Agents 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...

This business is simple. It's usually us who complicate it. When you get it down, it works!  I've boiled down all the best tips and advice I have that I would give myself if I were starting over again. If you're new, this podcast is for you. If you're experienced, this is a refresher that will take you back to the basic building blocks of how to become a successful Life Insurance Agent. I hop...

Our brains are biological marvels. We've only begun to understand them. But one thing we do know is that there's a right side of the brain and there's a left side of the brain. And both are very different. If you're selling appeals to only the left side, you're doing yourself (and your prospects) a disservice. Listen in to learn why. If you like this, you may enjoy my book . To protect your family...

I picked up a new sales book. Dangerous, I know. I've learned to love reading and sometimes I'm a little obsessive about it. Every book, every page, every thought contributes to a better version of myself. My latest fling is called, "Exactly What to Say" by Phil Jones. It was recommended to be by Tracey Spikes. What I love most is that it's a quick read. Short chapters, easy-to-digest thoughts and...

I picked up a new sales book. Dangerous, I know. I've learned to love reading and sometimes I'm a little obsessive about it. Every book, every page, every thought contributes to a better version of myself. My latest fling is called, "Exactly What to Say" by Phil Jones. It was recommended to be by Tracey Spikes. What I love most is that it's a quick read. Short chapters, easy-to-digest thoughts and...

Hi everyone! I recorded an overview video of the Equis Opportunity in its entirety. Please feel free to use this as a tool to help spread the word should the need arise. Simply pass this podcast along to anyone who has expressed an interest or who you feel might make a good candidate for our team and our industry. And if it's been a while since you've reviewed this, it may be a good reminder...

As tough as this business is sometimes, it's really quite simple. And there are only 5 problems that can prevent your progress. Once you understand what they are and can identify them, there's nothing stopping you.  Except maybe problem #6. That one's a doozy. It oozes over all others and can be a bigger detriment to your success than anything else. What's problem #6 you ask? Listen in. If yo...

As an agent, who essentially writes your paycheck? Underwriters. We can write applications all day long, but if they're not getting approved, our clients are not getting covered and we're not getting paid. This podcast breaks format from what you're used to. It's a deep dive into all things underwriting with Jason Patello, one of the smartest field underwriters I know. Jason has written nearly 1,5...

If you've been anywhere near the Equis Community Facebook page , you've heard rumblings of a new "program" coming out. It helps middle-class Americans (anyone, really) get out of debt much faster by simply rerouting their dollars through a "compound interest filter." And guess what? If you have a life insurance license, you can do this with people. So, I thought I'd try it out. I set up a call wit...

[firstname,fallback=Agent for Life], Albert Einstein once described compound interest as the “eighth wonder of the world,” saying, “He who understands it, earns it; he who doesn’t pays for it.” The more I study the advanced market products, the more I'm impressed by the wonder of compound interest and what it can do for you. But then, I wondered- what if the fundamental principles behind such a ma...

I'm loving this QBS book. I hope you don't mind me taking another week to explain more concepts I'm learning from it.  In this week's podcast, I'm diving into three key principles that can really help you boost your sales. Use them and they can be a gamechanger.  If you like this, you may like my book . To protect your family, contact us . To change your life, join our team .

Features and benefits. That's what sells, right? Nope. When you go in with a list of why your product is amazing, think about what's happening. You're talking about...YOU. It's your favorite subject, but not theirs. Your prospect has their own challenges to deal with and the last thing they want to hear is how great your product is. All it does is make you a "salesperson." As agents, there's a sim...

Every so often Equis Financial puts on a live event where all the agents across the country come together to network, celebrate, learn, grow and inspire each other. Thursday was one such event. I've been to many of these over the years during my time at Equis and this one was one of the best. If you haven't been to one, you have a lot to look forward to! This podcast is dedicated to sharing my key...

Let's face it: leads are not cheap. Are they worth it? YES! But it cost money to generate a quality lead. As good as they are, they're not perfect. Anyone who has contacted a fresh lead and gotten squashed with a sour dose of rejection knows the sting.  "I just spent how much to have someone tell me "no?" The good news is it doesn't take very many Yes's to compensate for all the No's . Regard...

Behind every success story is a particular decision point. You might take weeks or even months to think about a decision, but the actual decision happens in one instance. One single moment. And if you have experienced any major change in life, you can trace it back to a decision made at a specific point in time. If you're going to be successful, you have to get good at making decisions. All succes...

I don't proclaim to be a scientist by any stretch of the imagination. I was an art student. But I do know that when the wind blows, it blows on everything. Interestingly, different things respond differently to that same environmental force. I found there are a lot of similarities to this simple concept and our journey toward success.  Listen in- plus you might learn a few things about how sa...

Good morning! This week, I'm diving into our family of insurance carriers. I break down each of them, some of their most common products, when I like to write for them and when/why sometimes I don't. Hopefully, this carrier knowledge can help you discover and select your favorites so you can improve your placement rate. But a word of caution: don't let my list jade you. This is simply my observati...

What if...? What if everything they say about this Equis opportunity is real? What if you really could become a millionaire with this deal in the next few years? What if it's every bit as good or more? What's the best that can happen? This week's podcast is about commitment. But until we truly understand what is in store, your commitment may waiver. And as we know, committing less than 100% will g...

It's a true principle that your outer world is simply a reflection of your inner world. That might be a hard pill to swallow. Look around- are you happy with the PHYSICAL results of your life? If not, there are three other realms all feeding into it. Your physical world is simply the fruit on the tree. It's what's UNDER the ground—what's invisible—that creates the fruit.  Society teaches it a...

If I asked for a list of the most valuable resources you have, you'd probably put time up toward the top of the stack. And rightfully so. But how many of us TRULY know the value of our time? I went in to visit the doctor earlier today. Guess what they made me do? Wait. Why? Because the doctor wasn't ready for me. His time is so valuable that he hires a full staff of people to ensure he doesn't hav...

So some of you know I've been searching for a reason or two to write American Amicable. And guess what? I found one! Three actually. Take a listen- this podcast episode has a little bit of carrier and underwriting information. The more we know about our products the more we're empowered to make decisions and find solutions to protect our clients. Have a great week out there! If you like this, you...

I just finished reading Atomic Habits by James Clear. What an amazing book! Your habits are like the onramp to a highway- they'll take you down a certain path with a destination. Master them and you control your destiny.  This podcast breaks down some of the concepts that stood out the most to me. I hope they have as profound an impact on you. Life is too precious not to pay attention to this...

It might not come as any huge surprise, but I had another epiphany lately. It has to do with a fundamental, underlying question we should ask ourselves. And don't worry- this podcast isn't about health and nutrition (not to say it's not important) but once you understand the analogy, you just might have the same epiphany, too. I hope you do. If you like this, you may like my book . To protect your...

For the last few weeks, we've talked a lot about goals. And yes, they're important. But even MORE important is what you do every day. The goal is simply the vision, the end point. But it's what you do TODAY that matters. This podcast breaks down some amazing insights from a new book I'm reading: Atomic Habits by James Clear. Just one chapter in and this book is phenomenal. I'm sharing some of my k...

Lots of talk recently about habits, routines and systems. So I thought I'd kick off the year talking about one of my favorite subjects: spreadsheets. :) I hope you find it insightful, but this episode is dedicated to a behind-the-scenes look at the key spreadsheets and numbers I look at in my office on a daily basis. You can listen on the link below or you can watch with the visuals on the followi...