In order for you to win a new client the incumbent agent has to lose. The incumbent agent needs to get fired in order for you to get hired. But how do you get the insured to realize their agent is a "bum" without you saying it? In this episode, host Charles Specht will teach you how to uncover problems with the incumbent agent and get the insured to admit to you that their agent is a "bum" and sign your Broker of Record Letter during the first appointment. Does it sound too good to be true? Well, it's not. You just need to learn the art of Superior Service, Reward Offered, Incumbent Expectation, Prospect's Lips. Check out our website to see our sales training offerings: https://permissiongroup.com/permission-university/ Are you an agency owner looking for someone to help your sales team set more appointments and win more profitable accounts? Then consider hiring Charles Specht as you agency's fractional Chief Sales Officer on retainer: https://permissiongroup.com/chief-sales-officer/ Key Topics: Winning means someone else loses - your real job is getting prospects to fire their current agent and hire you The "insurance agent bum" - producers coasting on renewals while delivering zero real value to insureds Why badmouthing the competition backfires and makes the insured defend the bad decision they already made Showing your superior service and its reward first, then asking if the incumbent agent does the same Workers' comp submission tactic: including an injury and illness prevention program to unlock 3-7% rate reductions most agents never pursue The one-agent-one-quote trap that trained insurance buyers to bring in multiple agents instead of granting exclusivity Renegotiating with underwriters after a carrier is selected - averaging 11% savings on standard and up to 17% on surplus lines Open-ended questions designed to make insureds conclude on their own that their agent is a bum Micro-niching as the foundation for uncovering the gaps that make the BOR request inevitable Charles's California commission network: 12 agencies selected to receive construction referrals directly from his consulting client base Reach out to: Charles Specht Visit: Permission Network Produced by PodSquad.fm

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