The Insurance Buzz
The Insurance Buzz shares top tips for Insurance Agents on how to maximize their entrepreneurial journey. Sales training tips, mindset, and motivation and learn from some of the best in the industry and experts in the field as they share what they have done to be successful as an Insurance Agent.
The Insurance Buzz
473. HIGHLIGHT: What the Top P&C Producers in the Country Do Every Single Day
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Watch the full episode on YouTube: HERE
What's in this episode:
In this Insurance Buzz highlight episode, Michael and Courtney Weaver sit down with top producers Abe and Waldis to reveal what separates average agents from top performers. They explain why listening more, role-playing consistently, and focusing on getting 1% better every day leads to bigger results.
Michael also breaks down his proven elevator pitch, the four-part framework that opens more conversations, and two simple objection-handling methods—the Phil Felt Found technique and his AAA approach (Agree, Address, Assume). If you're looking to turn more contacts into quotes, this episode delivers practical scripts you can use immediately.
[00:00] Cold open, there's always another level to the game
[00:01] Abe's real struggle, becoming an active listener
[02:00] Why maximizing households beats one item per sale
[02:30] Practicing active listening inside Agency Coach AI
[03:30] Abe's rule, 1% growth every single day
[04:30] Waldis on the six pack discipline behind mastery
[05:30] Game excellence versus just having a good game
[06:00] Owning your career, your desk, your office, your life
[06:30] Weaver Sales Academy's Summer Sizzle Sale, almost gone
[08:00] The 15 second elevator pitch that gets you the yes
[09:00] The 4 parts of a winning elevator pitch, live example
[11:00] Assuming the conversation for an immediate yes
[12:00] Stage two, moving into rapport building on the call
[12:30] The 5 objections you hear on every single call
[13:30] The Phil Felt Found method for handling objections
[15:00] The AAA method, agree, address, assume
Watch the full episodes:
427. 100-App Months: What These 2 Producers Do Differently, and What They Expect From Their Agents: https://youtu.be/xecWXDdtXpY
444. The P&C Sales System, Step 1: The Elevator Pitch that Converts Contacts to Quotes: https://youtu.be/VzZrnWsHYXk
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There's always another level to the game, no matter how good you are. And that's exactly what you guys are talking about. And what you're actually talking about is owning your shit. In today's highlight episode, we're going to be talking about P and C masterclass. So I'm going to have an episode all about that PNC conversation. And also we're going to be hearing from Abe and Waldis, top producers in the country, doing it day in and day out. And they are going to be sharing what they do every single day to have success. With that being said, let's start the show.
SPEAKER_03Okay, Abe, I would love to hear if you have a struggle right now that you want to work through.
SPEAKER_02My struggle right now, I think, to Waldis' point, is being more of an active listener. If you are just talking to people for the sake of talking to people, granted, having good conversations, having quality conversations, but you're talking to people with a pointed edge, it's gonna come off differently than it will if you're having an actual conversation A to B and hearing them and then responding to them. You know what I mean? Like you can have your response preloaded and you can know what you want to say back, but is it what you should say and is it what they want to hear? So that's where I think my struggles have been is being less of a chatter box and more of a listening box, if that makes any sense.
SPEAKER_01Have you so I know we just did that exercise in the training last Tuesday that was meant to help with that active listening of understanding like household scenarios. Yeah. Was that helpful in helping a skill set?
SPEAKER_02Okay. Definitely, definitely. Those sorts of scenarios, like the live sort of throw out scenarios, those are helpful because it it helps you know what sort of cues you want to hear and what sort of cues you should be looking for.
SPEAKER_01Yep. Because what you're talking about right now is so important in your role because that's how you maximize households. Like if you're always concentrated on just an auto or just the auto renters or auto home, sure, that's great and you're getting close business, but what happens when you start closing in three, four, five, six items per household versus the one to two? Because it's the same amount of work no matter how you swing it, it's the same amount of work. It's the same phone call. Yeah, exactly right. Um, the other question I would ask, and uh are you has the role play with agency coach AI helped you in any of this active okay.
