Facebook
Twitter
LinkedIn

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Charles Specht, the President & CEO of ConstructiveRisk.com. Charles talks about understanding the Broker Of Record letter and booking appointments.

Episode Highlights:

  • Charles shares why an agency is a sales organization. (8:40)
  • Does Charles think there’s a huge gap in the industry not providing any sales training? (10:28)
  • Charles mentions how the pandemic affected the industry. (14:47)
  • Why does Charles think that BOR’s have a bad reputation? (17:05)
  • What does an ideal client look like for Charles? (26:45)
  • Charles shares the two sides of booking appointments. (33:53)
  • Charles mentions where most insurance agents are focused. (51:51)

Tweetable Quotes:

  • “When I got into the business 20 years ago there wasn’t a Facebook, there wasn’t YouTube, there weren’t smartphones, there weren’t those things. It’s a different world  today and you have to be able to market, brand and script yourself completely different. Really begin to attract the insurance buyer that you’re looking for. It’s just different, you really have to specialize in certain things.” – Charles Specht
  • “Without the broker of record letter, the insurance buyer has nothing. They have to wait until renewal to make that switch. It is the insurance buyer’s power. Those agents who don’t like it might say, well, you’re stealing my work. No, I’m not stealing your work, I’m just going to go ahead and give them the right service that they need.” – Charles Specht
  • “If somebody is not good at making phone calls, I’m not gonna try and say cold calling is your new thing. It is just not going to work in the long run. So, everybody’s different, every agency is different. The services they have are different and their geographic location is different.” – Charles Specht

Resources Mentioned:

The Power Producers Podcast where we are refining and redefining the sales game.

Kyle Houck

CRM

Unlocking the Future of Insurance Operations: AI, Clean Data, and the CRM Revolution – A Conversation with David LeFevre

The insurance industry is at a technological crossroads. For decades, operations have been fragmented, with multiple systems, manual workflows, and siloed data defining how agencies function. But the rise of artificial intelligence (AI), cloud-based CRM, and integration tools is ushering in a new era—one where automation, real-time insights, and seamless client experiences are possible.

Read More »
Culture

Intentional Culture: How to Build Connection and Engagement in a Remote Insurance Agency

As someone who trains commercial insurance producers nationwide, I’ve seen firsthand that remote success hinges not just on tools and workflows, but on people feeling heard, supported, and connected. This post explores the key strategies that agency leaders can use to build emotional connection and employee engagement in a remote insurance agency, using lessons drawn from real-world experience and thoughtful leadership.

Read More »
Killing Commercial Login