Life Insurance Academy Podcast

In this engaging episode of the Life Insurance Academy podcast, Roger and Chris take a deep dive into the multifaceted world of life insurance sales, exploring the theme "The Things I Wish I Knew About Life Insurance Sales Before I Got Into It." This series aims to unveil the layers of knowledge and insights often only gained through experience in the field. The episode kicks off with a reflection on previous discussions about the importance of finding a supportive community and the right organization to align with for success in life insurance sales.

This episode particularly focuses on the critical aspect of finding one's niche within the vast landscape of life insurance sales. With the adage "The riches are in the niches," they underscore the importance of specialization in a sector teeming with diverse opportunities.

From discussing entry-level niches like term life insurance and mortgage protection to advanced strategies involving premium financing and unique approaches like the "Bank on Yourself" concept, this episode serves as a comprehensive guide for both newcomers and seasoned professionals in the industry. They stress the significance of aligning with an area that not only piques one's interest but also caters to the market's needs, ensuring both personal growth and client satisfaction.

Listeners are encouraged to engage, and share their perspectives on niche specialization, and how it has shaped their careers. This episode is a treasure trove of wisdom for anyone looking to navigate the complexities of life insurance sales, offering clarity, direction, and encouragement to find one's path in the rewarding field of life insurance.

Embark on a transformative journey with the Life Insurance Academy podcast as we launch a compelling three-part series tailored for both newcomers and veterans in the life insurance industry. Our series navigates the essentials of finding your place, carving out a niche, and mastering processes that ensure success. It’s an invaluable roadmap for those aiming to make a significant impact in the life insurance sector, offering guidance on aligning with a company that resonates with your values and aspirations.

We emphasize the importance of engagement through likes, subscriptions, and shares, which allows us to reach and assist a broader audience in their professional growth within the life insurance community. Our mission is to empower individuals with the knowledge and skills required to excel, thereby making a positive impact on the lives of families and communities we serve.

The Life Insurance Academy podcast stands as a beacon of education and empowerment, dedicated to equipping life insurance professionals with the tools and confidence needed to thrive in this dynamic industry. By participating in our community and sharing your experiences, you contribute to a future where success in life insurance transcends closing policies, opening doors to new possibilities and fostering positive change. Join us in this journey, and let’s explore together the pathways to success in the life insurance realm.

In this compelling episode of the Life Insurance Academy Podcast, we venture into the critical landscape of life insurance, specially tailored for new agents embarking on this journey. The episode seamlessly blends invaluable advice with engaging storytelling, ensuring listeners are not just entertained but are also equipped with the strategies to navigate the industry's complexities. Our focus is squarely on identifying and avoiding the common pitfalls that new agents often encounter, with an emphasis on transforming challenges into stepping stones for success.

We zero in on the most prevalent mistakes new agents make and offer robust solutions to steer clear of these potential hurdles. From the pitfalls of self-deception to the quagmire of over-analysis, we dissect each issue with precision and provide actionable insights. Our discussions are enriched with real-life examples from our coaching calls, making the advice not only relatable but immediately applicable.

This episode is more than a podcast; it's a mentorship session that promises to enlighten, educate, and inspire. We delve deep into strategies that foster genuine growth, encouraging agents to embrace a proactive mindset. Whether you're grappling with the nuances of sales techniques or striving for efficiency in your practice, this episode is a goldmine of knowledge.

Join us as we chart a course through the life insurance industry, armed with expert tips, heartfelt advice, and a dash of humor. For anyone keen on mastering their craft in life insurance sales, this episode is an essential listen. It's an invitation to transform your approach, refine your skills, and embark on a path of relentless improvement and success. Welcome aboard a journey where every lesson learned is a step closer to becoming the agent who not only survives but thrives.

Welcome back to another insightful episode of the Life Insurance Academy Podcast! In this episode, we have the pleasure of hosting Alyssa Garcia, a true rock star in the insurance industry, and a beacon of inspiration for new agents venturing into the realm of insurance sales.

Alyssa shares her remarkable journey from being a dedicated nurse, passionately delivering babies, to becoming a luminary in the life insurance sector. Despite the challenging transition and the steep learning curves, Alyssa's story is a testament to the power of resilience, dedication, and the relentless pursuit of growth.

For new agents, Alyssa’s experience sheds light on the importance of embracing change, the significance of mentorship, and the value of perseverance. She emphasizes the pivotal role of mindset in overcoming fear and doubt, urging agents to focus on the impact they can make in their clients' lives rather than succumbing to the hurdles that lie in their path.

Moreover, Alyssa’s narrative is a profound reminder of the deeper purpose behind selling life insurance - it's not just about policies and premiums, but about providing peace of mind, security, and a safety net for families during their most vulnerable times.

Listeners, grab your notepads (and yes, even your crayons) as Alyssa unpacks golden nuggets of wisdom, from leveraging social media for growth to navigating the emotional aspects of sales. Her journey from the healthcare field to financial services is a compelling story of transformation, highlighting the vast possibilities that await those willing to step out of their comfort zones and chase their dreams.

This episode is a goldmine for anyone looking to make their mark in the insurance industry, offering actionable insights, practical advice, and unwavering motivation. So, tune in, get inspired, and remember, it's not just about the sales; it's about making a difference, one policy at a time.

Don't forget to follow us on our social media platforms for more updates, and join us as we continue to explore the ins and outs of the life insurance industry with experts like Alyssa. Whether you're a seasoned professional or just starting out, there's always something new to learn on the Life Insurance Academy Podcast.

In this groundbreaking episode of the Life Insurance Academy podcast, we delve into a topic that's reshaping the landscape of life insurance sales: the transformative power of artificial intelligence. Our special guest, the renowned Savvy Producer, Mr. Jason Richter, joins us in-studio to share his firsthand experience with AI in the insurance sector, particularly in mortgage protection and telesales life insurance.

Jason's journey with AI began with his venture, Voxr.ai, which leverages generative AI to enhance customer interaction and streamline sales processes. This technology allows for real-time, interactive communication, mimicking human conversations with astonishing accuracy. Jason shares how AI has not only optimized lead handling and appointment setting but also significantly boosted his sales figures, with record-breaking achievements that have left us in awe.

The episode provides an in-depth look at how AI can automate and personalize customer service, making it more efficient and cost-effective. Jason discusses the potential of AI in answering underwriting questions, managing customer inquiries, and even conducting sales calls with a cloned voice that closely resembles human interaction.

Listeners will get a sneak peek into the future of AI in the insurance industry, including the ethical considerations and regulatory compliance involved in using such technology. Jason also touches on the integration of AI with CRM systems, enhancing the scalability and effectiveness of sales strategies.

Whether you're a seasoned insurance professional or new to the field, this episode offers valuable insights into the cutting-edge technologies that are revolutionizing the way we think about sales and customer service in the life insurance industry.

Join us as we explore the exciting world of AI in life insurance sales, with Jason Richter leading the way. Discover how embracing innovation can propel your business to new heights, making the once-impossible, possible.

In this episode of the Life Insurance Academy podcast, we're diving into a topic that might not sound like the most enticing at first glance, but trust us, it's a game-changer for anyone in the life insurance industry. Today we explore the critical process of selecting the right insurance product for your clients. While the title might not immediately grab your attention, the content of this podcast could significantly impact your earnings and efficiency.