SPEAKER_02I love the the agency AI because I actually I just did one before we started this. I did I did uh which one did I do? Oh man. I just want the price. It was the guy who just wants the price. And it there's so much fun because it's it's the training wheels are on, you know what I mean? Like you can try stuff, you can see what works, you can see what doesn't work, and you're not spending it on a lead that is actually out there shopping. So it gives you that sort of dry run, if you will, prior to actually getting your feet wet with it.
SPEAKER_01Perfect. No, I didn't know 100% because then the feedback uh obviously is helpful. I've had a lot of um producers and agents give me positive feedback on the feedback it gives with helping what brought what me think of this is the active listening skill. Like maybe some opportunities you missed or dive in a conversation. So that's anyways. Um I don't know where I was going with that. I was just more curious than anything.
SPEAKER_02No, I think that's fantastic. The active listening is crucial. The active listening is crucial because it's like you know, you want to maximize each household, you want to maximize each conversation that you're having, and the only way you can really do that is by tuning in. You know what I mean?
SPEAKER_03Okay, so I would love to hear your piece of advice to anyone that's listening right now that is either having massive success, they're in a slump, whatever it is. What's your piece of advice that you would give to a listener right now?
SPEAKER_02One percent one percent growth every day. That's something that's been instilled in me since I started here, August of 24, and it's something that's stuck ever since. Is it's not about getting a hundred percent better every single day. It's about getting that one percent growth in every day. So that way in a hundred days you're a hundred percent better than you were previous. I think it's just about mm focusing on the minutia, you know what I mean? Like I I tunnel vision for lack of a phrase.
SPEAKER_03Let's go. That's perfect. I love it.
SPEAKER_00Wallace. Yeah, I mean, I was gonna say and and I forgot who actually said this, but to be great, you gotta do what it takes, pretty much. Is for example, when when let's say you want to have a six pack, you gotta go to the gym. Now, if you go one day, you're not gonna you're not gonna get it, do you? You have to go multiple times, multiple weeks, multiple months, maybe even a year, two years. So it's the same with sales and any other job, especially with sales, you gotta train yourself to get the skills so you can master it. And then once you're the master, then you become great. So I would say again, like Abe said, one percent better every day. It doesn't have to be 25, 50, just one. And eventually you'll be one of the greatest, pretty much.
SPEAKER_02It's about it's about whether you want either a game, an excellent game, or do you want game excellence? You know what I mean? Like that's what our our guy Tom, our boss, he throws at us all the time is do you want to have a good game or do you want to be consistently good at the game? You know what I mean? Um, and I think that's circling back, that's the thing is you gotta tunnel vision. The blinders have to be on. You have to know what you need to do and how you need to do it to do it.
SPEAKER_01You guys are firing me up at the end of the day. I know, my god, it's the end of the day, and I'm ready to here's the thing that both of you are talking about. It's it's number one, loving what you do, going all in, having the tunnel vision one percent better, doing what it takes, putting in the work, but also continuously just sharpening the sword. Even the greatest, Michael Jordan, Kobe Bryant, doesn't matter who you talk about that's been great at their craft, it's not like they become great and then they just stop. No, they're still the ones showing up at practice every day, earlier than everybody else, practicing the basics, the fundamentals, putting in the work, hiring the coaches because they want to take their game to the next freaking level. Like there's always another level to the game, no matter how good you are, and that's exactly what you guys are talking about. And what you're actually talking about is owning your shit, like owning your career path, owning your desk, owning your office, becoming the CEO of your life. And I appreciate both of you for mentioning that and bringing it up because that is critical to your success in life, in business, relationship with your spouse, kids. It doesn't matter. You're the one in charge of that. You are responsible. No one is going to come in and save you. Let's talk about something really important right now to you and your office. Right now, expectations are all-time high, bonuses are harder to hit, commissions are getting cut, your team is underperforming. Sure, maybe they've been trained in the past, you might be even invested in training right now, but they're not doing