In this episode, hosts Ryan and Grant explore how selling smaller insurance policies can lead to greater value for your clients and your business.

Learn strategies to position these policies effectively, build trust, and foster long-term client relationships.

TIMESTAMPS:

00:00 Introduction (The unexpected value in selling smaller policies)
02:10 The Value Proposition of Smaller Policies
05:35 The Psychology of Selling Smaller Policies
09:50 Case Study: Turning a Small Policy into a Big Win
13:25 Positioning Smaller Policies Effectively
17:40 Overcoming Objections
21:55 Identifying When to Offer Smaller Policies
26:30 Success Stories from the Field
29:45 Tips for Implementing This Strategy in Your Practice
32:15 Conclusion (Recap and why you should rethink smaller policies)

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Keywords: Insurance sales, small policies, client trust, sales strategy, insurance agents, financial planning.

In this episode, our hosts, Ryan Federico, Grant Leber and Ashton DelangoLunday dive deep into the art of using text messaging to close insurance sales. Discover: - Effective strategies for engaging clients through text - How to avoid getting ghosted by prospects - Tips for working with older leads - The psychological tactics that make text-based selling successful

In this episode, Keith, Ryan, and Ashton sit down and go over scripts. Do you even need one at all, or are scripts completely pointless and a waste of your time? Find out what they think, and see how it might be able to improve your close ratio

We have special guests Elijah Curujo and Grant Leber join us on the podcast today to discuss automation, their start in the industry, and much more!

In this episode, Ryan, Keith, and Ashton sit down and talk with Tim Penso. Tim has built an agency from the ground up and is an expert in generating referrals. We talk about everything from Ferraris to helping as many families as possible. Tune in to learn how to generate 40+ referrals a month!

We sit down with the fastest youngest ever Managing Partner of Symmetry Financial Group today. We will be talking about the grit and determination it takes to succeed in this business.

Senior Vice Presidents and Advisory Board members, Ayres and Cicily Newsom sit down with the How To Sell Insurance podcast and talk about creating the environment for people to buy, whether in person or telesales.

Keith Fonseca, Ryan Federico, and Ashton DeLangoLunday sit down and discuss how to present equity protection/critical period coverage to clients. Tune in to learn how to help show the value of a final expense policy when it is not the entire amount of coverage that the client originally wanted

Keith, Ashton, and Ryan discuss how you can turn a "no" into a yes. As an agent, you should NEVER push anyone into a sale. We are here to help discuss with the clients their needs, and how we can help serve them where they are. Tune in to learn how to help turn any appointment into a sale  No Jedi mind tricks were used in the making of this video

This week we interview Elijah Corujo to get a better understanding of what it looks like to work with older leads and be successful in the industry

Keith, Ryan, and Ashton talk about why tone matters. Whether it is on the phone or in the home, tone is key. Tune in today to learn how to become a better agent and help more families.

Due to technological issues, Ryan's camera did not work so we used a fancy photo for him instead 

Keith Fonseca and Elijah Corujo discuss crucial topics for brand new agents. If you are new and not seeing the success you want, you may find your answer right here

We’re back for another season of insurance secrets, and selling tactics! This relaunch comes with a set of fresh perspectives, and winning tips and tricks to help you grow your sales.

In this episode, our hosts, Ryan and Ashton come back joined by our latest addition to the party, Grant Leber, to talk all about the mindset and commitment behind a successful sale.

Tune in to learn more about the importance of adopting standards, the role of competition in success, and the dangers of settling for less. The episode provides valuable insights and advice for both new and experienced insurance sales professionals.

Ryan Federico and Ashton DeLangoLunday speak on what an agent should do when a prospective client already has a policy. There are KEY questions you have to ask to make sure that the client is properly served. Most time of the time clients, unfortunately, do not know what they have, and a lot of clients are left frustrated because they find out they do not have what they thought it was. We talk about what a good agent does to help every client in every situation when you find a policy in the home already

Ryan, Keith, and Ashton talk this week on how they handle declines and pivots in order to keep business on the books in an ethical manner. Tune in to learn how to write business after you get a decline

Keith Fonseca, Ryan Federico, and Ashton DeLangoLunday discuss what are the KEY questions to ask in the home to uncover if there is truly a need for insurance and if so, how much of a need. Tune in to learn what questions you NEED to be asking in each and every single appointment

Ryan Federico, Keith Fonseca, and Ashton DeLangoLunday meet this week to discuss how to help more families. That starts with simply being able to get in front of more families. In any industry, you can only help people that you see/show. The average show ratio is 70%+ for elite producers, and this week they reveal secrets on how you too can have over 70% of your appointments show each week. 