Selecting the right product isn't just about making a sale; it's about instilling confidence in your clients by demonstrating competence and understanding their needs. This episode is all about avoiding the disappointment that comes from a product mismatch, which can lead to applications being rejected due to underwriting issues. We dive deep into the significance of underwriting - a term that might as well be considered a four-letter word in our industry - and discuss strategies for navigating this often-daunting aspect of our work.

We're not just talking about theory here; we're providing practical advice and a systematic approach that can be applied in real-world scenarios. Whether you're discussing options with a client in their home or advising them over the phone, the insights shared in this episode will equip you with the tools needed to make informed decisions swiftly and confidently.

Moreover, we're introducing a simple five-step system designed to ensure your clients qualify for the best possible product, minimizing the chance of disappointment and maximizing satisfaction all around. This system is about more than just understanding the products; it's about understanding your clients, their needs, and how to align the two seamlessly.

So, if you're ready to elevate your approach to selecting life insurance products, to gain both competence and confidence, and to leave disappointment in the dust, then this is the episode for you. Tune in to not only enhance your knowledge but to transform the way you conduct business in the life insurance industry. Join us on the Life Insurance Academy podcast for an episode that promises to be both enlightening and enriching.

In this episode of the Life Insurance Academy Podcast, we dive into Kevin Montes's inspiring journey from the bustling food industry in California to achieving success in the life insurance sector in Louisville, Kentucky. Alongside his partner Alyssa, Kevin's move was fueled by a desire for growth and proximity to a nurturing professional environment.

Kevin's story is a powerful testament to resilience, adaptability, and the relentless pursuit of excellence. His transition from serving tables to navigating the complexities of life insurance highlights the transformative power of dedication and the importance of foundational success principles. Kevin's narrative reveals how consistent effort, a deep connection with people, and a commitment to improvement can lead to remarkable achievements in sales and personal development.

Listeners will find immense value in Kevin's insights into overcoming challenges and leveraging opportunities within the life insurance industry. His experiences underscore the significance of consistency, the impact of personal connections, and the critical role of foundational principles in crafting a successful career.

Join us as we explore Kevin Montes's journey, offering motivation and practical advice for anyone aspiring to make a significant impact in the life insurance industry. Kevin's story is a beacon of inspiration, showcasing the endless possibilities that come with perseverance and a passion for one's chosen path.

Tune into the Life Insurance Academy Podcast to be inspired by Kevin's journey and learn how to navigate your own path to success in the life insurance industry.

Hey Life Insurance Pros! Get ready for an electrifying episode of the Life Insurance Academy podcast where we explore the depths of how to skyrocket your sales. This isn't just about mastering a sales strategy; it's about igniting the belief in the avalanche of applications you're capable of achieving!

In this episode, Chris Ball and Zach McElawain delve into the essence of belief and its transformative impact on your sales journey. They discuss not just the know-how but the crucial do-how, making this a must-listen whether you're a seasoned professional or just starting out in the life insurance industry. It's packed with insightful strategies and real-life wisdom to propel you towards unparalleled selling success.

Discover the foundational role of belief in yourself, your opportunities, and your products, and learn how this simple yet profound concept can turn the impossible into the I'm-possible. The episode unfolds the art of sustaining belief through challenges and transferring this vital energy to your team and clients, equipping you with the tools to thrive in any sales environment.

Chris and Zach share their insights on understanding belief as a muscle that needs constant exercise to grow, the importance of borrowing belief through witnessing the success of others, and strategies for formulating, sustaining, and transferring belief to create unstoppable momentum in your sales career.

Whether you're navigating a sales slump or aiming to reach new heights, this episode is laden with wisdom to reignite your passion and drive for life insurance sales. It's a call to action to turn belief into tangible success, aiming not just for one policy but an avalanche of applications.

Don't miss out on this transformative journey. Press play, immerse yourself in the insights shared, and let's embark on a path of turning belief into a reality. If you find value in our conversation, don't forget to like, subscribe, and share this episode with someone in need of a sales boost. Together, let's spread the power of belief and transform lives through our sales success.

Join us in the latest Life Insurance Academy Podcast, where we're diving deep into the concept of 'Blind Spots' in life insurance sales. Blind spots, often unrecognized areas in our professional journey, can significantly impact your sales strategy. In this episode, Zach McElwain and Chris Ball, with their extensive experience and passion for life insurance, explore these unseen challenges and opportunities. They share personal anecdotes and practical strategies, offering a comprehensive understanding of how these hidden hurdles can affect agents.

In today's episode, we dissect the idea of blind spots, those overlooked strengths or unacknowledged weaknesses that can transform your professional journey. You'll hear real-life examples from our hosts, who have encountered and learned from their blind spots. They will share strategies to identify and overcome these hidden challenges, emphasizing the crucial role of mentorship and coaching. The discussion also highlights the importance of continuously learning and adapting in the dynamic world of life insurance sales, showing how recognizing and addressing blind spots can lead to growth and success.

Whether you're a new or experienced life insurance agent, a sales professional looking to refine your approach, or simply interested in the nuances of sales psychology, this episode offers valuable insights and practical tips.

Dive into the world of life insurance sales with us and discover how to turn blind spots into bright opportunities. Subscribe, listen, and share your thoughts in the comments!

Welcome back to another engaging episode of the Life Insurance Academy Podcast! In this episode, Roger Short, Chris Ball,  and Zach McElwain, delve into the complexities of selling life insurance, offering a blend of humor, honesty, and hard-earned wisdom.

In today's discussion, we tackle the burning question, "Is it hard to sell life insurance?" Our hosts share their initial fears and experiences, shedding light on the expectations versus the reality in the life insurance industry. From the hustle involved to the rewards reaped, they provide an unfiltered view of what it really takes to succeed. Zach, with his realistic and slightly skeptical perspective, discusses the balance between doubt and seizing opportunities. The episode also highlights the emotional and financial investments needed in this career, underscoring the importance of commitment and patience through the highs and lows.

Whether you're just starting in the industry or you've been navigating these waters for years, this episode is packed with insights that will resonate with you. Join Roger, Chris, and Zach as they debunk myths and lay out the raw truth about the life insurance grind.

🎧 Tune in now for an honest, in-depth look into the life insurance profession and learn from the experiences shared. Let's journey together through the landscape of life insurance!

Join us for an engaging episode featuring Roger Short alongside Zach McElwain, we tackle a topic close to our hearts - the nuanced world of life insurance sales. This isn't just about making sales; it's about understanding the deeper aspects of being a successful life insurance agent.

In this industry, facing days without sales is a common challenge. We delve into how it's easy to feel upbeat following a successful sale, but the real test comes on the quieter days. Our discussion revolves around maintaining a positive mindset and the crucial role of never giving up.

Key Highlights of the Episode:

The "Five Rules to Winning the Day" in life insurance sales, each illustrated with real-life scenarios and practical advice.

Insights on how confidence, positivity, focusing on strengths, valuing legacy over currency, and relentless hustle can shape your career.

Special discussions including perspectives from Gary Vaynerchuk and the importance of attitude and consistency in achieving success.

This episode is a must-listen for everyone in the life insurance field, from full-time agents to part-timers or those just exploring the industry. It's filled with valuable insights and actionable tips for daily professional life.

