Asking for the signed Broker of Record Letter is hard enough, but what do you do if the prospect actually says no? Do you have a 'Plan B' or do you just rollover at that point and agree to blindly offer quotes? I would tell you that you need to stick to your guns, do not quote (yet), and utilize a 'Plan B' so the prospect will make a choice in your favor after they get a chance to test your Bugatti-like services.
In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches not only what the 'Plan B' ought to be but he'll give you the exact script to use when creating your own personalized 'Plan B.'
MOREOVER..... stay tuned at the end to hear about the "Broker of Record Letter BOOTCAMP" Charles is putting on 3/24/23. You won't want to miss this one! For more details on it this live BOR training, check out: brokerofrecordletter.com

Episode Highlights:

Charles explains that Plan A is to have a strategy prepared for getting the Broker of Record letter signed on the first meeting with the prospect. (04:29)


Charles discusses the percentages of insurance buyers who will sign your Broker of Record letter. (06:20)


Charles shares the script that every agent should learn before asking the prospect to sign the Broker of Record letter. (09:47)


Charles explains how to transition from Plan A to Plan B if the insured shows discomfort with Plan A. (11:27)


Charles discusses why having free services on Plan B is important. (17:26)


According to Charles, under Plan B, agents provide the insured with a strategy for what they will be doing in the future so that the insured may see the value they are receiving for the service being offered. (18:55)


Charles explains that having a strategy that is still geared toward the Broker of Record letter will give positive results. (24:13)


Charles announces the Broker of Record Letter BOOTCAMP, which will take place on March 24, 2023. (24:35)



Key Quotes:

“A professional has a plan. A professional has a strategy. A professional knows what they're going to be doing next. Even though you might not always know what to expect, you should always have a next step. Plan A, Plan B, Plan C.” - Charles Specht

“In Plan B, you're giving the insured a plan on what you're going to be doing going forward so that they can see the value they're getting out of it.” - Charles Specht

“Plan A is first and foremost, that's what we're working on first. Plan B, which is what this podcast episode is about, is sticking to your guns and not just giving in. But having a plan of attack that is still pushing towards the Broker of Record letter. Frankly, when you do that, you're going to have really, really good results.” - Charles Specht


Resources Mentioned:

Reach out to Charles Specht


Broker of Record Letter BOOTCAMP

Permission Network Insurance Agency, Inc.