Building a Repeatable Insurance Sales Process (Part 2)

You're quoting 40 households a week and closing 7. That's 82% rejection. Before blaming leads, let's look at what's happening on those calls.

Craig and Jason sat down with Dan Elzer to dig into this — no theory, just what works, what failed, and what you can steal for your own book.

The Opening That Kills Calls

'Hi, calling about your insurance quote.' By word four, guard is up. Try: 'Hey, you requested rate comparisons — got three options that could save you money. Got two minutes?' Permission-based, benefit-first, time-bounded. Hangups drop 30-40%.

[INTERNAL: insurance-objection-handling-scripts]

Discovery vs Data Collection

Name, address, vehicles, run rater — that's order-taking. Discovery: 'Walk me through your last claim — were you happy with how it was handled?' Understanding actual frustration lets you position your recommendation as the answer to their specific problem.

[INTERNAL: insurance-sales-process-framework]

The Follow-Up Gap

5-7 touchpoints to close. Most agents make 1-2 attempts. Build a 7-touch sequence over 14 days: call, email, text, call, value email, text, final call. Each touch adds something — relevant article, rate alert, coverage tip. Demonstrate competence, don't 'check in.'

[INTERNAL: follow-up-framework-insurance-agents]

Handling 'I Need to Think About It'

Don't say 'sure, take your time.' Say: 'Totally understand — what specifically are you weighing?' Surfaces the real objection: price, competing quote, spouse. Once you know the actual hesitation, address it directly.

[INTERNAL: insurance-agent-elevator-pitch]

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🎙️ Listen to the full episode: Dan Elzer’s Sales Process Helps Shelter From Helter Skelter Part 2 Apple Podcasts | Spotify | YouTube

The Insurance Dudes — Separating the real from the BS in insurance sales since 2019.