We also welcome you to be part of our community through our comprehensive courses and coaching programs, designed to offer deeper insights and personalized guidance in your life insurance journey.

Tune in now to this enlightening episode and discover how to transform your approach to life insurance sales for long-term success!

🎧 Welcome back to another episode of the Life Insurance Academy Podcast! 🌟

🔥 In today's episode, we're diving into a crucial topic for all new life insurance agents and those mentoring them - achieving success in the first 90 days. This period can be make-or-break, with about 92% of new agents failing. But why is this, and what can you do differently?

👥 Join Zach McElwain and Roger Short in the studio as we share our personal stories and insights on navigating the challenging yet rewarding journey of the first 90 days in the life insurance industry. From muddy roads and direct mail leads to mastering the art of communication and finding your niche, we've got a lot to cover!

💡 We'll explore the importance of setting realistic expectations, developing effective communication skills, and the vital role of mentorship and community in this industry. Plus, we'll tackle the often-overlooked aspect of balancing learning with action and the necessity of consistent, focused efforts.

🏆 Whether you're a budding agent or a seasoned mentor, this episode is packed with valuable lessons and strategies to help you or your mentees thrive in those critical first 90 days and beyond.

👂 Listen now to discover the key to breaking through and not just surviving but thriving in the life insurance business!

Welcome back to another episode of the Life Insurance Academy podcast! Join us in-studio as we dive deep into our series on Objections. This episode is uniquely exciting as we're discussing it live, without any pre-planning. Zach and Chris will lead you through a spontaneous and genuine conversation, providing an in-depth look at common objections in life insurance sales, such as the need to discuss with a spouse or having to pray about it. We'll explore effective strategies to turn these objections into successful conversions.

📚 Today's Focus: Overcoming common objections like discussing with spouses, praying about decisions, and others. Understand how to turn objections into successful opportunities.

💡 Key Takeaways:

Strategies to anticipate and address common objections effectively.

Insights into the art of sales communication and the importance of understanding the full picture in insurance sales.

Real-life scenarios with strategies for successful policy sales.

🚀 Exclusive Insights:

Chris's unique take on why certain objections are actually opportunities in disguise.

Engaging discussions on real-life sales scenarios and effective handling techniques.

🤝 What's In It For You?

Build confidence and master skills to handle objections in sales.

Learn from experienced professionals sharing their valuable knowledge and experiences.

👉 Stay Tuned:

We are committed to equipping you with essential tools and knowledge.

Don't miss out on the valuable lessons and tips shared in this episode.

🌐 Visit Life Insurance Academy for more resources, coaching, and to join our community.

🔔 Subscribe and Stay Updated:

Remember to subscribe and click that check mark to keep up with our latest episodes.

Feel free to share these insights with others who might benefit!

Welcome to a compelling episode of the Life Insurance Academy Podcast, where we dive deep into the art of overcoming objections in life insurance sales, with a special focus on the "it's not a good time" challenge. Hosted by Zach McElwain and Chris Ball, this episode is a treasure trove of insights and strategies for life insurance professionals. We start by dissecting the psychology behind this common objection, understanding why clients might feel it's not the right time, and how to navigate these concerns empathically. Our conversation is not just about overcoming objections but also about building a rapport that respects the client's perspective while gently guiding them toward a more informed decision.

Moving forward, we explore a range of real-life scenarios, drawing from our own experiences in the field. Each story brings a new lesson, showcasing how different approaches can be effective in various situations. We discuss the importance of timing, tone, and the right choice of words when addressing clients' hesitations. The episode is filled with actionable tips on how to turn a potential 'no' into an opportunity for discussion and understanding. Whether it's through the power of storytelling, the art of asking the right questions, or the skill of active listening, we share methods that help you connect with clients on a deeper level.

Finally, we wrap up with a focus on the bigger picture - the importance of persistence, patience, and positivity in the life insurance sales process. We emphasize how maintaining a positive attitude, combined with a strategic approach, can significantly impact your success rate. This episode isn't just about overcoming a single objection; it's about enriching your overall approach to sales and client relationships. By the end of our discussion, you'll be equipped with a more nuanced understanding of client objections and a toolkit of strategies to address them effectively.

Join us in this engaging episode of the Life Insurance Academy Podcast, where we turn challenges into opportunities for growth and success. Don’t miss out on these invaluable insights that can transform your approach to life insurance sales!

Welcome to a special milestone episode - Episode 200 of the Life Insurance Academy podcast! Join us as we commemorate this incredible journey with a very special guest, Mr. Adam Steffen. Adam, the man behind the curtain, the wizard of our podcast, joins us in the studio for an insightful and engaging conversation.

In this episode, we dive deep into the evolution of content creation and the transformative power of social media in the life insurance industry. From the days of audio files to the dynamic world of video content and YouTube Shorts, we explore how these platforms have become virtual business cards for professionals.

Adam shares his journey and discusses the importance of consistency in content creation. Learn about the "podcast effect" and how sharing your knowledge and experiences can significantly enhance your network and professional growth.

Whether you're an agent looking to market your business, an individual aiming to grow your brand, or someone seeking to scale your agency, this episode is packed with valuable insights. We discuss client-facing content strategies, leveraging social media and video to reach clients, and the nuances of creating content that resonates with your audience.

Join us in this celebratory episode as we not only look back at our journey but also forward to the future of life insurance professionalism and brand building. Your path to becoming a more effective and successful life insurance professional starts here!

Welcome to a new episode of the Life Insurance Academy Podcast! Today, we delve into one of the most challenging aspects of the life insurance industry: handling objections like "I thought it was free" or "I can't afford it", which are particularly common in final expense conversations. This episode is insightful as we explore these common objections that often arise at the initial stages of client interaction and can be major hurdles for agents.

In our discussion, we provide an in-depth analysis of objections like "I thought it was free" or "I can't afford it", emphasizing the importance of understanding their nuances and the psychological aspects behind why clients raise these concerns. Our conversation includes strategies for overcoming these objections, highlighting the necessity of a principled sales process that addresses these issues effectively.

We also explore the agent's mindset and its impact on handling objections more broadly. It's crucial for agents to focus on the client's needs and build a relationship based on empathy and understanding, rather than just focusing on the transactional aspect. This approach not only helps in overcoming objections but also in establishing a trustworthy relationship with clients.

For new agents, this episode offers practical advice and strategies that are essential in navigating these common challenges. We encourage listeners to join the conversation by sharing their experiences and questions in the comments below. Your insights and interactions are valuable to us and the community.

Additionally, we offer courses and weekly coaching calls for more in-depth training and support. These resources are designed to help you grow and succeed in the life insurance industry.

Thank you for tuning into the Life Insurance Academy Podcast. We are committed to helping you make a difference in your community and achieve success in the life insurance industry. Don't forget to subscribe and stay tuned for more insights and strategies in our upcoming episodes.

Welcome to another insightful episode of the Life Insurance Academy Podcast! In this episode, we dive deep into the world of objections - a crucial aspect of life insurance sales. Ever encountered the classic "I want to think about it" objection? We've all been there, and today, we're tackling it head-on.

Join us back in the studio with the dynamic trio - Zach, Chris, and Roger - as we unravel the nuances of handling objections with finesse. We share personal experiences, tips, and strategies to turn these challenging moments into successful closings.

