Agents for Life!

What a blessing to be at Equis Financial, where our leadership has your best interest at heart! I'm talking about the new comp plan. If you haven't wrapped your mind around it quite yet, let this podcast do that for you. I also have an idea at the end to help you explode and take full advantage of how this comp plan works. I hope some of you will take me up on the challenge. YouTube versio...

January is upon us and this is the time of the new year where things are just starting to slip. Ever so subtly. So it's time to button down. Let's stay strong and keep habits that will last all year long! One such habit that you'll thank yourself for is what I call the most important five-minute meeting you'll have all day long. Who attends? You. That's it. Just you and yoursel...

Are you in debt? Have you run an appointment with someone who's in debt? Most of us are tackling our debts the wrong way. As life insurance agents, we have access to one of the most powerful debt-elimination tools on the planet. So we need to be talking about it with people. This podcast is a case study from one of my DF4L referral appointments. This one is particularly powerful because of the...

Ask any sprinter, getting the correct start is essential to winning. But the good news if you've been running the insurance race for a while, you can still reset and recommit to the basics. This podcast breaks down what I consider to be six non-negotiables for any new agent trying to create success in this industry. If you're new, these tips are critical if you're going to make it. If...

After writing over 1,000 policies, I can say with a strong degree of authority that there are a LOT of bad policies out there. Often written on unsuspecting and innocent folks and likely by well-meaning but inexperienced agents who didn't have a solid mentor. There are times when it makes sense to stop the bleeding and replace it with a better one. But we have to be careful and always do the r...

As you look back at 2023, what do you like? What didn't you like? Hopefully, you've taken some time to reflect on your year. Maybe it was a "Setback" year? If so, let's make sure 2024 is your "Comeback" year! I know I have a few big plans and I hope you do too. Listen in... If you like this, you may enjoy  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠my book⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ . To protect your family...

It's a new year! New goals, new intentionality, new opportunity to grow to a level you've never reached before. And it all has to do with how you spend (or invest) the most precious thing you have: your time. There are three key principles relating to time that I want to pass along. Most agents who fail never fully understand these key principles. I hope this podcast helps you toward whate...

How often do you get prospects asking you to just give them some pricing? If that's truly what they really want, they can save time using Google and get a lot more options than you could ever dream of...from the convenience of their fingertips. Truth is, they likely do want more than just a quote but they may not tell you. It's your job to draw that out. And you do that by directing the co...

As 2023 comes to a close, we tend to turn our thoughts to a larger picture of our lives. What does yours look like? What does it take to truly change and how long does that change take to really kick in? If you're not familiar with the Compound Effect, it's time you listen in- it's a concept that will change your life. One degree. That's a tiny change now, an enormous change 20 yea...

As soon as you get your license, the clock starts ticking. What clock you say? What’s that ticking noise? It’s the initial stage of a licensed agent, just coming out of the gate. Regardless of how long you’ve had your license, you can change your results simply by changing your habits. But that initial phase…that’s one of the most critical stages for any new life insurance agent. That is when the...

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...