How do you lead three thriving offices, a 35+ person team, and still protect your culture? Peyton Pettus, a top-ranked Georgia-based insurance agent, joins George Ellosais to break down how he built a team-first, systems-driven organization that scales.
You’ll learn how Peyton:
Transforms recognition into ROI through ROAM Performance
Builds leaders who think like owners
Keeps incentives motivating and measurable
Balances growth, profit, and people
🎁 Free Resource: Top 10 Insurance Objections and Responses: https://trainwell.co/top10objections
📍 Learn more about ROAM: https://www.useroamperformance.com/
Follow the Trained Well Podcast for weekly conversations on leadership, culture, and business performance.
How do you stand out when every insurance agent looks the same?
In this episode of The Trained Well Podcast, host George Ellis talks with Catherine Lotero Booth, CEO and co-founder of Capstone Marketing Group, a woman- and minority-owned agency based in Birmingham, Alabama.
Catherine shares her journey from managing thousands of homes as a community association manager to building Capstone from the ground up.
She opens up about:
How the 100 Days of Kindness campaign turned into a nationwide movement
Why personal branding is the key to standing out in a crowded industry
How to leverage SEO, Google Ads, and compliance-friendly social media
Why visibility often matters more than being the “best agent”
Whether you’re an insurance agent, entrepreneur, or marketer, you’ll walk away with practical strategies to differentiate yourself and connect with your community.
🎁 Grab your free handout: Top 10 Insurance Objections and Responses → https://trainwell.co/top10objections
👉 Learn more about Catherine’s work at https://capstonemarketinggroup.com
👉 Download the free All-Knowing Prospect Objection Cheat Sheet for word-for-word rebuttals: https://trainwell.co/objection-handout
Ever dealt with a prospect who thinks they know more than you? In this episode, George Elossais breaks down a real call with an “all-knowing lawyer” who tried to out-negotiate him—and lost.
You’ll discover:
A proven framework for handling self-sufficient, skeptical prospects
The exact word tracks George used to overcome multiple objections
How to reframe logic so the prospect convinces themselves to buy—even when you’re more expensive
This isn’t theory—it’s a play-by-play of a real negotiation that turned resistance into a multi-line household close on the very first call.
👉 Download the free All-Knowing Prospect Objection Cheat Sheet for word-for-word rebuttals: https://trainwell.co/objection-handout
👉 Get more scripts, systems, and coaching at https://trainwell.co
📥 Free Guide for Agents: Top 10 Insurance Objections & How to Respond 👉 https://trainwell.co/top10objections
Most insurance agents struggle to grow one office without production dipping. Jeremy Mueller not only built three thriving agencies, he became a Top 100 Presidents Club agent while increasing production along the way.
In this episode of the trained well podcast, we dive into:
How to survive your first 5 years when you feel like quitting
Why “burn the boats” commitment separates winners from dabblers
The mindset shift that makes closing over the phone your unfair advantage
Building a brand so strong that your community comes to you
Scaling to multiple offices without letting your legacy office dip
Creating team culture that retains top producers for 20+ years
📥 Free Guide for Agents: Top 10 Insurance Objections & How to Respond 👉 https://trainwell.co/top10objections
📥 Get the free Call Control Cheatsheet here: https://trainwell.co/callcontrol-handout
20% of prospects will never buy from you—and that’s okay. In this episode, George Elossais breaks down how to spot them in the first two minutes, so you can stop wasting time and focus on the real buyers.
You’ll learn:
The #1 reason people hang up on you (it’s not what you think)
5 confidence hacks to keep prospects engaged
The 5 tones that control every sales conversation
How to handle the 5 customer personalities you’ll face on the phone
📥 Get the free Call Control Cheatsheet here: https://trainwell.co/callcontrol-handout
For more actionable sales strategies, subscribe to the podcast and never miss a new episode.
Too many life policies die in underwriting. You do the work, get the “yes,” submit the app—and then it falls apart. In this episode, I’ll walk you through the 8 things you need to do to make sure at least 85% of your life apps actually issue.
We’ll cover:
Using underwriting as a trial close
How to live transfer or follow up for interviews
The two Hail Mary texts that save ghosted clients
Why taking payment upfront protects your client and you
How to calculate real coverage with the LIFE method
This is the exact system I use to write 178 life policies a year, and it’s the difference between writing apps and actually getting paid.
Free download: Life Underwriting Pipeline Cheatsheet → https://trainwell.co/lifeunderwriting-handout
George talks with Alisha Lusick, Director of Business Development at Mellon Local, about what’s really working in insurance marketing today. They dig into ROI, social media branding, compliance pitfalls, and the psychology of Google reviews.
What you’ll hear in this episode:
How to know if your marketing spend is paying off
Why AI alone won’t save your ads (compliance warning!)
