Trained Well | Helping Insurance Teams Sell More, Train Faster, and Win Bigger

Most insurance agents think they have a marketing problem… when they really have a brand problem.

In this episode of the Trained Well Podcast, George Elossais sits down with DJ Carroll (Coach Carroll) from Carroll Media Corp to talk about what’s changing in marketing right now — and what insurance agents need to do to win in an AI-search world.

Coach Carroll breaks down why paying for SEO on corporate-provided websites is often a waste of money for captive agents, why branded searches convert dramatically higher, and why speed-to-lead, funnel tracking, and disciplined execution matter more than ever.

What you’ll learn:

• Why SEO is evolving into GEO / AEO (AI search optimization) • Why you can’t “SEO your way out” of a corporate site

• The marketing funnel + sales funnel every agency should track

• Why most agents don’t actually track ROI (and how that limits growth)

• How to stop relying on low-quality internet leads and build local dominance

Listen to the full episode here: https://youtu.be/8VE6DDWaLfk

Guest: DJ Carroll (Coach Carroll)

Carroll Media Corp Facebook: facebook.com/carrollmediacorp

Instagram: instagram.com/carrollmedia

Website: carroll.media

Host: George Elossais

YouTube: youtube.com/@GeorgeElossais

Instagram: instagram.com/georgeelossais

trainwell: trainwell.co

In this episode of the Trained Well Podcast, George Elossais talks with Peyton Pettus about what actually maintains culture as a team grows — and why real culture is built through development and accountability, not superficial perks.

They also break down the origin story of ROAM (founded by Peyton’s wife, Angie Pettus), and how incentives work best when team members choose what motivates them — from travel to 401K contributions to time off — instead of leadership guessing.

You’ll learn: • Why culture naturally shifts as teams scale • Why perks aren’t culture (they’re recruiting tools) • How to “develop the weakness” into culture • How ROAM boosts buy-in by letting employees choose motivation • Why incentive systems should be built around ROI • The accountability test for sales teams (and how it reveals who’s serious)

Listen to the full episode here: https://youtu.be/GNs-oXIk7aY?si=CiSVXm6-VZvGycKj

Guest: Peyton Pettus

ROAM: useroamperformance.com

Host: George Elossais

YouTube: youtube.com/@GeorgeElossais

Instagram: instagram.com/georgeelossais

trainwell: https://trainwell.co

Most insurance agents don’t have a lead problem — they have a time problem disguised as one.In this episode, George Elossais breaks down the exact system his agency uses to close 95% of production on the first call — without adding a single extra hour to the day.If you’ve ever felt like you were busy all day but didn’t actually get anything done, this training will show you how to fix that. George shares his 6-Level Sales Prioritization Framework, his Win the Day goals, and the daily structure that keeps top producers focused on what actually makes money — selling.You’ll learn how to: ✅ Eliminate “busy work” that drains production ✅ Focus only on high-value, money-making activities ✅ Close more deals on the first call ✅ Reclaim hours every week with a simple prioritization systemGet your free one-page Sales Prioritization System PDF — a visual guide showing exactly what to work on at any moment of the day. 👉 Download it here: https://trainwell.co/salesprioritization-handoutWant the exact scripts, word-tracks, and objection-handling systems that make this possible? 👉 Visit https://trainwell.co to access the full training system used by top-10 agencies nationwide.📺 Next Watch / ListenNext Video: The Perfect Sales Process: 6 Questions vs. 5 Fundamentals — learn the questions that lead to first-call closes.

DJ Carroll (Coach Carroll) — entrepreneur, author of The Hunter Head Game, and founder of Carroll Media — joins George Elossais on Trained Well to reveal the mindset, systems, and AI innovations driving modern agency growth.

From blue-collar beginnings to leading-edge innovation with Alli, his AI team member that helps agencies answer calls, identify leads, and automate follow-ups, Coach explains how to win in a world where attention, authenticity, and execution separate winners from quitters.

🎯 What You’ll Learn:

• Why betting on yourself changes everything

• The 3 fundamentals every business must master

• How AI search (GEO and AEO) is replacing traditional SEO

• Why most agencies don’t have a marketing problem — they have an operations problem

• How AI team members like Alli are redefining productivity and customer service
  

💡 Free Resource: Get your Top 10 Insurance Objections and Responses cheat sheet — proven scripts to handle client pushback and close more deals: https://trainwell.co/top10objections 

👤 Guest: DJ Carroll (Coach Carroll) — Founder of Carroll Media, creator of Alli, and author of The Hunter Head Game

• Facebook: https://www.facebook.com/carrollmediacorp/

• Instagram:https://www.instagram.com/carrollmedia/ 

• Book: https://thehunterheadgame.com 

• Carroll Media: https://carroll.media/ 

  
  

🎙️ Host: George Elossais, founder of trainwell and host of Trained Well https://trainwell.co 

If this episode fired you up, follow the show, rate and review, and share it with a friend in the industry who’s ready to level up.

💥 Download the Fearless Closer’s Scorecard (free) → https://trainwell.co/fearless-handout 

Ever been told, “I’m not buying anything today”? The worst thing you can do is believe it.

In this episode, George breaks down the fears holding most agents back from closing — and gives you the exact system to destroy them. From overcoming the “fear of yes” to handling the dreaded “I need to talk to my financial advisor” objection, this training will change how you sell forever.

You’ll discover:

• The hidden fears that kill your deals

• The real reason confidence beats rates every time

• The 6 rules top producers follow to close more business

• Why treating every prospect like a buyer changes everything
  

💥 Download the Fearless Closer’s Scorecard (free) → https://trainwell.co/fearless-handout

🎓 Learn more about TrainWell → trainwell.co

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

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