Many salespeople have the issue of setting appointments and clients not showing. How do you fix that? Make sure to tune in to how elite producers Ryan, Keith, and Ashton talk on how to have an average show ratio of 70%+ EVERY week.

Ryan, Keith, and Ashton go over how to overcome the objection in the sale process the "think about it." Throughout this episode, elite producers give their trade secrets on how to help the client think through the process and get the application written

Get ready to level up your sales game! 🚀 In this episode, hosts Ryan Federico, and Ashton DeLangoLunday, talked about the critical aspect of preparing and practicing for insurance sales appointments. Don't miss out on this episode if you're ready to transform your sales formula and achieve better results!

Ready, Set, SWAT! In today’s episode, we talked about our reflections and favorite highlights from the lated SWAT conference this year and took a dive into the art of selling insurance, focusing on understanding and connecting with your clients on a deeper level. We discuss the importance of visualization and the power of the subconscious mind in achieving your goals. We also explore the significant impact of personal development on your professional and personal success. Keep watching to get a scoop of the most insightful experiences and practical tips to help you improve your sales strategy. From identifying your clients' needs to building strong relationships, this episode covers everything you need to know to sell insurance effectively. Don't miss out on this exciting episode filled with valuable insights and actionable advice.

In this episode, we dive into the mindset necessary for success in the insurance industry.

The hosts discuss the importance of commitment, execution, and the willingness to learn from feedback and mistakes. Learn how you can double your income in six months through the tips and strategies dropped by the hosts.

This episode is a must-listen for anyone looking to level up their insurance sales game.

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Ryan, Keith, and Ashton tell some of their favorite stories of selling insurance during the holidays!

In this episode, Ryan, Keith, and Ashton go over how to still make sure that business happens during the best time of the year, the holidays!

Ryan, Keith, and Ashton discuss what are the "keys" to listen out for in order to help your client best, and what are those keywords or phrases to listen out for in order to secure the sale. Make sure to tune in to see how you might be able to help families more efficiently

In this episode, Keith, Ryan, and Ashton talk about some of the best practices when it comes to cancellations. Tune in to learn how to get those clients back on the books and help more families

In this episode, we dive into the top essential remote work hacks for insurance agents looking to improve productivity and close more deals. Plus, we throw in two bonus hacks to take your virtual sales game to the next level!

Learn how to use the right platforms, build trust with clients, and maintain focus while working from home. Whether you're new to remote work or making the transition, these tips will help you succeed!

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Ryan Federico

Ashton DeLangoLunday

Grant Leber

Keywords: remote work, insurance agents, productivity hacks, virtual sales, insurance sales, work from home, sales tips, client trust

In this episode, Ryan and Ashton dive deep into the art of overcoming phone objections. Fresh off a record-breaking month, they share proven strategies and practical insights on how to successfully handle common objections during phone calls.

This episode offers valuable tips to close more deals. Learn how to disarm prospects, build rapport, and increase your chances of setting more appointments. Tune in and elevate your sales game!

WE TALKED ABOUT:

🔥Best times to call prospects

🔥Disarming techniques to use within the first 30 seconds of a call

🔥Common phone objections and how to handle them

🔥The NEPQ method

Follow us on socials:

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⁠Facebook⁠

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or Watch this episode on ⁠YouTube⁠

Follow our hosts:

⁠Ryan Federico⁠

⁠Ashton DeLangoLunday⁠

⁠Grant Leber⁠

Keywords: remote work, insurance agents, productivity hacks, virtual sales, insurance sales, work from home, sales tips, client trust, objection handling 2024

In this episode, we dive into real strategies for overcoming common appointment objections. From handling the classic "I need to think about it" to getting the spouse onboard, we cover how to prepare for objections before they even arise.