Our discussion goes beyond the surface as we explore various types of objections, their underlying causes, and effective responses. Whether it's affordability concerns or trust issues, we've got you covered. Learn how to identify, isolate, and solve these objections, transforming potential setbacks into opportunities for connection and understanding.

This episode is not just about techniques; it's about empathy, listening, and building genuine relationships with clients. Whether you're on the phone or face-to-face, discover how to lean in with your voice and presence, creating a bridge of trust and understanding.

Don't miss this valuable episode, especially if you've faced the "I need to think about it" challenge. Tune in to gain the insights and confidence you need to excel in the art of life insurance sales. Remember, it's not just about selling; it's about understanding, connecting, and providing real solutions.

🎧 Listen now and elevate your skills in navigating objections in life insurance sales.

Welcome back to another exciting episode of the Life Insurance Academy Podcast!

In this episode, Chris Ball and Zach McElwain dive deep into a topic that resonates with every insurance agent out there: Why aren't I selling more? 🤔 We've all been there, searching for that magic word or secret phrase that will guarantee a sale. But is it really that simple?

🔑 We tackle the big question: What is the response that gets the sale every time? Spoiler alert: it's not just about a magic word like 'abracadabra'. It's about understanding and addressing objections in a way that resonates with your clients.

💡 Learn from our experiences and get a grasp on the top objections you're likely to face. We'll guide you through understanding the real objections beneath the surface and how to effectively address them. It's not just about what you say, but how you say it and understanding the client's needs.

🚀 Get ready for a serious, insightful, and possibly game-changing discussion. Lock in, pay attention, and let's debunk some myths together. By the end of this episode, you'll be equipped to face every objection and move towards a more successful life insurance sales journey.

In our latest episode, Chris Ball and Zach McElwain reunite to share their extensive knowledge and experiences in the life insurance industry. They delve into the critical role of commitment, particularly for those considering a career shift or seeking new opportunities within the industry. This episode is a treasure trove of insights, discussing the freedom and control that come with being your own boss in the life insurance field, and the realistic expectations and dedication required for success.

We explore success stories that transform dreams into reality and offer in-depth advice for those entering the industry part-time. This includes selecting the right insurance verticals, understanding the necessary training, considering the investment, and planning for career progression. The conversation also touches upon the importance of understanding your endgame and setting realistic goals, whether you're a seasoned professional or just starting out.

If you're already in the industry or thinking of making a switch, this episode is packed with valuable insights that shouldn't be missed. Tune in to discover how you can navigate the challenges and opportunities in the life insurance world, whether full-time or part-time.

Welcome back to a special episode of the Life Insurance Academy podcast! Today, we're thrilled to have an exceptional guest joining us all the way from sunny California, Santa Clarita - by way of Arkansas. Meet Connie Holman - a true powerhouse in the life insurance industry!

Connie's journey is nothing short of inspirational. From exploring telesales opportunities to investing in her professional growth at our game-changer boot camp in Louisville, Kentucky, she's a testament to what dedication and self-investment can achieve.

In this episode, Connie shares her experiences, challenges, and the lessons learned in the life insurance field. Whether you're a new agent, a seasoned veteran, or just curious about the industry, there's something in this episode for everyone.

Join us as Connie brings her authenticity, passion, and insights to the table. It's an episode packed with valuable advice, heartfelt stories, and the kind of wisdom that only comes from real-life experiences.

Get ready for another extraordinary session of the Life Insurance Academy podcast!

 This time, we're featuring none other than the O.G. of the insurance industry – Tony Gilliam! 

Tony is not just an industry veteran with more than 28 years of experience, he's a living legend whose infectious personality attracts everyone around him. He's a giver, a communicator, a true collaborator who’s mastered the art of living to the fullest, loving his family, traveling extensively, and turning life insurance sales into a lucrative adventure. 

 He's taking telesales to a whole new level, proving that work and play can indeed mix, as he travels the country in his signature Hawaiian shirt and flip-flops, living out his mantra: "Are you even doing telesales if you're not in flip-flops and a T-shirt?" 

Join us as Tony brings his wealth of knowledge to Louisville for the Game Changer boot camp. Dive into his journey from health insurance to life insurance and discover how he’s drilling down into final expense sales over the phone. 

Tony's journey is as unique as it is inspiring, and he's here to share valuable insights that are nothing short of gold nuggets for anyone in the industry. 

Tune in to this heartfelt conversation, packed with wisdom, humor, and the kind of real talk you won't find anywhere else. 

Don't miss out! Click to listen now and be a part of the experience that’s changing the game in life insurance! 

In this episode of the Life Insurance Academy Podcast, we have a special in-studio guest, Dallas Keithley, all the way from Springfield, Missouri. From his initial struggles in insurance to becoming a managing partner with Impact Legacy Group, Dallas shares his 22-year transformative journey in the industry, recalling the crucial lessons from facing failure not just once, but twice.

 He illuminates his fervent drive to mentor agents in diversifying their portfolios and ardently believes in the value of the right insurance for everyone. Throughout the discussion, Dallas emphasizes the essence of sales, pointing out that success hinges on reaching the right audience. And for those curious about the latest trends, he offers a sneak peek into his innovative approach to Medicare seminars. This focus is part of his broader mission to assist life agents in enhancing both their skills and revenue streams. 

 Dallas captivates the audience with his natural charisma, drawing from his personal experiences to inspire and motivate agents to reach their highest potential. Whether you're an industry newbie or a seasoned pro, this episode is packed with insights, laughs, and invaluable lessons.

Welcome to another enlightening episode of the Life Insurance Academy Podcast! 🎙️

In this episode, we're joined by the exceptional Dane Smith from Wealth United in Tucson, Arizona. With a rich history spanning over 34 years in the life insurance industry, Dane brings a unique blend of professional and personal insights. His journey from starting with term insurance, evolving into an IUL producer, and now wearing the hat of a 'Debt and Wealth Coach' is nothing short of inspiring.

Dane's genuine passion is evident as he discusses the transformative power of life insurance, emphasizing its importance beyond just a product. His mission? To educate and change perceptions, making financial wisdom accessible to families everywhere. With 30 years of marriage, five kids, and seven grandkids, Dane's experiences and anecdotes are sure to resonate with many.

Whether you're a seasoned industry professional or someone looking for financial insights, this episode promises a wealth of knowledge. Dive in and discover why life insurance is so much more than just a policy.

On this episode of the Life Insurance Academy podcast, we are thrilled to have Sean Meenan, from Agency Rocket, shed light on the evolution of financial wisdom and the pitfalls of traditional retirement strategies. We introduced you to Agency Rocket in a previous episode, it's a game-changing software built for life insurance agents. We showed you how it can help get your clients out of debt, but it is also designed to demystify the benefits of Indexed Universal Life (IUL) policies.  Showing you and your clients how to build a guaranteed lifetime income stream that is tax-free in retirement! 

Sean highlights the unmatched security and tax perks of a well-structured IUL, juxtaposing it against the often misleading allure of standard 401k investments. Thanks to Agency Rocket, agents can now effortlessly showcase how IULs stack up against conventional investment methods. Equip yourself with knowledge, and empower your clients for a secure financial future! 

Head over to lifeinsuranceacademy.org/agencyrocket for an exclusive discount and see the software for yourself!

