For years, agencies used old-school classes and basic practice sessions. These worked for a while, but they have a big problem: they take up too much manager time and cause new agents to lose potential sales while they learn. In 2026, the best teams are using smarter tools to get better results without the burnout.
In this article, we’ll cover:
A list of the 10 best insurance training programs.
The difference between old methods and new tools.
Which programs help agents close more deals faster.
Read on to find the best way to grow your team.
How Training Has Changed: The Rise of AI Roleplay
For a long time, training a new agent was a slow, manual process. You either sat them in a classroom or had them shadow a senior rep.
While this helped, it created a "bottleneck"—the more agents you hired, the less time managers had to actually lead. Agents were often forced to practice on live leads, which meant losing money while they "learned the ropes."
In 2026, the biggest change is the move toward AI Sales Roleplay. This technology has completely removed the risk of training by giving agents a safe place to fail.
Here is why AI roleplay is the new industry standard:
Practice Without Limits: Agents no longer have to wait for a manager to be free. They can practice against a "digital prospect" at 2:00 AM or right before a big call. (Learn more about roleplay best practices.)
Realistic Pressure: Modern AI isn't just a chatbot. It sounds and acts like a real person, giving agents the same tough objections, fears, and pushback they hear on the phone. (See examples of sales role play scenarios you can use for training.)
Instant Grading: Instead of waiting days for feedback, AI scores the call the second it’s finished. It tells the agent exactly what they did right and where they need to improve.
Saving Your Leads: Because agents get their "rookie mistakes" out of the way with an AI, they are sharp and confident by the time they speak to a real customer. (Here's the data behind AI sales training ROI.)
TL;DR – Best Insurance Sales Training Programs
1. Kendo AI — The #1 AI Sales Training Platform for Insurance Teams
Best for: Insurance agencies of any size that want to cut onboarding time, double close rates, and eliminate wasted leads through AI-powered roleplay and call scoring.
To understand how training has evolved in 2025 and beyond, you only need to look at Kendo AI. It is the first platform built specifically to replace the "manager bottleneck" with a suite of tools that act as a 24/7 sales coach.
Built by salespeople for salespeople, Kendo lets insurance teams give every agent personalized one-on-one training with AI, review every call automatically, and extract actionable data to drive rapid improvement.
While other programs focus on videos or scripts, Kendo focuses on active performance. It is the only platform that combines live practice with a full management suite.
Ultra-Realistic AI Roleplay: This isn't a text-based bot. It’s a voice-to-voice experience where agents talk to AI prospects that sound like real people.
Managers can customize these "prospects" to throw specific objections—like "I already have a policy" or "It’s too expensive"—allowing agents to build muscle memory before they ever touch a live lead. Check out thisguide to AI cold calling training to see how it works in practice.
Automatic AI Call Scoring: Kendo acts as a world-class coach for every single conversation. It automatically reviews and scores every call based on custom scorecards.
Instead of a manager listening to hours of recordings, the AI highlights exactly where an agent excelled or stumbled, providing instant feedback that doubles close rates. Learn more about sales call tracking and sales performance metrics.
AI Sales Manager Dashboard: Ask Kendo anything about your team — performance, data, metrics, or trends — and get detailed answers instantly. No more spreadsheets or guesswork. See how AI coaching uses performance data to drive results.
Why Kendo Beats Traditional Training:
Traditional insurance sales training programs rely on some combination of classroom instruction, pre-recorded video content, peer roleplay, and periodic manager ride-alongs. These approaches share several critical weaknesses that Kendo directly addresses:
On-Demand Practice: No more waiting for a peer or manager; practice is available 24/7.
Instant Feedback: Mistakes are corrected in seconds, not days or weeks.
Save Your Leads: Agents reach peak proficiency before they ever speak to a real customer.
For agencies like United Insurance Pros, this shift has cut onboarding time from 30 days down to just 24 hours. It turns the "trial by fire" of insurance sales into a predictable, data-driven science.