The “hot pink sorority” branding story every agent should hear
Why consistency beats shortcuts when it comes to reviews
How Mellon Local’s Melon Max platform helps agents grow
Connect with Alisha:
Website: melonlocal.com
Email: alisha@melonlocal.com
Subscribe to trained well for weekly conversations that help you sell more, train faster, and win bigger.
📥 Free Resource: Download the Six-Figure Daily Activity Tracker → https://trainwell.co/6figure-handout
A six-figure income in insurance sales doesn’t come from luck, talent, or chasing the latest “play.” It comes from installing a proven operating system and running it consistently.
In this episode, George Elossais shares the 5 operational steps that have helped his agency rank Top 10 nationwide multiple times, and that his own team members use to create predictable, repeatable production.
What you’ll learn:
The Perfect Sales Process: 7 steps that turn sales into a science
Why activity drives income and how to master your daily inputs
How to fact-find like a pro and uncover real customer problems
The right way to present & trial close so clients want to buy
How to analyze your output and track the ratios that control your paycheck
This isn’t theory—it’s what George still does every day as a team member and manager in one of the highest-producing agencies in the country.
📥 Free Resource: Download the Six-Figure Daily Activity Tracker → https://trainwell.co/6figure-handout
📥 Free Resource: Download George’s Fact Finder sheet to master needs-based conversations → https://trainwell.co/fact-finding
If you’re tired of fluff, endless Zoom calls, and trainings that leave you with more questions than answers—this episode is for you.
George Elossais breaks down the fundamental sales system that grew his agency from 200 to 600+ apps per month in under two years. No tricks. No hacks. Just the 11 basics that have worked for decades—and still work today.
What you’ll learn in this episode:
Why shifting your beliefs can instantly multiply your close rate
How to run The Perfect Sales Process that turns sales into a science
The 11 sales basics that separate average producers from six-figure earners
How to master price, simplify your pitch, and build unshakable confidence
Why roleplay, trial closes, and objection handling are the real cheat codes
George isn’t speaking from theory—he still produces personally while leading a six-figure sales team in the trenches every day.
📥 Free Resource: Download George’s Fact Finder sheet to master needs-based conversations → https://trainwell.co/fact-finding
George Elossais welcomes Michael & Courtney Weaver, founders of Weaver Sales Academy, bestselling authors, and hosts of The Insurance Buzz Podcast.
The Weavers started a scratch insurance agency in 2014 with almost nothing — a new marriage, $5,000 in the bank, and a rented office under construction. Within a few years, they ranked among the Top 50 agents nationwide. Then, in 2018, they pivoted to launch Weaver Sales Academy, which has since trained over 10,000 agents and generated more than $200M in sales growth.
In this episode, you’ll hear:
The raw story of launching an agency with no safety net
How they nearly walked away in 2016 — and the changes that saved them
The secrets behind scaling with systems, processes, and personal brand
What it’s really like building a business with your spouse
Life lessons on communication, alignment, and staying on the same team
This is a powerful conversation for any agent, entrepreneur, or couple trying to grow something meaningful together.
📥 Free Sales Training Guide "Top 10 Insurance Objections and Responses" → https://trainwell.co/top10objections
📲 Connect with them: Weaver Sales Academy | Insurance Buzz Podcast Next episode drops soon — subscribe so you don’t miss it. https://podcasts.apple.com/us/podcast/the-insurance-buzz/id1606064185
📥 Get the free Objection Handling Cheat Sheet: https://trainwell.co/top10objections
Objection handling isn’t about winning an argument—it’s about proving you’re on the client’s side.
In this episode, I break down five proven, word-for-word responses for the objections you hear every day, like:
“Your price is too high”
“I need to think about it”
“I’m happy with my current agent”
“I need to talk to my spouse”
“My premium is lower now”
You’ll learn how to:
Reframe objections as buying signals
Uncover the real issue under the surface
Build trust while protecting your commission
📥 Get the free Objection Handling Cheat Sheet: https://trainwell.co/top10objections
#InsuranceSales #ObjectionHandling #SalesTraining #InsuranceAgent #CloseMoreSales
🎯 THE BIGGEST LIE IN SALES: You don’t need better closers—you need a better process.
In this episode of the Trained Well Podcast, I walk you through the exact 5-step sales framework that transformed our agency into one of the top 10 in the nation out of 19,500.
You’ll learn:
✅ Why your team’s performance is inconsistent
✅ Why hiring “experienced” producers doesn’t fix the issue
✅ How to turn rookies into confident, effective closers
✅ The 5 pillars of every high-performing sales conversation
✅ Why randomness is the real enemy of scale
✅ How to install a blueprint your whole team can follow
We don’t close harder—we sell smarter. This is the Predictable Sales Process.
