How to Sell Life Insurance: The 5 Mistakes That Are Killing Your Sales Calls
Agents are failing for five simple, fixable reasons — and it's costing them sales. In this episode of the Life Insurance Academy Podcast, Roger Short and Chris Ball break down what's really holding agents back in telesales — and how to fix it fast. You'll learn how to: ✅ Master your script until it sounds natural ✅ Build confidence through competence ✅ Understand medications & underwriting basics ✅ Discover affordability before pricing ✅ Move confidently toward the application ✅ Practice your carrier apps like a pro These small changes create big wins — more confidence, more trust, and more closes. If you're tired of missing sales you should be winning, this one's for you. 👉 Download your free telesales script at lifeinsuranceacademy.org 👉 Join our weekly coaching calls for live training and Q&A 👉 Get in the room for our next Telesales Bootcamp 🎧 Listen on Spotify / Apple Podcasts 📺 Subscribe for weekly episodes and sales training 💬 Drop a comment: which of the 5 fixes hit home for you?
--------
33:00
--------
33:00
Selling Life Insurance: Michael Bond on Building a Triple-Threat Agency
From liquor-store owner to building one of the fastest-growing agencies in life, Medicare, and retirement—Michael Bond returns to share what changed in 2.5 years: going all in, stacking the right people, and building systems that keep 90%+ persistency even without the cheapest product. If you're in your first 0–24 months or considering the industry, this episode is your blueprint. What you'll learn Why "all in" beats "part-time dabbling" (and how to commit without burning out) Building a triple-threat agency: Life → Medicare → Retirement/Annuities The lead discipline that creates consistent weeks and real income How to keep clients (and referrals) with elite service and simple systems Turning team culture into production (shoutouts to Caroline, Melissa, Joel) Memorable lines "This business lets you sign the front of the check—not just the back." "Don't reinvent the wheel. Jump—your static line (system) will open." If this helped, hit 👍, subscribe, and drop a comment with your biggest takeaway—or your "all in" date. #LifeInsuranceAcademy #SerenityInsurance #MedicareSales #Annuities #InsuranceAgents #AgentTraining #Leads #Persistency #AllIn
--------
42:58
--------
42:58
Selling Life Insurance: Turn Small YES's Into Big Wins
Unlock the "secret sauce" of consistent closes: tie-downs (aka micro-agreements). In this episode, we unpack how small, intentional yeses throughout your presentation create momentum, uncover misunderstandings early, and lead to a natural close—not a hard close. What you'll learn Why micro-agreements work: The psychology of agreement and Brian Tracy's law of incremental commitment. Where to use them: Rapport/CORE, stakes & urgency, education/presentation, budget framing, and the close. How to deliver them: Tone, timing, the power of the pause, and why consistency beats complexity. Real examples you can steal today: "That makes sense so far, right?" "You'd want this in place for your family, wouldn't you?" "Affordability is a priority for you, isn't it?" "If we find a plan that fits your budget and protects [NAMEs], you'd at least want to apply, right?" Analogies you'll remember Thermometer: keep "checking the temperature" so nothing goes cold. Tent tie-downs / trailer straps: secure each section so the whole sale doesn't blow away. Trail guide: move the fast, middle, and new learners together—everyone arrives at the summit. Try this challenge Add one simple tie-down to every section of your script this week and track them. Watch your confidence (and closes) climb. If this helped, subscribe, drop a comment with your favorite tie-down, and share with a teammate who needs more natural closes. #lifeinsurance #sales #telesales #closing #objectionhandling #LifeInsuranceAcademy
--------
43:03
--------
43:03
Selling Insurance: How Faith, Fire, and $20 Built a $20 Million Agency
--------
31:24
--------
31:24
Selling Life Insurance: The Missing Key to Closing More Sales: Certainty in Life Insurance
In this episode of the Life Insurance Academy Podcast, Roger Short dives into one of the most overlooked keys to sales success: certainty. Have you ever left a client meeting knowing they should have said yes… but instead you heard, "I need to think about it"? The problem isn't the product, the carrier, or even the client—it's belief. ✅ Belief in the product ✅ Belief in the company ✅ Belief in yourself When you show up with conviction, your clients feel it. Certainty is contagious, and it's what transforms stalled conversations into life-changing decisions. In this episode, we'll unpack: Why belief is the missing piece in most sales conversations How to build unshakable conviction in what you sell The 3 levels of belief every agent must master How to transfer certainty so clients feel empowered to act This isn't just about selling policies. It's about protecting families, securing legacies, and fulfilling your calling as an agent. 🔔 Don't forget to subscribe to the Life Insurance Academy Podcast for weekly insights, strategies, and encouragement to grow your business and impact lives.
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.
New Zealand