In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how quoting is for the weak! This is a truism. But if you're not going to offer quotes, what should a producer do, exactly? That's what Charles Specht breaks down for us today. Instead of offering quotes, use this process instead to win signed BOR’s! Episode Highlights: Charles shares a story about a poll he recently did on LinkedIn. (1:45) Charles explains why he disagrees that the broker of record letter is unethical. (2:56) Charles mentions one important thing that insurance agents should do. (7:30) Charles shares what insurance agents prospecting goals should be. (8:29) Charles explains some of the reasons why insurance buyers don’t trust insurance agents. (12:32) Charles explains how to get more signed broker record letters and how to build your book of business. (16:53) Charles mentions some of the goals you should have when meeting with your prospect. (19:45) Charles mentions why being micro niche is key. (26:08) Charles shares another part of the broker of record letter process: the written timeline of services. (27:54) Charles explains the definition of winning. (33:49) Key Quotes: “Let me just tell you, I do not at all like or agree with insurance carriers that have a problem with a broker of record letter. It exists for your policyholder. That's what it exists for.” - Charles Specht “I do believe that the broker of record letter again is not only ethical, I also feel it is in the insurance’s best interest to know that it exists, to know that it is something that they can use at any one time. And, I also feel that it is in the insurance agent’s best interest to have the broker of record letter as the trophy of what they're trying to accomplish.” - Charles Specht “A lot of this process is a process of switching your thinking. You need to rethink your strategy for prospecting new business. That's what we have to do, we have to rethink our strategy for prospecting new business.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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