Selling auto insurance for AIS used to be one of the easier sales jobs available – a strong market share, a well-deserved reputation for excellent service and a highly effective radio advertising campaign meant a consistent flow of inbound leads. However, as bigger players began to aggressively pursue the Southern California market, AIS knew they needed a long-term strategy to stay competitive. The sales program we developed and implemented with them helped raise their closing ratio beyond their initial vision of “wild success” and has become their competitive advantage. Through continually evolving business circumstances – being acquired by Mercury, the launch of a national team, working with lead aggregators – we continue our relationship with AIS re-certifying sales people, managers and customer service agents consistently on both the core skills and new iterations of the program. We consider them one of the best examples of what consistent, disciplined execution can accomplish.