In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you exactly what you should say, and ask your prospect during your first meeting and — specifically — why you should ask for the signed BOR.
Doing so tells you absolutely everything you need to know about your position in the process as well as how strong of a position the incumbent agent has with the insured.
Episode Highlights: • Charles explains why it’s better to ask for business during the first appointment. (2:33) • Charles mentions one of the nice things about being a micro-niche. (3:42) • Charles shares what you should find out from your prospect during the first meeting. (5:31) • Charles mentions the type of questions you should be asking your prospect. (7:50) • Charles shares one of the ways he shows a lot of value to his clients. (9:25) • Why should you ask for the broker of record letter during the first appointment? (13:19) • Charles mentions what happens when you ask for the broker of record letter before the first appointment. (16:58) • Charles shares what millionaire insurance producers do. (29:08)
Key Quotes:
“You need to find lots and lots and lots of problems during that actual appointment. You need to have specific questions already written down, sitting on a piece of paper. One that you’re actually holding in front of you, so that you can ask your prospects those questions. If you don’t have those questions written down in front of you, you are an amateur and you deserve not to win.” – Charles Specht
“Every single point of communication is about positioning, positioning, positioning, positioning. You are always trying to position yourself better every point of communication either strengthens or weakens the relationship with your prospect. You are either gaining ground or you are losing ground.” – Charles Specht
“If you show up to the place of business,sitting down with a business owner who has decided to give you an hour of his or her life, to talk about something that is not really interesting to them, that they don’t like… that causes frustration.” – Charles Specht
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