Life Insurance Academy Podcast podcast

314 episodes

How to Sell Life Insurance: The Secret to Closing More Sales
04/2/2026 | 24 mins.
If you've ever felt awkward, hesitant, or unsure at the close, this episode is for you.
In this solo teaching episode of the Life Insurance Academy Podcast, Roger Short breaks down the most misunderstood moment in the sales process: the close.
Here's the truth—closing isn't about pressure. It's about permission.
When you lead with clarity and confidence, clients don't feel sold… they feel served.
In this episode, you'll learn:
Why "If you confuse, you lose" (and how clarity actually increases your close rate)

How to set the table so clients know exactly what to expect (no surprises, no resistance)

The psychology behind confident closing (hint: people buy emotionally, justify logically)

A simple trial close framework that assumes agreement without pressure
How to handle the "I want to think about it" stall with empathy and leadership

The 3 biggest closing mistakes agents make—and how to avoid them

Why confidence grows in the calm (and how silence actually helps you close)

This episode ties together the first four fundamentals—belief, trust, stakes, and options—and shows you how they all lead naturally to a confident, peaceful close.
As taught by Donald Miller: If you confuse, you lose. But clarity always wins.
🎯 If you want to close more business without sounding salesy, this is a must-watch.
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👉 Comment below and tell us if you want more solo teaching episodes like this
👉 Share this episode with an agent who's ready to close with confidence and clarity
Selling Life Insurance: 5 Non-Negotiable Habits for Consistent Income
28/1/2026 | 45 mins.
If you've ever ended a "work day" and thought, "I was busy… but did I actually move the needle?" — this episode is for you.
In this Life Insurance Academy Podcast, Zach and Chris break down what a winning day snapshot looks like for a high-producing final expense / telesales agent (especially working from home). No fluff. No hype. Just the daily standards that create consistent apps, consistent income, and consistent momentum.
You'll learn the 5 non-negotiables top producers follow:
Talk to seniors every day (conversations create skill + cashflow)

Be a difference maker (principled sales process + control + trust)

Follow up until they buy or die (respectfully… and relentlessly)

Train on what moves the needle (objections, underwriting, products, tone/pacing)

Guard your mind (home distractions, emotions, inconsistency, self-doubt)

They also share real benchmarks (dials, conversations, presentations), plus a sample daily schedule to help you build structure that beats motivation every time.
🔥 If you're building a team, send this to an agent who needs help tightening up their daily activity — because results don't lie.
✅ Subscribe for weekly training + agent growth content
💬 Comment below: Which of the 5 areas do you need to tighten up this week?
#LifeInsurance #FinalExpense #Telesales #InsuranceSales #SalesTraining #LifeInsuranceAcademy
Selling Life Insurance: Why conviction (not persuasion) is what makes business stick
21/1/2026 | 39 mins.
What happens when you leave a steady 17-year career… and step into a commission-only world with setbacks, doubt, and a whole new learning curve?
In this episode of the Life Insurance Academy Podcast, we sit down with Brian Jackson—former deputy sheriff turned life insurance agent—to talk about the real transition: the mindset shift, the "part-time with full-time commitment" approach, and what it takes to keep moving forward when the early days are rough.
We dig into:
How Brian went from law enforcement to insurance (and why alignment at home matters)

The "what if" trap (fear + regret) — and how to flip it into "what if it works?"

Why conviction (not persuasion) is what makes business stick

The power of raising the stakes by getting clients to talk about their family

The role of community + bootcamps in building confidence, consistency, and production

Brian's personal wake-up call: a massive heart attack at 38—and how it changed everything

If you're a new agent (or you've been taking hits lately), this one is a reminder: it's hard… but it's worth it.
👇 Subscribe, drop a comment, and tell us where you are in your journey (new agent / rebuilding / scaling).
Connect with Brian:
Instagram: @abundantlifeins
Facebook: Abundant Life Insurance Group
TikTok: Abundant Life Insurance
#LifeInsurance #Telesales #SalesTraining #InsuranceAgent #Mindset #LifeInsuranceAcademy
Selling Life Insurance: Stop Losing Sales Over Price, The Real Psychology of Money Objections
14/1/2026 | 24 mins.
Where there is no value, there is no price low enough.
In this Life Insurance Academy Podcast episode, Roger breaks down one of the most misunderstood—and feared—parts of the sales conversation: money. If you've ever heard a client say "I want to think about it" or "That's too expensive", this episode will completely change how you hear (and handle) those objections.
You'll learn:
The 5 real reasons people don't buy (and why "no money" usually isn't the real one)

