In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how to find success as an insurance agent. It's not about you. It's not about the insurance agent. The Hero of the "insurance story" is your prospect. Marketing, branding, and selling is best performed when you position your prospect as the Hero and you as the Guide. Give your prospect a plan for success and they'll do whatever you (the Guide) tell them to do! Episode Highlights: Which two stories should insurance agents have? (4:10) Charles shares a story of how helpful life insurance is. (4:54) Charles mentions the book, called, Building a StoryBrand, by Donald Miller. (8:21) Charles explains why your sales process needs a script. (11:28) Charles shares who the hero is when it comes to the storyline of a successful insurance agent. (13:18) Charles explains who the villain is when it comes to the insurance process. (15:16) As a producer, what do you need to remind the insured of? (16:58) Charles details the key responsibilities of a guide and a producer. (17:54) Charles explains why most insurance producers don't discuss what victory looks like. (22:44) Key Quotes: “You have to bring your prospect into the story, otherwise, you are white noise. You're just white noise in the background. You're just a buzzing in people's ears, and they're not really coming along with you in the story.” - Charles Specht “The villain is the entire quoting process. You as the guide show up and what your responsibility to do in this whole process is to somehow be able to formulate a plan or a strategy so that the insured can actually see what they're supposed to do, and that will show them how to be victorious in the end.” - Charles Specht “The storyline of a successful producer, you as a new guide have to come in and get the hero, the prospect, the insurer, to realize that the guide they have right now can't take them to the next level.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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