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Hello, and thank you for considering Permission Sales — a division of Permission Network Insurance Agency, Inc. — for your insurance producer sales training! My name is Charles Specht and I’m the CEO.
At Permission Network we pride ourselves on being the place where insurance producers can find useful information, resources, training, and inspiration for building a $1,000,000 Book of Business!
“How exactly do you do that?” you may be wondering? By teaching producers how to collect more signed Broker of Record letters, of course!
WHAT I CAN DO FOR YOU
The purpose of this page is to demonstrate the inherent value and Return on Investment (R.O.I.) that I would provide to you (both the Producer and the Agency Principals) through:
- Insurance Producer Sales Training to help your producers improve their sales skills, particularly in the area of securing more signed Broker of Record letters.
- Teach, train, and help your insurance producers market themselves more strategically and efficiently to prospective clients.
- Assist your organization in further developing a “Winning Sales Culture” in order to attract, recruit, and hire experienced insurance producers and/or new member agencies.
- Train and inspire your insurance producers on how to become more successful at consistently writing larger revenue generating accounts.
What I do is teach, consult, and help insurance producers like yourself discover how to be both highly successful and extremely profitable in their insurance careers. I coach producers with one-on-one mentorship, teach large groups in both one- and two-day seminar settings, as well as being formally retained by agency Sales Managers and Principals in order to motivate, encourage, and help their producers grow their books.
My entire Permission Sales training model is centered around the most powerful (and most often ignored) piece of paper in the insurance industry: The signed Broker of Record letter. Ultimately, I teach producers to stop wasting time “offering quotes” and to collect signed Broker of Record letters instead.
My philosophy of insurance sales is centered on the idea of PERMISSION. Some call it sales, others refer to it as persuasion, but I firmly believe that what matters most is for you to secure your prospect’s PERMISSION. The 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 $350,000 book of business.
- High-performance producers with a $1,000,000 book of business, looking to grow that book to $2,000,000 and then $3,000,000.
Products, Services, and Courses to Help You Build a $1,000,000 Book of Business Through Signed Broker of Record Letters
If you’re looking for a “learn at your own pace” digital course then the Millionaire Producer School (my least expensive training product) would be the perfect place to start. This PDF and video-based training course is seven (7) modules deep, is available to you 24/7, and teaches you practically everything you need to know in order to begin building a $1,000,000 Book of Business through signed Broker of Record Letters.
Looking for something more than just a digital course but you’re not yet able to invest in annual 1-on-1 coaching? If so, then my Broker of Record Letter Group Mastermind would be the choice for you. It’s a group training program that is paid month-to-month, and it also comes with full access to the Millionaire Producer School digital course. There are currently two (2) “live video coaching calls” each week and all videos are recorded and available to all members 24/7.
If you’re looking for proven 1-on-1 Transformational Sales Coaching that will help you get more signed Broker of Record Letters from your prospects and build a $1,000,000 Book of Business, then my 12-month 1-on-1 Sales Coaching Combo Package will get you there faster. This is for producers who want a more hands-on, personalized coaching experience and want to have Charles Specht as their personal sales coach — on annual retainer — 24/7. There are regularly scheduled coaching calls with Charles Specht, and each 1-on-1 coaching client also gets full and unlimited access to both the Broker of Record Letter Mastermind, as well as the Millionaire Producer School digital course.
I strive to be an engaging, educational, and motivational Keynote Speaker & Seminar Trainer. My keynotes on the “Permission Principles” have influenced numerous leaders and sales teams on the agency side, carrier side, and everywhere in between. I speak on a variety of topics (e.g. Broker of Record Letters, Building a $1,000,000 Book of Business, Leadership, Prospecting, Mindset, Agency Differentiation) based on my books, coaching curriculum, digital courses, and agency consultations.
I understand that it costs a lot of money to find and hire insurance producers, but you and I both know it costs considerably more to continue paying those producers for mediocre sales results. Yet, as an agency executive, you don’t personally have the time (or resources) available to train all the producers yourself and truly hold them accountable to doing the daily work of prospecting for new business. That’s why hiring me as your agency’s National Sales Director would be a very, very wise and lucrative move!
Want to know more about the Millionaire Insurance Producer Podcast? Subscribe at iTunes or Stitcher for that and I’ll teach you tips, tactics, and proven systems for insurance sales success.
Are you ready? It’s coming soon! The 12X Commission Conference is my physical conference where I teach large crowds of insurance producers how to build a $1,000,000 Book of Business through signed Broker of Record Letters.
Insurance Career – (Year #1)
I then began my insurance career in 2000 as a very “green” Property & Casualty producer, accepting a position with InterWest Insurance Services, LLC, a highly reputable insurance agency located in central California.
I initially focused on writing small subcontractor accounts, as that was what most of the other producers in that particular sales office wrote. I obtained thirty (30) new clients and booked $135,000 of new business commission during my first fourteen (14) months at that agency, but my average annual revenue/commission—per account—was only around $4,500.
