Your Prospect Doesn’t Hate You…

They Hate Being Disappointed Again

Before you even speak, your prospect has you pegged. Another smooth-talking insurance agent pitching policies they don’t understand and can’t control. Their eyes glaze over, their walls go up—and your chance at a real conversation disappears.

So how do you flip that bias?

With the Lighthouse Sales Framework—a three-act, 90-second story structure that instantly separates you from the herd and positions you as a trusted guide in the chaos.

Act 1: The Storm

Open with a truth that hits home. Call out the broken system.

“You know what I’ve noticed? Most companies treat insurance like a fire extinguisher—they buy it, mount it on the wall, and pray they never have to use it. Then the fire comes, and no one knows how to pull the pin.”

This externalizes the problem. You’re not the enemy… the system is. And now, it’s you and the prospect against a broken model.

Act 2: The Principle

Drop your philosophical bombshell. This is your belief. The why behind your approach.

“That’s why we built our practice on a different belief: insurance should reduce uncertainty—not add to it. Which means before we ever quote a policy, we map every operational risk in your business—the ones keeping you up at night, and the ones you don’t even know exist.”

This isn’t a feature. It’s a belief that triggers trust and curiosity.

Act 3: The Proof

Tell the scar story. A real moment where you or a client paid the price for doing it the “traditional” way.

“I learned this the hard way. A client once saved $8,000 on a policy—only to eat $340,000 in damages when their broker missed a major gap. That’s when we knew: our job isn’t to sell coverage. It’s to uncover what you can’t afford to be wrong about.”

That’s not just a pitch… it’s a proof point backed by pain. Vulnerability builds believability.

Stop Pitching. Start Positioning.

The Lighthouse Sales Framework doesn’t erase prospect bias… it turns it in your favor. By leading with shared frustration, conviction, and proof, you bypass resistance and earn real attention.

Want to stand out in the first 90 seconds? Build your lighthouse story. Then go shine.