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Insurance Agency Optimization - Team Member Training & Accountability
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TEAM MEMBER TRAINING CAMP

Now Available On-Demand

6-Week High-Intensity Sales Training for Agency Team Members

Build a legendary team who identifies more prospects, earns more referrals and writes more business.

Available with Pro Membership: Enroll Now

Step-By-Step Playbook

Daily On-Demand Training

Small Group Coaching Add-On

Training Preview

Steps 8 & 9 of the Million-Dollar Multi-Line Sales Process

In this video, Coach Scott helps team members understand the psychology behind reviewing previously accepted benefits and why objections are a GOOD thing.

Access the Best Team Member Training in the Industry

This on-demand training steps into your office and trains your entire team, focusing on long-term success habits and accountability. Using our online portal, playbook, weekly training calls, and expert coaching, your team will experience six weeks of training, built-in action pieces and accountability goals every single day.

  • Week 1: Foundational Statements

    Participants will crush their first week by conquering mindset, goal setting, taking "imperfect action," turning service into sales opportunities (pivots), and foundational word track statements that will improve their success.

  • Week 2: Prospecting & Objections

    Team members will learn tips, tricks and effective word tracks that make it impossible to fail while making prospecting calls. However, the key to prospecting is being prepared for, and ready to overcome, objections. Team members will learn the most common objections and how to conquer them with ease.

  • Week 3: Multi-line Sales Process

    If your team members master this process, there will be no limit to their success in this industry. By utilizing professional selling skills, they will consistently help more people, in more ways, forever. Our ten-step sales process will take cost out of the equation and create more situations where prospects embrace the Total Protection Package.

  • Week 4: Onboarding & Referrals

    Participants learn why a 100% onboarding process is necessary and how to turn their new customers into three new prospects by running our Rock Star Referral Process. Your agency will make the most of every interaction and see a significant shift in the quality of leads and production.

  • Week 5: Life & Health

    Take entry-level conversations to the next level and dive deeper into a customer's need for Life & Health protection. Participants will learn to demonstrate four easy-to-understand illustrations their customers will love! This week alone will change the direction of your sgency and your Fast Start production.

  • Week 6: Everything Else

    We wrap up the program by diving into each team member's passion, purpose, and legacy. They will learn why it's critical they embrace being the CEO of their desk and clarifying their role in your agency. Finally, each participant develops their own 12-week business plan to keep their momentum rolling after graduation.

Expert Coaches & Accountability Partners

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.

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

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

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.

Real Team Members. Real Results.

Available with Pro Membership: Enroll Now

Frequently Asked Questions

Here are a few answers to our most common questions

Is this program for new or seasoned team members?

Both! It's for those willing to soak up knowledge and those willing to take action. We recommend brand new team members starting with our First 4 Weeks Training, but the Team Member Training Camp is relevant for team members of any experience level.

 

We recommend every team member enroll in the complementary Team Member Training Camp Small Group Coaching. The supplemental coaching program provides an in-person (Zoom) experience to enhance the team member's learning and participation. Small Group Coaching starts every eight weeks and is included for Pro Mastermind members. Non-Pro members can purchase a session of Small Group Coaching for their team member.

How much time per day is required of my team members to participate?

This program includes a 60-minute kick-off video and a one-hour bonus training video each week. We encourage participants to join in the Tuesday and Thursday live training calls, but it's not required to complete the program.

 

We recommend team members spending 40-60 minutes on each daily online lesson. Note-taking and practice is encouraged throughout the duration of the training (and beyond).

How much time per day is required of the agency owner?

Agents are more than welcome to sit in on as much or as little as you'd like throughout the six weeks. This training is on-demand and can be taken when it's convenient for the team member.

What if my team member leaves the agency?

Unfortunately, not everyone will make it through the 6 weeks, but that's okay. It's better to know quickly that they aren't the answer versus dragging them along for months or years, wasting your money and wondering if you gave them the proper training or not.

 

If they can't handle this program, and they won't do the little things asked of them to set the foundation, then this program is worth its weight in gold for those reasons too.

How do you train each participant when our agencies run differently?

This is a SALES training program. Each office has different service processes and ECRM processes and claims processes, so we're not going to dive into those areas. Everything we coach and train will be focused on identifying more prospects, more sales opportunities, earning more referrals and ultimately writing more business for your agency in the long term. 

How much does it cost?

Team Member Training Camp and Small Group Coaching are available at no cost to Pro Mastermind Members. 

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

Training & Programs

Team Member Training CampNew Team Member OnboardingLife Sales BootcampLive Interviews

Resources

Free ResourcesMonthly NewsletterAgency Templates & GuidesAgency Optimization Book

Legal & Info

ContactSupportSystem StatusPrivacy PolicyTerms & 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.

© Copyrights by Agency Optimization LLC. All Rights Reserved.

Looking for a simpler way to meet your agency goals?

Watch as Scott Grates walks you through the exact tools top producers use to stay on top of daily agency tasks, fill their referral funnels, and develop teams that consistently exceed goals.


No obligations—just a quick glimpse into the industry’s most complete training platform.

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