[0:57] Jason tells us about his blackbelt in karate
It’s like his business; it’s all about speed
Jason rewards his team with Air Jordans
[3:48] A pivotal moment that made Jason need to share sales secrets
Being in sales for a long time with a determination to come out on top
Wearing too many hats to just be in sales
“I realized that to scale, you need good people.” -Jason Kilgo
[5:50] How Jason trains his team
Their weekly Go meeting
Putting players on a stats card
Hosting a regular service/client advocation meeting
Hosting a regular sales meeting with the aim of a one-call close
[8:11] How Jason’s team achieves a one-call close
Send them a zoom link immediately
“The best close rate is when you’re face to face” -Jason Kilgo
Walk them through 20 different carriers and provide them with real value
[9:29] Doing this with all remote employees
How they convince clients to get on Zoom
A lot of people don’t want to be on camera but they do want to see your screen
Comparing this personalization to Geico
Don’t ask if they want to be on a Zoom call. Just throw them the link
[14:05] The other half: their sales call process
It’s split into three phases: discovery, story, and close
In the discovery phase, it takes asking 11+ questions to build trust
It’s not a fast call!
An example of a real story they tell the client and how the umbrella can help them
“The client needs to self-discover why they need the coverage. You’re not selling them. You just help guide them there.” -Jason Kilgo
THEN sell the policies that apply to the story
“You need the confidence. You need belief in what you’re doing for the client. And you’ll close.” -Jason Kilgo
You don’t have to tell a personal story; there are stories about umbrella policies daily
[20:55] Where Jason's team draws a story from
They train and do their own research
Find out the relevant details of the client’s life that you can apply a story to
Storytelling allows agents to connect more directly with people
“You can’t just tell any story–It won’t work! You’ve got to tell a story that's relevant to them and their lifestyle.” -Jason Kilgo
[26:24] How Jason created Kilgo’s mission
The influence of his friend Grant
“Kilgo Insurance thrives to help people live life confidently.” -Jason Kilgo
The power and necessity of confidence in sales and Jason’s company
[28:10] Jim’s impressions from Stories that Stick by Kindra Hall
Jason naturally covered two of Kindra’s four sales stories
Jim’s challenge to Jason
Building a Story Brand by Donald Miller
[32:20] “Find something you can learn from every client. Every client has their own story.” -Jason Kilgo
There will still be challenges to close, but if you’re confident, the client will say “Take my money.”
It takes practice! Let go of the egotism
Kobe Bryant’s influence on Jason
[37:32] One piece of tech that Jason can’t live without
His cell phone; communication is key!
[38:18] One book that Jason recommends
The Orange Revolution by Adrian Gostick and Chester Elton
Winning by Tim Grover
The Dream Manager by Matthew Kelly
Get a free Audible book, courtesy of Jim!
[42:50] Using stories to sell home insurance
Contact your claims advocates and ask for the worst umbrella story they’ve found
[43:40] One final piece of advice for listeners
Where you start: get people to slow down
Active listening
“It’s speed to lead, not speed to the quote.” -Jason Kilgo
Be intentional with the moment!
An example of this
[47:09] Soup or Marshmallows?
Soup
