Agents for Life!

I often wonder how much money we leave on the table simply because we didn't ask a question. In the last month or so, I've come across several cases in all of the advanced markets categories simply because I've asked about it. I've had a hard NO turn in to a wonderful YES. I've found a sale where there otherwise wasn't one. And extra money I would have overlooked had I not known what to ask and lo...

When you build a puzzle, you start with a picture of what the end product looks like. When assembling a basketball game, turns out the same approach is equally as beneficial. It's an interesting lesson I learned this last week that I felt to share with you. If you don't have a vision yet of where you want to be in 5, 10 or 20 years, this just might be the one that inspires you to do so. At least I...

What do the most successful people have in common? Income? Work ethic? Genetics? A book I was reading recently opened up my eyes to a superpower that every one of us can tap into. It's so simple. It doesn't have to do with any special talents only bestowed on a select few. Any one of us can develop this with even just a moderate amount of effort. But those who develop this simple skill are known f...

Every time you get in front of a prospect, the appointment can go a number of different ways. If you're not prepared to ebb and flow with the conversation, you might easily miss a sales opportunity. Sometimes when a strategy is presented, a client can "click" into it because it just makes sense to them. Here are five of the most common scenarios I come across. I hope these help you protect more fa...

As entrepreneurs, we eat rejection for breakfast. And granted, sometimes it can cause a little indigestion. But this week I bring you a story of hope.  One of the skills I'm trying to develop is how to take someone from a NO to a MAYBE and then to a YES. When to accept the NO and when to keep fighting. Although I don't have all the answers (yet) I do have some insights as to what I've learned...

Did you miss the Dallas training event last week? We missed you being there. While there's no replacing what you gain by being there in person, at least I can give you the high points, which is what this podcast does. We have two new carriers that I'm very excited about. And you need to know about them. The business is evolving and we're embracing new products and technology that will make life be...

Pardon the interruption but this week I'm going a little off-script and I hope you're OK with it. It's a topics that's been on my heart for a while now. This podcast is not about sales, carriers, handling objections or the next great insurance product or tactic. But it's more about being an Agent for Life than anything I can think of. For this message, I was inspired by two sources. First, a book...

We've all heard that success is a journey, not a destination. But what kind of a journey is it? Well, one thing I do know is that your journey will look vastly different than mine. But there are a few steps–habits rather–that most successful people take along their journey to get where they want to be in life. I'm just finishing a book that opened up my eyes to a few principles of success that I w...

A lead is an opportunity for an appointment. An appointment is simply an opportunity to help someone and potentially be paid for it. Mortgage protection is simply a way to talk to people. A very effective way. It's up to you to find where the opportunity might be. If you go into your appointments, armed with the right set of eyes, and knowing what to look for, you can increase your chances of help...

Earlier this week, I sat through a presentation...as a consumer.  Bottom line, it was a great experience. Not because the salesman was so masterful. It was great because it taught me exactly what NOT to do or say. It was good to be reminded of what it's like when someone else tries to sell you something. Especially since I'm usually the one doing the selling. In fact, if I ran my appointments...

Doing something new and challenging is not always an easy thing. That's why most of us shy away from embracing change- we love our comfort zones...where life is familiar and predictable. But there's no growth. In my time as an agent, I've met with thousands of clients and hundreds of agents. And I haven't met a single one who does NOT have a gorgeous excuse he could hide behind. But why? What good...

Sometimes it's hard to know what to recommend and in what situation. There's term, whole, IULs, universal...and now Retire Your Debt, which combines the debt snowball with the infinite banking concept. This podcast should provide some clarity. Here's a breakdown of how each works, and when I like to recommend that particular product. Of course, every rule has an exception, but generally speaking,...

I was inspired this week by a little video put out by one of my favorite inspirational speakers: Steve Harvey.  This week's podcast is a little bit of some lessons in the field, as well as my take on the whole JUMP thing. Maybe it's just the nudge you were needing. I know several years ago I was the one who needed just the nudge. If you like this, you may enjoy my book . To protect your famil...

I've hired and trained quite a few new agents and there are a handful of consistent mistakes I see new agents make. In this podcast, I break down the top five mistakes you'll want to avoid. If you do, you will significantly increase your odds of being successful in the life insurance industry. Being an independent business owner agent can be hard enough even with momentum, experience, and solid le...

Like it or not, our lives are run by routine. We gravitate to them because they're familiar and safe, two things our brains crave. You may have created one intentionally or not, but make no mistake, we're all "creatures of habit." On this podcast, I stress the benefits of what a great routine can do for you and why they're so important. I also walk you through my own personal daily routine. Listen...

If you're newer, chances are you haven't done business yet with Columbian Financial Group (CFG), one of our top carriers. The reason why is that CFG requires an application first before they start contracting. Well, I took some time this week to get to the bottom of how exactly one goes about getting that first application in. It's a bit complicated, but I break it down here. If you haven't writte...

When you boil it all down to the most simple elements, your business as a life insurance agent comes down to one of five things. Call them hurdles, problems or elements you need to master in order to be successful. But I can't think of any way someone could NOT be successful who has mastered these five things. Listen in... If you like this, you may enjoy my book . To protect your family, contact u...

Greetings. Chocolate cake is nothing more than a bunch of ingredients. Individually, they don't amount to a lot, but put together in the right way, they can add up to something amazing (and delicious).  Just like cake, your life is made up of a bunch of "ingredients" which are called decisions. Moments where you stepped out of your comfort zone and committed to yourself to do or be someone bi...

Have you felt a wave of negativity in the air recently? I have. Watching the news, inflation, economy, politics... it can get pretty heavy. I thought it might be nice to remind you that a little adjustment in your thinking can make all the difference.  Although a new way of thinking won't make all your problems go away, it will change how you see life and give you an increased capacity to han...

As agents (especially virtual agents), we have a very small window of opportunity to connect with someone to such a degree that they will trust us and want to do business with us. This is why building rapport is extremely important. In this podcast, I review five ways you can build rapport with your prospects, increasing your odds of becoming their agent for life. Enjoy! If you like this, you may...

Many have said that the key to success is mostly mindset. It all starts up in how you think. It's been a few since we've talked about that so I thought I'd take this one to remind you of how important it is to keep doing the mental work. Once your brain is truly on board with where you're going, there's no stopping you. Listen to these five steps. Try them out. But don't just "try" them out. Apply...

Setting goals is awesome. But there's a transformational shift that happens between thinking about your goals and thinking from your goals. Like anything in life, we must first become before we experience the results in real life. Here are my thoughts on the subject. If you like this, you may enjoy my book . To protect your family, contact us . To change your life, become an agent for life .

I feel I don't talk enough about mindset. It's a passion topic of mine. I just wanted to run a crazy thought by you. A thought about freedom, because that's really what this business is all about- you getting your freedom. I hope you make sense of it. It works in my head, it just doesn't always come out the right way. If you like this, you may enjoy my book . To protect your family, contact us . T...

Equis Conferences are life-changing events. If you missed it, don't worry- you can catch the next one. In the meantime, enjoy some of the most impactful highlights that I took down. If you like this, you may enjoy my book . To protect your family, contact us . To change your life, become an agent for life .

When a prospect gives you their pain, what do you do? If you're not probing, you're likely not getting the accurate answer. Most people sugar coat their answers. They want quick conversations so they can get to what? The pricing. Right? And the temptation is to give out the pricing too soon. Which always lessens your chances of making the sale. Instead, practice becoming a prober. Probe for the go...