance buyers being aware of the broker of record letter option. (14:36)
Rocio discusses her primary prospecting method: social media, particularly Instagram. (16:39)
Rocio explains how embracing micro-niching helped her win a plumbing account. (20:11)
Rocio mentions that the insurance industry is not a get-rich-quick scheme; it demands hard work, prospecting, and building relationships with clients. (26:39)
Rocio shares how the 12X Commission Mastermind helped her in starting an Instagram account. (27:47)
Rocio believes that just one week of cold calling can lead to noticeable improvements in your work. (31:33)
Rocio asserts that joining a mastermind, like the one led by Charles, is the best way to reach a million dollars in commission, as it helps agents achieve their goals through repetition, fostering self-awareness and growth. (32:21)
Key Quotes:
“Agents should be transparent and just have a very simple process. Obviously, know your industry, because it's completely different when you're meeting with a human resources person and an owner.” - Rocio Luna
“If you just do one week of cold calling, you'll see the difference in your work.” - Rocio Luna
“I absolutely do recommend joining the mastermind if you want to reach a million dollars in commission.” - Rocio Luna
Resources Mentioned:
Rocio Luna LinkedIn
Rocio Luna Instagram
Modern Reign Insurance Brokers
12X Commission Mastermind
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
38 min
April 20, 2023Throwback: How to Prospect Using LinkedIn
LinkedIn is one of the absolute most potent tools out there for prospecting, whether in B2B or B2C. Unfortunately for most insurance producers, they either don't use LinkedIn at all, they use it poorly, or they come across as spammy.
In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you how to use LinkedIn to prospect better, close more deals, and build your Book of Business.

Episode Highlights:
Charles explains how he utilizes each social networking platform. (1:57)
Charles considers LinkedIn as a fantastic tool to network and prospect. (10:05)
Charles believes that it’s tough to utilize LinkedIn as a prospecting tool if you're not actively engaging with your prospects. (12:14)
Charles discusses the value of micro-niching. (13:10)
Charles believes that focusing on one area will help you succeed. (16:22)
Charles shares that he will be releasing content on how to utilize LinkedIn soon. (18:02)
Charles says that if we can give prospects free information that helps people. That's the know, like, and trust factor. (21:24)
Charles invites anybody interested in learning more about LinkedIn to contact him. (25:27)
Charles explains that if you are not visible on LinkedIn, you are missing out on one of the best opportunities to prospect. (29:02)
Key Quotes:
“LinkedIn can be your absolute best way to prospect out there. It literally can, it can change and revolutionize everything you do.” - Charles Specht
“You will be able to win more business, you will be able to resonate with your insurance buyer, if they see you as somebody who understands them.” - Charles Specht
“I decided to become the go-to agent when it comes to the broker of record letters. That is my predominant focus.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
34 min
April 13, 2023Throwback: Mastering the Art of Persuasion (Or: Your Prospects Don't Really Hate You)
No, your prospects don't really HATE you. Nope, they don't LIKE you, either. Moreover, they probably don't KNOW you from Adam (whoever that guy is). The real issue, however, is that your prospects don't TRUST you. And, why don't they trust you? The answer to that question -- as well as how to fix it -- is what host Charles Specht will teach you in this throwback episode ... which is all about Mastering the Art of Persuasion.

Episode Highlights:
Charles shares how to turn prospects into clients. (1:03)
Charles talks about rude prospects and making them do business with you. (4:19)
Charles shares tips on how to understand phrases from prospects and what they really meant to say during a call. (10:04)
Charles shares about the C3 or the Cold Call Carrot. (12:04)
Charles talks about mergers and acquisitions. (16:21)
Charles states that the size of your book of business is dependent upon your ability to persuade. (20:12)
Charles elaborates on the advantage of being able to persuade. (23:40)
Charles shares how to gain the prospect’s trust. (25:46)
Key Quotes:
“If we do our cold calls, and people respond negatively, we did not persuade them. If we present a quote, and they don't buy from us, we didn't persuade them. If the underwriter does not actually give us a quote, even though we're begging, we haven't persuaded them. There's a lot of things that we have to do. And persuasion is probably at the top of the list of the things that we must” - Charles Specht
“The size of your book of business is dependent upon your ability to persuade.” - Charles Specht
“We need to become not just merely producers, we need to become people who are experts in the art of persuasion.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
32 min
April 10, 2023Winning New Business Through Association Endorsements
Wouldn't it be great if we could get you a steady flow of business owners to reach out to you to schedule appointments, rather than you contacting business owners who don't know you, like you, or trust you yet? Of course, it would be! It would make everything easier: setting appointments, building rapport, getting more signed BORs, winning business, etc.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why you should contact associations about becoming their endorsed insurance provider, but he tells you exactly how to do it in such a way that the association leadership will even give you a copy of their active membership list.

