E85: Podcaster Series - Charles Specht

In this episode, James talks with a commercial insurance expert and the host of the Millionaire Insurance Producer podcast, Charles Specht. To hear more from Charles, visit his show at https://podcasts.apple.com/us/podcast/millionaire-insurance-producer/id1567947856 Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Charles shares that he coaches insurance agents and works with insurance businesses and that he enjoys the opportunity to help people. (3:30) Charles believes that around 50% of the businesses who engage him do not want to leave their agent and make it plain that they do not want to transfer agents; they only want to ensure that they are getting the best deal. (6:16) Charles discusses the two most important things an incumbent can do to save their seat and go in the right direction. (9:08) Charles mentions that the majority of his clients hire him on an annual retainer and he works with their agents, but approximately 25% hire him and never have him speak with their agent. (14:47) Charles explains a few things that the competing agent may do to improve his or her chances of getting the incumbent dismissed. (17:12) Charles mentions that his main concern when it comes to the idea of bringing in competing agents in the bid process is not to muddy the water. (22:25) Charles explains that the concept of the final look is one of the reasons he has a consultancy company. (28:13) Charles mentions the importance of having open communication with the insured on how the whole process will operate, what you will accept, and what you will not allow. (31:25) Charles discusses another factor to consider when thinking about how to win business. (39:22) C