Most of your competitors out there are throwing mud against the wall to see what sticks. They slap together a “bare bones submission” and blanket the marketplace. Those agents do not experience great results and they tend to have smaller Books of Business.
In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how (and why) to win more clients by overcoming mediocrity and being the more professional insurance advisor, compared to your competition.
- Charles tells the story of how he first got into the insurance business. (5:02)
- Charles discusses the concept of the inferior submission. (7:03)
- Charles explains the importance of having the entire process written before meeting with a prospect or current client. (11:15)
- Charles explains why blocking the market is not in the best interest of insurance. (13:20)
- Charles believes that to be better than a “block the markets” broker, brokers must be able to explain to the insured why they are better. (20:48)
- Charles explains why many workers’ compensation insurance underwriters will not or cannot quote a prospect who does not offer health benefits to their employees. (23:16)
- Charles mentions that bare-bones submissions rarely receive quotes from underwriters. (25:31)
- Charles explains the importance of educating the prospect on how a bare-bones submission actually harms them. (28:29)
- Charles mentions that if brokers follow the process he highlights, they will receive significantly more broker record letters than they have in the past. (31:47)
- “Put together a submission that will knock the socks off of your underwriter. A bare bones submission handcuffs the underwriter to not be able to work with another agent, maybe even agents that they would choose to work with. ” – Charles Specht
- “The insurance industry is not set up for your success. The insurance industry is set up for your failure. It is not set up in a way that is going to help you in the trust process with your prospects.” – Charles Specht
- “We need to educate the prospect on how a bare bones submission actually hurts them, how it hinders them, we need to explain to the insured that we are not going to be doing that on their behalf.” – Charles Specht