In our industry, once a method has led to multiple successes, it's logical to try the same tactics with every potential client and to then teach those tactics to agents. But just as some prefer quirky Indies to explosive action movies, your new group may not care about the package that's worked so well in the past.

As important as it is to teach winning strategies, reflective listening and adaptation may be what it takes to convince the sales prospect equivalent of that friend who only watches Wes Anderson movies.

Start by listening. Instead of walking into a meeting with a lot of great things to say, identify the client's needs. Ask what's working for them and why. Ask what problems they have with their current providers.

Know your products. It's a lot easier to adapt to what you're hearing from the other side of the table if you already have a great idea what aspects of your products will fit their needs. If you're aware, for example, that your cancer insurance has an easier-to-understand benefits structure than that of the competition, you have a great answer ready if you sense frustration with the complexity of their current policy.

Adapt to their needs. You may have a stellar pitch for your favorite critical illness insurance, but you risk boring and alienating a prospect from the start if you keep pitching it after they've explained that all they need this enrollment cycle is a short-term disability product.

Pass it on. Training others to use a great turn of phrase or explain why one company compares positively to another is only part of encouraging success among agents. Teaching the ability to focus on client needs and changing strategies mid-conversation to meet them are just as important.