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Western & Southern Life: 8x More Conversations, 20% Appointment Rate

How Access™ helped agents earn attention and book meetings with prospects who never responded before.

45deg-arrow-red 53%
Cold Prospect Engagement Rate
45deg-arrow-red 20%
Appointment Set Rate

Overview

Western & Southern Life needed a better way to break through. Despite strong products and a clear value proposition, their financial services agents struggled to get callbacks, much less appointments.

Prospects were wary, over-messaged, and unresponsive. Even when agents did connect, conversations fell flat.

Leadership knew it wasn’t a talent problem. It was a strategy problem. The team needed a new approach to earn attention, build trust fast, and lead with value.

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The Challenge

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Our Solution

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Results & Impact

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THE CHALLENGE

Breaking Out of a Referral Rut

Agents at Western & Southern Life faced a tough reality:

  • Cold prospects were unresponsive: Only 6.6% would even engage in a conversation.
  • No new appointments: Despite hours of effort, agents couldn’t set meetings with new leads. Appointment rates were stuck at zero.
  • Confidence was low: Consistent rejection and reliance on referrals made agents hesitant to pursue new markets, fueling a cycle of missed opportunity and declining growth.

Without a new strategy, the team risked falling further behind, leaving untapped markets to the competition.

OUR SOLUTION

ASLAN’s Solution: Equipping Agents to Win New Business Beyond Referrals

To help Western & Southern Life break out of a referral rut and unlock new growth, ASLAN delivered a targeted, end-to-end prospecting intervention:

  • Performance Benchmarking: Observed top agents and measured baseline engagement and appointment rates to ensure the solution addressed real-world challenges.
  • Access™ Prospecting Training: Delivered an immersive, science-backed workshop, teaching agents how to reframe their approach, reduce resistance, and connect with cold prospects.
  • Practical Tools and Frameworks: Agents learned new opening techniques, Other-Centered® Positioning (Captivate, Elevate, Separate), the 10-30-3 process for gaining attention, and the ADAPT objection response.
  • Coaching and Reinforcement: Provided post-training support to help agents turn new skills into consistent, real-world results.

With this comprehensive approach, agents gained the mindset, tools, and support to confidently pursue untapped markets… and win.

TRAINING

Solutions Implemented by ASLAN Training

Access™

Making it easier to get more meetings.

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THE RESULTS

From Cold Calls to Consistent Wins

The impact of ASLAN’s approach was immediate and measurable:

  • 53% engagement rate (up from 6.6%): Agents who once struggled to get a word in now consistently opened real conversations with cold prospects, unlocking a market that had been off-limits for years.
  • 20% appointment set rate (up from 0%): For the first time, agents booked meetings with brand-new prospects, not just relying on referrals, fueling a new pipeline of growth opportunities.
  • Confidence and culture shift: With immediate wins, agents saw prospecting as a proven path to growth, not a dreaded chore—driving long-term momentum and market share gains.

With these results, Western & Southern Life didn’t just improve a few numbers. They fundamentally changed how their teams approached growth, setting the stage for long-term market share gains.

Ready to see similar results?

ASLAN offers workshops, training, and tailored solutions to enhance selling skills, boost sales coaching, and drive lasting improvements across your sales team. With proven results like a 100% increase in successful calls, we can help transform your sales force.

Fill out the form, and we’ll reach out within 24 hours (Monday-Friday).

Let’s talk about how we can help you achieve the same game-changing results!

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