Join us in this Life Insurance Academy Podcast as we sit down with Gilbert Lopez, a telesales superstar from Portland, Oregon. He's making waves in the world of simplified issue life insurance, especially in final expense sales. Gilbert talks about how he unintentionally stumbled upon final expense and how one life-changing sale shaped his approach to the industry. Sharing his impressive achievement of writing over $300,000 in final expense sales over the phone, he emphasizes the importance of maintaining integrity, resilience, and a genuine desire to serve clients. Learn how mindset, discipline, and the right tools play a role in his success. Don't miss Gilbert's insights and tips for those aspiring to achieve big in the telesales arena.

Are you ready for one of the MOST impactful episodes ever on the Life Insurance Academy Podcast? Today, we dive deep into America's silent financial epidemic - DEBT.

Struggling with financial stability? This episode is a must-listen! John Phillips from Agency Rocket joins us to share insights on understanding the debt crisis in America. We also delve into how life insurance agents can be a beacon of hope and provide real solutions to consumers. Furthermore, the conversation shines light on the power of cash value in life insurance policies and demonstrates how software like Agency Rocket simplifies the process for both agents and consumers.

Want to visually experience this conversation? Head over to lifeinsuranceacademy.org/agencyrocket and see the software for yourself!

Let's tackle debt and chart a course towards financial freedom!

 We have always said consistent, focused activity fixes a lot of problems for a new life insurance agent, and our guest today epitomizes that statement. Roman Koval is a life insurance legend hailing all the way from Portland, Oregon. Roman's name has become synonymous with success, but it hasn't always been that way. Discover how he started his journey with a mere dream of survival, earning just around $30,000 in his initial year, to becoming a major influencer and $500,000 a-year producer in the life insurance industry.

Roman takes us through his transition from health insurance sales in a call center to becoming a major producer in final expense life insurance — entirely over the phone. What makes some agents give up, while others, like Roman, thrive? Learn about the three crucial components: skilling up, managing cash flow, and the undeniable power of activity. Whether you're a budding insurance agent, an established professional, or just someone seeking motivation, this episode offers something for everyone. So, buckle up and get ready for a roller-coaster of insights, and invaluable lessons.

 In a world dominated by smartphones and constant distractions, genuine human interaction has taken a backseat. We often find ourselves engrossed in our screens, scrolling through social media or texting, even during face-to-face conversations. The result? We're losing our ability to effectively communicate with our clients. 

In the episode, Zach McElwain and Chris Ball cover the critical aspects of tonality in sales communication. There is a delicate balance between being direct and seeking permission in your tone. Confidence is key, but coming across as overly pushy or passive can hinder effective communication. Finding the right balance allows you to guide the conversation while respecting the client's pace, ultimately leading to a more successful sales interaction.

Additionally, we touch on the importance of conviction versus enthusiasm in your life insurance sales approach. Your tonality should align with your client's preferences, as different personalities may respond better to either a more straightforward, conviction-driven style or a more enthusiastic approach. By fine-tuning your tonality and communication style, you can enhance your sales effectiveness, build trust, and foster better client relationships, ultimately achieving greater success in your life insurance sales endeavors.

What should a brand new agent focus on during their initial weeks in the life insurance industry? Are there tools they should start using immediately to get organized? What's the most effective method to generate leads? These are just a few of the questions racing through the mind of a new agent in their first month. They are the same questions Roger Short had when he got started in the business. The pressure to produce right out of the gate can be overwhelming. So today, we are going to provide answers to these questions, and more. In this episode Zach McElwain and Roger Short discuss the best practices for a new agent's first month in the business.

Are you curious about how a 23-year-old insurance expert is making a huge impact in the industry and his bank account?  Sid James shares his inspiring journey from starting at 21 to achieving incredible success in just two years! Join us in this exclusive Life Insurance Academy Podcast episode as Sid talks about his transition from sports to insurance, breaking the stereotypes, and the secrets to his rapid rise in the business. 

Discover how he went from door-knocking to hosting seminars for seniors, helping hundreds with Medicare and life insurance. Sid's story is proof that with determination and the right support, anyone can excel in the insurance world, regardless of age.  Don't miss out on this incredible conversation!

Marketing your life insurance business can be a daunting task, especially if you are not sure how. If that’s you then you don’t want to miss this episode of the Life Insurance Academy Podcast. Luke Acree is an authority on leadership, a lead generation specialist, and a referral expert who passionately believes that businesses run on relationships. By teaching the principles of relationship marketing, he’s helped more than 100,000 entrepreneurs and small businesses grow their companies. In this episode, Roger Short sits down with Luke Acree and discusses the importance of relationship marketing in the life insurance industry. 

We are continuing our podcast series on leaving your client in a better position. In part one, we discussed how to properly handle the “I already have life insurance” objection. In part two we cover how to correctly propose replacing that policy IF it benefits the client. Our goal with this series is to improve your client servicing, help you write better premiums, reduce chargebacks, and ultimately, boost your earnings. In this episode, Chris Ball and Zach McElwain cover the best practices in replacing ill suited life insurance policies. 

If you’re an agent who sometimes hits a roadblock when a client already has coverage, or you’re doing well but think there’s more money to be made, this episode is crafted just for you. This is the first part of a new series about leaving your client in a better position.  Our goal with this series is to improve your client servicing, help you write better premiums, reduce chargebacks, and ultimately, boost your earnings. In this episode, Chris Ball and Zach McElwain cover proven approaches to overcoming common objections.

The last few years have normalized the idea of working from home, but what about making six figures from home?!? As a Life Insurance Agent, we have seen it done and want to teach you how to replicate it! We have broken it down into a five-part framework that we feel is absolutely vital for you to achieve this goal. In this episode, Roger Short and Chris Ball cover all the key fundamentals to making six figures from the comfort of your home.

Link to register for our live telesales training event:

https://lifeinsuranceacademy.org/livetelesalestraining

Links to items we mentioned:

Logitech H390 Wired Headset for PC/Laptop:  https://a.co/d/5UCakAu

ASUS 27” Eye Care Monitor Full HD (1920 x 1080) IPS 75Hz: https://a.co/d/3NPX7qw

ASUS TUF Gaming 27" 1080P Gaming Monitor - Full HD, 165Hz: https://a.co/d/0lXmllO

Burner App: https://www.burnerapp.com/

This week on the Life Insurance Academy podcast,  we are wrapping up the interviews from our Telesales Bootcamp series. Over the span of two weeks, dozens of agents logged thousands of phone calls, leveled up their businesses, and made a difference in the lives of the families they served. In this episode, Roger Short talks with Sonia Rodriguez, Jackie Tirado, Rosio Suchil, and Allison Jackson about their experiences during our three-day boot camp. 

Discover how these agents conquered challenges, acquired new strategies, and drew inspiration from a supportive community. From overcoming objections to implementing effective scripts, there is a wealth of invaluable lessons and insights for anyone seeking to enter the dynamic world of life insurance. So, grab your notepad and pen, and brace yourself for an enlightening session with these exceptional agents, poised to make a profound impact in the telesales industry.

When we put the word out that we were doing an immersive telesales training event the response was overwhelming! We had so many agents who wanted to participate that we had to extend it into a second week! This week we continue our Life Insurance Telesales Training interviews with a new set of agents ranging in experience from newly licensed to seasoned veterans. Join us as Roger Short sits down with new agents Yusef Fowler and Thomas Nguyen as well as a Life Insurance Academy Podcast veteran Jonathan Henderson and discusses the benefit of learning in community. 

