12X Commission

By Charles SpechtBusiness Entrepreneurship Careers

12X Commission episodes

January 13, 2022The ABCs of the B.O.R.
There are a number of things you can do to increase the likelihood of winning new clients from signed Broker of Record Letters. Some are more difficult to accomplish initially and may require experience, but others are things you can start doing immediately to win more signatures.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin to itemize the ABCs of what you need to do to win more signed Broker of Record Letters from your prospects.

Episode Highlights:
Charles tells us that this episode is about how to win Broker of Record Letters. (2:17)
Charles shares that the Broker of Record Letter is an insurance tool to ensure proper service from incumbent agents. (5:00)
Charles explains that the insurers' best interest is to gain a reputation in the marketplace. (8:34)
Charles states that most agents do not even mention the Broker of Record Letter to insurance buyers. (11:43)
Charles shares the ABCs of Broker of Record Letters, which will revolutionize your entire career. (16:10)
Charles shares the call experience that he had with a company that makes high-end treehouses. (20:00)
Charles explains that he will be putting up mini-courses that answer particular issues that will help agents. (23:44)
Charles tells us that advisors get more signed Broker of Record Letters than producers. (26:43)
Charles says that a Broker of Record Letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business. (28:31)
Key Quotes:
"I really believe that the insurance industry is turning a corner and we're going to be accelerating towards a particular direction." - Charles Specht
"The Broker of Record Letters is not something that we talk about or that we wield. It is not to be a hammer in your hand and you beat the insurance buyer of your prospects into submission until they finally sign that thing." - Charles Specht
"You do not receive it if you do not ask. If you do not ask, you do not receive. If you ask, you will receive what you asked for." - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
31 min
January 06, 2022Part 2 - 12X Your Book with LinkedIn - Content Strategy
The "content strategy" you use on LinkedIn is almost as important as your profile page itself. But, there's also a sense in which you don't have to create any unique content at all and still be ultra-successful at prospecting with LinkedIn. However, insurance agents who create quality content are the ones who are thought leaders in their fields.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you about the three main forms of content strategy you need to focus on to write more new business using LinkedIn, and which one is the most effective.

Episode Highlights:
Charles starts the episode by thanking all the listeners that have been listening throughout the year. (1:07)
Charles continues to discuss the basics of what your LinkedIn profile should look like. (4:33)
Charles advises us that if we become micro-niched, we should also be aware of our potential. (9:45)
Charles shares some examples of topics that you can talk about in your LinkedIn content. (12:35)
Charles tells us how he creates his content. (16:35)
Charles gives out an example of how struggles in cold calling can be turned into content. (20:47)
Charles shares when to know that you have become an interactive person on LinkedIn. (23:40)
Charles advises us to become "content creators" rather than "content curators" but just being social and interacting is also helpful. (26:40)
Charles shares that using LinkedIn strategically can lead to a lot of business opportunities. (27:57)
Charles talks about the value and benefits of being able to get his digital course. (28:47)
Key Quotes:
"Your LinkedIn account is not for you. It's for the people you're trying to reach out to. It's for the people you're trying to attract." - Charles Specht
"I think that the rate of return on LinkedIn is so much greater than cold calling. Don't get me wrong. I'm not saying cold calling doesn't work. It works. It has its place, but it doesn't work as effectively as LinkedIn, period." - Charles Specht
"I would advise you, don't be a curator of content, you should be a creator of content because you become an instant thought leader in the entire space." - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
35 min
January 03, 2022Part 1 - 12X Your Book with LinkedIn ("LinkedIn Profile")
Are you ready to finally figure out how to use LinkedIn for prospecting so that you can dominate in new business sales in 2022? If yes, then this episode is for you.
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you how to get your LinkedIn Profile figured out by first determining your "Intent" and also your "Micro-Niche" focus. It's time to take action and not waste another year. LinkedIn is a superior tool, if you use it strategically.

Episode Highlights:
Charles introduces a new digital course called “12X Your Book with LinkedIn”. (1:06)
Charles tells us that LinkedIn is an underutilized secret when it comes to prospecting for new business. (3:13)
Charles explains that LinkedIn is more than just an online resume. (5:10)
Charles explains that the intent of what you're using LinkedIn for will dictate what type of connections you need to have. (10:45)
Charles explains that a vast majority of your competitors are not using LinkedIn, which presents an opportunity for you. (15:40)
Charles says that if you become micro-niched using LinkedIn, clients will see you as the best choice to do business with. (20:59)
Charles explains that focusing your profile on a specific category will not affect anything. (21:52)
Charles shares other alternatives to micro-niching your LinkedIn profile. (23:58)
Charles tells us that his new digital course comes with free content to be used on your actual feed. (28:18)
Charles shares that he is going to be the personal LinkedIn coach for people who sign up for the course. (32:20)
Key Quotes:
"Your profile is going to dictate what your content is. Your profile is going to be dictated by who you're trying to attract." - Charles Specht
'I'm not here to say anything is wrong. You just have to be okay with it. You just have to also realize there are consequences to using social media just socially, rather than using it for a business purpose. " - Charles Specht
"To attract, you need to repel. You need to repel the people you don't want in order to attract the people you do want." - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
35 min
December 30, 2021Throwback: The Broker of Record Letter Process
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.
38 min
December 27, 2021Throwback: 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 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.
33 min
December 16, 2021How to Double Your New Business Revenue in One Year
You probably didn't write as much new business this year as you could have. Nope. Not even close. You probably could have doubled it. Easily doubled it. Maybe even tripled it? You already have the tools to do it. You don't need better scripts, better prospects, or anything like that. You just need better accountability. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht shares how both insurance producers and agency principals can double their new business revenue in just one year.

