Agents for Life!

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...

For some reason, many new agents love the idea of hitting six figures in their first year. What does it take? What does the game plan look like? Here, I break down the numbers, starting from income, down to what it takes every week and every day to achieve that goal, based on the averages and my own experience accomplishing that goal. Plus, if you look in your reporting sheets, you'll see a ne...

If you joined the team call on Wednesday, you heard my wife talk about driving in a rut. Rain causes muddy dirt roads, and when folks drive in the same place over and over, they get into a rut. Whether we're talking about life or a road, ruts are slippery and they try to keep you locked in. They're hard to get out of. Oddly, sometimes they're just "comfortable" enough that we...

The presentation is one of the most important things you will need to master as a life insurance agent. Think about it: you have a short period of time to build rapport and trust, educate, qualify and get your prospect to make a commitment right then and there. That's a lot. It can be overwhelming, especially for a new agent, to know what to say and how to structure the appointment so you don&...

There are thirty seconds left on the clock. You're third and goal, 3 yards to go. What do you do? How did you get there? In business, as in sports, it's all about execution. Goals are nice, shiny objects but they're simply a guide to point you in the right direction. They're a metric by which you can know if you've arrived at a certain point. A goal is the result of sustained,...

One of the most important things you can do as an agent is to track your numbers. Yet even this simple activity can be overwhelming. So let's simplify this down another level. What if, at the end of the day, the thing that mattered most was one single number. That's it. Would that help you focus and know where to spend your time? That's what this podcast is all about. It's your mag...

A critical part of being a newer agent is learning the "bump set spike" dynamic that happens during your appointment. There's a way for you to set up so that when you bring in a manager, they're empowered to help you make that sale. This podcast dives down into what you say and how you can say it to give yourself the best odds for success. If you're newer and still rely on a...

From time to time, we all drift. Likely, more than you think. When that happens, we have to hit the big RESET button. This podcast is your tool to check yourself against the basics that have always made this industry great. Use these 15 questions (and your honest answers) to figure out where and how far you've drifted...and then empower yourself with what to do next. Everyone needs a good chec...

Time to mix in a little product training this week. A very common misunderstanding new agents have is how the different final expense products work. There's a lot of new terminology that may or may not make sense. It's a new language. It won't take you very many appointments to come across folks wanting insurance who are going through a lot of health conditions. Sooner or later, you ha...

Life reminded me once again this week about how valuable it is to love and serve. If there was a job description for what we, as life insurance agents do, it would be this: love and serve people. That's it. Stop trying to sell and just seek to serve. Make it a great week! If you like this, you may enjoy  my book . To protect your family,  contact us . To change your life,  join our team .

Remember your childhood when your parents read you the story of the three little pigs? There was something profound about it that you may not have realized at that young of an age. But get this, each one was building something. But one was building something much bigger than the other two. Something that would last much longer and provide much more value. Building a life insurance business can wor...

Every watched one of those sports flicks that's based on a true story? My favorite category, by the way. I'm inspired by watching the underdog come back from behind, beating all the odds and conquering the undefeated champion. I like it because I relate to it. It feels like me. Do you ever feel like the underdog? If so, you're in good company. Every one of you can be the last one stand...

If you hang around Equis long enough, you'll hear the advice, "put yourself in a position to win." But what does that really mean? Being self-employed, as we know, is not a guaranteed income. Neither is a paycheck, but I won't go there right now. But haven't you seen people who just seem to get "lucky" when it comes to success? The old Midas touch? As a little league outfielder, I remember watchin...

If you have your license, you are a "field underwriter." What does that mean? It means you have to get good at placing your prospect with the carrier or product most likely to approve their case. Before we even talk about pricing, underwriting is the most important thing. Nobody gets excited about a policy that never got approved. That said, underwriting takes time to learn. If you're going to be...

There are many different ways we can get from point A to point B. That is true whether it's you getting to the grocery store or you getting to your dream. The right vehicle can make all the difference in how, when and even IF you arrive at your destination. Here's an analogy that will help you understand exactly what you have your hands on. If you like this, you may enjoy my book . To protect your...

The 2023 National Convention is in the books. And in my mind, it will go down as one of the top conventions in Equis history. If not THE top. It was inspirational, motivational and transformational. I'm so glad for all of you who came and experienced it- we had a great turnout. Here, I've highlighted the most impactful lessons I captured. There are also several new announcements, so listen in and...