Are you ready to take your telesales game to the next level? 🚀 In this episode, we’re talking about our high-demand Telesales Bootcamps that have been blowing up! Whether you're interested in attending virtually or joining us in person, these bootcamps are your chance to get hands-on coaching, live sales practice, and personalized feedback.

✅ We’ve been running these events for a while, and due to overwhelming demand, we’ve had to create a waitlist! If you’re ready to learn from the best and start making money while you train, don't miss your opportunity to sign up.

💻 Click here to join the waitlist for our next Telesales Bootcamp: https://shop.lifeinsuranceacademy.org/telesales-waitlist 

What you’ll get at our bootcamp:

• Live training with expert coaches

• Whisper coaching to help you close sales in real-time

• Small group environment with personalized feedback

• Access to insider tips and proven strategies

• Make money while learning! 💵

•  

Don’t wait—spots are limited, and the room fills up fast. First come, first serve! If you’re serious about improving your telesales skills, sign up for the waitlist now!

🔔 Subscribe to Life Insurance Academy for more episodes packed with tips, strategies, and real-life success stories!

Drop your comments below—what’s one takeaway you’re implementing before your next call? 👇

Join Roger and Zach as they break down the top 7 steps every life insurance agent needs to follow to thrive in telesales. From understanding your products to developing a strong script, and even building rapport quickly—this episode is packed with actionable insights you won’t want to miss.

Whether you're a new agent or a seasoned pro, these tips are designed to help you simplify your telesales process, avoid common mistakes, and boost your confidence on the phone. Ready to take your telesales game to the next level?

👉 Want to learn directly from the pros? Join our Telesales Bootcamp and get hands-on experience with real leads, live coaching, and expert feedback. Spaces are limited, so don't miss your chance! Click here to get on the waitlist for our next Telesales Bootcamp: https://shop.lifeinsuranceacademy.org/telesales-waitlist.

🛎️ Ring the bell of success and be part of the Life Insurance Academy community today!

Today, we are thrilled to have a special guest all the way from Burlington, North Carolina. Meet Eric Howard, also known as Mr. Seven. Eric’s journey from college dropout to millionaire is nothing short of inspirational. In this episode, you’ll learn about Eric’s life, his path to success, and the strategies that transformed his career.

Eric shares his experiences, insights, and the powerful systems he developed to achieve remarkable results in the insurance industry. Discover how he went from struggling to making six figures, and eventually, seven figures. Eric’s unique approach, including his revolutionary "Book Method," has helped countless agents double their income and drastically improve their persistency rates.

Tune in to hear about Eric’s experiences that led to his success. Whether you're a new agent or a seasoned professional, this episode is packed with valuable tips and motivation to help you thrive in the insurance business.

Be sure to check out Eric’s 7-step sales training once it’s live on July 21st at https://www.eric7steps.com/ 

Don’t miss this episode of the Life Insurance Academy podcast with the incredible Eric Howard, aka Mr. Seven. Like, share, and subscribe for more inspiring stories and expert advice!

Do you feel there is something bigger out there for you?  You know you are not satisfied with where you are in life, but you don’t know what that means or how to change your trajectory. How do you craft a vision for your future? How do you expand on that vision and continue leveling up and challenging yourself? Sometimes it just takes coming alongside someone with a vision for their future to start to see a vision for your own.  In this episode, Roger and Zach sit down with Mr. 8% himself, Cody Askins, and discuss his process of finding and surpassing his vision.

Have you ever had a week where you write a ton of business only to have a small portion stick to the books? Chargebacks are as jarring as it gets in Life Insurance Sales and it happens to every agent at some point.  In this episode, Roger, Chris, and Zach talk about the best practices to write and keep more business. 

Some people get into something that they have hopes for and see a path to success. But they slam into something. They slam into disillusionment, discouragement, and a lack of mentorship. They slam into something, and it prevents them from having success. In this episode, Chris sits with Tim Wright to discuss his struggles leading to his success in Life Insurance Sales.

