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?  

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  

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  

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.

From "setback" to "set up." 💥 In this episode of the Life Insurance Academy Podcast, Roger Short sits down with Marcus Simon, Founder of Simon Legacy Financial, to unpack how losing 90% of his income and team in 2022 became the turning point that launched a fast-growing, multi-vertical insurance agency (Life, Health/Medicare & Retirement). Marcus shares transparent lessons on rebuilding, leadership, and why sustainability + time freedom now drive every decision. If you've been knocked down—or you're ready to level up—this conversation will give you a blueprint for the next chapter. Key Takeaways Control what you can control: Own the vehicle, own the future. Relationships compound: Mentors and partners create sustainable growth. Fail forward: Two failed exams → first $10K month → thriving agency. Lead with mission: "It's not because people will die—it's because the people you love will live." Systems > hype: Repeatable processes across Life, Health/Medicare, and Retirement unlock time freedom. Connect with Marcus / Simon Legacy Financial Website (consults, careers): SimonLegacyFinancial.com Facebook: Marcus Simon Instagram: @MrWealthyVibes_ Work With Life Insurance Academy Coaching, courses, and bootcamps: LifeInsuranceAcademy.org Subscribe for weekly episodes & tactics: @LifeInsuranceAcademy

Objections aren't roadblocks—they're signals. In this episode of the Life Insurance Academy Podcast, we unpack the root causes behind common objections so you can stop fighting surface-level pushback and start solving what's really going on. What you'll learn The 5 root causes behind objections: Risk, Trust, Value, Urgency, Understanding How to "read the room" and hear the feelings behind the words Why "too expensive" is a value perception problem—not a price problem Simple reframes for "send it in the mail" and "now's not a good time" How to build conviction so your business sticks and stays Tools & resources 🎯 3-Step Objection Framework + real scripts & slides: Available inside the LIA Coaching Program 🧠 Deep-Dive Coaching Series (4 sessions) on objections: Members access inside the platform 📦 Upcoming Bootcamp: Seats limited—lock yours in below 👉 Links Coaching & Courses: https://lifeinsuranceacademy.org Bootcamps: https://lifeinsuranceacademy.org/bootcamps  If this helped, like, subscribe, and drop the exact objection you're battling in the comments—we may break it down in the next episode! #LifeInsurance #SalesTraining #ObjectionHandling #Telesales #FinalExpense #InsuranceAgents #LifeInsuranceSales  

From $9/hour jobs and two kids before 20… to leading a team writing 111 apps in a month. 🎙️ In this Life Insurance Academy episode, Chris sits down with Kaitlynn "KB" Barber (Orlando, FL)—a young mom turned powerhouse agency builder—to unpack belief, integrity-in-self, and the practical path from "stuck" to six figures (and beyond) in life insurance. What you'll learn How KB reframed her worth and built confidence before the money showed up The "free" habits (grace, meditation, mindset) that move revenue Why she chose Final Expense (paid-on-issue, high-demand, duplicatable) A simple reinvestment rhythm that turned $5K month one → $8K month two → $24K month three Coaching insights for new agents—especially women and single parents "Integrity in self": do the actions of the person you believe you are Connect with Kaitlynn "KB" Barber Instagram & YouTube: @CollectiveProsperityFirm Text KB: 863-242-4958 (Message "Life Insurance Academy") Connect with Life Insurance Academy Subscribe for weekly sales training, real-talk interviews, and agent playbooks Drop a comment: What part of KB's story hit home for you?  

In today's episode, Roger and Chris break down one of the most overlooked sales superpowers that can help you close more deals, serve more people, and make more money—and it's not a new script or a magic phrase. 👉 The secret? Active listening. You'll hear real stories from the field—including examples of agents missing opportunities by rushing through scripts—and discover how empathy, curiosity, and intentional communication can radically transform your conversations. What you'll learn in this episode: Why listening is often more powerful than talking in sales The difference between "hearing" and truly understanding your clients Three simple habits to practice active listening (mirror & clarify, pause, and summarize) How active listening builds trust, value, and stronger client relationships Why slowing down actually helps you close deals faster If you want to increase your close rate, strengthen your client connections, and finally master the art of communication, this is the episode you can't afford to miss. 🔔 Subscribe to the Life Insurance Academy Podcast for weekly episodes full of sales strategies, real agent stories, and proven tools to help you win. 📍 Learn more and join our next Telesales Bootcamp here: https://lifeinsuranceacademy.org/bootcamps/   

How do new agents go from writing zero apps to 30 apps in a single week? In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the real stories behind agents who are finding success at our telesales BootCamps. You'll hear about: ✅ Brian Jackson's $24,000 week and 30 apps written ✅ A new agent who went from 0 to 9 apps after choosing not to quit ✅ Why expectations, belief, and process matter more than shortcuts ✅ The difference between selling features vs. feelings ✅ Why BootCamps accelerate growth (but don't replace hard work) There are no shortcuts to success. The agents winning are the ones who invest in leads, master the sales process, and keep showing up. If you've been waiting for a sign, this is it. 👉 Learn more about BootCamps: https://lifeinsuranceacademy.org/bootcamps/