Sales Training for Insurance Agents
Mattson Enterprise, Inc., the Sandler Training franchise led by Glenn Mattson, helps insurance agents and agency teams build daily prospecting activity, qualify before they quote, and get clear decisions instead of "let me think it over." Training is delivered on-site at client offices in New York and nationwide, or live online.
Good Agents Don't Fail on Product Knowledge. They Stall on Selling.
Most agents know their products cold. What holds them back is an empty calendar, quoting before they qualify, and cases that drift into "let me think it over."
Inconsistent activity
Prospecting happens when there's time, so the pipeline swings from busy to empty and production follows.
Quoting before qualifying
Agents run illustrations and quotes for people who were never going to buy, then compete on price.
Cases that stall
Meetings end without a clear next step, and follow-up turns into chasing prospects who stopped answering.
Of every 100 new recruits, about 15 are still with their hiring company after four years, and early sales activity is the No. 1 predictor of who stays. Sources: LIMRA; LIMRA and Finseca
Traditional insurance selling
- Scripts that put prospects on the defensive
- Quotes and illustrations before qualifying
- Price becomes the deciding factor
- "Let me think it over" and endless follow-up
- Activity depends on mood and free time
Sandler selling for agents
- Up-front agreements on every meeting's agenda
- Pain, budget and decision process uncovered first
- Value and fit drive the decision, not price
- A clear yes or no before anyone leaves
- A weekly activity plan agents actually follow
It was almost as if somebody had given my prospect the script of how to reply. In 30 seconds he closed himself on starting the underwriting process for life insurance. It was the smoothest close I've had in a while.Jared Traum, Alliance Financial Group
One System From an Agent's First Year to Agency Leadership
Every program uses the same Sandler process, so agents, managers and agency leaders share one language for prospecting, qualifying and closing.
For agents
A clear progression from launch to mastery.
From staff, to partnerships or agent coaching, Glenn has helped mold what today is now the back to back #1 Chairman's winning firm in the National Life Group Affiliated Channel.Richard Donado, CLU, ChFC, RICP, CEO & General Agent, WealthBridge Financial Group
For agency owners, general agents & sales managers
Recruit better, coach with structure and hold the team accountable.
Executive coaching for agency owners and general agents on leadership, recruiting and growth.
Learn more → Sales Leadership TrainingTrain managers to coach agents, run pipeline reviews and make training stick.
Learn more → INSIGHT AssessmentSee each agent's strengths and gaps, and hire people who will actually prospect.
Learn more →What Changes When Agents Sell the Sandler Way
Results from a client practice and post-class participant surveys, and what insurance and financial professionals say.
Premium in two years
One Northwestern Mutual advisor grew premium from $320,000 in 2019 to $820,000 in 2021 while working with Glenn.
Growth in GDC
Over the same period, that advisor's GDC went from $50,000 to $275,000.
Set up-front contracts
Of participants surveyed after class, 96% can now set up-front contracts with prospects.
Avoid think-it-overs
Of participants surveyed, 72% now avoid "think-it-overs" and get a decision.
Sources: Mattson Enterprise, Inc. client results and post-class participant surveys.
Glenn challenged and supported me in becoming the advisor I wanted to be, and I've hit Forum twice due to my work with Glenn.Chris Kilgore, Wealth Management Advisor, Northwestern Mutual
Help Your Agents Write More Business
Tell us about your agency, your agents' experience level and where cases are stalling. We'll follow up to scope the right program.
Glenn's calendar books up quickly, so this form is the best way to reach us. A member of our team will follow up to schedule a conversation.
- 1A response within 1–3 business daysOur team reviews every request personally.
- 2A conversation about your agencyNot a sales pitch.
- 3A program scoped to youOn-site at your office or live online.
Prefer to talk now? Call us at 631-726-3537.
Mattson Enterprise, Inc. · 1747 Veterans Memorial Highway, Suite 18, Islandia, NY 11749
Talk to Our Team
Sales Training for Insurance Agents: FAQ
What is the best sales training for insurance agents in New York?
Insurance agents need training that builds daily prospecting activity, honest qualifying and clear decisions instead of pushy scripts. Mattson Enterprise, Inc., a top 1% Sandler Training franchise worldwide headquartered in Islandia and led by Glenn Mattson, has trained insurance and financial professionals for more than 30 years, on-site at client offices across New York and nationwide, and live online.
Is Sandler training good for insurance agents?
Yes. The Sandler Selling System is built around up-front agreements, qualifying before presenting and getting a clear yes or no, which fits insurance sales where agents often quote too early and lose cases to price or indecision. It is built on the Sandler Success Triangle of behavior, attitude and technique.
How can insurance agents close more cases without being pushy?
Set an up-front agreement for every meeting, uncover the prospect's real concerns, budget and decision process before quoting, and ask for a clear decision at the end. In post-class surveys, 96% of Mattson Enterprise participants said they can now set up-front contracts, and 72% said they now avoid think-it-overs and get a decision.
What sales training is available for new insurance agents?
Agents new to the industry can start with the Sandler New Advisor Launch Accelerator (NALA), three self-paced modules on Prospecting, Discovery Interviews and Feeling/Fact-Finding, taught by Sean Mattson, a trainer on Glenn's team. They can then continue into Sales Academy and President's Club.
Do you train insurance agency owners, general agents and sales managers?
Yes. Agency leaders can work one-on-one with Glenn Mattson on leadership, recruiting and growth, and managers can take Sandler sales leadership training on coaching, pipeline reviews and accountability. The INSIGHT assessment helps leaders hire and place the right people.
What results have insurance professionals seen?
One Northwestern Mutual advisor grew premium from $320,000 in 2019 to $820,000 in 2021 while working with Glenn Mattson, and grew GDC from $50,000 to $275,000 over the same period. Richard Donado, CEO and General Agent of WealthBridge Financial Group, credits Glenn's coaching in building the back-to-back #1 Chairman's winning firm in the National Life Group Affiliated Channel.
Do you train insurance agencies outside New York?
Yes. Mattson Enterprise, Inc. is headquartered on Long Island and trains clients nationwide. All in-house training is delivered on-site at client offices or live online for distributed teams.