According to recent news and research reports, 62% of millennial bachelor's degree graduates were working in a job that does not require a college degree. And only 47% of these graduates said their bachelor's degree was "very useful" in preparing them for a job career, as recorded by Pew Research Center. Sadly the average first-year job earnings for these individuals are between $36k-$42K a year. What if we told you there was a way to change these stats and income numbers? What if you could find an opportunity that allowed you to turn these traditional poor performance results upside down? Our guests this week did just that. In this episode, Roger and Chris sit down with Millennial entrepreneurs, Mike Kwarteng and Jalon Talley of True Wealth Financial and discuss their success in Life Insurance Sales.

Did you know that Life Insurance is not only for when you die? You may have heard about living benefits, something you can take advantage of while you are still alive. Living benefits can protect families in the event of a serious illness such as a heart attack or stroke. But did you know that a properly structured life insurance plan can actually create tax-free retirement money also? Yes! This is money you can spend in your retirement years completely tax-free. Today’s guest Aidan Stout started in the life insurance business at age 22 and in just three and a half short years has created a six-figure income primarily using this very unique strategy. In this episode, Roger and Aidan Stout discuss why the life insurance business is a great career for anyone at any age and can help clients in more ways than most realize.

Do you find yourself struggling with closing your sales? You are not alone in that struggle my friend, many agents can get hung up right at the finish line and not close their sales. In this episode, Roger, Chris, and Zach break down the top reasons agents can’t close. This is the second part of this series, so if you haven’t seen part one be sure to go back so you don’t miss a thing.

Do you feel like other agents around you are closing sales left and right while you are struggling to close even a single sale? Well, fear not, because you are not alone in this. We hear from agents all the time talking about having issues closing their sales. In this episode, Roger, Chris, and Zach break down the top reasons agents can’t close. The topic is so broad we felt the need to break it down into two parts so we can cover all the angles. So sit back, strap in, and get ready to earn that coffee.

Are you about to graduate from college and still don’t know your direction?

Meet Caroline Trecartin from Chicago, Illinois, a remarkable young lady who reached out to us a year and a half ago after discovering our podcast. Finishing her undergraduate program and unsure about her future, Caroline embarked on a journey that led her to a successful career in the insurance industry.

Caroline's story is a testament to the power of perseverance and the opportunities that lie in the insurance business. From navigating the uncertainties of post-graduation life to finding her passion and achieving remarkable success, Caroline's journey is nothing short of inspiring. She shares her transition from college to the insurance industry, the initial challenges and self-doubt she overcame, and the critical role of community and mentorship in her success. Caroline has achieved impressive milestones, including writing $20,000 to $30,000 in premiums monthly and traveling the world.

Caroline's experience highlights the potential for young people to find fulfilling and lucrative careers in insurance. Her dedication, resilience, and willingness to learn and grow have paved the way for her success.

If you're a college student or recent graduate feeling uncertain about your future, Caroline's story might just be the inspiration you need. Discover how the insurance industry can offer you a path to financial freedom, personal growth, and a life of adventure.

Don't miss this episode of the Life Insurance Academy Podcast! Be sure to like, comment, and subscribe for more stories of success and inspiration in the insurance world.

Connect with Caroline Trecartin:

Instagram: @financewithcaroline

LinkedIn: Caroline Trecartin

Thank you for watching, and we'll see you on the next episode of the Life Insurance Academy Podcast!

We at the Life Insurance Academy love celebrating “firsts”. Your first appointment set, first doorknock, first submitted application, and first monster week. Now we would like to celebrate a first for us, the first podcast recorded in front of a live audience! In this episode, Roger, Chris, and Zach sit down with a room full of life insurance agents at the 8% Nation conference in Dallas Texas. We discuss the importance of branding, hiring, social media presence, and the importance of giving value to those around you.

Have you ever been in a sales slump? Well guess what, all of us have. A slump can feel like the end of the world while you are in it, but it’s only a speed bump on your road to success. In this episode, Chris and Zach advise on how to get yourself or other members of your team out of a slump.

Starting your insurance career can feel as challenging as launching a rocket, or jumping into the cockpit and prepping for take off without any prior knowledge or experience. Agents may not be fighting gravity like pilots and astronauts, but they have their own forces that they are fighting. In this episode, Chris and Zach talk about some of the forces that keep agents from finding success, and the strategies that they can incorporate to launch and ultimately soar into their career in insurance sales.  

VERY LIMITED!! ONE-TIME SPECIAL OFFER!