Although it was one of the better “first years” a brand new agent ever had at that particular profit center, that production model simply wasn’t sustainable for the long-term results I was hoping to achieve.
Insurance Career – (Year #2)
I eventually left InterWest (on good terms, I might add) and accepted a sales position with Arthur J. Gallagher & Company.
It was at Gallagher that my eyes were opened to an entirely different approach to consultative sales. I began to understand the importance of “micro niche” specialization, to be perceived as an “expert” in the specialized micro-industry of my prospective client, to pursue much larger revenue generating accounts, and to focus on gaining the client’s PERMISSION before ever putting together an Acord application.
The result? I obtained fifteen (15) new clients and wrote $375,000 of new business revenue in my first nine months, without “bringing over” any of my prior clients to Gallagher.
- 30 new clients
- $135,000 of new business revenue
- $4,500 annualized revenue per account.
- 15 new clients
- $375,000 of new business revenue
- $25,000 annualized revenue per account.
After a few more years at Gallagher, I earned my Certified Insurance Counselor designation, was eventually promoted to Area Vice President, and—between the two agencies—built a personal book of business of just over $1,000,000 in annual revenue.
During that time, I secured the PERMISSION from the Board of Directors for three different national homogeneous industry associations. I was endorsed as the sole insurance liaison for each association and even assisted with the creation of an entirely new insurance product for one of them.
Why I Stopped Selling Insurance
However, in 2010, I accepted an Associate Pastor position at Madera Baptist Church in Madera, California.
Then, in 2011, I accepted the full-time, bivocational Senior Pastor position at Faith Baptist Church in Strathmore, California. (I continued that bivocational role until January 2018, when I moved my family to a more metropolitan area where our youngest son (who is fully blind) could get access to necessary services.)
MAJOR TRANSITION: Sales Coach & Agency Consultant
Because I could no longer devote myself to insurance production on a full-time basis, I chose to exit the brokerage/placement side of the insurance industry altogether. Soon thereafter, I established Constructive Risk, an unbiased and wholly independent, fee-based consulting firm that both educates commercial insurance buyers and manages their renewal bid strategies.
One thing I didn’t expect when transitioning from a broker to an independent consultant at Constructive Risk was discovering how poorly trained many of my client’s insurance brokers/agents were—not specifically in product knowledge, but certainly in regards to sales technique. Frankly, some of my client’s incumbent agents were the most lackadaisical salespeople I’ve ever met. (By that I mean if another of my client’s other insurance policies didn’t fall into the agent’s lap, the agent never asked for more of my client’s business!)
Moreover, too many of the “competing” agents were either rude, scared, or unsure of exactly what value they brought to the table, and nearly all were just “playing the quoting game” and not winning in the end.
It was around that time I began seeing the “deep hole” in the marketplace for intelligent insurance sales training, strategic sales technique, and approaches to the sales process that would actually gain the insured’s trust and PERMISSION, ultimately leading to gathering signatures on Broker of Record letters.
I then began coaching individual brokers and agents around the country in my own personal sales process, conducting both on-site and off-site seminars for multiple insurance producers, and sculpting insurance sales training programs for individual agencies.
Some of what I do here at PermissionSales.com is teach insurance agents what worked (and what didn’t work) for me as a producer when I built my own book of business to over $1,000,000. However, I also teach what I’ve learned while being contracted as an unbiased, independent risk management consultant to the insurance buyer directly (Constructive Risk). The wealth of tips, knowledge, and psychology I gained from sitting on that side of the “sales table” (the client’s side of the sales process), is truly what I believe matters most in today’s insurance sales cycle.
As an insurance producer, I once thought I understood what insurance buyers truly and honestly wanted from their agent, as well as why and how they chose their current agent. But I was mistaken on many key aspects.
Now, as an unbiased, wholly independent consultant who has worked side-by-side with multiple insurance buyers, I’ve come to a much better understanding of what commercial insurance buyers truly want from their agent.
What My Clients Are Saying
“Before I found Charles I was working very hard, but was frustrated with my results. I had just lost on 4 accounts (to the incumbent agent) I was competing for that totaled somewhere in the neighborhood of $65,000 in revenue. I have always worked hard enough to set appointments and convince the client to let me quote (which I later learned can be the kiss of death). Since working with Charles, I have streamlined my process, and have a true value-add-strategy in place to win new accounts. In the 90 days I worked with Charles I wrote 3 new accounts in tough markets without “quoting”. Charles will take your game to the next level, give him a call!” – Michael Costanzo, Producer, Brown & Brown Insurance
“Before I met Charles, I was quoting most of my contractor prospects and waiting by the phone in hopes they would bind coverage with me. The problem is I went 1 for 17 in October with my method. Charles taught me what to say to prospects, how to demonstrate my value, and exactly how to ask for permission to get the Broker of Record letter. I immediately implemented it and have received BOR’s on 4 prospects in the span of a month with a projected revenue of around $35,000. I wholeheartedly advise any one in our industry to use his services!” – Brian Somers, Producer, Goodman Insurance
“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 for 10 years! 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, Senior Account Executive, Adams Insurance Service
“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, Operations Manager, M.D. Manouel Insurance Agency, Inc.
