Agency Intelligence
1,243 episodes - English - Latest episode: over 1 year ago - ★★★★★ - 44 ratingsAI Podcast Network is your top insurance podcast network with many unique series that let you hear from both agency owners and industry influencers. Learn from real agents in real agencies, get the latest and greatest that thought leaders in the industry have to offer, and more!
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Episodes
Millionaire Insurance Producer: The Storyline of a Successful Insurance Agent
August 30, 2021 09:00 - 27 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how to find success as an insurance agent. It's not about you. It's not about the insurance agent. The Hero of the "insurance story" is your prospect. Marketing, branding, and selling is best performed when you position your prospect as the Hero and you as the Guide. Give your prospect a plan for success and they'll do whatever you (the Guide) tell them to do! Episode Highlights: Which two stories s...
Agency Freedom: E17: The Journey From Captive Producer To Indy Agency Owner
August 27, 2021 09:00 - 1 hourIn this episode of Agency Freedom Podcast, James talks with Luis Leal of Leal Insurance Services in San Antonio, Texas.
Millionaire Insurance Producer: The Broker of Record Letter Process
August 26, 2021 09:00 - 37 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how quoting is for the weak! This is a truism. But if you're not going to offer quotes, what should a producer do, exactly? That's what Charles Specht breaks down for us today. Instead of offering quotes, use this process instead to win signed BOR’s! Episode Highlights: Charles shares a story about a poll he recently did on LinkedIn. (1:45) Charles explains why he disagrees that the broker of recor...
RHS 113 - Carol Roth on the Government’s Decision to Murder Small Business
August 26, 2021 09:00 - 1 hourIn this episode of The Ryan Hanley Show, Ryan Hanley interviews the veracious Carol Roth, entrepreneur, business television personality, and best-selling author of The War on Small Business. Carol joins the podcast for a tremendous conversation on small business in America. Episode Highlights: Carol explains why small businesses are being undervalued, especially during the pandemic. (7:58) Carol mentions how social media has exacerbated talking about intentions. (11:41) Carol shares her o...
Power Women In Insurance: Making Space in the Industry for People to Work, Learn, and Excel With Majda Baltic
August 25, 2021 09:00 - 46 minutesIn this episode of Power Women In Insurance, Teresa Kitchens sits down with Majda Baltic, President, and Owner of Majdas Touch Insurance, Inc. Majda is creating platforms for other agents and insurance clients to grow their insurance knowledge while getting the best support possible. Episode Highlights: Majda shares how she got into the insurance industry. (1:44) Majda explains where her passion lies in this industry. (3:07) How long has Majda been on the independent side? (5:49) Majda m...
Sanjay Explains How Claims Are Paid In Minutes
August 24, 2021 09:00 - 30 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Sanjay Gupta, Executive Vice President at ACI Worldwide. Sanjay talks about his expertise in the digital payment space and how consumers utilize their applications. Episode Highlights: What has attributed to Sanjay’s success, skill or luck? (3:38) Sanjay shares his background. (4:01) Sanjay shares his experience being in the digital payment space for many years. (6:12) Sanjay mentions the broad-based survey they did ...
Age of Indiependence: Throwback: Enjoying your Business Again with Grant Botma
August 23, 2021 09:00 - 50 minutesIn this throwback episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Grant Botma, the Founder of Culture Course and Stewardship. Grant talks about his mission and purpose and shares the four questions to ask when evaluating the past and creating goals for the future. Episode Highlights: Grant gives a little background about himself. (3:40) Why Grant describes himself as a compassionate capitalist. (5:17) How Grant’s kids have become a champion of what their family'...
Agency Freedom: E16: How To Maximize Profit In Your Agency
August 20, 2021 09:00 - 44 minutesIn this episode of Agency Freedom Podcast, James jumps in to the first "Hot Takes" content. He'll talk about strategies to drive efficiency and efficacy in your activity. This will inevitably lead to great profit for you and your team.