At Life Insurance academy we do our very best to bring the most value to our listeners. Our goal is to meet you where you are and help you get to where you want to go. We have an outstanding opportunity for our listeners to expand their vision, gain valuable tools and learn from the very best in the industry. 

We have a very special relationship with Cody Askins and the 8% family, and because of that relationship we have a very limited number of specially priced tickets for the 8% conference in Dallas, Texas on July 27th-30th. This includes a handful of fire tickets. You do not want to miss Jesse Itzler, Ed Mylett, and Tim Tebow along with many other amazing speakers. 

Do not miss your chance to level up your business. You are one decision away from changing your business forever. You can get tickets at lifeinsuranceacademy.org/tickets 

How do you feel about your leadership skills? How well do you motivate your team and others around you? We have noticed quality leaders are few and far between in Life Insurance Sales. In this episode, Chris and Zach talk about different types of leaders identified in The Five Levels of Leadership by John Maxwell and how to advance yourself through those levels. If you have aspirations to lead a team, or just want to hone your leadership skills, you don’t want to miss this episode.

When Roger first met Chris, Chris - like many people - had no expectation of ever making six figures. What if we told you that you could - you just haven't been taught how. In this episode, Roger and Chris revisit the topic of one of our first podcasts “Can I Really Make $100,000.” Learn the formula and steps to launch a six-figure career in life insurance sales.

Fully committing to a job in Life Insurance Sales can be scary. We have been taught our entire lives to seek out employment with “benefits” to be considered successful. But is that really the case? In today’s episode Roger and Chris sit down with David Duford, a highly successful agency owner and YouTube sensation, to discuss why fully committing to Life Insurance Sales can be hugely rewarding.  David talks about his own hesitancy to get into the Life Insurance Business and how he ultimately became the success story he is today.

What would you consider to be a good first month in Life Insurance Sales? $5,000? $10,000? How about over $100,000 in your first thirty days! That is exactly what Josh Wyles did in his first month in the business. In this episode, Roger sits down with Josh and talks about his amazing accomplishment in such a short amount of time in the industry. You won’t want to miss this episode of the Life Insurance Academy Podcast.

Last week we had the opportunity to speak with a contestant from the upcoming Ultimate Agent reality show, and this week we have another one! In this episode, Roger Short sits down with Johnny Nitafan and talks about his experience on the show (again, no spoilers) as well as his first steps into the Life Insurance business. You are going to love the energy and excitement that Johnny brings to the table in this episode.

Everyone loves reality TV, so it's about time we had a reality television show about Life Insurance Sales! In this episode, Roger Short sits down with Patryce Sheppard and talks about her time on the show (no spoilers) as well as her background and process. You don’t want to miss Patryce’s insight into the ups and downs of the show as well as her life in insurance.

Welcome back to another episode of the Life Insurance Academy Podcast! Zach and Roger are in the studio today, and we're excited to dive into some valuable insights for you.

In this episode, we discuss a common challenge faced by agents: commission breath. We share our experiences and insights on how to avoid coming across as desperate and instead, engage with clients genuinely. You'll hear about the importance of staying focused on serving clients' needs rather than chasing sales out of desperation.

We also talk about the critical role of consistent coaching and training for agents at all stages of their careers. Whether you're a new agent or have been in the business for years, this episode will provide you with practical tips to maintain a professional and client-centric approach.

Join us as we explore strategies to avoid commission breath, enhance your sales techniques, and ultimately provide better service to your clients. Don't miss this episode full of actionable advice and real-life examples to help you succeed in the insurance industry. Tune in now!

Many people hear about the possibilities of making life-changing money in the life insurance space, but most do not take action because of fear. They worry that it won’t work for them or that it is too good to be true. 

In this episode, we interview Andrew Nahar. Andrew connected with us when he was only 16 years old! That’s right 16! He heard the podcast and had a dream of starting his own life insurance agency. He stayed connected throughout high school, and maintained a strong desire to do something with his life. A year later Andrew is already a six-figure earner! Andrew’s story is a powerful one of bravery and resilience. You do not want to miss this episode, as Andrew shares his journey. This episode is filled with gold nuggets for anyone who is considering life insurance sales or any agent that is getting started. 

If there was a product that could move the needle in your business, would you want to know about it? We at the Life Insurance Academy Podcast thought so. We’ve also heard from some agents that you would like some more insight into the carrier side of the business. So we found a way to bring you both.

