“If you are going into the battle of all battles, the world war of all wars. Who would you bring on your side?”
- Scott Kantor, Selling Manager for Elite Agency

IFG welcomes Scott Kantor, Selling Manager for Elite Agency Insurance eliteagencyins.com, into the podcast studio for a coaching session from a world-class insurance team leader.

Scott started his professional career in manufacturing. He switched to insurance 15 years ago when many manufacturing jobs went overseas. 

His neighbor, a mother and father team with US Health, introduced him to insurance sales with warm leads, going into Monday calls and out to appointments on Wednesdays. 

Scott is a no-nonsense leader with a pragmatic approach to leading a large insurance sales team. A father figure, he shares that it takes discipline to do well, but he's not afraid to let his team know he cares. 

A former football coach, Scott employs the same ideals and principles used on the field with his agents to bring about healthy habits that translate into business sales and success. 

Scott reveals that his agent training takes less than 45 minutes, "This is what we do, this is how we do it, and why we do it. Get on the floor and see how this will all work. Cause I have to know real quick if you can handle it. It doesn't take a whole week." Scott is a great judge of character and does most of the hiring at Elite Agency for that reason. 

Scott shares in the interview process that he digs deeper into a person's background—learning if they played sports or what they do in their free time to learn more about who they are. Then asks hypothetically, "If you are going into the battle of all battles, the world war of all wars. I'm letting you bring someone with you, on your side, dead or alive, from the history of man. No wrong answers. Who would you bring on your side to go into this war?" Scott shares he is almost always amazed by the answers he gets back! 

You get a real sense of who they are as a person and if you can work with them. He referenced, "If they played sports in college or high school or if they wrestled for four years. Hire them! I never hired a wrestler that wasn't good." It's that competitive environment they need to be ready for. Scott also feels that you have to have a balance, and diversity is key. 

Scott shares his AEP challenge, October 15 - December 7. During that time, he pushes his agents to change their lives by setting goals above and beyond their insurance sales. 

"You're going to make a lot of money. It's not just how many deals you're going to get. Make some goals. Pay off a credit card, lose ten pounds, gain ten pounds, and create a workout regimen. Challenge yourself so that when December 7 comes, you just accomplished all these things in a short period of time."

The connection Scott shares with his team sets them apart because they have earned his respect and can look him in the eye and know he loves them. 

Powerful stuff! Click the link below to watch this Innovative Interview with Scott Kantor for valuable sales training advice from an insurance expert. 

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