Whether you're new to the industry or a seasoned agent, these tips can help you close more effectively.Timestamps:0:00 – Intro1:30 – Best Time to Overcome Objections4:20 – Removing Client Objections with a Master Presentation8:10 – The Boomerang Technique12:30 – Preparing for "Think About It" Objections15:45 – Negotiating Budget Concerns19:20 – Handling "One-Legger" Appointments22:10 – Getting Clients to Feel Comfortable Sharing Personal Info25:55 – Diffusing and Clarifying Objections

In this episode, the hosts welcome back leadership coach Brian Williamson to explore how coaching can be a game-changer for insurance professionals. Brian shares insights from his eclectic career, which spans the Marine Corps, nonprofit leadership, startups, consulting, and his current role as Chief Leadership Development Officer at Quility. With a PhD in organizational leadership, Brian has a passion for applying the science of positive leadership to help leaders confidently know who they are (identity), where they are (maturity), what they need (competency), and how to get there (strategy). Join us to learn how coaching can help you break through personal and professional ceilings, lead effectively, and find the right guidance for your needs. Whether you're self-employed, building an agency, or managing a team, this episode is packed with valuable insights and practical advice. TIMESTAMPS: 00:00 Introduction 02:30 When to Seek Coaching 06:10 Brian’s Journey 09:45 Coaching vs Consulting 13:20 Leadership Pipeline 17:10 Corporate Leadership 21:30 Multiplying Leaders 25:20 Finding a Coach 29:15 Coaching Tools 34:00 Conclusion Follow Bryan Williamson here: https://www.facebook.com/drbrianwilliamson

We explored how storytelling can transform your insurance sales strategy. Discover the importance of third-party stories, when to share them, and how they can drive urgency, overcome objections, and even generate referrals.

Key Takeaways:

- Why stories are more powerful than facts.

- Tips for building your own "story library."

- Examples of real

-life stories that drive results.

Whether you’re a seasoned agent or just starting out, this episode will teach you how to connect with clients and close more sales through storytelling.🎧 Also available on podcast streaming platforms like Spotify and more.

📌 TIMESTAMPS:

00:00 Introduction

01:40 What Are Stories?

05:15 Stories vs. Facts

08:30 Overcoming Objections

12:10 Driving Urgency

15:50 Building a Story Library

19:20 Getting More Referrals

22:45 Final Tips

In this episode, we dive into the strategies behind a game-changing script for digital leads. Grant Lieber and the team reveal how this approach helps agents: Close faster. Reduce cancellations. Build stronger client relationships. Discover why digital leads are the future of insurance sales and how to maximize ROI on your time and investment. 🎧 Listen now on Spotify, YouTube, or your favorite podcast platform! 📌 TIMESTAMPS: 00:00 Introduction 02:10 Why Create a New Script? 05:40 Key Elements of the Script 10:15 Building Value Quickly 14:30 Improving Close Ratios 18:50 Reducing Cancellations 22:10 Embracing the Digital Shift 27:00 Tips for New Agents

Holidays can feel like a challenging time to connect with clients—but they don’t have to be! In this episode, we share strategies to maximize appointments and sales during Thanksgiving, Christmas, and beyond. Learn how to overcome client excuses, leverage the power of suggestion, and even use the holidays to grow your warm market. Timestamps: 0:00 – Intro 2:10 – Have You Earned Time Off? 6:45 – Work-Life Balance 10:30 – The Power of Suggestion 14:15 – Overcoming “Call Me After the Holidays” Objections 18:00 – Why Holidays Are Prime Selling Opportunities 22:30 – Leveraging Warm Markets 26:00 – The ROI of Personal Touches