Episode Highlights:
Charles discusses the significance of prospecting and appointment setting for insurance agents. (2:07)
Charles explains how associations add value to their members and how insurance agents become endorsed agents for these organizations. (4:50)
Charles mentions the advantages of association endorsements, such as increased business and easier prospecting. (7:17)
Charles discusses the importance of micro-niching in the insurance industry and how it can make prospecting more efficient and effective. (12:10)
Charles shares some methods for approaching associations for endorsement, such as targeting smaller regional associations and conducting a Google search for potential associations. (16:29)
Charles explains the benefits of becoming an endorsed agent, which include access to membership lists and the ability to relieve executive directors' frustration. (19:47)
Charles discusses how becoming an endorsed agent can lead to non-member prospecting and sales opportunities. (22:18)
Charles mentions that it is important to focus on certain industries to learn about their risks and get in touch with carriers and associations. (26:00)
Key Quotes:
“By endorsing you as their agent to their members, it gives the members value that they might be able to lower their costs. Because you're doing business with someone through the association, the association endorses you, introduces you, refers you to them.” - Charles Specht
“I truly believe that if you pursue an association endorsement, it's going to put a lot of gold in your pocket. Everything becomes easier, prospecting becomes easier, and setting appointments becomes easier. Working with a few insurance carriers that you want becomes easier, you can write a lot of business doing it this way.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
31 min
April 03, 2023Throwback: How to Write 50% More Commission In One Year
Most insurance producers don't work on their personal development, let alone their sales development.

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to achieve 1% weekly growth in various areas of your selling process in order to be 50% better at selling insurance, just one year from today.

Episode Highlights:
Charles gives some tips on how producers might double their commission winnings next year. (3:50)
Charles discusses the concept of compound interest. (6:06)
Charles discusses where you should start working on improving by 1% per week. (8:39)
Charles explains the significance of micro-niche selection. (10:23)
Charles discusses the creation of your value differentiator. (11:42)
Charles talks about scripting and messaging. (14:11)
Charles discusses the seventh way for generating a 1% rise every week and generating 50% more revenue. (16:51)
Charles mentions that most insurance salespeople do not have a strategy for leading a prospect down the route that they want them to take. (20:31)
Charles highlights the need not to give the incumbent agent the last look. (24:04)
Charles talks about the 19th method, which is asking for the final sale. (29:13)
Charles mentions that a producer is an amateur if they do not manage their personal development. (34:15)
Key Quotes:
“If you could get better at your sales process by just 1% every single week, you'd be 50% improved at winning new business after just one year.” - Charles Specht
“In order for you to actually get much better at it, you have to really start being proactive at it. You need to learn, you need to have education, you need to really start thinking from a forward perspective on where do I want to be one year from now?” - Charles Specht
“If you don't handle your personal development, you are an amateur. And amateurs only make enough money to pay the bills and they don't make a lot in life.” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Mastermind
Permission Network Insurance Agency, Inc.
38 min
March 27, 2023BOR Confessions of a 12X Commission Mastermind Member - (Daniel Brookman)
Are you an insurance agent who has had moderate success selling insurance, but you just know you're not reaching your full capacity? Do you not have a strategic plan, or a step-by-step process to win new business, and you're merely quoting but not winning? That was the experience of Daniel Brookman, before joining 12X Commission Mastermind and implementing the training. Now, he's winning signed BOR's and building his Book of Business.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews Daniel to find out what is working for him now, what is he saying, and why did that large manufacturing account sign his BOR during their first meeting!