In this episode Roger sits down with Andrew Kostus, Senior Account Executive from Americo Financial Life and Annuity Insurance Company, and takes a look under the hood at the two simplified issue products they have seen tremendous growth in: simplified issue final expense, and simplified issue term for mortgage protection.

Agents mentally give themselves 1-2 weeks to develop a belief they can be successful in insurance sales. How we approach those first two weeks can make or break an agent. In this episode, Zach, Roger, and Chris break down the areas of focus that give an agent the best chance to find success in their first two weeks in the life insurance business.

Life insurance sales is not the first career choice for most people. People typically stumble their way into it or are invited into it by someone who is experiencing some level of success. Aaron can identify with a lot of people who are trying to find success outside of insurance sales. He tried a couple of sales opportunities, but like a lot of people he felt capped in his opportunities. He was looking for an opportunity that would allow him to make money and the freedom to enjoy it.

Zach McElwain invited Aaron to check out what we were doing and he has hit the ground running ever since. If you have new agents on-boarding, or if you are trying to build an organization, you will want to hear from last year’s rookie of the year, Aaron Hicks. You will find gold in this episode as we discuss what every new agent needs to be successful.

Many agents have heard about the importance of leads and understand that purchasing leads are the quickest way to profitability. They know that leads allow you to talk to more people and sell more products. While most agents have this basic understanding, many do not know where to begin with leads. They don’t know what type of leads to purchase, where to purchase them, or how to work them. 

In this episode, we discuss which leads are the “good leads” and the activity it takes to explode your life insurance business with leads. 

Roger Short, Zach McElwain, and Chris Ball discuss insurance sales leads in this episode. They get real with what it means to invest in leads for your business to create the results that most people want. Too many agents are timid in this area and don’t understand the difference between spending money and investing money. This episode will clear that up.

With no previous sales or insurance experience, rookie agent and returning podcast guest, Trey Wright, has put himself on pace to produce somewhere between $250,000 to $300,000 in life insurance premiums in his first full year in life insurance sales. 

In this episode, Trey sits down with Roger Short and Zach McElwain to discuss his process in final expense insurance sales. Trey has a unique and very specific approach to his setup and weekly process that has allowed him to be extremely consistent in writing an average of 6-7 applications and over $6000 in annual premiums every week. 

Listen in to learn more about a successful final expense structure and how you can apply this mindset and process to your workflow.

Dr. Billy Williams is the CEO of the Williams Family Investment Group, a group of more than 170 partner insurance agencies that produce almost 1.3 Billion dollars a year in new and renewal insurance premiums. He is also the founder and president of Inspire a Nation Business Mentoring. 

In today’s episode, Billy sits down with Roger Short to discuss his Six Step Business Management Process, “S4TS”, and how he’s applied it to the insurance business to become massively successful. He also talks about the 4 Levels of Discipline to maximize productivity and efficiency, as well as growing and scaling your business by  understanding and implementing the Five Levels of Leadership. 

Find Dr. Billy WiIliams

LinkedIn:  https://www.linkedin.com/in/billyrwilliams/

YouTube: https://www.youtube.com/c/drbillyrwms

Welcome back to another episode of the Life Insurance Academy podcast! Today, we're in the studio with Chris Ball, fresh off an intense week of live coaching. We hosted an in-house telesales boot camp where we brought in 16 new agents, put them through rigorous training, and got them on the phones. Despite their initial nervousness, we provided scripts, dialers, and all the necessary tools to ensure their success.

In just a day and a half, our agents wrote $25,000 in premium across 27 applications. Fourteen agents wrote business, many for the first time. It was a testament to the power of effective coaching and the transformative impact of our bootcamp.

In this episode, Chris and Roger dive into a crucial element of our training: securing client commitment early in the presentation. We discuss the common challenges agents face, such as clients wanting to "think about it" or postponing decisions due to budget concerns. We explore the importance of tie-downs, micro-agreements that keep the client engaged and committed throughout the presentation.

We share practical examples of how to use tie-downs effectively. For instance, asking the client if they want to at least apply if the plan is affordable ensures a 99.9% close rate if they agree. It's about making positive statements followed by affirmative response questions to solidify the client's commitment.