RHS 112 - Andrew Ryan & Jack Hertvik on Dominating the Insurance Game
August 19, 2021 09:00 - 1 hourIn this tremendous episode of The Ryan Hanley Show, Ryan Hanley is joined by Andrew Ryan and Jack Hertvik of Hertvik Insurance Group. Andrew and Jack are running a dynamic and growing agency that pushes the boundaries of what it means to be a traditional independent insurance agency, and in turn, dominating the insurance game. Episode Highlights: Jack shares one of the things he loves about working in the insurance industry. (9:27) How did Jack become an SIAA Master Agency? (10:06) Jack m...
Power Women In Insurance: How to Find Your Groove in Insurance Sales with Lorena Tomasini
August 18, 2021 09:00 - 33 minutesIn this episode of Power Women In Insurance, Teresa Kitchens sits down with Lorena Tomasini, Life and Health Insurance Broker at MALM Life & Health Insurance Agency, and host of Twelve Minute Talks Podcast. Lorena is a life/health insurance agent in Miami. Lorena tells the listeners about how she has partnered with her mom to sell life and health insurance. She also discusses how to find what works and some challenges she has overcome with selling over the phone. Episode Highlights: Lorena...
Caribou Honig Teaches Us The VC World
August 17, 2021 09:00 - 38 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Caribou Honig, General Partner at SemperVirens Venture Capital, Chairman, and Co-founder of InsureTech Connect. Caribou talks about what Venture Capital is all about and how InsureTech Connect was found. Episode Highlights: What has attributed to Caribou’s success, skill or luck? (5:25) Caribou explains why it’s significant to invest in Venture Capital at the early stage. (8:33) Caribou shares what characteristics a p...
Agency Freedom: E15: A Candid Conversation With Employee #1
August 13, 2021 09:00 - 1 hourIn this episode of Agency Freedom Podcast, James talks with Brecklyn Chumbley, Relationship Manager at RiskWell in McKinney, Texas. Brecklyn was the first hire at RiskWell and shares her unique perspective on the Freedom Jump and how to run a profitable, growth-focused office.
RHS 111 - Kat Ternes on the Secret to Insurance CRM Success
August 12, 2021 09:00 - 1 hourIn this episode of The Ryan Hanley Show, Ryan Hanley is joined by Katherine Ternes, Vice President of Revenue at AgencyZoom. Kat joins the podcast to share her unique and dynamic expertise on developing processes and implementing a CRM inside independent insurance agencies. Kat is one of the most interesting people in the insurance industry. Did you know she's a world-class trap shooter? This is an episode you don't want to miss... Episode Highlights: Kat mentions an embarrassingly wonderfu...
Millionaire Insurance Producer: Stop Offering Quotes and Focus on Winning Permission, Instead
August 12, 2021 09:00 - 36 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how competing insurance agents only win new business an average of 8% of the time in a normal quoting process. Incumbent agents win 92%. So, who has it better? That's really the issue. Incumbent agents retain their clients because they have access and currently control the insured's permission. Therefore, let's focus on winning permission rather than blind quoting. Episode Highlights: Charles shares...
Power Women In Insurance: Claims, Data and the Impact of InsureTech in the Insurance Space, with Ursula Merten
August 11, 2021 09:00 - 36 minutesIn this episode of Power Women In Insurance, Teresa Kitchens sits down with Ursula Merten, Director of Insurance Strategy & Transformation at Omni:us. Ursula is a great data-centric person who has studied data, claims, and is utilizing that information to create a great insure tech connection. Episode Highlights: Ursula shares her background. (1:11) What does Ursula find most interesting about insurance? (3:14) What has been Ursula’s favorite part of her career so far? (6:04) Ursula sha...
Beth DeLaForest Explains Her Bounce Back Factor
August 10, 2021 09:00 - 34 minutesIn this episode of Agency Intelligence podcast, host Jason Cass interviews Beth DeLaForest, Agency Owner at Aspire Insurance Group Inc. Beth talks about her approach to becoming an independent agency and how Aspire Insurance Group was born. Episode Highlights: What has attributed to Beth’s success, skill or luck? (3:50) Beth mentions what the bounce-back factor means. (4:41) Beth shares her background. (5:34) What does Beth’s agency look like, at present? (9:05) Beth shares a story of h...
