Why Training New Team Members Is the Best Investment You Can Make 

Hiring Isn’t the Investment – Training Is 

Most agencies underestimate how expensive untrained team members really are.

It’s not just payroll.
It’s lost sales.
It’s service errors.
It’s rework, frustration, and burned-out managers.

When new hires don’t have a clear foundation, they don’t fail because they’re incapable — they fail because expectations were unclear and support was inconsistent.

Strong agencies don’t leave development to chance.
They build it in from day one.

Foundations Matter More Than Speed 

There’s a lot of pressure to get new people “up to speed” quickly. But speed without structure creates bad habits that are hard to undo later.

What new team members need most in their first 30–90 days isn’t volume — it’s clarity:

• How sales conversations are handled

• What professionalism sounds like on the phone

• How service requests are prioritized and resolved

• What “good” actually looks like in your agency

When those standards are clear early, confidence grows faster — and performance follows.

Training Can’t Be an Afterthought

In personal lines agencies, many team members wear more than one hat. Even those hired into sales roles are impacted by service expectations, and service team members influence retention, cross-selling, and referrals every day.

That’s why training has to address both.

Sales training without service context creates short-term wins and long-term problems.
Service training without sales awareness leaves opportunity on the table.

The best agencies develop team members who understand how the entire operation fits together.

This is Why We Built our New Team Member Classes at CWC

At Craig Wiggins Coaching, we’ve worked with enough agencies to know that onboarding can’t rely solely on shadowing, tribal knowledge, or “learning as you go.”

That’s why new team member classes are included as part of CWC membership.

These classes are designed to give new hires a strong, practical foundation in:

• Insurance fundamentals and understanding coverage and how policies work

• The CWC Sales Process, talk paths and tools

• Opportunities for growth, retention, and efficiency

• Service tasks and client experience

• Daily standards, habits, and workflows

• Confidence in their role — without guesswork

Instead of starting from scratch every time you hire, your team members step into a proven framework from day one.

That protects your investment, saves leadership time, and accelerates productivity.

Training Is How You Get a Return on Your People

Good people are hard to find. When you hire them, the responsibility shifts from “Did we make the right choice?” to “Are we setting them up to win?”

Training answers that question.

When your team knows what’s expected, how to execute, and where to turn for guidance, you don’t just build skill — you build consistency.

And consistency is what turns hiring into growth instead of churn.

If you’re investing in your team this year, make sure training isn’t optional or reactive. Make it foundational.

That’s how strong agencies are built — and sustained.

You can’t build a sturdy building from the top. 

— Craig Wiggins

If you need help training your team, let CWC do the work for you. Whether it is a new team member or a seasoned one, we have something to help them excel. If we could get each of your team members 2 more items per month, would $197 be worth it? Our classes, live trainings, videos and coaches have helped thousands of team members learn and grow.  

At CWC, we help insurance professionals master the skills, strategies, and mindset to dominate in sales. If you’re ready to take your production to the next level, we’ve got the training, tools, and support to make it happen. Let’s focus on what you can control and do something great together. 

Know you want to get started? Buy 1 month and get 2 months free! Hurry this deal won’t last!

Let’s make 2026 a great year!