I felt I needed to share our progress as I am absolutely beaming with pride in our sales staff. We have been watching the coaching videos coupled with morning roleplaying huddles. The results are definitely showing! Quote volumes are rising, sales are rising, conversational skills are improving and most of all, objections are being battled through to the assumptive close.
Yesterday, between the 3 LSPs there was a total of 22 new quotes and 7 items sold. Today, we had 2 full time LSPs.(1 had to leave for medical) - as of this minute, they have sold 19 items.... All with 250/500 limits including Umbrellas.
You are my new best friend! THANK YOU FOR SHOWING US HOW TO DO OUR JOBS CORRECTLY! I cannot wait to see the progression of these new sales people. Just an FYI, both of these sales reps are brand new, only a couple months out of Allstate binding class.
Furthermore, I need to thank you for teaching me how to coach effectively. I feel like we are in a warzone and you just handed me the biggest weapon to conquer all.
Keep up the fantastic job!
If anyone would have told me that in just 2 days my staff would be working on closing up almost 30 items, I would have said "impossible." Every new Agent needs to implement this training from day one. Can't wait to see what happens the rest of this month. I'm so darn excited I could hardly sleep last night. We're coming in early to look at videos before getting on the phones. My staff is fired up!!! You guys are amazing, this was our missing link. It's all about the right training. Your system has been an answer to prayers. This will help so many.
Good afternoon guys,
First off I want to say THANK YOU so much for allowing us to come to the agency for training. We really appreciated you taking time out to work with us and letting us shadow your amazing girls. Secondly, I couldn't wait to email you guys to let you know a true testimonial:
Marina (red headed feisty one ha!) - she got a call in from a guy who has no policies with us and only wanted a life insurance quote. She asked the necessary questions for the life and asked if he owned his own. He said yes and Marina said that's great and replied asking about his car and how much coverage he had on his umbrella (of course he didn't have one). He answered all of her questions and then Marina proceeded to let him know she was going to put proposals together for everything to make sure he was properly protected and taken care of while explaining the umbrella. She said "you don't have to be a millionaire to get sued like one!" It was absolute gold you guys and I was so happy/excited/proud all in one! ha! 🙂
I got a lady this morning who previously had told me she only wanted home insurance. I got her to tell me what kind of car she drives, quoted auto, home, umbrella, and life. Explained the umbrella and she of course was so thankful for giving her the policy and never realized her wages could be garnished from an accident. She is taking everything currently and getting with our EFS to sit down about mortgage protection, etc.
I can't say thank you enough! You guys are amazing!
Goals change when you change goals.
CWC at work here fa sho.
One of my staff just posted this in the LSP group. 100 items is the new goal for each producer. Adjusting the focus has changed everything for him. Now, we just focus on molding all 5 into this mindset!
First impressions of the CWC Virtual Training platform...
The platform is SO MUCH easier to use than other systems. You can just click, watch videos, and start learning. The videos are 3-5 minutes long so I can finally ask my team to watch one or two each day to keep the learning train running. The content is super focused. Other platforms have 100+ hours of video but there was no way to extract the essential parts. Craig and Joseph, don't get big heads about this, I'm still going to be a demanding consumer 😉 ... but you guys rocked this new platform!
My service team is EXCITED!!! None of the other training platforms I have subscribed to have really resonated with my service team. They want a promo so they can win a trip to visit your office....I said....we can do it!! Excited!!! Get to the Good!!!! Good Stuff!
Just heard my 30+ year Service Manager...who hates change...make someone do the math!! Two extra PUP's this month so far and at least 6 conversations where the customer is concerned that they don't have one yet!! CWC is changing the way we operate and how we interact with each and every customer!! LOVE THIS STUFF!! #gamechanger
Not that Craig, Joseph, or CWC need any more accolades, but my Sales agent just came to me so excited that he just closed a 2 car auto that was 400.00 a year more than the Farmers quote. Sold on coverage and value. The best part was his excitement and him telling me,"This Craig Wiggins stuff works!!!”
Best month we've done since opening a little over a year ago, and we were still down 1 LSP all month from normal. So amazed with my team and CWC!
Today, my new sales agent (been with me 3 days) told me that he emailed Craig Wiggins and Joseph Puckett over the weekend just to thank them for the new coaching platform, and how much it has helped him in getting started. Today, he bound 12 new business items and over $6,000 in premium, on his 4th day in the industry. I should be the one thanking Craig and Joseph. So, thank you guys. We're currently pacing for 190 items in zoom. 99 is my agency's previous biggest month. We're gonna pass that before the 15th!
