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PODCAST

Life Insurance Academy Podcast

Life Insurance Academy

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

business entrepreneurship

All Episodes

44:12

How to Sell Life Insurance: Your First 100 Calls: The...

Life Insurance Academy Podcast ·

2025/06/18

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42:44

How to Sell Life Insurance: Stop Getting Stuck in...

Life Insurance Academy Podcast ·

2025/06/11

In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the subtle but critical ways agents get stuck in conversations — and how to get unstuck. Whether it's a client dodging emotional topics, shutting down early, or relying too heavily on "they can sell the house" logic, this episode gives you real, tested phrases and questions that keep conversations flowing and help you discover real needs. You'll learn how to shift from surface-level talk to meaningful connection, how to

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37:15

Selling Life Insurance: When You’re Losing Sales and...

Life Insurance Academy Podcast ·

2025/06/04

Ever walked away from a client call feeling like something went wrong—but couldn’t explain why? You’re not alone. In this episode, Roger and Chris dive deep into why agents are losing sales and don’t even realize it. From jargon-heavy language to poor communication habits and lack of active listening, this conversation breaks down the subtle mistakes that are costing agents sales every day. You’ll learn how to avoid these traps, build stronger rapport, and simplify your language to actually connect

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46:26

Selling Life Insurance: When You’re Losing Sales and...

Life Insurance Academy Podcast ·

2025/05/28

You’re likable. You’ve got the rapport. The client even hugged you on the way out. So why didn’t you get the sale? In this powerful episode of the Life Insurance Academy Podcast, Roger Short and Chris Ball unpack one of the biggest hidden killers in life insurance sales: The Friend Zone. ✅ Discover the four root causes that stall your sales ✅ Learn how to shift from “friendly agent” to “trusted advisor” ✅ Master the art of authority, stakes, discovery, and direction ✅ Stop getting ghosted after

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33:40

Selling Life Insurance: When You’re Losing Sales and...

Life Insurance Academy Podcast ·

2025/05/21

Are your apps ending up in the graveyard—abandoned at 85% because a client didn’t want to give you their bank info? You’re not alone, and this episode is for YOU. In this episode, the team breaks down: ✅ Why so many telesales applications blow up at the finish line ✅ How to build and maintain trust throughout the entire conversation ✅ The real reason clients hesitate to give their Social or banking info ✅ What “setting the table” really means—and how it sets the tone for the entire sale ✅ How your

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43:53

Selling Life Insurance: The Hard Truth About Life...

Life Insurance Academy Podcast ·

2025/05/14

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35:25

How to Sell Life Insurance: Why New Agents Fail and...

Life Insurance Academy Podcast ·

2025/05/07

🚨 82% of new life insurance agents fail. But why? In this episode, we're breaking down the real reasons agents struggle, quit, or stall out—and how YOU can beat the odds. From mindset traps to busy work that feels productive (but isn't), we're exposing the pitfalls and giving you the roadmap to long-term success. Chris Ball and the team dive into: Misaligned expectations that kill momentum The myth of instant success and "easy money" How to tell if you’re doing real work… or just staying busy

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47:35

How to Sell Life Insurance: Eliminating Uncertainty...

Life Insurance Academy Podcast ·

2025/04/30

In this Life Insurance Academy Podcast, Roger and Zach dive into the Three C’s that can transform your closing ratio: Clarity, Confidence, and Connection. If you've ever wondered how top agents close more sales with less effort — and why some struggle even after making contact — this episode is for you. Learn how to simplify your sales conversations, eliminate client uncertainty, and move confidently through the entire appointment process. Here's what you'll discover: Why Clarity in purpose,

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45:06

How to Sell Life Insurance: Close More Life Insurance...

Life Insurance Academy Podcast ·

2025/04/23

In this episode of the Life Insurance Academy Podcast, Zach and Chris break down 10 actionable tips that will immediately help you level up your life insurance sales game—whether you're working in final expense, mortgage protection, or another niche. Here’s what you’ll walk away with: ✔️ The must-know product knowledge that boosts your confidence and closes more deals ✔️ How to educate, not overwhelm, your clients—and why that builds more trust ✔️ What it really means to “ask the right questions”

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30:15

Selling Life Insurance: The Importance of Process in...

Life Insurance Academy Podcast ·

2025/04/16

In this episode, Zach and Chris break down one of the most critical yet overlooked factors in telesales success: sales structure. Whether you're new to the industry or a seasoned agent struggling to stay consistent, this conversation will give you a crystal-clear path to better results. 🔥 You'll learn: Why belief is the foundation of every sale How to establish trust and credibility that actually sticks The importance of letting your client discover the stakes for themselves How to avoid

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30:26

How to Sell Life Insurance: Three Principles You...