We emphasize that as agents, it's our responsibility to guide clients through the process, ensuring they are with us every step of the way. By checking in frequently and securing micro-agreements, we can prevent last-minute objections and ensure a smooth closing.

This episode is packed with actionable insights and strategies that can make a significant difference in your sales approach. Whether you're a seasoned agent or just starting, mastering the art of tie-downs can elevate your sales game.

Many times we might tell ourselves that we have hit rock bottom, but how true is that? Sure we all go through tough times, but few really ever hit TRUE rock bottom. From being resuscitated in the back of an ambulance to becoming a Top Producer in the Final Expense space, this agent knows first-hand what it means to bounce back from one of the lowest points in his life. 

In this episode, Roger and Chris sit down with rising star, Trey Wright, as he shares his amazing story. From rock bottom to averaging over six thousands in sales a week, Trey explains how this opportunity gave him a second chance at life.

The U.S. Department of Treasury issues a “riveting” (wink, wink) statistical report each year about the insurance industry. This year’s report indicates an 18% growth in a trillion-dollar industry just in the United States alone between 2020 and 2021, and all the numbers are pointing to another record year of growth this year. Once you add Medicare and Property & Casualty, we are looking at a 2-3 trillion dollar industry!  

We are in an incredibly explosive industry that has more demand than agents to serve this exploding need. In this episode, Edward Pritchett, Senior Partner with Symmetry Financial Group, sits down with Roger Short to discuss why and how this industry has changed his life. He discusses how to become successful as an agent and scale as an agency builder. After 14 years in the business, Ed has over 700 active monthly writing agents in his agency. He shares his perspective on what people should know and consider when looking at this business and also how to set up your business to create long-term residual income. 

Many people enter sales with a fearful attitude. They are so concerned about the possibility of failure that they do not see the opportunity to be a better version of themselves and win big. Agents who embrace the opportunity to compete against themselves and other top performers usually find themselves at the top of the leaderboard and generating massive income. 

In this episode, the guys are joined by a legend in the insurance industry, Brian Askins, the founder of Secure Insurance Group in Springfield, MO. He founded Secure Insurance Group in the midst of adversity in 2014, since then he and his team have seen explosive growth, become a multimillion dollar agency, and established themselves as leaders in the insurance industry. Brian’s story reveals the power in an undying engine that is fed by a healthy competitive nature. Brian's unique blend of competitiveness and calm demeanor, along with his passion for his family, show it is possible to be ethical, competitive, and legacy focused. After listening to this episode you will have to ask yourself one question. Are you willing to do the work it takes to be number one?

Some people are tentative and cautious in their sales, business, and in life so that they don’t take too many risks to protect what they have and to maintain the status quo. Many people, regardless of their situation, limit their potential because they are concerned about possible negative consequences of bold actions that may go wrong. Most people just play not to lose. People who make it big in life, sales and business play to win. 

In this episode, the guys are joined by listener favorite, Marlin Faulkner of the Faulkner Agency in Tulsa, OK. Marlin is a seven figure agency owner with Symmetry Financial Group, who has an amazing and inspiring origin story. From broke and homeless to one of the most captivating communicators in the industry, Marlin’s message of “playing to win” in insurance sales and in life is inspiring to say the least. His story provides many well learned lessons that we can all apply today to help us win in our own journey.

Everybody wants to buy but nobody wants to be sold. This is human nature. This is probably even true of you. While you were shopping, have you ever told a store clerk who offered to help that you were just looking around? In most cases you did need help but because of human nature you wanted to figure it out yourself. There are probably a million reasons why you may have said no to assistance from the clerk, but you ultimately did it because you didn’t want to be sold. Roger, Chris and Zach discuss the psychology behind this human behavior and what you need to do as a sales professional to come alongside your prospective clients and get more sales.

You have probably heard that 92% of agents fail in insurance sales. What you may not have heard, is that most of those failures happen in the first 30 days of an agent's career. We call these failures, a failure to launch. The first thirty days are critical to a new agent's success.  

In this episode, Roger, Chris and Zach diagnose when, where, and why so many agents fail to launch in the first thirty days and prescribe some strategies that will help new agents quickly become profitable. If you are new to the industry this is an episode that you do not want to miss. If you have new agents on-boarding share this episode now, it will be a gamechanger for them.

