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TRANSFORM YOUR SALES TEAM

Team Role Play


Date
Month
Day
Year

HIRE BEAU FOR TEAM ROLE PLAY

7 STEPS TO CLOSING MORE SALES

(Watch the video breakdown in the CWC training platform)

1

OPENING

Stop asking YES and NO, it’s time to own the sale and it starts with the opening!

2

F.O.R.D

Build rapport with F.O.R.D (“This is a relationship not a transaction, don’t just ask the application questions! If you build rapport, you can ask for more”) Family, Occupation, Recreation, Dreams.

3

LEAD WITH LIABILITY

Lead with liability and stop asking a million questions. Just state the coverage, explain the coverage, and use a story on why they need that coverage!

4

ASSUME THE SALE

Never sell out of your pocket! Just go in for the ask! “I feel good about the coverages that we put together. I just need your routing and account information to lock in this great coverage for you today!

5

HANDLE THE OBJECTIONS

A. After objection one - isolate the objection.
B. After objection two - Feel, felt, found

6

HOTLIST

These are the customers you should have sold a policy to. You build great rapport, didn’t overcome their objections, they insisted on getting off the phone. Now, you have a short list of names that you add to daily. Work these often and especially around the end of the month!

7

FOLLOW-UP APPOINTMENT

Figure out the best time to follow up! When do they have enough insurance history? MVR incidents/ claims falling off? Birthday coming up?

I started working with Beau in April of 2023, before we met I was weary about being able to stay afloat. Being new to the industry I had a lot of things to figure out. After our first meeting, Beau had me on a path to turning the business around by focusing on process and expectations. Over the next few months, he was able to pinpoint several areas for me to tackle and I did head-on. Because of his experience and ideas on how to execute and set expectations, our business began to grow and I am proud to say we bonused again and went from Pro to Elite Status. We had our best year in revenue and have already started 2024 with a bang. Beau’s “matter of fact” approach and laid-back demeanor make him easy to work with. I found it easy to be vulnerable about my weaknesses and transparent about my numbers without being judged. I look forward to working with Beau and the Craig Wiggins Organization more in the future.

 

Michael Daniels
Agency Owner

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