Learn more about the 12X Commission Mastermind at this link: 12x.club

Episode Highlights:
Charles explains that in order to be a successful insurance agent, it is crucial to ask for what you want and to be a hunter, rather than a gatherer. (2:02)
Daniel shares that he is an experienced insurance agent from Ohio, specializing in life insurance, but also writes commercial property and casualty policies. (5:32)
Daniel mentions that joining the 12X Commission Mastermind has been hugely beneficial, particularly the two weekly calls with the group's leaders, which helped him maintain a productive mindset and keep prospecting as his top priority. (8:33)
Daniel believes that the discovery interview is the most important part of the sales process. (11:51)
Daniel discusses being explicit about what you are going to provide is a good way to contrast what you're capable of doing and willing to do with what the incumbent agent is doing. (16:30)
Daniel explains that he used to cold call and quote policies, but after listening to sales and insurance-based podcasts, he realized the importance of having a specialized and differentiated approach to prospecting and messaging to stand out from competitors. (21:15)
Daniel believes that transparency and explaining the process can help buyers understand how to get the best deal without hurting themselves in the long run. (25:00)
Daniel explains that 12X Commission Mastermind offers a solution to those who are tired of the same old process of getting quotes and following policies, feeling stuck, and not standing out from others. (26:58)
Charles discusses the benefits of being a member of the 12x Commision Mastermind program. (27:55)
Key Quotes:
“I still think the discovery interview is the most important part of the sales process, because you get invited in for a reason. And the number one thing you got to find out in that discovery process is, why are you there? Why did you get invited in?” - Daniel Brookman
“The biggest benefit has actually been mindset. Having those two weekly calls with yourself and the other producers on there, and just keeping those ideas fresh, keeping prospecting, top of mind, it keeps me from kind of straying away, and, you know, kind of losing focus on what's most important as a producer, which is prospecting.” - Daniel Brookman
“Now my prospecting is specialized. The messaging is not just industry specialized, but also specialized kind of talking and tailored to this process, and how I'm going to be different than just quoting your insurance.” - Daniel Brookman
Resources Mentioned:
Daniel Brookman LinkedIn
Reach out to Charles Specht
12X Commission Mastermind
Permission Network Insurance Agency, Inc.
34 min
March 06, 2023Throwback: Win More Clients by Being Transparent and Educational
Many insurance agents do a poor job of clearly explaining to their prospects and clients about what the insurance program covers or excludes.
In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can transition prospects into loyal, paying clients by being ultra-transparent and educational.

Episode Highlights:
Charles mentions that many insurance agencies do not have a formalized proposal. (2:05)
Charles explains why you will lose clients and prospects if you confuse them. (4:47)
Charles discusses a different way of meeting with prospects in order to win their business. (7:30)
According to Charles, if you can explain how you'll be able to produce a better positive outcome, clients and prospects will be much more inclined to desire to do business with you. (12:58)
Charles explains that you can win more clients by being more transparent and advocating for education. (15:36)
Charles gives an example of how you could do a much better job of making your prospect or insured feel more comfortable with you. (17:16)
Charles explains that prospects want to know that they purchased insurance from the right broker and that they have coverage with the finest provider at the lowest possible cost. (22:25)
Charles makes a special offer to those who want to join the Permission Group Mastermind. (25:47)
Charles discusses what's going on with Permission Group Mastermind. (26:37)
Key Quotes:
“The lack of education, the lack of understanding that the insurance buyer has about the entire insurance process is not your friend, it's your enemy.” - Charles Specht
“This whole idea of how you can win more clients is by being more transparent, by being much more of an advocate for education, helping them actually see what they have what they don't have, rather than doing what lots of agents tend to do is they win a new client, and then they ghost that client.” - Charles Specht
“I do believe that when you go into the mastermind, you're going to be in a much stronger position to actually win” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Group Mastermind
Permission Network Insurance Agency, Inc.
33 min

About 12X Commission

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12X COMMISSION is the top podcast for insurance producers who want to build a $1,000,000+ Book of Business and also for agency owners who want to scale their agency to 7-figures or more. The host…