Episode Highlights:
Charles tells us that in this episode he is going to talk about how to multiply your business. (1:14)
Charles teaches about multiplying time to multiply your outcome. (5:43)
Charles explains that you need to write down all of the different things that you do in your business. (9:22)
Charles mentions that prospecting in December can make a huge difference. (13:59)
Charles shares that people need to ask themselves the question, "Where do I waste my time?" (18:10)
Charles reminds everyone that your biggest competition out there has nothing on you. (20:38)
Charles shares that you are your biggest enemy. (22:43)
Charles asks the "why" questions to stop mediocrity. (24:24)
Charles reminds listeners to be accountable to themselves and use their time wisely. (28:20)
Key Quotes:
"There's no reason why you can't succeed, there's no reason why you can't competitively dethrone every single competitor that ever comes in front of your path." - Charles Specht
"My lack of production is my fault, just like your lack of production is your fault." - Charles Specht
"I truly believe that the only thing that really stops us is whatever is going on in these thick skulls of ours." - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
31 min
December 13, 2021Setting Wealthy Sales Expectations for Next Year
It's that time of the year again. It's the end of the year and it's time to create our goals and expectations for next year. But do you have any? Or, are you just throwing together the same expectations as you have the last couple of years? If that's you or it's what you're allowing as either a Sales Manager or Agency Principal, then this episode will prove to be tremendously helpful because our host, Charles Specht, will give you the essential topics/questions you need to figure out answers to set achievable, wealthy sales expectations for 2022 ... and hit them!

Episode Highlights:
Charles asks all the listeners of this episode how they did this year. (2:00)
Charles states that now is the perfect time to plan for your goals for 2022. (4:07)
Charles shares the mindset of setting wealthy sales expectations for next year. (7:50)
Charles reminds everyone that every agency is different. (9:45)
Charles shares his story of talking to a couple of producers and how it went for both of them. (12:10)
Charles shares the basics of what you need to figure out as an Agency. (20:47)
Charles provides accurate numbers as a guide for agents in order to meet their daily expectations. (24:55)
Charles states that in order to achieve your goals, you need to manage your numbers. (29:11)
Charles says that the point of this episode is to focus is what we need to do in the future and not what happened in the past. (30:16)
Key Quotes:
"The issue is, what is the strategy you're setting up for yourself? Is it one that's going to help you create success? Or is it one that's just going to help you coast through the year." - Charles Specht
"If the numbers that you're creating are bent towards being small and comfortable, sorry, you're not going to achieve wealth, you're just going to make enough money to pay the electric bill. That's the difference." - Charles Specht
"You want to go small, you'll get small results, you want to pick it up, then pick it up, you want to go big, go big, you want to be wealthy, then you better start taking a look at your numbers." - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
35 min
December 09, 2021Showing Up BIG to Put Up BIG
Anyone can just show up and -- sadly -- that's all most producers do. The real question to answer should be: What am I accomplishing when I actually do show up and do the work? In other words, are you achieving the results you really want for yourself, or are you doing just enough to get by? Are you merely hitting your "safe goals" or are you doing so much work you're making those old goals look like child's play? That's what host Charles Specht talks about today as he dives deep into the topic of "Showing Up Big to Put Up Big."

Episode Highlights:
Charles opens the episode by explaining that we all need to show up. (1:20)
Charles states that there is a difference between being able to produce and being able to talk about what is in the policy. (5:09)
Charles asks the listeners how many hours they put into the insurance business? (7:38)
Charles explains that prospecting is a numbers game and selling insurance is a relationship game. (14:00)
Charles states that if you are not spending that much time prospecting then you are not doing the extra mile. (18:19)
Charles asks listeners to examine the impact that showing up and leveling up could have on their success. (25:57)
Charles shares a story of a conversation he had with a producer. (27:02)
Charles ends the show with the question: “Are you actually showing up and doing the work?” (32:47)
Key Quotes:
“The nice thing about the insurance business is you get to build whatever it is you want to build.” - Charles Specht
“You don't necessarily need to change a lot of things in your entire prospecting strategy. You just need to use your time wisely.” - Charles Specht
“If you actually began to show up and began to put up and began to level up, I wonder how much you could actually write a new business this year? I wonder if we began stringing years together like that year after year after year? How much business could you possibly write?” - Charles Specht
Resources Mentioned:
Reach out to Charles Specht
Permission Network Insurance Agency, Inc.
35 min
December 06, 2021The 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 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
December 02, 2021You'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 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 prospect. (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

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…