In this episode, Ryan Miller shares the leadership strategies and cultural principles that helped him build a multi-million dollar agency. From embracing vulnerability to developing leaders within his team, Ryan provides a roadmap for agents and builders looking to scale their businesses while fostering a positive and empowering environment.🎯 Topics Covered:- How to create a winning culture in your agency.- The importance of meeting agents where they are.- How vulnerability connects leaders and teams.- Identifying and investing in the right people for growth.About Ryan Miller:Ryan Miller is the leader of the Ryan Miller Master Agency, a multi-million-dollar agency that consistently produces at high levels. With nearly a decade of experience in the insurance industry, Ryan is known for his focus on leadership, culture, and personal development.📌 TIMESTAMPS:00:00 Introduction02:10 The Power of Vulnerability in Leadership06:30 The Wolf Pack Mentality: Leading from the Back12:45 How to Identify the Right People to Invest In18:00 Balancing Accountability with Empowerment24:00 Why Fun Is a Non-Negotiable in Leadership

LINKS

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🎧 Available now on Spotify, YouTube, and all major platforms!

In this episode, Dylan Crane reveals his secrets to scaling production and achieving$178K in just one month. From mastering the basics to embracing coaching, Dylan’s approach is one every agent can learn from.

🎯Key Takeaways:

• Train, roleplay, and refine your skills daily.
• Use persistence and hard work to overcome challenges.
• Invest in the right tools and systems to scale production.

🎧 Available now on Spotify, YouTube, and more!

📌TIMESTAMPS:
00:00 Introduction
02:10 Dylan’s Journey from Basketball to Insurance
06:30 Training, Coaching & Roleplaying for Success
12:45 How to Overcome Aged Leads
18:00 The Role of Persistence and Hard Work
24:00 Tools & Systems to Scale Production

LINKSFollow DylanhereOurFacebookOurInsta

In this episode, Edward Prichett shares his blueprint for scaling an insurance agency to $50M+. Learn how to lead effectively, build scalable systems, and transition from self-employed to a true business owner.

🎯 Key Takeaways:

• Why conferences and networking matter.
• How to manage production and team building simultaneously.
• The systems and education needed to scale your agency.

🎧 Available now on Spotify, YouTube, and all other streaming platforms!

📌 TIMESTAMPS:
00:00 Introduction
02:10 Why Conferences Are Key
06:40 Balancing Production & Leadership
12:30 Building Scalable Systems
18:30 Becoming a True Business Owner
22:10 Final Advice for Scaling

In this episode, Alek Mires explains how the Support-Challenge Matrix can transform your leadership approach in sales and team-building. Learn how balancing support and challenge helps you develop leaders, overcome obstacles, and empower both agents and clients.

🎯 Key Takeaways:

• What is the Support-Challenge Matrix?
• Why support alone doesn’t work—and neither does constant challenge.
• How to liberate your agents and clients with this tool.

About Alek Mires:
Alek Mires is a million-dollar agency leader who specializes in balancing empathy with accountability to achieve exceptional results.

🎧 Available now on Spotify, YouTube, and all major platforms!

📌 TIMESTAMPS:
00:00 Introduction
02:15 What Is the Support-Challenge Matrix?
06:40 Alek’s Journey with the Matrix
12:10 Balancing Support and Challenge
17:20 Using the Matrix to Build Leaders
23:10 Applying the Matrix in Sales
28:45 Tips for Effective Leadership

Links:

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https://www.facebook.com/alek.mires

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Youtube

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Starting a career in insurance? The first 90 days are crucial for your success. In this episode of the How to Sell Insurance Podcast, we break down the essential habits, strategies, and mindset shifts every new agent needs to thrive.🎯 Topics Covered:Why you need a business owner mindset.Building a disciplined schedule that works.The importance of consistent lead investment.Learning through failure and asking for help.We share practical tips and success stories, including how one agent wrote $100K in just two months! Whether you're new to the industry or need to reset your foundation, this episode will set you up for success.📌 TIMESTAMPS:00:00 Introduction02:20 Adopting a Business Mindset06:45 Building a Workable Schedule11:30 Consistency with Leads16:15 Importance of Skill Building20:50 Learning Through Failure25:30 Success Stories and Lessons

Links:

Youtube - https://www.youtube.com/@howtosellinsurance

Instagram - https://www.instagram.com/howtosellinsurancepod/?hl=en

Facebook -

https://www.facebook.com/profile.php?id=100077592465120

Website -

https://writemoreapps.com/

Whether it's an appointment setter, or a new agent, we broke down the qualifications, and character that we look for all in this brand spanking new episode.