As insurance sales agents, we do not get paid on what business we write, we actually get paid on what policies are issued and kept. If a policy never gets approved, paid by the client or it cancels in the first year it triggers a dreaded process called a chargeback, that impacts us financially in a negative way. If you are moving too quickly with clients or you don’t earn their complete trust it sometimes results in this undesired outcome. If an agent doesn’t know how to properly handle these things before they happen or how to respond when one of these dreaded calls comes it can knock good agents and advisors out of the business.

The good news is that it doesn’t have to be this way. In today’s episode, industry top producer, national trainer and speaker, Peter Fournier joins Roger to discuss how to write, place and retain business at a high level. You will want to take notes on this one as there are some exclusive processes and techniques that Pete teaches that will help you increase your persistency to almost 100%. You will learn how to make and keep more money.

All of the guys from the LIA team are together and celebrate 100 episodes with some very special guests. 

In this exclusive episode you will hear from some of the best coaches and motivators in the industry on the success mindset. Coach Micheal Burt, Cody Askins, and Marlin Faulkner share highlights from their episodes and some new insights with the Life Insurance Academy team. You do not want to miss this star-studded lineup episode and the incredible message they share. 

Roger is joined by the author of "Find Your Marketer" and co-owner of Secure Agent Marketing, Landon McCarter. Landon is a master of marketing in the insurance world specializing in digital lead generation while helping agents and organizations grow their businesses and expand their digital footprint.

In this episode, Roger and Landon discuss the different types of leads available in the market, getting the best return on investment from your leads, and key marketing tips that will help you grow your business. Most importantly, they share the proper mindset that is required to grow a successful insurance business.

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

In this episode, we dive deep into the real challenges of the life insurance business. Inspired by our recent episode where Chris and Roger discussed “Seven Reasons Why You Shouldn't Become a Life Insurance Agent,” we tackle the significant hurdles new agents face.

Did you know a study from Harvard and Yale found that 92% of people die with their dreams unfulfilled? That staggering statistic mirrors the life insurance industry's success rate, where 92% of agents fall out. Why? We explore this today, discussing both internal and external obstacles.

Internal obstacles like self-doubt, fear of failure, limiting beliefs, procrastination, lack of self-discipline, and negative self-talk can derail even the most determined agents. On the external side, we face logistical challenges, health issues, external responsibilities, financial constraints, and an unsupportive environment.

Our discussion today aims to help you identify these obstacles, learn how to navigate them, and ultimately become one of the successful 8%. Remember, overcoming obstacles requires resilience. Push through your fears, and take away their power to control your destiny.

Listen, reflect, and share this episode with someone who might need a little boost in their journey. Leave your comments, subscribe, and join us as we navigate the challenges and triumphs of the life insurance industry together.

In this episode, Roger is joined by Thomas Graziano, VP of Strategic Development and Agency Growth with Advance Team Partners. Advance Team is a leading national independent marketing organization (IMO) primarily in the life insurance space.

Roger and Thomas discuss the incredible opportunities that the latest technology and newest developments in software offer agents and agency owners in growing and scaling their sales and business.

Growing and scaling your insurance business doesn’t have to be difficult. Learn some of the best ways to make it easy in this episode.

The insurance industry has traditionally been male dominated. Additionally, it typically has attracted and been limited to those with a sales background. Things are rapidly changing, however, as a result of the impact of a young couple from Chapel Hill, NC. 

In this episode, Roger interviews Alisha and Ryan Wimmer, the founders of Freedom and Faith Agency. They both got started in life insurance sales in 2017. Alisha was a registered nurse for seven years and had just completed her nurse practitioner’s license. Ryan went from being a marine, to a general contractor, to insurance sales. In just over 3 years they have not only found personal success in sales but have built a multi-million dollar, 100 agent insurance group. A special point of interest is that over 80% of their agents are female, many who have come from the healthcare and nursing industry. 

Alisha and Ryan are breaking stereotypes and forging new paths in this industry and are seeing the lives of so many around them change as a result. Listen in to hear their story. 

People get stuck because of uncertainty. In life when there is uncertainty or lack of clarity on something most people stop. It’s no different for agents. Some agents fight. Some people run. Most freeze. 

In today's episode Roger, Chris and Zach are all back in the studio together to give you some ways to help diagnose where and why you are stuck, provide you some tools to become unstuck, and move forward with confidence and win.