“When I decided to grow my employee benefit practice I was at a loss as to where to start. I had an outdated website, no direction as to which customer demographic I should focus on and no idea on how to craft my message. Originally I felt very overwhelmed, I didn’t understand all I needed to do and I knew I didn’t have the discipline to stay on track to get these things done. That’s why I hired Charles. Charles helped me identify the services I needed to offer, he helped me create my unique message and he helped me identify an effective way to quickly communicate my message to my target customers. And he held me accountable. I would highly recommend any insurance agent to hire Charles for help with their insurance sales.” -Kim Dannettel, Principal, KD Benefits & Financial Services, Inc.
“It is with great pleasure to congratulate PRODUCER #1 and PRODUCER #2 for our latest win to bring into the company – NAME OF NEW CLIENT (88 life group). Last month we introduced a new sales coach Charles Specht to the agent team. He is hired on retainer to help organize our sales processes and coach our sales team. One of his main coaching messages is that we shouldn’t ever have to quote for business, they choose a broker based on the solutions that can be delivered. PRODUCER #1 and PRODUCER #2 went on the first appointment on Monday June 11 with NAME OF PROSPECT. Before the meeting, they prepped for the meeting with Charles to make sure the messaging and positioning was appropriate. The meeting went great and sure enough they were asked to quote on the business for an 8/1 effective date. Very smoothly, they were able to explain that we would not quote on the business but asked for the Agent of Record based on qualifications and services. She understood and said she will get back to us by Wednesday 6/13. Tuesday June 12, she sent us the signed AOR. Great job PRODUCER #1 and PRODUCER #2 for this great accomplishment in such a short period of time!” -Isaac Sapoznik, Chief Performance Officer, Sapoznik Insurance
“If you’re an aspiring insurance producer, new to the industry or an experienced advisor, and you want to build and retain a $1,000,000 Book of Business, then I would highly recommend Charles Specht and his Millionaire Producer School. After implementing his sales’ techniques in under just 30 days, I completely altered my sales and prospecting approach. Charles has a wealth of knowledge to offer and is willing to share it with those ready to put the work in.” -Sean Barker, Producer, Clifford & Bradford Insurance Agency
“Charles has helped me manage and focus who I want to target and how to target those future clients. He’s taken the time to listen, ask questions and find out where I want to take my business. Together we have mapped out a plan and roadmap for my future book of business. I would recommend anyone looking for clarity and maybe even a little push should work with Charles. He continues to be a sounding board and mentor. THANK YOU CHARLES!!” -David Zaycer, Producer, Maccormack Agency
“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, Principal, Mainstream Insurance Services, LLC
“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, Producer, Dabelgott Insurance Services, Inc.
“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, Principal, Cal Society Insurance Services, Inc.
“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, Farmers Insurance Group
“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, Independent Agent
“I was a brand new producer in the insurance industry when I first hired Charles. I hired Charles because I had no direction of how to scale myself in such a competitive market. After just a couple of weeks of talking and learning from Charles with Permission Sales, I was able to close my first big deal (a large statewide Nursing Association). Charles will teach you simple strategies that are so effective and will put you miles ahead of the competition. If you are new to the insurance industry and are not sure what to do, or have been in the industry for a while and have come to a halt, you need to hire Charles ASAP. You will not regret it.” -Caleb Gibson, Independent Life Agent
“Charles Specht truly delivers with his one on one coaching program. He is spot on when he says insurance is a tough business. With thousands of insurance agents calling on the same prospects and saying the same thing, it’s no wonder business owners get turned off. Charles helped me identify my target markets based on my past experience. He also showed me how to get out of the quoting rat race and focus on working with accounts that value Insurance expertise. If you are looking to grow, Charles can help you. Call him today.” -John Glover, Assistant Vice President, Leavitt United Insurance Services
“Our agency had been looking into expanding our insurance offerings and develop new industries to serve, and so I began researching options to help us shorten the learning curve. We found Charles on LinkedIn and decided to hire him for a 1/2-day virtual sales training with our agency leadership and sales staff. Through live video training, he taught us how to determine and develop the best micro-niches, how to target and win signed Broker of Record letters from our prospects, and how to begin using LinkedIn and email in prospecting to win new clients faster. Charles’ training was exactly what we needed. His content is exceptional and his teaching/delivery style was both engaging and motivational. We are very pleased with what he provided us with and we’ll be utilizing his strategies going forward. I would highly recommend any agency to contact Charles and secure a virtual training session. You’ll be so glad you did and so will your agency bottom line!” -Joan Garnett, Executive Vice President, Garnett-Powers & Associates, Inc.