What separates a 3-app day from a 7-app day? Structure, professionalism, and confidence.In this episode, our guests Josh Manzano, and Chris Clark, break down exactly how top producers run appointments that convert. From building trust in the first 7 seconds to overcoming the most common new agent pitfalls, this episode is a masterclass in running clean, repeatable systems that lead to consistent sales.Timestamps:00:00 – Why “Here’s my license” is the wrong opener01:32 – How Josh & Chris open a high-trust appointment05:15 – Why most new agents practice on clients (and lose sales)09:00 – Building credibility through structure11:10 – The “Curiosity, Care, Candor” framework13:45 – What to say to set a clear agenda16:30 – What advanced agents look for during a fact-finder18:40 – The death of ego: stop trying to sell like a leaderboard monster21:15 – Why agents lose sales by over-explaining25:05 – How to involve the spouse (the real decision-maker)27:30 – Silence is a closing tool: The illusion of control🔗 📘 The 5 Voices by Jeremie Kubicek & Steve Cockram - https://www.amazon.com/Voices-Communicate-Effectively-Everyone-Lead/dp/1119111099Our Facebook: https://www.facebook.com/profile.php?id=100077592465120Our Insta: https://www.instagram.com/howtosellinsurancepod/

Let's talk about something many agents struggle with but don't talk about — financial struggle. Maybe you're still struggling financially but not necessarily because you're bad at selling, but because you don’t know how to manage your income.

In this episode, we break down exactly how to stop living paycheck to paycheck, structure your finances like a real business, and build long-term wealth in the industry.

⏳ Timestamps:

00:00 - Intro: Why most agents struggle financially

03:12 - The biggest money mistake agents make

07:45 - Treating commissions like business revenue

12:30 - The 3-account system for managing income

18:10 - How much to reinvest vs. pay yourself

22:45 - The difference between top earners and struggling agents

28:30 - Smart ways to spend your commissions

35:00 - The secret to building long-term financial stability

🔔 Subscribe for more tips on sales, branding, and financial growth!

LINKS

Profit First Book

Irregular Income Budgeting PDF

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Your online presence matters more than ever!

Whether you're selling insurance or growing an agency, branding yourself properly can make or break your success.

In this episode, we cover:

✅ Why clients and agents Google you before working with you

✅ How to make your social media work FOR you, not against you

✅ The biggest branding mistakes that drive people away

✅ Easy, free ways to build credibility and trust online

If you're serious about growing your business, this episode is a must-listen!

🎧 TIMESTAMPS:

0:00 – Why Branding Matters in Insurance Sales

2:10 – Are Clients Looking You Up? (YES!)

5:45 – The Importance of a Professional Online Presence

9:30 – Social Media Mistakes That Repel Clients and Agents

13:15 – How to Use Google My Business for Instant Credibility

16:45 – Why You Need Online Reviews (and How to Get Them)

20:30 – Building a Personal Brand That Attracts Success

24:10 – How to Recruit Agents Through Branding

27:30 – Taking Action

🎧 Available now on YouTube, and all major platforms!

LINKS

Check out Advisor Verified ⁠here⁠.

Check out Jumpstart Go ⁠here⁠

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In this episode, Andrew Jimenez shares the leadership strategies that helped him turn new agents into top producers. Learn how to coach effectively, build systems that scale, and create a winning sales culture.

🎯 Key Takeaways:

• How to coach agents for consistent performance.
• The systems that drive sales success.
• Why accountability is key to growth.

🎧 Available now on Spotify, YouTube, and more!

