Hello, I'm Charles Specht
I help insurance agents grow their Books of Business to $1,000,000 or more.
Insurance Is a Tough Business
But it doesn't have to be that way for you!
Insurance Producers are the backbone of the insurance industry. In fact, both independent and captive agents — people just like you! — are the direct sales force behind the protection of assets, property, and the very lives (and livelihoods) of people from all around the globe!
What you do is extremely important, necessary, and your career choice should be applauded.
But that doesn’t mean insurance sales is an easy industry to be in, because it’s not. You're well-aware that it's tough, even “cut throat” at times, and there's a ton of competition out there trying to take the commission dollars right out of your pocket!
Any sales position can be challenging, but insurance sales is in a class by itself.
The world of insurance is both expensive and highly lucrative, fast-paced, and constantly changing. Gaining (and ultimately retaining) carrier appointments is a relentless pursuit, and keeping quality clients happy, satisfied, and loyal is a never-ending job.
This is why hiring a proven sales coach to guide, motivate, inspire, and train you (and your agency’s producers) to succeed will be the very best decision you will ever make in your insurance career.
"All-In-One" Sales Coaching
Action vs. Apathy
Answer these two questions
If you're not quite ready to get serious and take control of your future then I really can't help you at this point.
If your answer to this second question is "Yes" then keep reading because I WILL HELP YOU achieve the goals and revenue results you're capable of achieving!
"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."
KD Benefits & Financial Services, Inc.
“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!”
"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!"
Brown & Brown Insurance
Clients of mine who've experienced the highest Return on Investment (R.O.I.) were initially experiencing one or more of the following:
You're not making nearly the kind of money you're capable of, but you don't know how to get to that next level.
You’re fairly new to insurance sales and need a roadmap to help you succeed more quickly.
Your book of business has flat-lined or even been steadily decreasing over time.
You’re struggling to get new clients and/or set quality appointments with new prospects.
You’re able to quote on prospect's renewals but you're just not getting awarded the business enough.
You need help with marketing and prospecting, maybe even get prospects to come to you rather than going to them.
You’re not comfortable (“mindset” issues) with cold-calling or prospecting in general, and you need help with scripting, etc.
You’re sort of busy with daily servicing responsibilities, but pretty much bored and just coasting along. (Insurance hasn’t been “fun” for you in a while.)
You lack consistent motivation and need accountability, direction, guidance, and maybe even a swift kick in the pants from time to time.
$1,000,000 Book of Business
I WILL TEACH YOU HOW TO BUILD YOURS
Before I began training agents, brokers, and agency principals around the country, I started out as an insurance producer and...like many of you...initially struggled in sales. I didn't know...
- Who to call
- What to say to a business owner
- What my goal was for prospecting
- What to give to the decision maker of my prospect
- How to stop quoting and start winning
- How to find my prospect's pain and greatest needs
- (You name it, I struggled with it. Probably the same as you once did, too...or even still are struggling with today.)
What I Changed
When I first entered the insurance industry in 2000, I struggled and had no real idea what I was doing. I didn't have a strategic plan. It wasn't a terrible first year in sales, but it wasn't anything to write home about either.
Year #1 - "BEFORE" implementing a strategic system
$135,000 of new business commission that year
$4,500 of commission per client
At the end of that first year, I was fairly discouraged, disappointed, and had no idea how I was going to achieve my long-term goal, which was a $1,000,000 book of business.
So... I started to get serious about what kind of account I prospected, and what value I offered to the insured. Most importantly, however, I got laser-focused on creating "Peace of Mind" for my prospects and got very transparent with how the entire insurance process works.
The result for my second year in insurance sales?
Year #2 - "AFTER" implementing my strategic system
$375,000 of new business commission that year
$25,000 of commission per account
I eventually built my book of business to just over $1,000,000 in total revenue before transitioning to become a risk management consultant and sales coach. I can help you become highly successful as well.
I will guide you through the process, teach you what I learned, what I did to become highly successful at insurance sales, and help you build your book of business to $1,000,000 or more as well.
I Will Teach You
If you're currently struggling, here is what I will teach you
I will teach you how to maximize your productivity and STOP OFFERING QUOTES to business owners who aren’t your real prospects.
I will teach you how to collect significantly more signed BROKER OF RECORD LETTERS from prospective clients.
I will teach you how to choose, develop, market, and brand yourself as an expert in the best MICRO NICHE INDUSTRY that will guarantee your success.
I will teach you how to strategize and start writing LARGER (10x) REVENUE GENERATING ACCOUNTS.
I will teach you how to structure, highlight, and sell the BENEFITS (rather than the features) of doing business with you and your agency.
I will teach you a better way of prospecting and lead generation, how to make cold-calling easier, how to get considerably more qualified appointments, and WHAT TO ACTUALLY DO, SAY, PROMISE, AND OFFER to your prospects during your in-person appointments so that you can accomplish #2 (above) more consistently.
I will hold you accountable, motivate and inspire you, provide easy-to-follow “systems” that work, and assist you in doing whatever needs to be done so that you can build a $1,000,000 book of business for yourself.
The Million-Dollar Curriculum
My highly-systematized process for building a $1,000,000 book of business
Thinking 10X-BIGGER - (Revenues & Mindset)
There is a significant shift in mindset needed in order to prospect accounts that are 10x bigger than what you're used to. But that's what I'll teach you how to do!
Gaining the Prospect's Exclusive PERMISSION
Becoming the Broker of Record is always the goal. ALWAYS THE GOAL! Quoting is never the goal. Quoting insurance policy renewals is for the weak!
Developing Your MICRO-Niche
The riches are in the MICRO-niches. Construction, manufacturing, agriculture, hospitality ... these are industries, not niches. To MICRO-niche you must go deeper! I will teach you exactly how to do this.
Getting the Incumbent Agent FIRED and You HIRED
Currently, another agent is seated in your chair. He/She has the leverage, and you don't. There is a lot of education, transparency, and trust needed to get the incumbent fired, once and for all. I will give you the answers to these problems.
Prospecting Do's and Don't Ever's
The times have changed and so has what works in today's marketing economy. I will teach you the "How To" when it comes to effective email marketing, social media connections, cold-calling tips, tactics, techniques, scripts, as well as both what to say and what not to say to your prospects.
Stop Offering Quotes
Talk about a waste of time! I will teach and show you both the WHY and HOW you should do this. It's more than merely "stopping" to do something. I will teach you how to get the insured to do business with you for refusing to quote their renewals.
The Steps to Collecting More Signed Broker of Record Letters
I will teach you the WHY and the HOW of getting your prospects to assign you as their agent. I will also teach you why 25%, 60%, and 15% are very important percentages to either your success or failure in insurance sales.
Creating Your Timeline of Services
I will help you create a timeline of Services & Products to offer your MICRO-niche prospect's in exchange for their business. These need to be Strategic, Objective, and Written (S.O.W.), so that the prospect trusts your capabilities.
Fee-Based Products & Can't-Live-Without Services
Your prospects need your "Golden Handcuffs" and the perfect solutions to the main problems in THEIR industry. I will help you create these for your prospects so that they will soon become your clients.
Without constant accountability, you will likely fail. You need someone to guide you, walk with you, answer your questions, and give you wise counsel. I will teach you how to keep the momentum going for your new business prospecting.
3-Month Coaching Package
Still not sure if my sales coaching is a good fit for you?
How about a complimentary call?
One complimentary telephone call in which I will give you direction on what you need to implement in order to become more successful at insurance sales. I will tell it to you straight. No beating around the bush here.
To schedule your free coaching call, click the link below and send me an email.