Craig and Joseph, I wanted to Thank You for your training videos. It's only been a few weeks with the courses however today I lead with Liability and got the sale without discussing price. 2 car Auto, Home, and Umbrella!
I met Craig and Joseph about 2 months ago through social media and another agent who was talking so positively about them. I joined a social media group started by Craig and was immediately impressed with the content shared in the group and the overall positive attitude these gentlemen bring to the table. That led me to wanting my staff to get involved with Craig Wiggins Coaching to try and improve. Our entire team devoured the messages and training for a week and started implementing change immediately. Not even 3 weeks into training we started producing at levels we hadn't produced in 5 years. The first full month after starting with Craig and Joseph was our highest production since 2012. What's great about all of this is we are doing what's right for the customer, which is any good agent's goal. The renewed energy in my agency is having immediate impact on all of us. I look forward to learning and growing with CWC for many years to come.
Earlier in the month, I had posted about our tracking, and our pace at that time. We didn't hit the 190 that we had been pacing for a couple weeks ago, but this is our first time achieving triple digits.
A couple of factors to include:
1- I have 2 sales agents
2- 1 started august 1st
3- the other was on vacation for a week this month
I'm super proud of these guys. This is just the start of big things. My guys are learning and embracing everything from CWC, and heading to Huntsville in October. Man, I am PUMPED!
thank you craig, Joseph and TEAM!!!
Feeling like a proud Mama! Have you ever had someone call back and say, "Can you please give me the higher priced package you gave me the first time?" Very proud of my LSP, love CWC, I listened to her yesterday as she took time with customer learning about his family, work, hobbies, and virtually walking through his home with him. When she completed her overall proposal although she built it with him, he told State Farm offered him a much better rate. Her response, "perhaps rate but I assure you not coverage or service. Your home is beautiful, inside and out, send me their detailed proposal, I'm willing to go over it with you" ... Customer was super proud of his home and garden. Beautifully landscaped. LSP focused on that adding the Garden rider. She noted State Farm had lower sq ft., listed as frame when it was a combination of stone n frame, etc..
When she was done she had made some adjustments to the proposal as they further talked which brought our rate down but still more.
He called back and asked that she leave it as she first built it because he wanted all the benefits and coverage she proposed. He was willing to pay $520 more because of the great job she did explaining it and building the package with him. Needless to say she was super excited and said, "Thank you Lisa this stuff works!!"
Right in my business plan it said “we do not sell one-size-fits all insurance.” It was something I lived and breathed by! But, when I looked at my book of business and what I had written and taught over the past 10 years, I found that that was not the case. In fact, my agency had been selling lots of 100/300/100! I remember reviewing a household where the customer obviously had pretty significant amount of wealth and they had 100/300/100. It was in that moment I realized we needed to be doing something else. Something to take us to the next level. Along comes Craig Wiggins and his structure of leading with liability. This has revolutionized the way my agency functions. We’re doing what’s RIGHT for the customer. We’re winning more business and we’re having more fun doing it! It’s much more fun to have a net worth evaluation with a customer and review their needs than it is to have a transactional conversation. I’m so happy that we found Craig and Joseph!
Just signed up. Just watched the price objection...I'm sold already. Nice work!
I wanted to share this email from a staff member today. Thank you CWC!
"I had a man come to us after being with State Farm for 43 years...
He and his wife are a little over 70 ish. He was pretty specific about his money, and how much he wanted to spend, with 250 COLL and 50 on COMP. His BI and Prop Damage was 100/300/100.
I showed him what 250/500 and 1K deductibles would look like, and saved him money, then I asked him if he had the Umbrella... State Farm in 43 years had never talked to him about the need or WHAT it was...
In the end, he took the better coverage, and kept his more expensive deductibles, bought the PUP, and home.
My point is, all of these videos are so good, and help with 'my perspective' as to the need. Thank you!”
I've spent thousands of dollars over the years on different coaching programs and I can tell you that no one has had a greater impact on my leadership, my business or my staff than Craig and Joseph. They have helped me elevate my agency, and have taught me countless lessons on how to better run my business. I wouldn't be where I am today with them. THANK YOU! Craig has gone above and beyond to call me in a time of need to discuss a problem in my agency. I know he didn't have to do that for me, but it shows that he has a passion for helping others he is truly willing to help every Agent succeed.
