In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what type of business you should target for prospecting. In other words, Charles will teach you the step-by-step process he takes his 1-on-1 coaching clients through to determine their own most profitable micro-niche focus. This is the topic Charles gets asked about most, which is why he gets very detailed in the process of it in this episode. Episode Highlights: Charles explains the difference between a niche and a micro-niche. (1:48) Charles shares that if you do not know what you are targeting, then everything is a target. (5:00) Charles explains that you can be passionate about other things, but it does not necessarily have to be your micro-niche. (7:30) Charles shares that micro-niching means you are focusing only on a specific area of a niche and not different areas. (11:16) Charles explains that it is important to consider your geographic territory when creating a micro-niche. (15:42) Charles explains that every agency is different and should have a minimum revenue threshold, which can also help you determine your micro-niche. (20:26) Charles talks about the importance of having access to carriers to be competitive. (22:14) Charles shares that he personally wants to go after classes of business that are ugly and nasty that most insurance carriers don't want. (26:12) Charles explains that it is important to know your competition and to start to ask yourself if it is the best area for you to spend your time. (30:09) Charles shares that micro-niching means being seen by your prospects as exactly what they need. (33:42) Key Quotes: "Being a micro-niche means you're focused in that area. And you can't be focused in that area if you're torn between too many different areas." - Charles Specht "It's a whole lot easier to win the race if you're driving the fastest car, riding the fastest horse, whatever, it's just a whole lot easier to win when you have the best." - Charles Specht "The thing about a micro-niche is that you get so dialed in, that you become the most obvious choice of which agent to do business with." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency

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