Pricing
Kendo’s usage-based pricing starts at $55/month and includes 3 hours of AI training. Most teams report a 5–15% boost in close rates, often covering the cost within the first month.
2. Anthony Cole Training Group
Anthony Cole Training Group has been in the insurance sales training space for over 30 years, making them one of the most established names in the industry. Their approach is rooted in real-world sales management experience.
Best for: Mid-size to large insurance firms looking for instructor-led, consultative sales training with a long industry track record.
What They Offer
Sales Managed Environment (SME): Their trademarked program that helps sales managers and producers develop consultative selling skills through a structured, management-driven framework.
Multiple delivery formats: Instructor-led sessions, webinars, online modules, phone coaching, and access to a digital resource center — giving teams flexibility in how they learn.
Management-focused training: Unlike most programs that only train reps, Anthony Cole also equips sales managers to lead, coach, and hold teams accountable — an area many programs overlook.
30+ year track record: Decades of experience working specifically with insurance organizations means their content, examples, and frameworks are deeply relevant to the industry.
Limitations:
Training is instructor-dependent and scheduled, meaning it cannot provide the on-demand, unlimited practice that AI roleplay offers. Feedback comes from human coaches on their schedule, not instantly after every call.
3. Agency Performance Partners (APP)
APP stands out for its emphasis on building repeatable sales systems rather than relying on individual talent. If your agency struggles with inconsistent results from rep to rep, APP's approach directly targets that problem.
Best for: Insurance agencies in personal and small commercial lines that want a process-driven approach to inbound sales.
What They Offer:
AppX E-Course: Their flagship training program that walks agencies through building a structured, repeatable sales process from the ground up.
Consulting and coaching services: Beyond the course, APP offers hands-on consulting to help agencies implement what they learn.
Lead management focus: The training emphasizes tracking leads, managing inbound opportunities, and building systematic sales workflows — critical skills for agencies that generate leads but struggle to convert them consistently.
Process over personality: APP teaches agencies to win through systems, not just star performers, which makes results more predictable and scalable.
Limitations:
APP focuses primarily on process and strategy rather than live skills practice. Agents still need other methods to build real-time objection-handling skills.
4. Insurance Sales Lab
Insurance Sales Lab is built by active, producing insurance agents — not career trainers. This means the content reflects what actually works on real calls today, not outdated theory.
Best for: Independent insurance agents and small agencies selling Commercial, Life, and Personal Lines who want structured video training and live weekly coaching.
What They Offer:
One-Call Close Masterclass: Step-by-step video lessons designed to help agents close deals in a single conversation, with downloadable scripts and frameworks.
Interactive morning roleplay exercises: Video-based roleplay drills that agents can use as part of their daily routine to stay sharp.
Weekly live coaching calls: Real sales call recordings are reviewed live, giving agents the chance to learn from both their own and others' real-world mistakes.
Taught by producing agents: The trainers are still actively selling insurance, which keeps the content grounded and relevant.
Downloadable scripts and resources: Agents get ready-to-use materials they can take directly into their sales calls.
Limitations:
Roleplay exercises are pre-recorded video-based, not live interactive AI. Weekly coaching calls provide periodic feedback, but not the instant, post-call feedback loop that AI call scoring delivers.
5. Sandler Training (Insurance)
Sandler is one of the most recognized names in sales training globally. Their selling system has been proven across industries for decades, and their insurance-specific adaptation brings that rigor to the insurance world.
Best for: Insurance professionals who want a proven, methodology-based selling system with ongoing coaching and local training centers.
What They Offer
The Sandler Selling System: A comprehensive, step-by-step sales methodology that covers prospecting, qualifying, communicating value, managing difficult clients, and closing — all adapted for insurance-specific scenarios.
Local training centers: Unlike purely online programs, Sandler offers in-person training through local franchises, giving agents face-to-face learning opportunities.