For anyone who may be on the fence about jumping into CWC, I would encourage you to dive right in! There truly is no better coaching platform out there & here's why... Craig Wiggins, Joseph D. Puckett, & their team actually CARE. They're not pushing product just to make a buck, they're on a mission to see Allstate agency owners (& customers) succeed. I had a couple questions regarding objections/staffing I had emailed Craig about. He could've responded with a few sentences & moved on but he didn't; he called me & spent a lot of valuable time explaining not only the details of what they do, but WHY. Thank you so much for your help & support, Craig! I'm really enjoying all you guys are doing!
I had my Quarterly Review with Joseph D. Puckett today and I have to say I am very impressed. I was able to have my questions answered to assist me in reaching my GOALS for the Agency! The CWC is the best resource for Agencies and I recommend you join TODAY! Thanks for all you do Craig Wiggins and Joseph D. Puckett!
August has been our best month so far! Big shout out to Craig Wiggins and his team. CWC has been a huge help! We also sold 5 IPS this month.
I've known Craig for nearly 20 years, and I've grown to respect him as one of the best agency owners in the country. Craig has worked extremely hard to refine and improve the processes in his agency, and his team consistently produces amazing results that afford him well deserved recognition they receive. But in my mind, the most amazing thing about Craig, is his willingness to share the processes that have made him so incredibly successful. And he's always been that way. Most successful agency owners keep their cards real close to their chest. Hoping to keep their systems or secrets to themselves, so as to maintain their competitive advantage. Craig openly shares what has made him successful, and has influenced agency owners across the country with them. He is also very open to share with you that running a successful agency is hard, but exceptionally gratifying work. I've been an Allstate agency owner for over 28 years, and I have seen a few good coaching systems in my time. In my opinion, Craig and Joseph have developed an approach that is unmatched. I'm excited to see the improvement in my agency's results, and I know you will be too.
Melaney Ward Mccabe
I joined CWC a week or so ago and absolutely love the content Craig and his staff have put together! I have always done the liability conversation but Monday I did not discuss price. This was something I may or may not do but now I am definitely NOT talking price! I quoted a lady with 3 cars and a home and she sad she was with USAA. Normally I would then ask how much she was paying but I didn't and I immediately thought of the what Craig said...DON'T DISCUSS PRICE! I saw she was under insured and I had my normal conversation of why she needs higher limits and had only quoted her with the 250/500, not the 100/300 she was currently at. When I was done teaching her about insurance coverages, she thanked me and said no one has ever done that for her before! I told her that is what we do her at the McCabe agency! Her and her husband are coming in because she said, "can you tell him all you told me because I can't tell it like you did!" I said, I would love to! I have no idea if we are higher or not and it doesn't concern me, all I care about is giving them the proper protection and letting them know they are now a part of the Allstate family where family takes care of family!
Thought you might enjoy this story. I had a candidate come in for an interview 10 minutes late this morning. I was sitting at the receptionist desk working when he came in and after he introduced himself I looked at the clock and shook my head and this is what happened:
Me: “Oh, ____ you were scheduled for an interview at 1:00 pm, I’m sorry but it’s after 1”.
Candidate: “I’d like to reschedule.”
Me: “I’m sorry but we have very high standards in our office and promptness is the first promise we make to our clients, if you can’t be prompt for an interview, I can’t take a chance that you will be prompt for our clients”.
I shook his hand and wished him luck in his search and I don’t even think the door was closed before all of our staff was upfront saying, “I could NOT have done that”, etc. and one of our staff members said, “I was fired from a job for doing that once, it is so awesome that you just did that”. I turned to them and said, “we have higher standards here and we will only work with the best”.
They walked away with a smile on their faces, heads held high and I’ve never seen them work so hard as they have the past 30 minutes. They are even working with one another. As much as I need help, that was a blessing in disguise.
THANK YOU CWC, Craig and Joseph, for reminding me of the basics. I KNOW I’m back on track!
Just joined Craig Wiggins coaching a few days ago I love the short 5-10 minute live interviews. I just saw Stephanie and Lori talk about centers of influence -- great job!
Craig Wiggins and Joseph, I just want to thank you 2. Our Agency has been open 10 days total. And 2 of my LSP's have no prior insurance experience. So I enrolled us in your training platform. 1 of my LSP's wrote 10 items and $10k in premium today and my other wrote 6 items and $4k in premium today. They are starting to buy in and put your lessons to work. Keep up the great training!!!!
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