it. Not only is that costing you money in the future, that's costing you money right now. But not only money, stress, anxiety, panic, all the things that do more damage to you than need to be done. And it can be fixed. That's the best thing. You don't have a process or framework right now. That's what we do at Weaver Sales Academy. We've worked with over 17,000 insurance professionals just like you across the country. It is our eighth birthday. We have a summer sizzle cell that I'm excited to share with you. Instead of $4,200, it's only $29.97. That is over a $1,200 savings. The average agency that works with us sees a 40% lift by day 90 of working with us and auto fire and life insurance. Not only that, if you're hiring and we're able to get brand new hires up and selling in less than five days for you, make sure you click the link below, book a call with my team, and let's make sure that you crush not only your summer goals, but also Q3 and Q4 so that you don't have to worry about panicking during the holiday season, working more hours. I want you to be able to spend time with your family and friends, and most importantly, I want you to make sure that you're making the money that you deserve to make. Click the link below. Other than that, let's get back to the show. When it comes to your elevator pitch, and I'm talking about your P and C sales. This is the elevator pitch that you are making every single day on your calls to internet leads, to referrals, whoever you're talking to, whoever you're calling, this is the thing that you have to become the absolute master at. This is that 15-second commercial that is going to get them hooked into a conversation and actually staying on the phone with you. So, what an elevator pitch is, an elevator pitch is a quick 15-second, maybe less, of who you are, why you were calling, your big bold statement, and assuming the quote, assuming the conversation. That is going to be the four things that your elevator pitch is made up of. So, hey, my name is Michael Weaver. I'm from XYZ Insurance Company. I was giving you a call today on your auto insurance because I just received some information that you were looking for a quote, and everything came back looking amazing. I've actually been able to help out the last nine out of ten people I've talked to in your zip code real fast. It looks like your address is 123 Main Street. Is that correct? What do you think about that? I said who I was, where I was calling from, XYZ Insurance Company. Why I was calling. I'd received some information. You were looking for an auto insurance quote. Everything came back looking great. Actually, I've been able to help out the last nine out of ten people I've talked to in your zip code. There's my big bold statement. Now, real fast, it looks like your address is 123 Main Street. Is that correct? I always like to assume the conversation with going for the immediate yes. Hey, is your address 123 Main Street? A lot of you like to verify the car information. Hey, it looks like you have a 2024 Tesla and a 2022 F-150. Is that correct? Yes, we're going for that immediate simple yes. But real fast, before we get to the yes, does that make sense what I just did? Who I am, my name and the insurance company, why I'm calling. My big bold statement. I didn't say I saved them money. Now I have no problems with you also bringing up saving money in the elevator pitch to get them hooked. I just don't want saving money to be set again in the entire conversation. But you have to do whatever you have to do to get them intrigued and interested in a conversation with you. Just because you intrigue them by saving money doesn't mean you have to save money. But did you hear the big bold statement I said? I've been able to help out the last nine out of ten people I've talked to in your zip code. Real fast is your address one, two, three, main street. I didn't say save money. I didn't, I just said help out. I just said help out. Go ahead, rewind. Check it out if you don't believe me. So who I am, why I'm calling, big bold statement, and then I assume the conversation. Hey, your address is one, two, three, Main Street, correct? I'm going for that immediate yes. I want to get that immediate yes knocked out. That is the easiest way for them to continue a conversation. So right when I verify, hey, your address is 123 Main Street. Yep, great, awesome. And it looks like your vehicles are a 2024 Tesla and a 22 F Ford 150. Is that right? Awesome. Then I'm gonna start going into the rapport building. That's stage two of the conversation. That's stage two. But today, what I really want to talk about is converting more calls into quotes. Because what I find is you get this immediate objection. So it's one thing to have your elevator pitch, but it's another thing to be prepared for the objections. So right now, fire them off at me. You're listening in the car, you're you're listening to this right now on your computer, you're listening to it or watching on