Ongoing coaching partnership: Sandler positions itself as a long-term coaching relationship rather than a one-time course, which helps reinforce skills over time.
Online and in-person options: Agents can participate in training through whichever format works best for their schedule and learning style.
Battle-tested methodology: The Sandler system has been refined over decades and is used by thousands of companies worldwide, providing a structured framework that agents can apply immediately.
Limitations:
Sandler is methodology-focused and does not offer automated performance analytics. Feedback depends on the availability of human coaches.
6. Richardson Sales Training (Insurance)
Richardson is the go-to choice for large insurance organizations that need a deeply customized training solution. Their programs are built around trust-based, consultative selling — ideal for complex insurance sales where agents need to build long-term client relationships.
Best for: Large insurance organizations and carriers looking for customized, enterprise-scale consultative sales training.
What They Offer:
Consultative selling framework: Training designed around building trust, understanding client risk profiles, and aligning recommendations with real needs — not just pushing products.
Customized programs: Richardson works with organizations to tailor training content to their specific products, markets, and sales processes.
Multiple delivery options: Live, virtual, and digital delivery formats that can be deployed across large, distributed teams.
Enterprise-scale experience: Richardson has worked with some of the biggest insurance carriers and organizations in the world, bringing deep enterprise expertise.
Value messaging training: Agents learn how to communicate the value of insurance products in a way that resonates with clients, rather than competing on price.
Limitations:
Richardson is an enterprise-oriented consulting firm with custom pricing, making it less accessible for small agencies.
7. MarshBerry Producer Academy
MarshBerry's Producer Academy specifically addresses one of the biggest challenges in insurance: getting new producers to the point where they're consistently profitable. Their "validation" model gives brokerages a clear framework for measuring when a new hire is truly ready.
Best for: Insurance brokerages focused on validating new producers and building sustainable sales management processes.
What They Offer:
Onboarding-to-validation framework: A structured path that takes new producers from their first day through to consistent profitability, with clear milestones along the way.
Classroom training and roleplay: A blend of learning formats including classroom instruction and role-playing exercises to build skills progressively.
Coaching from experienced sales leaders: New producers get guidance from seasoned professionals who have built books of business themselves.
Sales management process building: Beyond training reps, MarshBerry helps brokerages build the management infrastructure needed to develop producers consistently over time.
Industry-specific focus: Everything is built for insurance brokerages, so the training scenarios, examples, and benchmarks are immediately relevant.
Limitations:
Training is delivered through scheduled programs and human facilitators. The roleplay component relies on peer and instructor interactions.
8. Risk & Insurance — Dynamics of Selling for Insurance
The National Alliance's Dynamics of Selling program is one of the most respected and immersive insurance-specific sales courses in the industry. The small class sizes and master-agent instructors make it a high-touch, high-quality experience.
Best for: Insurance professionals seeking a long-established, insurance-specific selling process with classroom-based, immersive training.
What They Offer:
20-hour immersive program: A concentrated 2.5-day training experience that covers the full sales cycle — prospecting, qualifying, relationship building, objection handling, and closing.
Taught by master insurance agents: Instructors are active, experienced insurance professionals who bring real-world credibility and insight.
Insurance-specific context: Every exercise, example, and framework is built specifically for the insurance industry — no generic sales content.
Comprehensive curriculum: Covers the complete selling process from start to finish, giving agents a cohesive system they can implement immediately.
Limitations:
The program is delivered in scheduled 2.5-day sessions with limited class sizes. This makes it difficult to scale across large teams.
9. Factor 8
Factor 8 specializes in a niche that many training providers overlook: virtual and phone-based selling. For insurance teams that do most of their selling remotely, Factor 8's focus on inside sales skills is directly applicable.
Best for: Insurance and financial services teams that need virtual sales skills training for inside sales reps and managers.
What They Offer:
Virtual selling skills training: Programs designed specifically for reps who sell by phone, video, and other remote channels — not just adapted from in-person training.
