In Episode 168 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald welcome back Charles Specht for Part 2 of their conversation on one of the biggest challenges facing scratch agents: consistently generating quality commercial opportunities.

Charles shares practical strategies for building a sustainable commercial prospecting system, from identifying the right outreach methods for your personality and niche to creating referral partnerships that generate long-term business. The conversation also dives into producer accountability, meaningful KPIs, and how agency owners can build sales systems that scale instead of relying on motivation alone.

Whether you're hiring your first producer or looking to improve your own prospecting process, this episode is packed with actionable advice you can begin implementing immediately.

🔍 If you're serious about growing your commercial book of business, improving producer performance, and building predictable referral pipelines, this episode is one you won't want to miss.

🕒 Timestamps:

00:00 – Introduction & Welcome Back, Charles Specht

02:10 – The Best Ways to Prospect Commercial Accounts

05:15 – Why One Prospecting Method Doesn't Fit Everyone

08:40 – Building Consistency Through Multiple Prospecting Channels

11:00 – Creating Referral Partners Instead of Chasing Referrals

15:10 – How to Approach Centers of Influence the Right Way

18:00 – Producer KPIs That Actually Matter

22:00 – Holding Producers Accountable Without Micromanaging

25:30 – Training New Producers for Long-Term Success

29:00 – Building Referral Networks That Scale

32:00 – Final Advice for Growing Commercial Insurance Agencies

💼 Sponsored by HawkSoft

A family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.

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https://www.hawksoft.com

🔗 Links & Resources:

📍 Scratch Agency NYC Mastermind

July 31, 2026 | New York City

https://scratchagencynyc.com

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One of the biggest lessons from this conversation is that successful commercial prospecting isn't about finding the "perfect" strategy—it's about finding the prospecting methods that match your personality, your niche, and your market, then executing them with consistency. As Charles explains, systems, relationships, and accountability will always outperform sporadic bursts of motivation.