YouTube or Spotify, you're listening to it on Apple. Look, let's just say these together. So, what objections are you going to face most often when you're calling somebody out of the blue? It's an internet lead, it's a referral. I don't care who it is, they're gonna give you a handful of the most common objections. So, uh hey, I just want the I just want the the quote. What's the quote? What's the quote? All right, give you all my information. What's the quote, man? Sound familiar? Hey, can you just email that over? Can you just email that over? Please, please just email that over. Hey, I don't have time right now. Hey, I I don't have time. I don't have time. You caught me at a bad time. Look, I I'm at work, man. I what I don't have time for this. Alright, filled out all the information. I don't have time. I don't have time to talk to you. Those are the three most common objections you're gonna get. Am I am I far off here? What's the quote? Email me the quote. I don't have time to talk to you. You're an insurance. I don't have time to talk to somebody from insurance, man. Uh-huh. Nope. I don't have time. Just text me. Just text me. Just text me over. Just text it. Just text it, please. Text it. I gotta go. I gotta text it. I never requested a quote. That's probably the fifth. I never, what do you who are you? I never requested this. How'd you get my information? I've made a few cold calls in my day. Thousands to be exact. Does that sound familiar? I would say those are the five most common objections you're going to receive when working internet leads, cold calls, referrals, centers of influence. It doesn't matter. Like that's just what they're gonna say. All right, got my insurance taken care of, man. I never, I'm good. I'm good, I'm good. That'd be the sixth one. I'm good, man. I'm good. Okay, so let's talk about how to do this in a strategic way. So, how do you overcome an objection? I like to overcome an objection. Uh, so I'm gonna teach you two different methods here. So you can use the Phil Felt Found method. That's an old school. I learned this from Brian Tracy. OG, shout out, bro. You're my mentor and you'd even know it. Learned this one. Phil felt found. Hey, I understand how you feel. Most customers have felt the same way when I called them out of the blue. However, what they found is just like I told you up front, I've been able to help the last nine out of ten people I've talked to in your zip code. The good news is I only need a few minutes right now to verify some information. So, real fast, looks like your car is a 2024 Tesla. Is that correct? Or, hey, it looks like you're the only driver in the household. Is that right? I'm going for that immediate yes again. So, what I'm going to do is, hey, I understand how you feel. Most of our current customers felt and told me the exact same thing. However, what they found is is just a few minutes on the phone, just like I've been able to help out the last nine out of ten people I've talked to in your zip code, I was able to help them out as well. So, real fast, and I just go into it. Helpful. Now that's an old school, old school way to overcome objections. I understand how you feel. A lot of my current customers felt the same way. They weren't customers, they were in your situation. However, what they found is. And then you go straight into it. You assume. You just assume the process. You assume the conversation. That's one way. The second method I'll teach you. And I teach a couple different methods. I teach a couple different methods. The other way I want to share with you right now is what I call the triple A method. So the triple A method is we're going to agree, we're going to address, we're going to assume. Agree, address, assume. So when it comes to agreeing, addressing, and assuming, hey, I'm with you. I know that you don't have very much time. Hey, I'm with you. I know that you're in a hurry. Agree. We're not going to get combative. We're not going to be like, well, why did you answer the phone then? If you're in that big of a hurry, why'd you answer the phone? We're never going to get we're never going to get combative. Hey, I'm with you. I get it. The good news is I'll be quick. Agree. Agree. Address. Hey, I know that you're in a hurry. Here's the good news is I'm going to be quick. I'll be fast. You have my word. So real fast, assume. Real fast. Bam. Hey, are you the only driver in the household? Great. That's the biggest thing I wanted to work with you today on is either, hey, Phil felt found or the triple A method. Doesn't matter. You can use both of these with any objection you hear to overcome it. And the trick here is, is we're always going to assume the conversation. You're never going to ask them if they want a quote, if they'd be open to it, if it would be okay. Hey, I get that you're busy. Uh, when would be a good time to call you back? You're never gonna news flash. If you're new to to sales, if you're new, uh they're never gonna answer the phone call.