Discover how these agents conquered challenges, acquired new strategies, and drew inspiration from a supportive community. From overcoming objections to implementing effective scripts, there is a wealth of invaluable lessons and insights for anyone seeking to enter the dynamic world of life insurance. So, grab your notepad and pen, and brace yourself for an enlightening session with these exceptional agents, poised to make a profound impact in the telesales industry.

Join us for an exciting episode of the Life Insurance Academy podcast as we dive into the immersive world of life insurance telesales training. Life Insurance Academy recently hosted a three-day event where Chris Ball and Roger Short invited a dozen agents for in-depth telesales training.  In this episode, Roger Short interviews agents from various backgrounds sharing their insights and experiences from a three-day intensive sales training event.

Discover how these agents tackled challenges, learned new strategies, and found motivation in a supportive community. From overcoming objections to implementing effective scripts, there are valuable lessons and gold nuggets for anyone interested in the life insurance industry. Grab your pen and paper and get ready to learn from these inspiring agents who are ready to make an impact in the world of telesales. Don't miss out on this opportunity to gain actionable insights and be part of a thriving community of agents dedicated to their success.

There are numerous benefits that telesales brings to life insurance professionals. Agents can efficiently connect with a high number of potential clients, offer personalized solutions, and build strong relationships, all from the comfort of their own homes or office. Selling life insurance over the phone empowers agents to reach a wider audience, offering services in multiple states, and unlocking geographical barriers and other personal limitations, to maximize their sales potential.  But what if you are unsure about selling life insurance over the phone? We have you covered. 

The Life Insurance Academy is hosting a series of immersive telesales boot camps and we have agents from all over the country from different agencies join us to participate. Some are brand new, with no sales experience and only one or two products to offer while others are seasoned and selling at a high level. The result is a unique collaboration of diversity, talent, and grit all working together to help each other level up and win. In this episode, Roger is joined by previous guest,  top producer, and agency builder Jalon Talley of True Wealth Financial. Jalon and his partner Mike Kwarteng, who was featured in a previous episode, are growing and scaling a Final Expense Agency for both face-to-face and telesales agents. Jalon joined us as one of the mentors/participants and shares his insights in this revealing episode.

Learn more about True Wealth here: www.wearetruewealth.com or on Instagram @truuwealth @jalontalley

If you had the opportunity to make your monthly salary in five days, would you take it? No gimmicks, no second job, just you doing the same thing you do every day in a new competitive team environment. The benefits of a focused environment, free from distractions, allow for accelerated growth and success. This training approach can redefine your sales experience and help you make more money in one week than you typically would in a month. The results are astounding, with some participants achieving annualized premium sales of $12,000 to $16,000 in just five days. Collaboration and teamwork play a vital role in this process as agents come together to support and uplift each other.  In this episode, Roger Short, Chris Ball, and Zach McElwain discuss the transformative power of independent agents working as a team.

Technology plays a huge role in our daily lives, adding ease and efficiency to most tasks. This is particularly true for a life insurance agent focused on telesales. Now, you don't need extravagant tools to begin telesales. A cell phone, or landline phone, and a laptop can get you up and running. However, for those seeking to optimize their process and elevate their business, gradually integrating innovative technology into your sales approach is crucial. In this episode, Roger,Chris and Zach delve into the world of telesales and discuss the essential technology needed for successful insurance sales over the phone.

 As agents we search for the ever-relevant "secret recipe" of success, but it hasn’t changed much honestly. While the way insurance sales are conducted has evolved, some crucial factors have stood the test of time.  The first thing to remember is that trying to reinvent the wheel in insurance sales is not the way to go. Successful agents invest in proven lead sources and marketing expertise instead of trying to create their own systems from scratch. If you're a new agent looking to accelerate your career or seeking valuable tips to boost your insurance sales, this episode is a must-watch. Don't miss out on the wisdom shared by Roger Short and Chris Ball as they reveal the four indispensable factors for achieving success in insurance sales. Tune in now and level up your game!

Every new life insurance agent comes from diverse backgrounds and skill sets, and everyone starts with varying levels of proficiency in sales. One thing to remember when you are getting started is that you are definitely going to suck. But don’t worry! We did too! The learning curve in the insurance business is steep, and everyone needs adjustments and adaptations along the way. The value of perseverance and continuous improvement is key, everyone goes through a period of "sucking" before achieving success. In this episode, Roger Short, Zach McElwain, and Chris Ball reflect on their early experiences in the life insurance business and share their personal growth journeys.

Anyone that has been in sales long enough knows the feeling of being told no. 

Many agents are solely focused on getting the sale and fail to understand the significance of the entire sales process. The industry's marketing approach often emphasizes the end results, such as financial success and incentives, without adequately communicating the importance of the journey and the steps involved. This misalignment of expectations leads to frustration when agents struggle to achieve their desired results. In this episode, Zach McElwain and Chris Ball discuss the importance of agents not skipping steps in the life insurance sales process.

Recently we discussed what we would do differently if we started all over again. But have you ever heard our origin story? A few weeks ago, Roger Short had the honor of being interviewed by Cody Askins about his entry into the life insurance sales business. 

 Roger shares his story of how he was able to write $137,400 in annual premium in his first four months as a life insurance agent, and how he went on to build a successful agency. The Cody Askins team has been gracious enough to let us share that conversation with you here on our channel.  In this episode, Roger Short discusses the strategies and tactics he used to achieve remarkable success in a short period of time selling life insurance.

Last week we talked about how good leadership with solid systems, track records, and trustworthy people is key to success in life insurance sales. We even laid out the path to a six figures sales career in your first year. But what about those who are ready to take the next step? How do you scale your business to seven figures and beyond? In this episode, Roger Short and Zach McElwain cover a simple and empowering strategy to scale your insurance business to seven figures in revenue. 

We have all seen videos and podcasts that say things like “6 figures in 6 Days” and wanted to replicate it. One thing to remember is that starting any new business comes with start-up costs, and starting in insurance sales is no different. The trick is understanding what those costs are and setting your expectations accordingly. We realized that in 160+ episodes we have never covered the start-up costs for independent insurance sales. In this episode, Chris Ball and Zach McElwain cover the real start-up cost to begin your life insurance sales journey.

What if we told you there was a way to make an extra $100,000 this year without overhauling your entire sales approach? What if we told you it was as simple as asking a few extra questions on appointments you are taking? Sounds too good to be true, right?  Well, life insurance agents all over the country are discovering the power of annuities and retirement planning, which is accessible to sell with a life producer's license. By simply letting their clients know they can provide this service, life insurance agents are maximizing the value they bring to the client.  In this episode, Roger Short and Zach McElwain talk with Pat Schmidt about the power of annuity sales and how it can propel your life insurance sales journey.

It’s easy to look at the challenges life throws at us and just walk away. This is doubly so in life insurance sales. We run into carrier questions, underwriting issues, “problems” with leads, and a litany of other hurdles on a daily basis. But every hurdle is a stepping stone to the next opportunity. That’s the way Medicare Master Brian Thompson looks at it anyway. In this episode, Roger Short and Chris Ball talk with Brian Thompson about his journey to find success in life insurance sales.

