October 09, 2023

The "12X Sales Framework" for Winning New Clients

34 minutes

Do you have a defined and well-structured sales process that helps you win new business? No, I'm not talking about a few lucky points here and there. I'm talking about a "proven by long-term results" A-Z Sales Framework that covers everything from start to finish, from the type of account you're first going to prospect to the end goal of collecting the deposit check. That's what host Charles Specht will teach us all about today.

On today's podcast episode, we'll learn the secrets behind his "12X Sales Framework" that empowers insurance agents to build a $1,000,000 or more Book of Business of happy, loyal, and satisfied clients.

Episode Highlights:

Charles mentions his framework’s main key areas for selling, servicing, and renewing clients: pre-prospecting, prospecting, first appointment/meeting, strategic report, and proposal/presentation. (4:04)

Charles explains that pre-prospecting is the crucial foundation work done before making cold calls, setting appointments, and meeting with potential clients, as it sets the stage for a successful sales process. (5:50)

Charles mentions that prospecting involves actively engaging in activities such as making phone calls, sending emails, visiting potential clients, and attending networking events to meet people. (10:32)

Charles explains that the first appointment requires preparation and a structured strategy to identify issues, present solutions and obtain a Broker of Record letter. (13:03)

Charles discusses the importance of strategic rapport and how building comfort and confidence with insurance buyers can give agents a competitive edge. (20:05)

Charles emphasizes the importance of a structured approach to proposals for insurance agents, and the need for sales training and a proper proposal template to communicate with prospects effectively. (23:39)

Charles mentions that having a well-defined process from the initial contact to closing the deal is crucial for increasing your success rate. (30:34)

Key Quotes:

“When you're doing your pre-prospecting, you need to really understand about all the basics of laying the foundation, because if you're going after the wrong business, right off the bat, everything else is messed up.” - Charles Specht

“I love when my prospect says, " Yes, Charles, let's go with it.” That's what I like to do. That is just fun. Quoting and not winning, that's not fun. That's something that amateurs do.” - Charles Specht

Resources Mentioned:

Reach out to Charles Specht

Permission Network Insurance Agency, Inc.

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By Charles Specht

4.8

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