The Agents Confidential Podcast

If you want to close more deals, retain more clients, and feel great about the way you sell, this is the episode for you. In this episode of  Agents Confidential , we're diving into the emotion-first approach to selling insurance — the method that focuses on trust, empathy, and emotional connection before jumping into plan details or product features. We’re sharing 5 powerful questions you can ask...

In this episode, we talk about why waiting for the perfect plan or full confidence keeps agents on the sidelines, and how  taking action  — even small, messy steps — is what actually builds clarity. You’ll learn: Why overthinking leads to paralysis How tiny actions create momentum and confidence What it looks like to move forward before you feel “ready” You don’t need the whole map to get started....

Most agents lead with logic, but buyers decide with emotion. In this episode, we break down the psychology behind emotional buying and show you how to create deeper trust, connection, and confidence in your insurance sales process. We unpack the neuroscience of decision-making and explain why buyers say “yes” with emotion before they ever justify with logic. You’ll learn how to: Build trust before...

In this episode of  Agents Confidential , hosts Eric and Yana sit down with Nathan Wirth, a former insurance agent turned carrier representative for Trinity Health Plan (Medigold) in Michigan. With a unique perspective from both sides of the industry, Nathan breaks down why insurance agents who build strong relationships with their carrier reps are more successful, more informed, and better suppor...

What if you could start over—knowing what you know now? In this anonymous roundup, seasoned agents share the hard lessons they learned  the hard way . From chasing quick commissions to ignoring systems and burning out in silence, these are the confessions most won’t say out loud. Whether you're new to the game or building your next chapter, these stories are your shortcut to doing it smarter, soon...

This episode is part leadership, part origin story, and part love letter to the insurance business! Scott Norman didn’t plan on a career in insurance, but he’s now the Vice President of Consumer Market Sales at Priority Health. He’s known for his steady leadership, belief in people, and powerful stories that tie back to his roots in his dad’s woodshop in Northern Michigan. In this episode, Scott s...

If you’ve ever felt like you’re pushing policies instead of attracting the right clients, this Classified Clip is for you. Learn how to align with what clients  already  care about—like lower costs, simpler options, and peace of mind—and how to position yourself as the solution, not the salesperson. Whether you’re selling Medicare Advantage, individual health, or life insurance, this mindset shift...

Building a successful business isn’t just about hustle — it’s about building the right  foundations . In this episode of  Agents Confidential , Yana and Eric break down the three core elements that every agent needs to grow sustainably:  Culture ,  People , and  Standard Operating Procedures (SOPs) . Here’s what we cover: Culture as Strategy : Your culture is more than just a vibe — it’s the opera...

Let’s talk about something most agents ignore—until it bites them later: culture. Culture isn’t about perks or personality. It’s about how your business  feels , how it  functions , and how it  moves forward . Whether you’re a solo agent or leading a growing team, you already have a culture—whether you’ve defined it or not. Here’s the thing: It’s easy to confuse culture with “good vibes” or being...

Feeling stuck, scattered, or straight-up stressed? You’re not alone—and you’re not broken. In this episode, we unpack why your nervous system is the real CEO behind your business decisions—and how stress may be silently sabotaging your growth as an insurance agent. We cover: How survival mode shows up in your day-to-day business The 4 nervous system stress responses (fight, flight, freeze, fawn) a...

As an insurance agent, your CRM  is  your business. In this episode, Brian breaks down exactly what a CRM is, how to choose the right one, and why most agents aren’t using theirs to its full potential. Whether you're a total tech newbie or a seasoned agent tired of clunky systems, this episode will save you time, stress, and possibly even your book of business. Plus, Brian shares the must-have...

Technology is an essential component of modern insurance practices. By understanding and embracing various tools, agents can enhance their efficiency, improve client interactions, and ultimately grow their business. In this episode of the agent's confidential podcast, hosts Eric and Yana discuss the challenges and opportunities that technology presents for insurance agents. With special guest Bria...

Think of it like  rebooting a computer when it's running too many programs at once —it frees up mental space and makes you work more efficiently. As an insurance agent, your job requires you to be  mentally sharp, emotionally resilient, and fully present . The demands of back-to-back calls, tough conversations, and handling complex client needs can be draining. A quick reset allows you to: Release...

Welcome back to the Agents Confidential Podcast. Today, Eric and Yana discuss the importance of branding for insurance agents, emphasizing that branding is crucial for establishing a unique identity and building trust with clients. Branding is why clients choose you. It's compared to marketing as asking someone on a date, while branding is why they would say yes. Branding is synonymous with re...

Your network is your net worth—are you making the most of it? In this episode, Eric and Yana break down the  exact networking strategies top agents use  to build powerful connections, generate referrals, and grow their business—without feeling awkward or salesy. Key Takeaways: 🔹  Physical Networking Tips  – Learn where to stand, how to approach groups, and body language cues that make you approac...

In this episode of  Agent’s Confidential , we dive into the power of  active listening  in sales—especially for insurance agents. Being a great listener isn’t just polite; it’s a game-changer for understanding client needs, building trust, and closing more deals. Why active listening matters: Builds Trust  – Clients feel heard, leading to stronger relationships. Uncovers Real Needs  – Helps reveal...

Objections aren’t roadblocks—they’re opportunities in disguise. In this episode of  Agents Confidential , Eric and Yana dive deep into the art of overcoming objections without sounding salesy or pushy. Discover how to shift from outdated pressure tactics to a modern, client-first approach that builds trust and leads to meaningful connections. You’ll learn: How to handle common objections like “I’m...

In this quick clip, Eric walks you through a step by step process to achieving income growth goals for the year or over a specific time frame. Make a plan, create a pitch, take action, and consistently track your results to ensure you stay on target!

In this episode of the Agents Confidential Podcast, Eric and Yana discuss the importance of leveraging Centers of Influence (COIs) to generate referrals and grow your business. They outline strategies for building trusted relationships with referral partners and position yourself as an expert in your community. Building relationships with Centers of Influence is crucial for driving referrals and e...

In this episode of  Agents Confidential , hosts  Eric and Yana  sit down with  Brian Platte , a seasoned insurance professional and the owner of  Agent Equity Group . With over two decades in the industry, Brian shares his insights on  why every insurance agent needs a succession plan  and how to ensure their business—and the income they’ve worked so hard to build—continues beyond them. Whether yo...

Introducing  Classified Clips —a new addition to  Agents Confidential . These 5-minute mini-episodes deliver quick, actionable insights and real-world stories to help ambitious agents like you grow your business. These bite-sized episodes are designed to deliver big lessons in a small amount of time, helping you sharpen your skills and grow your business. In this episode, we uncover the story of W...

In this episode of  Agents Confidential , we dive into creating a winning strategy for 2025 with a focus on intentional goal setting, building systems that work, and the power of reflection. We’ll guide you through crafting meaningful goals, designing a vision board to stay inspired, and adopting actionable systems to keep you on track all year long. Whether you're looking to grow your client base...