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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:

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