Age of Indiependence: Authentic Selling: How to Use the Principles of Sales in Everyday Life
August 09, 2021 09:00 - 51 minutesIn this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Jeff Kirchick, Strategic Sales Director at Cresta. Whether you realize it or not, every day you are selling something. Jeff Kirchick explains how the timeless skills of salesmanship impact your everyday conversations, why the customer is not always right, and how to detach yourself from the outcome. Episode Highlights: Jeff gives some background and insight on Cresta. (5:20) Does Jeff think that sales is a sc...
Agency Freedom: E14: Cassidy Arbeli On Whale Hunting And Self-Care
August 06, 2021 09:00 - 1 hourIn this episode of Agency Freedom Podcast, James talks with Cassidy Arbeli, owner of All Nevada Insurance.
RHS 110 - Zach Mefferd on Entrepreneurship and the Independent Insurance Agency
August 05, 2021 09:00 - 1 hourIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Zach Mefferd, CIC, Co-Founder of Coverage Direct and ZipBonds. Zach joins the show for an exclusive, first-ever podcast interview. In their conversation, they discuss where Zach developed his entrepreneurial spirit and how he's cultivated that spirit to found multiple successful companies within the independent insurance industry. Don't miss this episode... Episode Highlights: Ryan explains why streaming is interesting and impo...
Millionaire Insurance Producer: Stop Playing Games and Start Producing New Business
August 05, 2021 09:00 - 32 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht is here to tell you that it's time to make a decision, and to make the decision to be a Producer. You're not a CSR. You're not an Account Manager. You are a Producer. Producers produce. Period. That's what producers do. So, let's get serious and decide to play smart rather than play safe! Episode Highlights: Charles explains why he’s glad to have the opportunity to be in the insurance industry. (3:34) Charle...
Power Women In Insurance: Ministry, Mission, Insurance and Helping Others To Make 10K Per Month with Uchenna Lewis
August 04, 2021 09:00 - 28 minutesWe are thrilled to announce that the Power Women In Insurance podcast, hosted by Teresa Kitchens, has joined the Agency Intelligence Podcast Network! This means you can now listen to Power Women In Insurance episodes in all the same places you currently listen as well as on the Agency Intelligence feed along with other shows like Agents Influence with Jason Cass, Agency Freedom with James Jenkins, The Ryan Hanley Show, and Age of Indiependence with Katlyn Eggar, to name a few! Check out thein...
Jeff Tobe Explains Customer Service To Customer Experience To Customer Excellence
August 03, 2021 09:00 - 29 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Jeff Tobe, Innovation and Customer Experience Expert, and author of the book entitled, Coloring Outside the Lines. Jeff talks about his customer experience journey and how we can identify the needs of our customers. Episode Highlights: What has attributed to Jeff’s success, skill or luck? (7:30) Jeff shares a story about his opening act for a guy named Zig Ziglar. (8:51) Jeff shares his background. (10:09) Jeff menti...
Age of Indiependence: Building an Exponentially More Powerful Brand
August 02, 2021 09:00 - 39 minutesIn this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Peter van Aartrijk, CEO of Aartrijk and author of "The Powers: 10 Factors for Building an Exponentially More Powerful Brand". Your brand story is already within you. Learn how to tell human stories that build your company culture and brand. Episode Highlights: Peter shares his background. (3:18) Peter explains how he applied his background in journalism to the insurance industry. (5:30) Peter gives a short b...
Agency Freedom: E13: Benito Ortiz On Mindset And Scaling Fast
July 30, 2021 09:00 - 54 minutesIn this episode of Agency Freedom Podcast, James talks with Benito Ortiz from Albequerque, New Mexico. Benito is the agency principal for Strategic Insurance Group (SIG).
