Agents for Life!

Life insurance agents have two main tracks to run on: face-to-face or virtual. Which one is right? Well, like most things in life...it depends. This podcast outlines the pros and cons of each so you can determine what model best fits your circumstances. The bottom line, they both work. What matters most is your activity toward whichever model you choose. Here's the video version of this podcas...

Humans are magnificent creatures. Although there may be some limitations to what we can DO, there is certainly no limitation to the human SPIRIT. I came across such a story this week that I wanted to share with you. It kind of gets you thinking about your own self-imposed limitations and why we think too SMALL far more than we think too BIG. I hope this inspires you as much as it inspired me. Here...

Did the "dog" ever "eat your homework" when you were in grade school? Well, you'll never guess what happened to me this week! Listen to my story, along with a collection of some of the incredible excuses people have given me for not showing up. Bottom line...excuses—whether our clients' excuses or our own—do us absolutely no good. I hope this podcast gives you a little...

As a new agent, there's a lot to do. But there's also a lot to stop doing. We tend to focus on what we should be doing. This one's against the grain. This podcast is dedicated to helping you understand and remember what NOT to do, which can be just as important to the success of your business. Link for the Raleigh Event mentioned in the podcast: https://www.eventbrite.com/e/equis-finan...

The appointment is simply a series of questions you ask your prospect. From the moment they answer the phone or the door, your job is to peel back the layers of why they're looking for insurance, what they want their policy to accomplish and, ultimately, what plan and price will best accomplish all of that. Be a question asker, not a feature describer. The most successful agents are good at as...

A good life insurance agent has to be good at guiding his prospect through the process of going from greeting to closing the sale. Essentially, there are five main hurdles you need to get them through in order to ensure your success at the end of your appointment. Learn the outline of the appointment and apply it to any type of life insurance lead you are working! Keep this in mind on your next ap...

Sometimes I like to take a geeky, rabbit-hole dive into a spreadsheet full of numbers. But not just any numbers. These are numbers that COULD be an indication of my future- growth, income, etc. So I took to the Spreadsheet gods this week and went in deeper than I ever have on what a gameplan looks like- the good, the bad and the ugly. This isn't just a fluffy, sugar-coated painting of what lif...

The sad truth is most life insurance agents do not hold annual reviews for their clients. But every problem is an opportunity for the right people. If you can get good at doing a policy review with people, you now get to work with those who do NOT have coverage, but also those who already do have coverage. Most coverage reviews, if conducted properly, will reveal opportunities to put a client in a...

I've heard it said that "half the battle is showing up." While I feel that's a bit of an over-exaggeration, I do see value in the idea behind the advice. Showing up gets you started. Showing up gets you engaged and it helps keep you committed. Ultimately, you have to do the work, but showing up is definitely one of the most important parts of your journey to success. Here are thr...

Scripts are super important. They're time-tested sets of words that work. And following them will help you succeed. You could say scripts are very important to success in our industry. They're also the letter of the law. In this way they can be a blessing and a curse. If you get too caught up on the words and forget about delivery, you missed the boat. HOW you say something is every bit as...

Since the time I've started my career as a life insurance agent, and throughout my continued study as a student of success, I've found there are just a few basic steps anyone must follow in order to achieve success. I hope this helps you think about your journey to success with just a little more clarity. If you like this, you may enjoy  ⁠⁠my book⁠⁠ . To protect your family,  ⁠⁠contact us⁠...

Human potential is limitless. As a race, we keep breaking world records, and limits and doing what has previously been considered impossible. When our backs are against the wall and we absolutely MUST perform, we almost always do. And that's when the miracles happen. Comfort zones are the enemy. If life is too good, we tend to NOT step into our potential, trading instead a quiet life of medioc...

We work with about 20 carriers. Each one has an average of 5-7 products. Term, Final Expense, UL, Whole, etc. What's what? If you're new, it can be very overwhelming. You want to do what's right for the client, but how do you know which product to use when. If that's you, this podcast is for you. This is the verbal cheat sheet from the document with the same name. I hope it helps y...

Tough question, right? It's a wakeup call to those of us who have fallen prey to stinking thinking. If you're like me, you've been here many times, even recently! My message is that you don't have to STAY there. I believe that falling into a negative mindset every now and then is human. I think we're all subject to that. But staying there...that's on you. That's entirel...

I had a really interesting appointment this week and I thought it might make a fun case study to share with you. I haven't done one of these before, so if you like this kind of thing, let me know and I can do more. This particular case was interesting because the strategy included using an annuity to fund a whole life policy and the numbers just worked out such that she's essentially getti...

Possibly one of the biggest overlooked opportunities is writing child's policies. For some reason the kiddos get swept under the rug and we forget to talk about it. I would venture to bet even most of your neighbors, friends and family do not have coverage on their children. And, like most things in our business, it's usually just a matter of bringing it up and talking about how it would b...

There's no doubt that the road to achieving your dreams requires faith. Primarily because of obstacles. Obstacles block our view and keep us from seeing the final product. Most often, we have enough visibility to see just a few steps in front of us, rather than the entire path. I hope this gives you a little hope and comfort that if you're not seeing everything all at once, you're norm...

If you've ever run an appointment, you know how janky it can get. You say one awkward comment, it sparks an unusual question or concern you weren't prepared for and it's a downward spiral from there...all the way to an hour spent with no sale. In this episode, I'd like to change how you think about your appointment just a little bit. I may not be the best at analogies, but hopefull...

I'm not great at book reviews, but I thought I'd take a stab at this one. I just completed The Energy Bus and loved it so much I had to share some of what I learned with all of you. This is the stuff success is made of! If you're a reader, make sure this is in your library. If you're not a reader, now is a good time to start becoming a reader. :) If you like this, you may enjoy  ⁠⁠...

Not to add one more thing to your mental plate, but this one's kind of important. Many of our appointments either do not qualify or are not interested/don't need life insurance. But almost everyone wants to get out of debt. If you're not asking about DF4L on your calls and appointments, you're leaving money on the table. I recommitted to asking the questions again and booked four o...

One of the best parts of this industry is that nearly everyone who's upright and breathing is a potential prospect for what we sell. That's mind-blowing. There are people all around us every day who could potentially need our life insurance products. But how do we approach them? Nobody wants to be pushy or salesy... Well, it just so happens I came across a bit of sales training this week t...

One comforting thought I've always kept in the back of my mind is that there's only one way to fail. And, even better news, it's 100% within my own control. So the flipside is also true: if you avoid doing this one thing, you won't fail. You still may not succeed as fast as you want but it removes failure from off the table. This can give you the confidence to keep moving forward e...

Have you started working the $6 Ethos leads yet? If not, you're missing out. Listen in to this story. Also, you may have heard of James Cameron. Arguably one of the most successful directors in Hollywood. He is the brains behind some of the most successful films of all time, including Avatar and Titanic. But do you know the story of how he started out? James had a dream and a drive. And some m...

When you see fear for what it truly is, it frees you up to take the action you’ve been wanting to take. Take action toward your dream and kick fear in the butt. If you like this, you may enjoy  ⁠⁠my book⁠⁠ . To protect your family,  ⁠⁠contact us⁠⁠ . To change your life,  ⁠⁠join our team⁠⁠ .

We often talk about ROI being a return on investment. But what about the inverse? What is the cost (or return) of your lack of activity? In other words, what might you be missing out on if you're not working as focused and intentional as you could be? Hopefully, this helps you see things in a new way. Let's grow this week by just a small amount! If you like this, you may enjoy  ⁠⁠my book⁠⁠...