Life Insurance Academy Podcast ·

2025/04/09

In this episode, Roger and Chris break down the three key components that will transform your sales business: People, Process, and Product. Drawing inspiration from Marcus Lemonis (The Profit) and Gordon Ramsay (Kitchen Nightmares), they explain how successful agents build their business by focusing on: ✅ Knowing your people — your clients, their needs, and how to truly connect ✅ Owning your process — having a repeatable, confident, and effective sales flow ✅ Understanding your product — and

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38:31

Selling Life Insurance: The Real Cost of Success in...

Life Insurance Academy Podcast ·

2025/04/02

In this episode, Zach and Chris dive deep into The Real Cost of Success as a life insurance agent — from monetary investments to time, effort, emotional intelligence, and risk. Whether you're just getting started or have been in the game for years, this episode will give you a real, unfiltered look at what it takes to go full-time and win big in this business. 🔥 One agent recently told us they've increased their production by $7,000 per week just by tuning into the podcast. That’s the power of

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39:15

How to Sell Life Insurance: The Secrets of an...

Life Insurance Academy Podcast ·

2025/03/26

In today’s episode, we’re diving deep into the psychology behind what agents often call a “sales pitch.” 💭 Is it really a pitch… or is it something more? We unpack the layers of communication, emotion, and decision-making that drive buying behavior — and why your approach matters more than your script. Whether you’re new to the business or a seasoned vet, this episode will challenge how you think about presenting, connecting, and ultimately helping families. 🔑 Topics Covered: Why “pitching”

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38:03

How to Sell Life Insurance: Get Into More Homes and...

Life Insurance Academy Podcast ·

2025/03/19

In this episode, Chris and Zach dive into a hot topic straight from the comments section — real sales in the field: face-to-face life insurance sales. With so much attention on telesales lately, is in-home sales becoming a thing of the past? Not so fast. They unpack the mindset, strategy, and preparation needed to succeed in face-to-face sales — from maximizing your schedule and understanding your market, to mastering the art of the approach and the “door knock dance.” You’ll hear tips that will

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39:12

How to Sell Life Insurance: Why Giving “Quotes” is...

Life Insurance Academy Podcast ·

2025/03/12

Today, Roger Short and Zach McElwain dive deep into one of the biggest mistakes new agents make: giving quotes too soon! ❌ Why do agents lose control when clients ask for pricing? ❌ Why does giving quotes too early kill your sales? ✅ How can you build trust and value before ever mentioning numbers? ✅ What’s the right way to present pricing and close more deals? If you’ve ever struggled with clients pushing for quotes early in the call, this episode is for you. We break down strategies from our

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38:31

How to Sell Life Insurance: Why Clients Hang Up, 4...

Life Insurance Academy Podcast ·

2025/03/05

Welcome back to another action-packed episode of the Life Insurance Academy Podcast! Today, we're diving into four major landmines that can derail your telesales process and cost you sales. Whether you’re new to the game or a seasoned agent, avoiding these mistakes will transform your conversations and help you close more deals. 🔥 Here’s what you’ll learn in this episode: ✅ The biggest mistake agents make—talking too much ✅ How to control the conversation without interrupting at the wrong time ✅

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37:05

Selling Life Insurance: Dana Nesen’s $5 Million Sales...

Life Insurance Academy Podcast ·

2025/02/26

We’re diving deep into the art of telesales with industry expert Dana Nesen. With 20 years of experience in final expense telesales and a passion for empowering agents, Dana breaks down her step-by-step process to help you overcome resistance, build trust, and close more sales. 💡 Key Takeaways: ✅ How to handle sales resistance like a pro ✅ The power of permission to engage and why it matters ✅ Mastering the discovery phase to uncover both stated and unstated needs ✅ Using storytelling to create

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38:09

How to Sell Life Insurance: 7 Steps to 7 Figures with...

Life Insurance Academy Podcast ·

2025/02/19

In this episode of the Life Insurance Academy Podcast, we’re bringing back a fan favorite—Mr. 7 Steps himself, Eric Howard! 🔥 With over 30 years in the industry, coaching 3,000+ agents, and helping countless producers hit six figures, Eric has developed a proven system that’s changing lives! 📈 His previous episode has skyrocketed to 23,000+ views in just seven months—and today, he’s here to unveil an exclusive partner program with Life Insurance Academy! This is your chance to access the Seven

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32:48

How to Sell Life Insurance: Telesales Mistakes YOU...

Life Insurance Academy Podcast ·

2025/02/12

In this episode of the Life Insurance Academy Podcast, we’re diving into the biggest takeaways from our latest Telesales Bootcamp—where real agents make real dials, get live coaching, and take their businesses to the next level. If you’re serious about success in telesales, this is a must-listen! 🔥 Here’s What We Cover: ✅ Why preparation is EVERYTHING in telesales ✅ The power of dialing and overcoming distractions ✅ How confidence & competence go hand-in-hand ✅ Building real connections with

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37:08

Selling Insurance: The Ultimate Guide to Sales Success

Life Insurance Academy Podcast ·

2025/02/05

en

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