Why price is rarely the problem—perceived value is

How to confidently isolate and eliminate objections instead of chasing follow-ups

The psychology behind money conversations in final expense vs. mortgage protection

How to lead with empathy, clarity, and affordability—without discounting or apologizing

Why great agents don't pressure… they guide

This episode introduces The Money Dial—a practical framework to help clients connect price to purpose, move from hesitation to confidence, and make buying decisions that actually stick.
If you want higher close rates, better persistency, and more confident money conversations, this is a must-watch.
👉 Take action:
Before your next appointment, write down your three most common objections and script two empathetic clarifying questions for each. Practice them out loud. Lead with value—and watch your results change.
🔔 Subscribe for weekly training
👍 Like if this helped you
📤 Share this episode with an agent who needs to hear it
How to Sell Life Insurance: Build a 2026 Plan You Can Actually Execute
07/1/2026 | 58 mins.
What if 2026 isn't just "new year hype"… but the year you build a system that forces results?
In this Life Insurance Academy episode, Roger, Chris, and Zach recap the lessons of 2025 and map out a clear, executable game plan for 2026—starting with a story from the 2008 USA "Redeem Team" that every agent needs to hear: Kobe Bryant, 4:45 AM, and four words that change everything:
"I got goals."
Inside this episode, you'll learn:
Why most goals fail (they're vague, vanity, and unsupported)

The difference between dreaming and goal-setting (hint: a plan + daily action)
A simple framework to build your 2026 plan: Vision → Math → Method → Metrics
How to reverse-engineer your income/production goal into monthly, weekly, and daily targets
The key inputs to track so you can control your outcome: dials, contacts, conversations, presentations, apps, premium, placement rate

The 3 goals every agent needs:

Production goal

Process goal

Personal development goal (pick skills that make you dangerous in 2026)

A practical 30-day execution checklist to start strong and stay consistent

🔥 Free Resource: We also mention a Goal Setting Calculator you can download for free at https://lifeinsuranceacademy.org/agent-financial-journey-calculator/ to help you run the math and build your plan.
✅ Ready to stop "hoping" and start executing?
Join the Life Insurance Academy coaching calls + get plugged into the community.
👉 Learn more at: LifeInsuranceAcademy.org
CTA: If this episode helped you, like, subscribe, and comment "I GOT GOALS"—and tell us your #1 target for 2026.

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About Life Insurance Academy Podcast

Are you new to the life insurance sales industry?...or have you been struggling to find your footing and develop real sales growth and profitability in your career? Perhaps you are an independent agent who's gotten some traction but are hitting some roadblocks and now you are ready to take your business to the next level. The LIA Podcast is a life insurance sales show brought to you by some good guys who are really great at what they do. Not only is their focus is on agent development, sales training, performance and success, they also place an extremely high value on client care and always doing the right thing. The Life Insurance Academy podcast takes you out of the classroom and into the conversations of these top producing agents and their guests. The LIA show is a listening experience that is a complement to the on-demand e-learning training resource of LifeInsuranceAcademy.org. The Life Insurance Academy was designed by agents for agents to help address the most common issues and challenges faced by life agents. LifeInsuranceAcademy.org Life insurance academy is an online educational platform for selling final expense, term, IULs, whole life and mortgage protection insurance. It's designed for beginners in the life insurance industry who may not have any sales experience and for the veteran who simply needs to improve their game. While navigating through the life insurance academy you'll find podcasts, videos and downloadable content and supporting sales materials to help you increase your sales and manage your book of business. Inside you will learn about prospecting, leads, how to approach your clients, proven sales processes and presentations, closing techniques, client care and much more.

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