RHS 109 - How to Sell More Cyber Insurance with Pat Costello
July 29, 2021 09:00 - 1 hourIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Pat Costello, CPCU, Co-Founder, and Principal at Evolve MGA. Pat joins the podcast for a wonderfully nerdy deep dive into cyber insurance. Pat and Ryan also also discuss exactly how independent insurance agents can (and should) sell more cyber insurance to their clients. Don't miss this episode... Episode Highlights: Pat mentions what he’s learned from the pandemic. (5:34) Pat shares two reasons why having people in an office ...
Abel Travis And Jason Cass Discuss Pandemic Insurance, Is A Product Possible?
July 27, 2021 09:00 - 36 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Abel Travis, MBA, Vice President & Head Of Fundamental Underwriters at AF Group. Abel talks about what AF Group is all about and the company that he represents called Fundamental Underwriters. Episode Highlights: What has attributed to Abel’s success, skill or luck? (7:04) Abel gives us his background in the insurance industry. (7:59) Abel shares what happened when he had an offer from Hartford. (8:49) Abel explains ...
Age of Indiependence: Sales Coaching Powered by Speech Analytics and Conversational Intelligence
July 26, 2021 09:00 - 57 minutesIn this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Ethan Barhydt, CEO of VoiceOps. Katlyn and Ethan find out which sales behaviors are most difficult to drive inside an insurance agency and how coaching enablement can increase your results. Episode Highlights: Katlyn shares what coaching looks like for the average agency. (7:02) How does Katlyn identify if the person is coachable? (15:35) Katlyn shares one of her experiences about something she’s tried that...
Agency Freedom: E12: Katlyn Eggar on Evolving Your Definition Of Success
July 23, 2021 09:00 - 1 hourIn this episode of Agency Freedom Podcast, James talks with Katlyn Eggar, the Director of Education at Quantum Assurance International.
RHS 108 - Catching Up with Jason Cass - Part II
July 22, 2021 09:00 - 28 minutesIn this episode of The Ryan Hanley Show, Ryan Hanley is joined by Jason Cass, Owner of Agency Intelligence and managing partner of the Insurance Alliance. This is the second half of the conversation with Jason Cass that started on the Agency Intelligence podcast early this week. In this episode, we break down the current state of digital insurance and where we see the largest opportunities for growth. Don't miss this episode... Episode Highlights: Jason and Ryan discuss carrier growth rates...
Millionaire Insurance Producer: How to Write Larger Revenue-Generating Accounts
July 22, 2021 09:00 - 34 minutesWriting small accounts may help you pay the bills, but, you'll never achieve wealth writing small accounts. In today’s episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what size account you should prospect and how to be more successful at building a Book of Business. Writing small accounts may help you pay the bills but, you'll never achieve wealth writing small accounts. Episode Highlights: Charles shares a story about his conversation...
Ryan Hanley Is Doing The Work You Won't
July 20, 2021 09:00 - 37 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Ryan Hanley, Founder and President of Rogue Risk. Ryan chats about figuring out his legacy, developing his agency into what it is today, and important lessons he’s learned along the way. Episode Highlights: Does Ryan love to win or hate to lose? (6:10) Ryan chats about his rapid business growth. (9:26) Does Ryan consider his company an agency or a brokerage? (10:36) Ryan discusses affinity partnerships and the types...
Age of Indiependence: Internet Leads: Creating Quality Relationships in the Digital Space
July 19, 2021 09:00 - 52 minutesIn this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Justin Marks, Co-Founder and President of Quotehound. Justin discusses how leads can provide a consistent flow of predictable opportunities, but your agency might not be ready just yet. Find out what to have in place first so you can avoid common pitfalls and maximize your investment. Episode Highlights: Justin explains his background in the digital marketing space. (1:40) Justin details the daily conversa...
Agency Freedom: E11: Joe Kampert On Growing An Agency As Sturdy And Reliable As A Redwood
July 16, 2021 09:00 - 1 hourIn this episode of Agency Freedom Podcast, James talks with Joe "Fraiser" Kampert, the VP of Sales for Redwood Agency Group in Austin, Texas.
