IAO Small Group Sales Coaching for Insurance Teams

Build a High-Performing Team with

Small Group Sales Coaching

Personalized Coaching & Training... Where Everybody Knows Your Name

Small Group Coaching That Meets — and Trains —Your Team Members Where They Are

Rising Stars

Sales Training

For team members brand new to your agency—whether they’re fresh to the insurance industry or simply starting in a new role.

Duration: 4 weeks, with two live calls per week that fit seamlessly into busy agency schedules.
Focus: A blend of intensive coaching and peer connection in small groups of just 12 participants. Each live session delves into essential sales and service fundamentals, role-playing customer interactions, and developing winning habits from day one.
Benefit: Perfect to be taken alongside or immediately after the First 4 Weeks New Team Member Training. Rising Stars ensures new team members transition from novice to confident contributor quickly and effectively.

Team Member

Training Camp

For slightly more experienced team members—those who have already mastered the basics and are ready to take their sales skills to the next level.

Duration: 6 weeks, with two live calls per week providing targeted coaching, advanced techniques, and ongoing accountability.
Focus: Advanced sales strategies, interactive role-plays, and open Q&A within a group capped at 30 participants. This approach ensures every member gets dedicated attention while learning from peers in a dynamic, supportive environment.
Benefit: Complements our existing 6-week on-demand course by adding real-time guidance and personalized feedback. Team members stay motivated, engaged, and continually strive for higher production goals.

See what agents are saying about
Insurance Agency Optimization

"I love the content on IAO and I use it with my team every day! The Morning Huddles are great and you can mold your meetings with your team around the content that is already there. I highly recommend IAO!"

Jeremy M.

Agency Owner

"IAO is an amazing program. Scott and his team provide so much great information, I have used them for all of my Team Members and it is so helpful. I recommend them to everyone!"

Tara W.

Agency Owner

"Scott and his team have provided fantastic resources through IAO. From the daily videos to the Toolbox, IAO offers content that has helped me improve the things that we do in my office! I would highly recommend IAO to anyone looking to learn "how to" or to improve their current systems and processes."

Travis P.

Agency Owner

"I have gained more in the past 6 months being part of IAO and utilizing their trainings for my Team than all of the previous years put together. Everything Scott shares is simple, easily implemented and a positive paradigm shift in thinking and presenting things to your customers."

Jeanine O.

Agency Owner

"I highly recommend Scott Grates and his training programs! The daily accountability videos are short, inspiring and move you to action to improve yourself and your insurance agency every day. Great materials for just you, to share with the team, and talk with Agent peers to help us all get better. Thank you!"

Michelle R.

Agency Owner

"I have taken advantage of every program offered by Scott Grates! My team is energized and we are beyond hitting all our targets. Insurance Agency Optimization provide more value than any price I could pay. My team loves our daily morning huddles. This training has been amazing for my brand new team members and my seasoned staff. Thanks Scott and team for putting your heart and soul into us and our teams."

Diana L.

Agency Owner

"My team absolutely loved what we did with your program this year. The training was excellent, the accountability and daily emails, the weekly zooms, and seeing our stats along with other agencies all truly helped our team’s culture and overall production. Undoubtedly one of the better decisions I’ve made as an agent was signing us up to work with you and your team and I’d be happy to share that testimony with any agents across the country. Truly grateful."

J.R.

Agency Owner

"Sent two of my [team members] through Scott's program and without a doubt they learned a great amount that will be useful as we continue to expand our office! Nothing "salesy" about his work, he's efficient and a straightshooter. I like nothing else."

John H.

Agency Owner

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Frequently Asked Questions

Who is Small Group Sales Coaching for?

Rising Stars is for team members with six or few months at the agency. It's designed to teach the foundational skills needed for success in the insurance field.

Team Member Training Camp Coaching is for team members ready to advance their skills, ideal for those with 12 or more months at the agency.

We can help assess which program is best for your team member upon registration inquiry.

How do I access the conent?

Once enrolled, members receive login credentials to the IAO Masterminds Dashboard. This gives you access to the training materials, based on your membership level. Agents can grant access to the Masterminds Dashboard to their team members. Team members receive their own login credentials via email. Training material is also delivered via email to coaching program participants.

How much does it cost?

Small Group Sales Coaching is included in our Pro Masterminds membership. Visit our Pricing Page to see the value and pricing of Masterminds Pro.

Is IAO approved by State Farm?

Because Insurance Agency Optimization does not have a Master Services Agreement in place with State Farm, we are a Non-State Farm Vendor. We have worked closely with compliance on this Outside Business Activity, and we have raised no concerns, and agents are allowed to use our service.

It is important to keep in mind the differences between Vendors, Non-State Farm Vendors, and Unauthorized Entities:

Vendor: Specific vendor in which State Farm has an approved Master Services Agreement in place and the scope of the vendor services received are within the scope of the agreement.
Non-State Farm Vendor: Many non-State Farm vendors (including agent-owned businesses) agents use do not cause concern; however, agents may not use any non-State Farm vendors where:
- There is connectivity to State Farm systems and/or
- State Farm customer/consumer information will be shared

Any vendor that does not have an agreement in place with State Farm or the services received from an approved vendor are outside of the scope of the vendor’s agreement with State Farm. State Farm does not generally dictate what non-State Farm vendors an independent contractor may use. It is the agent’s responsibility to ensure that the vendors they engage with do not raise concerns.

Insurance Agency Optimization does not allow customer/consumer information to be shared, there is no connectivity to State Farm systems, and we have raised no concerns! Agents are allowed to use our service.

Unauthorized Entity: Agents should not use an unauthorized entity. This is a specific entity that State Farm has identified as being unauthorized for use by State Farm due to the risks posed to State Farm by engagement with the entity. If an agent does use an unauthorized entity, it could impact the trust relationship between the agent and State Farm.

Did we miss your question? Send us an email and we will get back to you asap.

Training & Programs

Team Member Training Camp New Team Member Onboarding Life Sales Bootcamp Live Interviews

Resources

Free Resources Monthly Newsletter Agency Templates & Guides Agency Optimization Book

Legal & Info

Contact Support System Status Privacy Policy Terms & Conditions

This insurance sales training was not developed by nor owned or endorsed by State Farm. The views presented are those of Insurance Agency Optimization only and are not intended to be used as a substitute for prospecting or customer interaction. Each representative of State Farm is personally responsible for acting according to the company’s sales philosophy and adhering to all compliance standards.