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Insurance Agents

  • Stop Wasting Time Offering Renewal Quotes
  • Mindset --- Prospect Larger Revenue Accounts
  • The Riches Are In the Micro-Niches
  • Target Signed Broker of Record Letters
  • Build a $1,000,000 Book of Business

Broker of Record Letter Course

Producer Sales Coaching

Where insurance producers can find useful information, resources, training, and inspiration for building a $1,000,000 Book of Business!

charles-square-headshotHello, my name is Charles Specht and I'm the CEO of Permission Group Inc.

WHAT I DO: I teach Insurance Agents how to build a $1,000,000 Book of Business by focusing on signed Broker of Record Letters instead of wasting time offering quotes.

HOW I DO IT: I coach, consult, and provide PERMISSION-based sales training programs to Producers & Agency Principals. I offer online sales training courses (e.g. "How to Collect Signed Broker of Record Letters") and also conduct onsite training seminars at insurance agencies around the country.

My Permission Sales approach is the perfect answer for all insurance salespeople, particularly:

  • Brand new producers with no book of business.
  • Struggling producers stuck at a book of $100,000.
  • Seasoned producers “coasting” on a $500,000 book of business.

Client Testimonials

alan-smidlein“Charles has been a great help and inspiration during the last 6 months. I've been a producer for 30 years and although I'm making a good living, I was looking for more consultancy and a proven sales process. He's helped me implement a tracking system and given me sales tools from prospecting and qualifying to marketing and closing. In fact, I closed a $500k premium account last month that I'd been chasing since 2007! His real world experience as a producer and consultant gave him better insight on where I need to focus. Charles is legit but he'll hold you accountable to doing the work, too. I wouldn't hesitate to recommend him and Permission Sales!” - Alan Smidlein
andrea-dermanouel"Just wanted to let you know that you're an amazing speaker and full of charisma. You captivated everybody in the audience and I have had nothing but outstanding feedback. You motivated and gave hope to our staff. The future will change direction with what you shared with us regarding the industry, your experience and your knowledge. We may be looking at a retainer with you. Thanks again, you were the bomb!" - Andrea Der Manouel
lalaine-latimer“As an insurance professional for more than 23 years, I have never met anyone as solid as Charles. He is very transparent and very professional. I have been an agent since 2003 doing the same style and technique over and over again, to a point that I got frustrated because I was expecting different outcomes/results over the years. I have always been consistently persistent, however, I needed better results. When I made a decision to retain the services of Charles, it was a point in my career that I knew I needed a coach. Charles was somebody who opened my eyes to different perspectives and sales techniques. The modules are well written, clear, concise and specific for insurance agents, which I find very helpful. As my coach, he always showed up and reminded me to stay strong, and maintain control which I truly appreciate!” - Lalaine Latimer
louis-klein“Being in the insurance business for over 15 years, I found my sales approach getting stale and starting to feel frustrated with my results. Over the past few months of working with Charles and using his innovative techniques to selling insurance, I have found my enthusiasm has returned to my presentations and as a result closing more deals. I would highly recommend if you need to recharge your sales staff and improve your results, do not hesitate to consult with Charles.” - Lou Klein
olu-adesuyan“If you are thinking of hiring Charles you should do it immediately. This guy is the real deal. I have been in the insurance business for over 20 years, attended several sales and marketing workshops, have read numerous training books, but nothing compares to the information and ideas shared by Charles. My staff and I learned a lot and we’re implementing the Broker of Record Letter material and growing our insurance agency beyond what we thought possible before his training.” - Olu Adesuyan
derrick_fritz“When I started out as an insurance producer, I didn't know who to call, what to say, or even what niche to target for myself. Charles worked very closely with me to determine and develop my micro niche, and gave me tips on scripting and how to overcome obstacles when cold-calling and email marketing. This helped me tremendously and provided me with both the tools and the confidence I needed to achieve the level of success I wanted for myself.” - Derrick Fritz
christy-klein“I've had the pleasure of working with Charles in the capacity of an insurance/business consultant, at an agency level. Charles was brought in to help the agency in developing new strategies, bringing creative ideas to the table, and helping to streamline efficiencies for assisting in increasing sales, retaining clients, and growing the agency. His leadership was deemed successful through new marketing & acquisition programs, as well as retention strategies. Charles is a team player, very professional, knowledgeable, and extremely easy to work with.” - Christy Klein

My Upcoming Book

PERMISSION SALES: The Insurance Producer's Ultimate Guide to Building a $1,000,000 Book of Business

What others are saying

“This isn't a book based on theories or ideas. It's an action plan that any insurance agent can use to explode their book of business. Charles highlights three areas where too many agents fall short; asking for permission, earning trust, and building relationships. You will learn how to provide and add tangible value to win business by providing real solutions to a target market. If you are tired of quoting and hoping and looking for proven ways to build your book of business the right way, read and apply the lessons in this book today.”


Brent Kelly
CEO, BizzGrizz Training
“Understanding the prospect's world --- challenges and needs --- are paramount to securing the trust and an order, rather than just throwing a quote out. For us at Arthur J. Gallagher & Co. that means that we need to include on our specialized marketing teams, in my case the non-profit sector, those professionals with social sector experience and skill to help make the translation to impact and stewardship.”


Peter A. Persuitti
Managing Director, Arthur J. Gallagher & Co.
“Concentrate on your prospect's NEEDS, not their WANTS. And always be innovating. If you're acting like everyone else you'll never rise to the top.”


Ty Sagalow
CIO & Founding Member, Lemonade Inc.
“Value is always in the eye of the beholder. That's why the focus needs to be, not on yourself, or even on your product, but on them, and what they are looking to accomplish.”


Bob Burg
Best-Selling Author & Speaker
“If the content you create is relevant to everybody, it's actually for nobody. If you aren't telling an original, differentiated story to a specific audience, you'll never stand out from the clutter.”


Joe Pulizzi
Founder, Content Marketing Institute
“Don't sell against your competition, sell above your competition. That means focusing on what you can do differently or better rather than focusing on what they don't do well.”


Mark Sanborn
President, Sanborn & Associates, Inc.
“In life, everything comes down to passion. A passion for the insurance products you are selling and a passion for leaving the commercial insurance buyer in a better financial position than they were when you first walked through the door.”


Kevin M. Bingham
Principal, Deloitte Consulting LLP
“The new world of sales will not allow the same success levels of the old approach to selling. Every component of selling from prospecting, messaging, presenting and closing needs to be reviewed and retooled in order to be successful.”


Tom Searcy
CEO, Hunt Big Sales
“The competition isn't your rival selling a similar product or service; the competition is your customer, because they don't have to spend their hard earned dollar with you.”


David DePaolo
President & CEO, WorkCompCentral