Millionaire Insurance Producer: How to Cold Call to Set More Appointments with Prospects
July 15, 2021 09:00 - 32 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how cold calling still works and it works very well for those who use the right script. Charles Specht will teach you what your script could be and how to effectively cold call in order to set more appointments with your prospects. Episode Highlights: Charles shares a poignant story from when he first got into the insurance business. (2:36) Charles mentions why being a debt collector on the telephon...
RHS 107 - A Random Conversation with James Jenkins
July 15, 2021 09:00 - 1 hourIn this episode of The Ryan Hanley Show, Ryan Hanley is joined by James Jenkins, CIC, CRM, CRIS, Founder of RiskWell Insurance. This is what happens when you hit record on a random conversation with James Jenkins... you're welcome. Episode Highlights: James mentions a cool thing about his conversations with Ryan. (6:56) James shares why Ryan’s approach on podcasts is different from his. (10:19) James explains the two opposing absolutes. (17:23) James shares one of the most significant th...
Bryan Falchuk Explains That The Evolution Of Insurance Is Mindset
July 13, 2021 09:00 - 37 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Bryan Falchuk, Founder and Managing Partner of Insurance Evolution Partners, and Best-Selling Author of Future of Insurance. Bryan talks about his book and why mindset is a huge factor. Episode Highlights: Bryan shares what he has been doing since he’s written multiple books. (5:04) Bryan mentions what he realized after writing the book. (5:36) Bryan shares the opinions he received from some people about his book. (9:...
Millionaire Insurance Producer: How to Get the Incumbent Agent Fired and You Hired
July 12, 2021 09:00 - 34 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the biggest problem insurance agents have. It’s not around prospecting or messaging. The biggest problem insurance agents have is their lack of success at getting their prospects to fire the incumbent agent in order to hire them. That is what this episode is all about. Episode Highlights: Charles explains the process of competitive dethronement. (2:56) Charles shares how insurance is war. In sales...
Agency Freedom: E10: How To Play Nice With Others While Pursuing World Domination, with Jason Cass
July 09, 2021 09:00 - 1 hourIn this episode of Agency Freedom Podcast, James has a lively conversation with Jason Cass, managing partner of The Insurance Alliance and the Founder of the Agency Intelligence Resources Mentioned: Agency Intelligence AI Mastermind
Millionaire Insurance Producer: How To Win New Clients With a 12-Month Timeline of Services
July 08, 2021 09:00 - 32 minutesMost insurance agents don't know how to clearly articulate their value or adequately differentiate themselves in their prospect's minds. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to best differentiate yourself with a written, objective, and strategic 12-Month Timeline of Services. Episode Highlights: Charles explains what should happen when you’re trying to get a prospect to schedule an appointment with you. (2:18) Charles mentions what...
RHS 106 - Nigel Walsh Explains the Important Difference Between Digitizing and Digital Insurance
July 08, 2021 09:00 - 47 minutesIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Nigel Walsh, Managing Director of Insurance for Google. Nigel joins the podcast for a fun and nerdy discussion examining the differences between digitizing your insurance business and building a digital insurance business. The distinction is larger and more impactful than you might think. Don't miss this epic conversation... Episode Highlights: Nigel shares the difference between digitization and digitalization. (11:09) Nigel ...
Tara Kelly: Privacy Is Trust And So Is Driving
July 06, 2021 09:00 - 42 minutesIn this episode of Agents Influence podcast, host Jason Cass interviews Tara Kelly, President & CEO at SPLICE Software Incorporated. Tara talks about her expertise in programming and the services they have in the company. Episode Highlights: What has attributed to Tara’s success, skill or luck? (4:47) Tara shares her background. (6:23) Tara mentions the goal of her company. (8:19) Tara shares their platform and the services they offer at SPLICE Software Incorporated. (9:19) Tara explain...