📌 TIMESTAMPS:
00:00 Introduction
02:15 Andrew’s Journey in Sales
05:30 How to Coach New Agents Effectively
08:20 The Systems Behind Scaling Production
12:00 Biggest Mistakes Leaders Make with New Agents
15:45 Creating a Winning Sales Culture
19:10 The Power of Accountability in Sales

LINKSFollow Andrew hereOur FacebookOur Insta

Let’s talk about the part of agency growth most leaders don’t plan for: conflict, coaching, and chaos.In this episode, Ryan and Grant dive deep into the real mindset and tools required to lead a growing team — from navigating difficult personalities, to knowing when to bring challenge, and how to avoid micromanaging yourself into burnout.They cover:🔥 Handling Conflict as a Leader

🧠 Coaching With Support & Challenge

💼 Time, ROI, and Staying Profitable

Timestamps:

00:00 – Why conflict is part of leadership

03:00 – Getting sucked into drama vs. leading through it

06:00 – Emotional immaturity and the source of most issues

08:00 – When to step in vs. when to step back

11:30 – The Support-Challenge Matrix explained

13:30 – Coaching vs. coddling: finding the middle ground

17:00 – Domination vs. Liberation leadership styles

20:30 – How to hold people accountable to their goals

26:00 – The $200/hour rule: who deserves your time?

28:30 – Why many agency owners are “broke with a team”

30:00 – ROI conversations vs. wasted management

34:00 – Using the productivity pyramid to stay focusedWhether you’re just building your first downline or managing a full agency, this episode gives you real, raw leadership tools that’ll keep your business (and your sanity) intact.🎧 Listen now — and learn how to coach agents with accountability, empathy, and ROI in mind.

Everyone wants work-life balance — especially in insurance. But what does it actually take to get there?

In this episode, Ryan, Grant, and Ashton break down the truth behind what “balance” looks like at different stages in your insurance career — from brand-new agent to full-time builder.

They cover:

✅ Why the balance you want starts with intentional imbalance
✅ How to structure your day, your team, and your systems for long-term freedom
✅ The real mindset shift that separates struggling agents from scaling leaders
✅ What “seasons” of hustle look like — and how long they should last
✅ How to define work-life balance on your own terms

Whether you’re producing, building, or trying to do both — this episode will help you finally stop spinning and start building a career that works with your life (not against it).

🎧 Listen now — and let’s talk about how to build income, control your time, and actually enjoy your life.

Everyone remembers their first day in the field… but not everyone survives that first year.

In this episode, Grant, Ashton, and Ryan look back at the mistakes, missed opportunities, and key habits that helped them survive (and scale) during their rookie year in insurance sales.

This one’s for new agents — or seasoned agents who need a reset.

You’ll learn:
✅ What they wish they had done sooner (and what they regret doing at all)
✅ How to cut your learning curve in half with one habit
✅ Why activity beats skill when you’re just getting started
✅ How to actually use your mentor's time — and get better results from it
✅ How to stay in the game long enough to win

🎧 Listen now — and start building a career you won’t have to recover from.

You built rapport. Now what?This is where most agents get stuck — transitioning from small talk to the real convo without making it weird.In this episode, the guys break down the 4 transitions that matter most in every sales call:👉 From rapport to the reason you’re there👉 From conversation to pricing👉 From numbers to close👉 From “here’s the offer” to “let’s get it done”⏱️ Timestamps:00:00 – Intro03:00 – From rapport to the sales convo08:10 – Pivoting into price14:30 – Presenting numbers20:25 – Moving into the close28:45 – Final thoughtsSimple shifts that keep you in control — and get the app.🎧 Listen now. Master this, and your close rate changes fast.

Let’s be real — in 2024, if someone can’t find you online, they won’t trust you.In this episode, Ryan, Grant, and Ashton get real about what your social media, Google results, and personal brand say about you — and why every insurance agent needs to get serious about looking credible online.They break down:✅ What your Facebook and LinkedIn pages should actually show✅ Why clients and agents Google you before they trust you✅ How to clean up your profile without losing your personality✅ The reviews, links, and landing pages that build instant credibility✅ The easiest way to build your brand — even if you're not techy🎧 Whether you’re looking to land more appointments or attract your next rockstar recruit — this episode gives you the exact playbook.Timestamps00:00 – Intro02:10 – Why your online presence matters06:25 – What NOT to post on social media10:00 – How to build credibility online14:40 – Tools and links that make you look professional21:00 – Final tips on branding and recruiting