We have all looked back at our past and wondered if we made the right decisions in our professional lives. We might have thought we would quickly find success or make a lot of money right away. In reality, success takes time, hard work, and the ability to learn from our mistakes.  As we all know, hindsight is 20/20, and there are inevitably things we wish we had known or done differently. In this episode, Roger Short, Chris Ball, and Zach McElwain share their own experiences and insights, as well as practical advice for those just starting out.

Every successful team in sports or business has one thing in common, a great coach. This is especially true in life insurance sales. A coach's job in insurance sales involves holding up a picture of their agents' vision, goals, and dreams as well as listening to and building a relationship with them. Far too often uplines, team leaders, and agency owners in the insurance space focus too much on position and not enough on coaching.  New and developing agents need practical and tactical coaching, as well as engaging and interactive training to find success in life insurance sales. In this episode, Zach McElwain and Chris Ball discuss leadership and coaching in the insurance industry.

Transitioning into insurance sales is a difficult decision to make, especially if you are currently in a “safe” job. You might worry about not having the correct prerequisites to find success in this business, or the idea of leaving that “safe” position is too scary.  Well, what if we told you that you could write $18,000 in business a month working part-time with no degree? That is exactly what today’s guest did while she was transitioning from her old career into life insurance sales. In this episode, Roger Short and Chris Ball talk with Lisa Joos about her journey from fitness marketing to final expense sales.

Everyone's journey into life insurance sales is different. Our “Whys” will differ from agent to agent, but one thing is the same in almost everyone’s story. That first step into the business is exhilarating…and terrifying. The idea of being your own boss and having an uncapped income is super attractive. But what vertical should I focus on? Should I use a leads-based system or a warm market? Captive or independent? In-person or telesales…or both? It can be intimidating, but success is sure to follow for those who buy into a system and stick with it.  In this episode, Roger Short and Zach McElwain talk with Michael Bond about his entrance into the life insurance sales business and how he found six-figure success. 

We have been in the life insurance industry long enough to have seen all the cycles. We’ve seen agents rise, fall, and then disappear. We’ve seen agents struggle and then give up and we have seen others overcome those struggles and win. And we keep getting asked the same question, what is the secret to success in life insurance sales? The conclusion we have come to is this; success in life insurance sales boils down to one concept, consistency. In this episode, Roger Short and Chris Ball discuss the importance of consistency in your life insurance business. 

Many people wonder if they can start selling life insurance part-time. Most opportunities are lead driven. Today, we investigate a powerful life insurance sales niche that can help you accelerate your career. Many agents now are using life insurance products to protect families well beyond funeral and burial costs by paying off mortgages and other debts left behind. But what about using a life insurance policy as a bank? This concept had our heads spinning as well! In this episode, Roger Short and Chris Ball talk with Jonathan Henderson about how to turn a life insurance policy into your own personal banking system.

So, you have your life insurance license and you’re ready to break into that “6-Figure Status” that everyone is talking about. But how?

You know you are going to need to find clients, but what are the best ways to do that? Do you know what area of life insurance sales you want to start selling in, or even what options are available to you? Which areas are the best to start with and which ones are the most profitable? So many questions that need answers.

In today’s episode, Roger Short, Chris Ball, and Zach McElwain break it down for you and discuss the TOP FIVE markets to make money in life insurance sales.

Why do we believe everything our clients tell us? “This is a bad time.” “I already have life insurance.” “I’m not interested.” Sometimes people don’t say what they mean. The client is trying to find the proper way to communicate their concerns about buying insurance, but they don’t know how. They are afraid of making the wrong decision, so they make the easiest decision, and do nothing.

We have to understand this truth before we ever knock on a door or pick up the phone. We have to understand the underlying need within the home and our clients' insecurities of making the wrong decisions. Then it is our responsibility to guide our clients to the best solution for their needs. In this episode, Chris Ball and Zach McElwain discuss the importance of understanding our client’s concerns even if they don’t voice them.

We have a unique episode this week as our team prepares and gathers for our annual conference. At this conference, we're releasing our new agent resource called the Oh Crap! I Need Help Guide! This unique, on-demand training is designed to put our coaches in your car to give you the training and pep talk you need when you face an obstacle that prevents you from getting the sale. To get this resource, go to https://liapodcast.org/ohcrap

Agents can make many assumptions throughout their sales process. Some of these assumptions can make an agent money but some can cost agents tremendous amounts of sales. There's a lot at stake when you assume so listen in to this episode to learn where in the sale you should make assumptions and when you shouldn't! For show notes and agent resources, visit liapodcast.org/ep52

We had the incredible opportunity to have author Gary Keith on this week's podcast to discuss how we as agents can overcome hardships in our business and in our life. Gary's story is powerful and the system he has created to change his circumstances has helped people across the nation. He drops so many gold nuggets throughout this episode. Visit https://liapodcast.org/ep51 for links to Gary's book and other resources discussed in this episode.

With the start of the new year, it's common to hear of people changing careers or setting resolutions and goals. Some people are starting in a new opportunity in life insurance sales while others are looking to grow their business and profit this year after last year's craziness.

In this episode, we talk about the 4 ways to achieve actual results and launch your best year yet. Visit https://liapodcast.org/ep50 for show notes, agent downloads, and more. Also, make sure to subscribe to our YouTube channel to see our new video version of the podcast: https://liapodcast.org/youtube.

2020 was a crazy year but an incredible year for our podcast and Life Insurance Academy community. In this episode, we talk about our favorite episodes that every agent should listen to and level up their business. We also talk about what we've learned personally and some exciting things in store for Life Insurance Academy and the podcast! Visit https://liapodcast.org/ep49 for the show notes and links to all the episodes we mentioned.

Getting objections from clients can feel very defeating and demoralizing but it doesn't have to be this way. In this episode, we discuss how to uncover what the client is really saying when they tell you no and how to overcome it so you can close more sales and make more impact. Visit https://liapodcast.org/ep48 for show notes and agent resources.

As the holiday's approach, some agents start to slow down and think they have a limited opportunity. In this episode, we talk about how to get the most out of selling during the holidays. Visit https://liapodcast.org/ep47 for show notes and agent resources.

Life insurance sales is one of the best career opportunities in the world for so many reasons. We discuss 5 of them in this episode and how this opportunity can change your life. This episode is great for people who are exploring the idea of the opportunity, agents who may be in a rut, or team builders who are looking to grow their business. Access show notes and agent resources via https://liapodcast.org/ep46.

If you're having problems closing sales or you're facing a lot of objections, this is the episode for you. On this week's podcast, we discuss 6 key reasons that this sales practice will unlock every sale. Learn what this technique is AND listen until the end for a special offer. For episode notes, agent resources, a form to ask questions, and a link to claim the special offer, visit the show notes page via https://liapodcast.org/ep45.

We often receive questions from people just getting started whether they can be successful or not as a "part-time" agent. In this episode, we break down if this is possible and the factors that play into "part-time" success or failure. Visit the show notes page for episode notes and agent resources and to connect with our team: https://liapodcast.org/ep44.

On today's episode, we have two amazingly successful guests who have scaled 7 figure businesses. They join us to discuss the deadly 7 business habits that will prevent you from growing your business. There are so many practical takeaways plus a special surprise at the end of the episode. Visit liapodcast.org/ep43 for the show notes and more information on how to connect with Judge and Matt.