📥 Grab the free Predictable Sales Process blueprint → https://trainwell.co/5-step
📺 Watch the episode on YouTube: https://youtu.be/an8ohYuU3EY?si=BztvFvKAVvjQpEQw
🔗 Learn more → https://trainwell.co
#SalesProcess #InsuranceSales #TeamDevelopment #TrainwellPodcast #InsuranceGrowth
Most agencies are stuck. Not because of leads. Not because of their team. But because they believe sales have to happen in person.
In this episode, I share how we shattered that belief, replaced in-person meetings with a one-call close system, and increased production by up to 50%—all over the phone.
You’ll hear:
The story of how I bombed in a new market (and why it saved me)
The real reason your team isn’t closing life or disability
A free resource to help you convert on the first call
The 3 steps to ditch appointments and close multi-line deals fast
🎯 Free “One-Call Close Blueprint” → https://trainwell.co/onecallclose-handout
📲 Watch the full video version on George Elossais Youtube
🔗 Learn more at trainwell.co
“I need to think about it.”
If you’ve heard that before and didn’t know what to say… this episode is for you.
Today, we’re unpacking the real reason your prospects object—and how to handle any objection with confidence using the A.V.F.T. framework: Agree. Validate. Fact-Find. Trial Close.
No cheesy one-liners. No pushy tactics. Just a professional, repeatable process you can use to close more life, auto, fire, and health policies—without feeling salesy.
🎯 You’ll Learn:
Why most objections aren’t real
How to get past “I need to talk to my spouse” or “That’s more than I pay now”
The one mindset shift that will instantly change how you approach every sales conversation
🎁 Free Resource Download the Top 10 Objections PDF to start closing more today: 👉 https:/trainwell.co/top10objections
#insuranceagenttraining #salescoach #overcomingobjections #trainwell
📥 Download the free Fact Finder: https://trainwell.co/fact-findingYou’re not bad at handling objections. You’re just using a broken sales system.In this video, George Elossais breaks down the biggest trap in insurance sales—the 6 Bad Questions—and shows you exactly how to replace them with the 5 Unbreakable Fundamentals that helped his agency become one of the top multiline producers in the country.What you’ll learn:Why most agents lose the sale in the first 5 minutesThe 6 Bad Questions ruining your close rateHow to implement a real, repeatable sales systemA step-by-step walkthrough of the 5 FundamentalsHow to use the trainwell Fact Finder to build trust and close more life and health📥 Download the free Fact Finder: https://trainwell.co/fact-finding🔔 Subscribe for more real-world insurance sales training👇 Drop a comment if you want more breakdowns like this#InsuranceSales #Trainwell #SalesTraining #LifeInsurance #MultilineSales #InsuranceAgent #TrainwellCo #ObjectionHandling #SalesProcess #FactFinder
Gary Inzana, founder of Top Tier Recruiting (aka The Hire Guy), joins Trained Well to share how he went from solo interviews in his basement to leading a recruiting powerhouse that's helped over 1,000 insurance agents build dream teams.
We cover:
How to spot A vs. B vs. C players
Why some of your best team members won't “look the part”
The #1 job posting mistake agencies make
What separates agents who scale from those who stall
Hiring strategies that actually work in today’s market
This episode is packed with stories, strategies, and practical wisdom for anyone building an insurance team.
📞 Call 406-RECRUIT or visit https://toptiergary.com
🎧 Brought to you by trainwell — actionable sales training for insurance teams that want to sell more, train faster, and win bigger.
