Quotable Moments
Another name for the looping technique
The Michael Effect
I'm not interested
What changed?
Was it just the price?
IGNORE & PROBE
Not interested in what exactly?
That's exactly why I'm calling…
So if I can get you a policy with better coverages at a better rate, it wouldn't be worth at least looking into?
Bundling
This person had an 8% increase in bundle bound rate from February to May.
Bea (73% in Feb, 81% in May)
"We don't rise to the level of our __________, we fall to the level of our __________."
goals, systems
I didn't request a quote
I must be a mind-reader then!
When's the last time you checked our rates? We've lowered prices across the board
IGNORE & PROBE
It's okay, we were just calling to see if we can save you some money with Allstate. Just confirm your DOB for me...
This might be an old request, but let's just see what we can do for you
That's exactly why I'm calling…
So if I can get you a policy with better coverages at a better rate, it wouldn't be worth at least looking into?
Why do we ask for objections early?
Because it lets us control the conversation early instead of reacting late.
To tease our resistance to the sale early, so we can overcome before the customer is defensive.
This person had an 11% increase in PTQ between February and May.
Sandra Fuller (17% February, 28% in May)
According to Kenneth Kelly, bundling is __________
Non-Negotiable!
I don't have time
This will only take a few minutes
You mean you don't have time to save money?
IGNORE & PROBE
Keep them talking (AND GET VALIDATED AS SOON AS POSSIBLE) until they hang up
I know you've gotten a lot of calls, I promise to make this fast and if I can't help you, I won't waste your time!
That's exactly why I'm calling…
So if I can get you a policy with better coverages at a better rate, it wouldn't be worth it?
The acronym GCC stands for ________
Guided Coverage Counseling
This person leads team Farthing with the highest bundle rate for all of 2026.
Kenneth Kelly at a bundle offer rate of 92.5% and bound rate of 87.5%
"___________ is only rumor until it lives in the bones"
Knowledge
Already saw the quote/Allstate price is too high
My rates are better than what you saw online!
Let me take a second look, make sure we didn't miss any discounts.
Let me just review your coverages and make sure these are a good fit - LEAN INTO GUIDED COVERAGE COUNSELING - VALUE OVER PRICE!
Let's make sure you're getting that bundle discount!
That's exactly why I'm calling
Let me make sure there were no errors in the quote.
After presenting your price to the customer, you should do this.
ASSUME the sale
This person is leading Team Farthing with a PTQ of 35.71% for May
Ashelyn
Sean O'Brien said POD should stand for ______
Professionals on Display
Already have insurance/loyal to current company
How long have you been overpaying with StateFarm/Progressive, etc.?
How long has it been since you've shopped?
IGNORE & PROBE
Who are you insured with? How much are you paying? How long have you been with them?
So why were you shopping if you're happy where you are?
That's exactly why I'm calling…
So if I can get you a policy with better coverages at a better rate, it wouldn't be worth at least looking into?
What does it mean to probe with purpose?
To ask questions that gather information and intentionally uncover the root causes of a prospect’s challenges so you can tailor your offer to their needs
This person increased IPPH by over 25% between February and May.
Michael Smith, Sr.