John WetmoreSales and Scaling Coach for Small Business and Corporations. Keynote Speaker. Podcast Host. Life Insurance Leader.

Why Psychology Matters In Sales

Name: Why Psychology Matters In Sales
Uploaded: 2025-08-05T20:34:00+00:00
Duration: 51 s
Channel: John Wetmore
Description: In this segment, the speaker shares a personal anecdote illustrating how a simple psychological tactic—giving a name to a support initiative—dramatically…

5 Aug 2025 · 1 min

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In this segment, the speaker shares a personal anecdote illustrating how a simple psychological tactic—giving a name to a support initiative—dramatically boosted agent recruitment and engagement. Faced with high turnover and stagnant sales, he created the "Agent Mentor Program" (AMP), marketed it via email, and observed a surge of interest from agents across a wide geographic area. The story underscores the broader point that naming concepts and framing them psychologically can profoundly influence behavior in sales environments.

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I'll give you probably one of the best things we've ever done, and it's so stupid, but it works. Do you notice when people are speaking on stage, like the Rockies and the Coach Burts, they have names for all their concepts? The 7 pillars of whatever, whatever it is. There's a crazy amount of psychology to that. I remember when we were struggling with growing, and I was losing a lot of people. They'd be in, they wouldn't do anything, they'd go away, they sell no insurance, they're on the struggle bus, whatever. I came up with this thing one day, and I'm like, I'm gonna call it an Agent Mentor Program. We shortened it for AMP, and we sent out some emails, hey, I see you're struggling. We have a new agent mentor program. We're looking for people who would like to be in it. Dude, I had a line from like here to Kentucky. Everyone wanted to know what it was, and I'm like, it's the same thing I had before that you didn't do. I just gave it a name now. Dude, we blew up when we had an agent mentor program. Just literally naming it. It's the dumbest thing ever, but it worked. And for me, that led me to realize the power of psychology with people.