452. Stop Skipping Health Insurance: How to Uncover the Need Every Time With Drew Griggs

🎯 FREE TRAINING: Eliminating Objections in Life Insurance Before They Happen: Learn how to prevent objections before they happen and close with more confidence in your life insurance conversations. 👉 Register now: https://bit.ly/LifeInsuranceTraining [00:00] Why agents avoid health insurance conversations Most agents skip disability and health products because they don’t truly believe in the value. Drew explains why conviction—not scripts—is the real key to selling more protection. [02:00] Transactional vs relationship-driven producers Some agents rush through every call while others naturally slow down and uncover deeper needs. Drew breaks down how understanding personality styles changes coaching and production. [05:00] Why relationship selling wins long term AI and automation are changing insurance fast. Drew and Michael explain why agents who ask better questions and build relationships will continue to win. [08:00] The coaching mistake most agency owners make Too many leaders try to force every producer into the same mold. Learn how identifying strengths and placing people in the right roles increases results. [10:00] Why top producers move faster than everyone else The biggest difference between top performers and average producers isn’t talent—it’s speed of action. This section breaks down why hesitation kills growth. [14:00] The real reason agents struggle with health insurance Drew explains why most producers never bring up disability coverage: they don’t fully believe in the product or understand the impact it can make for families. [18:00] Why disability insurance matters so much Most households are one injury away from financial stress. This section dives into why protecting income may be more urgent than many agents realize. [23:00] The dangerous assumption agents make about work coverage Many customers already have some benefits through work—but that doesn’t mean they’re fully protected. Drew explains how to continue the conversation without sounding pushy. [24:00] The easiest disability pivot you can use today Simple, tactical word tracks agents can immediately use during auto policy conversations to naturally introduce income protection. [28:00] How to position disability coverage during renters quotes Drew shares one of his favorite ways to explain income protection by tying it directly to a customer’s rent and monthly bills. [30:00] The simple review process change that increased production One small adjustment inside customer reviews dramatically improved health insurance conversations and opened the door for more meaningful planning. [33:00] The “two job offers” close explained A powerful visual explanation that instantly helps customers understand why disability coverage matters without complicated insurance language. [37:00] The $20 question that led to a massive policy One small disability conversation during a car add-on call uncovered a huge need and turned into a long-term client relationship. [43:00] Why agency owners may be measuring the wrong thing If your team is only measured on quote volume, you may accidentally be coaching transactional behavior instead of real advising. [47:00] How meaningful conversations create loyal clients The agents who slow down, ask questions, and truly help people build stronger relationships, higher retention, and more referrals over time. RESOURCES & NEXT STEPS Agency Coach AI See how top agencies are grading 100% of calls and increasing production. 👉 Learn More & Book a Demo: https://www.agencycoachai.com Text Michael Directly Got a question or want to go deeper on this topic? Text "BUZZ" to (816) 727-7610 7-Day FREE Demo – Weaver Sales Academy Start closing more life and P&C with a proven, plug-and-play system. Try it here: https://www.weaversa.com/7DayYoutube More Tools + Free Resources Download scripts, watch free trainings, and access coaching: https://www.weaversa.com 📱 CONNECT WITH MICHAEL & COURTNEY Michael Weaver LinkedIn: https://www.linkedin.com/in/michaelweaverwsa Facebook: https://www.facebook.com/themichaelweaver Instagram: https://www.instagram.com/_michaelweaver_ Courtney Weaver LinkedIn: https://www.linkedin.com/in/courtney-weaver-4b8139a0 Facebook: https://www.facebook.com/courtneyvie Instagram: https://www.instagram.com/courtneyvie #MichaelWeaver #AgencyCoachAI #AISalesTraining #AIInsurance #WeaverSalesAcademy #TheInsuranceBuzz #HealthInsuranceSales #DisabilityInsurance #InsuranceAgentTraining #LifeInsuranceSales #IncomeProtection #InsuranceSalesTips #InsuranceProducer #SalesCoaching #InsuranceAgencyGrowth