We've spoken with so many agents that were promised a high-paying dream but they aren't seeing the results. In this episode, we talk about the things your opportunity must have in order for you to make money quickly in life insurance sales. Visit https://liapodcast.org/ep42 for show notes and agent resources.

Sometimes we as agents can become our own worst enemy during the sales process because we talk to much! On this weeks episode, we dial into the key points where you need to make sure to talk less so you sell more. Visit https://liapodcast.org/ep41 for show notes and agent resources.

On this episode, we discuss a word that is often not used in the workspace but is key to being a successful producer in the insurance industry. Learn what this principle is and how to apply it to your day-to-day business. Visit https://liapodcast.org/ep40 for show notes and agent resources.

One of the many conversations that we have with agents is about the amount of money that they are making or want to make. The number one question that we ask is how many sits that they have had with people throughout the week. We have this down to a science and in this episode, we talk about what those numbers are and how to hit them. Visit https://liapodcast.org/ep39 for show notes and agent resources.

Have you ever had a sit that seems to go off the rails? This week we discuss how to maintain control in your sale and keep the focus on what matters most to the family. Visit https://liapodcast.org/ep38 for show notes and agent resources.

This week our team is returning from our agency exclusive sales leaders trip in Mexico so we're replaying one of our most popular episodes and requested topics from Episode 08. Learn how to address and overcome objections relating to money and affordability.

In our closing series, we hammered down the concept of "Always Be Closing" by touching on the concept of tie-downs (or micro-agreements). Learn why these questions are so important to your sales process and how to ask them to close more sits. Visit https://liapodcast.org/ep37 for show notes and resources.

Throughout our years in the industry, we've been able to clearly identify the characteristics that separate successful agents from those who will likely leave the business. Learn the 4 key things that you need to remove from your life to be a successful agent. Visit https://liapodcast.org/ep36 for show notes and resources.

This episode could have been called "Dirty Jobs: Life Insurance Agent" as we dive into the grittiness of field sales. Sometimes an agent can get stuck in a mindset or fog where they lack focus, are stuck in negative thoughts, or are burnt out. In this episode we talk about how to overcome and prevent that so you can be profitable and make the most impact on those around you. Visit the show notes page for more info: https://liapodcast.org/ep35

This week we wrap up our three part series on closing with a discussion on how to present your prices and assume the sale! Learn exactly how to present your pricing options to your clients and get an app with almost every sit. This episode is packed with pro tips so you may want to listen a few times! Let us know what you think and how this closing process is working for you in the comments of the show notes page: https://liapodcast.org/ep34.

This week we continue in part 2 of our 3 episode series on closing as we discuss addressing affordability, the different pricing strategies, and how to determine the best one to use. Visit https://liapodcast.org/ep33 for more info and show notes.

This week, we kick off a new series on the things you must do to close your sale. In this first episode, we discuss when to close and how to build value during your close. Visit the show notes page for more information and episode outline: https://liapodcast.org/ep32

Finding the right organization to support your career goals is important. In today's episode, we talk about the mosts important things to evaluate these organizations by and what to look out for. Visit the show notes page for more information: https://liapodcast.org/ep31

We discuss agent Mckinley's question in this week's episode on productivity and efficiency in life insurance sales. Learn the best practices so you can make the most impact with your time AND have time for lunch. Visit the show notes for download links to resources we mentioned and links to other episodes: https://liapodcast.org/ep30

We had the privilege to interview best selling author Susan Scott on this week's episode where we discuss how to have fierce conversations with our clients to build the relationship and find the real need. This incredible episode dives into the principles that Susan teaches in her book Fierce Conversations and some practical takeaways and questions that we can apply to our sales process. Make sure to listen to the entire episode - you won't want to miss anything she says. Also, visit https://liapodcast.org/ep29 to learn how you can win a copy of Susan's book!

Agents receive a plethora of objections, stalls, and lies at the door and throughout the sit. On today’s show, we dive into the lies that people tell us as life insurance agents, why they do it, and what you should do to move past and uncover the truth. Listen to the end to learn about an agent resource and exciting upcoming episode. Visit https://liapodcast.org/ep28 for show notes and a downloadable agent resource!

As business owners, it is important to approach our businesses with the attitude of an investor. If we approach it as spenders, we will always look at the price tag trying to determine if X is worth the cost. Today we are talking about why it is important to invest in your business and some practical ways to do so. Visit liapodcast.org/ep27 for show notes and agent resources.

If you’ve listened to more than one or two episodes of this podcast, then you’ll know we often cover the importance of developing trust, need, and desire in the sales process. In today’s episode, we discuss one of the biggest reasons agents struggle in this area: the ability to have tough, authentic conversations with clients. Listen to learn why you need to have these discussions, mistakes agents make, and best practices to have these tough conversations. Visit https://liapodcast.org/ep26 for show notes and agent resources.

In this special episode, guest host Jennifer Maxwell joins us for a discussion on how we as agents can use DISC to quickly identify who our clients are and how to better communicate with them over the course of the sit. Jennifer conducted a great training with our team last year so we’ll also share some war stories from the field and how we’ve been able to apply this to our own business. Visit liapodcast.org/ep25 for DISC resources and links to connect with Jennifer.

Life insurance sales is a respectable, notable career that allows people to make a difference in the lives of families across the nation. There are, however, some agents that don't always uphold the highest ethics - whether knowingly or not. This week we dive into some of the nefarious ways that life insurance agents put their own needs above their client's needs and how to make sure you're staying above board. Visit https://liapodcast.org/ep24 for show notes.

Almost every top producer we've talked to has taken the time to figure out this word and how it applies to their sales career. It's a word that is a cornerstone to our team and our business and that word is why. Why do we get up everyday and pursuit this opportunity called life insurance sales. Learn the why behind the why, how to uncover your why, and how to apply it to your every day activity.

In this episode, we discuss an audience submitted topic around the timing and transitions of the sale. Most people would agree that you have to build rapport before you can make the sale but how long should you spend building this rapport and how do you make a smooth transition to your presentation. Furthermore, how long should your presentation be? Listen in as the guys weigh in to answer these questions and visit https://liapodcast.org/ep22 for show notes, resources, and downloads.

There are many things an agent can do to grow in their career in life insurance sales but on today's show, we talk about a key daily activity that will surely increase your sales. On this episode, we dive into the importance of knowing your numbers, what numbers to track, and how to decipher them so you can grow your business. We also give an overview of an agent resource that will help you in this practice that you can download for free at liapodcast.org/ep21

The transition back to work will be the start of a new normal for our country but also our industry. In this episode, we outline some best practices for agents to be successful while keeping their client’s and their families at the forefront.

As American's transition back to work, many are left searching for a new career path. In this episode, we discuss the 3 characteristics you need if you're considering a life insurance sales opportunity. For more information, visit liapodcast.org/ep19.

For more information and cliff notes of each episode, visit liapodcast.org. The Life Insurance Academy Podcast takes you out of the classroom and into the conversations of top-producing agents in life insurance sales so you can level up your business. Subscribe and follow-us at @LifeInsureAcad.

Over the past 5 episodes, we've covered the adaptations an agent needs to make to be successful during the transition from face-to-face sales to telesales. In this episode, we answer agent submitted questions around this topic and how to close more sales over the phone.