PRACTICE SESSIONS
Sales Coaching from Top-Producing Agency Owners
Introduce your team members to new word tracks, scripts and techniques during our weekly LIVE practice sessions designed to get any sales professional to the top of their game, no matter the conversation.
Peer-to-Peer Learning & Practice Session
Whether a new team member stepping outside their comfort zone, or a seasoned team member who wants to hear from the best in the industry, Live Practice Sessions result in more natural conversations and increased production at any level.
Real Team Members. Real Conversations.
We're pulling back the curtain. Here's a sneak peek of some recent sessions.
Each Session Focuses on One Relevant & Timely Topic
Practice sessions are ideal for team members to hear how other sales professionals handle conversations. We teach you to find the key words to trigger different responses, and walk you through how to most effectively communicate with customers and prospects.
Foundational Statements
Participants practice turning service into sales opportunities (pivots) and foundational word track statements that will improve their success.
Prospecting & Objections
Team members will practice word tracks for prospecting calls and learn how to conquer the most common objections with ease.
Multi-line Sales Process
We practice taking cost out of the equation and creating more situations where prospects embrace the Total Protection Package.
Onboarding & Referrals
Team members practice implementing the Rock Star Referral Process and making the most of every interaction.
Life & Health
Practice diving deeper into a customer's need for Life & Health protection.
Everything Else
Every 6 weeks we open the session to what our participants need to work on and guide them through the most important conversations in their personal days.
Meet Our Team
Co-Founder & Training Director
Scott Grates
Recognized as a Top 5% producer nationally in three different industries over the past 25+ years, Scott takes his expertise in sales to drive the trainings offered at IAO.
Coach & Trainer
Necole Carpenter
Necole's 20+ years of sales experience brings a unique, outside perspective on agency operations and sales team training. Reinforced by her Sales Coach Certification, Necole leverages her holistic view to develop unique and challenging training experiences.
Agent Coach
Brent Hershey
Starting as a hybrid agent, Brent has qualified for Honor Club and Travel every year since 2014 and opened his MOA location in 2022. Brent is passionate about the phrase, "Just Ask."
Agent Coach
Kim Benton
Prior to opening her successful agency in 2015, Kim spent five years as a team member. Her experience on both sides of the agency gives her the ability to empathize with team members while challenging them to reach the next level.
Agent Coach
Jennifer Jacobs
Starting as a new market agent in 2015, Jennifer has garnered a distinguished list of honors, including Ambassador Club, Chairman's Circle, and President's Club. Her commitment to excellence extends beyond insurance as a devoted community member and a source of support to many that know her.
Agent Coach
James Parker
James spent 18 years working in education after earning his doctorate in educational leadership. he opened his insurance agency in 2016, and proudly serves the Norman, OK area. He has a passion for lifelong learning and developing those around him.
Agent Coach
Kira Schnell-Harrison
Bringing a fresh set of eyes to agency life, Kira comes from outside the industry and challenges those around her to think 'outside the box' on ways to achieve goals and drive results.
Accountability Partner
Katie Maneen
The heart of the Elite Accountability Program, Katie has a knack for seeing the best in team members and rooting them on to success.
Frequently Asked Questions
Here are a few answers to our most common questions
Both! Anyone will benefit from these trainings - whether they're brand new or seasoned and want to brush up on a particular topic.
Every Tuesday & Thursday at 2:00pm EST.
This training is available at no cost to Pro or Elite Mastermind Members.
Did we miss your question? Send us an email and we will get back to you asap.
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.
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