Millionaire Insurance Producer: 7 Steps to a Million-Dollar Book of Business
July 05, 2021 09:00 - 32 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down what those seven steps are and how you can do it, too! Episode Highlights: Charles mentions his book called, The Millionaire Producer. (1:49) Charles shares the first step: collect signatures and serve happiness. (3:00) What’s one of the most imporant and most expensive pieces of paper in the insurance business? (4:44) Charles walks us through the second step. (7:28) Charles details the third ...
Agency Freedom: E9: Building Now With The Future In Mind With Jerry Conrey
July 02, 2021 09:00 - 1 hourIn this episode of Agency Freedom podcast, James talks with 30+ year industry veteran, Jerry Conrey, from Orange, CA.
Millionaire Insurance Producer: The Riches are in the Micro-Niches
July 01, 2021 09:00 - 39 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how the Jack-of-all-Trades is dead. The "generalist" producer is a thing of the past. Insurance agents who become experts in a specific area (Micro-Niche) get more clients more quickly and win significantly more signed Broker of Record Letters. Episode Highlights: Charles shares a story about a man named Jack. (2:07) Charles explains what a micro-niche is. (2:55) Charles mentions the problem with ...
RHS 105 - Ron Shroyer Explains How to Rule the World With Data (and Donna)
July 01, 2021 09:00 - 59 minutesIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Ron Shroyer, VP of Sales at Aureus Analytics. Ron joins the podcast for a deep dive into data, DONNA, and why those who can harness data will rule the (insurance) world. This is a conversation you don't want to miss... Episode Highlights: Ron shares his career background. (6:59) Ron explains what Aureus Analytics is all about. (11:29) What did Ron find was unique when he first came to Aureus Analytics? (14:28) Ron shares how...
Scott Howell Explains Why Romance Is Needed When Starting An Agency
June 29, 2021 09:00 - 1 hourIn this episode of Agency Intelligence podcast, host Jason Cass interviews Scott Howell, CLCS, Agency Owner of iProtect Insurance & Financial Services, and Co-Host of The Insurance Guys Podcast. Scott talks about how he met Bradley Flowers and why communication plays a huge role in the insurance industry. Episode Highlights: Scott mentions what he really appreciates about Jason. (4:04) Does Scott listen to a lot of podcasts? (6:26) What has attributed to Scott’s success, skill or luck? (1...
Millionaire Insurance Producer: 5 Things Successful Producers Do Every Week
June 28, 2021 09:00 - 34 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about the five things insurance producers do each week that will guarantee them success. Stay committed to these five things and you'll be well on your way to building a $1,000,000 or more Book of Business! Episode Highlights: Charles explains a problem that he sees with far too many producers. (2:42) Charles mentions what he would’ve done if insurance didn't work out for him. (8:57) Charles lists the...
Age of Indiependence: Unburden Your Business with Cassidy Arbeli
June 28, 2021 09:00 - 30 minutesIn this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Cassidy Arbeli, podcast host of Unburden Your Business. Cassidy chats about agency life, entrepreneurship, and how agents can invest in themselves through ongoing education. Learn how to understand your money and where to meet other like-minded entrepreneurs. Episode Highlights: Katlyn introduces Cassidy Arbeli. (1:27) Cassidy shares her experience working remotely with her team. (5:33) Katlyn shares the pr...
Agency Freedom: E8: The Freedom Jump Backstory with Alison Jenkins
June 25, 2021 09:00 - 1 hourIn this episode of Agency Freedom podcast, James and Alison Jenkins share a candid and unfiltered conversation about the challenges, the thrills, and the lessons learned in the last 8 years of running two insurance agencies and making their Freedom Jump.
Millionaire Insurance Producer: Do These Three Critical Things If You’re Going to Offer Quotes to Non-Clients
June 24, 2021 09:00 - 42 minutesIn this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses THREE things you absolutely need to get from your prospect if you decide to offer quotes, instead of being awarded a signed Broker of Record Letter on the current policies. Doing these three things will significantly strengthen your position to win, while not doing them is a dagger of death. Episode Highlights: Charles mentions why constructive risk exists. (2:55) What issues does Charles face, whe...