Manager training included: Factor 8 doesn't just train reps; they also equip managers with the skills to coach and lead remote sales teams effectively.
Designed by experienced practitioners: The training is built by people who have actually sold and managed inside sales teams, not just academics.
Financial services experience: While not exclusively insurance-focused, Factor 8 has deep experience in financial services, making their content more relevant than generic sales training.
Limitations:
Factor 8 is a general sales training provider, not insurance-specific.
10. InsuranceSales101
InsuranceSales101 is the most accessible entry point on this list. For new agents just starting out or small agencies on a tight budget, it provides a solid foundation without a large upfront investment.
Best for: New insurance agents and small agencies looking for affordable, self-paced online training with community support.
What They Offer:
Self-paced online training: Learn at your own speed, on your own schedule — ideal for agents who are already working and can't attend scheduled classes.
Coaching and guidance: Access to coaching resources that help new agents navigate the early stages of their insurance career.
Sales systems with digital tools: Pre-built sales systems and tools that agents can start using right away, reducing the guesswork of getting started.
Community support: Connect with other agents going through the same learning process, providing motivation and peer learning.
Exclusive discounts: Savings on tools and services needed to start an insurance business, helping reduce startup costs.
Affordable and accessible: Designed to remove financial barriers to quality training, making it available to agents at any stage.
Limitations:
Content is primarily self-paced video and text. No real-time feedback mechanism.
How to Choose the Right Training Program
Selecting a partner in 2026 requires looking beyond brand names to find a system that actually builds skill. Focus on these four pillars:
Active Practice over Passive Watching: Muscle memory isn't built by watching videos. Choose programs that prioritize live interaction—whether through AI or peers—where agents must verbally navigate objections.
Built-in Compliance: Sales and ethics are now inseparable. Ensure your training integrates current disclosure requirements and fair-conduct standards directly into the roleplay scenarios to mitigate regulatory risk.
Scalability for Managers: If a manager must sit in on every session, your growth is capped. Seek "self-serve" platforms that allow agents to train independently while providing managers with automated performance data.
Safe Failure Environment: Leads are too expensive for "on-the-job" training. The ideal program allows rookies to make their first 100 mistakes in a private, risk-free setting before they ever touch a live prospect.
The ROI of the "Safe Failure" Environment
Research confirms that simulation-based training improves retention to 75%—a massive jump from the 5% seen in traditional lectures. In the high-stakes insurance world, AI roleplay builds the "muscle memory" needed to handle tough objections like "I need to talk to my spouse" without the stress of losing a live commission.
Agent Retention: Onboarding is the "make or break" period for new hires. In 2026, 82% of employees cite growth opportunities as the #1 reason they stay at a company. By providing a safe space to fail, agents are 2.4x less likely to feel overwhelmed, drastically reducing early-stage turnover.
Lead Efficiency: In 2026, the cost per business insurance lead has risen to $424. Kendo ensures your agents make their "rookie mistakes" against an AI prospect, ensuring they are sharp and ready by the time they touch a high-value live lead.
Manager Leverage: AI acts as a force multiplier for sales leaders. 30% of training professionals now use AI to scale content and coaching, allowing managers to reclaim hours each week to focus on closing deals rather than checking scripts.
The Verdict: Modernize Your Sales Engine
While every program on this list offers unique strengths, the industry is clearly moving toward automation and data. Traditional leaders like Anthony Cole Training Group and Agency Performance Partners remain excellent choices for establishing high-level strategy and consultative processes.
However, to truly scale in 2026, you must solve the "practice gap." This is where Kendo AI has become the new standard.
By integrating AI Sales Roleplay, it allows your agents to master tough objections and build confidence in a risk-free environment. When you combine the proven methodologies of top-tier training with the unlimited, 24/7 practice power of AI, you gain a massive competitive advantage.
Stop burning leads and start closing.Try Kendo AI for free today and see how AI-powered training can double your team's production.
