Agency Intelligence: The Insurance Podcast Network

Millionaire Insurance Producer: Throwback: Clearly Defining Your Ideal Prospect

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Most insurance agents fail at selling insurance because they started on the wrong foot. They never achieved traction and so they failed. What I've found is that many agents lack traction because they don't know what they're selling or to whom they're selling. They are "generalists" and they achieve mediocrity every single day. If you want to become more successful at selling insurance, figure out who your ideal prospect is (with absolute clarity) and prospect with diligence. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to do exactly that.


Episode Highlights:

  • Charles shares that articulating or defining your ideal client is the foundation of prospecting. (1:59)
  • Charles explains that if your message is that of the one you were focused on, it will tilt up towards the client you are messaging. (6:22)
  • Charles defines every agent as being very unique in every way in your own agency. (10:19)
  • Charles shares his experience with a shooting gun and how it relates it to the industry. (11:44)
  • Charles discusses instances where an agent will likely start to flounder. (15:06)
  • Charles shares a story of an agent that he knows and how it went with the agent's client. (17:02)
  • Charles explains that it's amazing what happens when you get clearly defined about who you're trying to attract, and who you're trying to repel. (20:17)
  • Charles shares one of the more difficult things for an insurance agent to do. (21:53)
  • Charles explains that the key to being successful in your niche is ultimately to decide to go all-in on the type of account that you want. (26:25)


    • Key Quotes:

    • "Those insurance agents who lack clarity and understanding or being able to articulate and define your ideal client are the ones who are going to fail." - Charles Specht
    • "If you don't have a script that is focused on your ideal client, you are basically playing luck, you're gambling." - Charles Specht
    • "If you don't have a clear idea of what you're trying to accomplish and who you're trying to resonate with, then you're likely going to sort of flounder." - Charles Specht


      • Resources Mentioned:

      • Reach out to Charles Specht
      • Permission Network Insurance Agency, Inc.
        • ...more
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