📥 Free Top 10 Insurance Objections and Responses→ https://trainwell.co/top10objections
🎥 Full video on YouTube → George Elossais Channel
Grab the FREE Greetings Cheat Sheet – exact scripts that actually work:👉 https://trainwell.co/greetings How To NAIL The First 30 Seconds Of An Insurance Phone Call!If you're tired of hearing:❌ “I’m not interested”❌ “I’m at work”❌ “I already have insurance”...and not knowing what to say next—this video will change the game.Inside, I’ll show you how to take total control of the first 30 seconds of every insurance phone call so you never get shut down again. You’ll learn:✅ How to assume the quote without sounding pushy✅ The pattern interrupts that stop “I'm busy” dead in its tracks✅ What to say when someone hits you with reflex objectionsThis isn’t about sounding slick or salesy—it’s about confidence, process, and SPICE (you’ll see what I mean 👇).📥 Grab the FREE Greetings Cheat Sheet – exact scripts that actually work:👉 https://trainwell.co/greetings 🔔 Subscribe for more real-world insurance sales training
What happens when a 14-year-old immigrant saves his school lunch to feed his dad—and later becomes one of the most successful insurance agents in the country?In this episode of Trained Well, George Elossais sits down with Hayk Tadevosyan, author of The Power of Mindset and founder of 100appteammember.com, to unpack his journey from poverty to President’s Club, writing over 1,100 policies a month across his agencies.You’ll hear: 🔥 How hitting rock bottom gave him unstoppable drive 📈 Why most agents plateau—and how Hayk keeps his team growing year after year 🧠 The difference between heroes and villains (and how to stop victimizing yourself) 📊 His PDCC hiring framework for building elite teams 💡 Why doing difficult things well is the cheat code to winning in business and lifeWhether you’re an insurance agent, team member, or just someone chasing the next level—this one will light a fire under you.🎧 Subscribe for weekly episodes to help you sell more, train faster, and win bigger.—Timestamps: 00:00 – Cold open: “I forgot to bring food home for my dad…” 01:00 – Hayk’s intro and American Dream story 07:00 – Life happening for you vs. to you 15:00 – Why doing hard things poorly isn’t enough 21:00 – How to hire and replicate elite team members 38:00 – The path from 40 to 100 apps/month 43:00 – How to ask for referrals the right way 46:00 – “Hike Walks” and building true team loyalty 52:00 – What Hayk’s actual week looks like 56:00 – Final thoughts: You’ll never have it all under control—Hayk’s Information:🔗 More from Hayk’s Training: https://100appteammember.comConnect with Hayk on Facebook: https://www.facebook.com/hayk.tadevosyan Connect with 100appteammember on Instagram: https://www.instagram.com/100appteammember/ Connect with Hayk on Instagram: https://www.instagram.com/hayk_powerofmindset/George’s Information: 📩 Learn More about George’s Training: https://trainwell.co 📥 Free guide: Top 10 Insurance Objections & How to Respond → https://trainwell.co/top10objections#TrainedWell #HaykTadevosyan #InsuranceSales #Mindset #AmericanDream #SalesTraining #InsuranceAgent
💬 From the U.S. Marine Corps to building one of the most efficient, multi-location insurance agencies in the country — Alex Shattuck is a powerhouse in our industry.In this episode of Trained Well, we cover:How Alex scaled to multiple offices and 10Xed production in under a decade.Why he believes most agents misunderstand recruiting — and how that’s costing them everything.What separates agencies that scale from those that stay stuck.The system behind Autopilot Recruiting and how it now serves nearly 2,000 agency owners.His approach to delegation, team building, and avoiding burnout.Why he prefers hiring green talent over “experienced” reps.The #1 mistake agents make in onboarding — and how to fix it.His philosophy on what makes a great job posting and how to stand out in your market.What real leadership looks like when scaling your agency (even in a rural town).Alex is also the author of Small Business, Big Recruiting and Complacency Kills Insurance Sales, and he’s helped thousands of agents build stronger teams and finally get out of constant hiring mode.If you’re trying to scale your team, open a second office, or just build something that runs without you — this episode is your roadmap.
📥 Learn more about Autopilot Recruiting:
Website: https://www.autopilotrecruiting.comInstagram:https://www.instagram.com/autopilot.recruiting/Facebook:https://www.facebook.com/autopilot.recruiting/
📥 Learn more about trainwell:Website: trainwell.coFree guide: Top 10 Insurance Objections & How to Respond👉 https://trainwell.co/top10objections
💬 You’re great at selling auto and home insurance — and that might be exactly why you’re struggling to sell life and health.Auto and home are demand-driven. People call in asking for quotes. You just have to show up and not screw it up.But life and health? No one’s asking for it. And if they are, it’s usually too late. Life insurance is sold, not bought — and if you’re waiting until the end of the quote or pitching it like it’s just another product on the list, you’re playing a losing game.I know this because I did it for a year. I made the cold calls. I quoted everything. I told myself I was “just not a life insurance person.” But the truth? I didn’t know how to bring it up in the right way or at the right time.In this video, I share:Why you keep getting objections — and how to avoid them entirelyThe exact pivots I used to go from 0 to 70+ life/health policies a monthThe psychology of how to guide a customer toward uncovering their own needHow to calculate life and disability based on need, not just discountThe reason you're losing sales on raw new, and how to flip itWhat changed in our office that now leads to 70% of our life/health production coming from raw new leadsAnd why pitching free or cheap coverage is often doing more harm than goodWe tripled our life and health production after we made these shifts. This isn’t about selling harder. It’s about selling smarter — and it starts with knowing how to pivot.📥 FREE DOWNLOAD: 3 Proven Pivots That Sell Life & Health👉 https://trainwell.co/3pivots-handoutIf you’ve ever felt stuck trying to sell life, disability, or supplemental health insurance — this video will shift how you sell forever.#LifeInsuranceSales #TrainedWellPodcast #InsuranceSalesTraining #MultilineSelling #InsuranceObjections #DisabilityInsurance #RawNewLeads #InsuranceAgencyGrowth #GeorgeElossais