How to Sell Life Insurance: Handling Price Objections in Final Expense Sales
Life Insurance Academy Podcast
Release Date: 08/13/2025
How to Sell Life Insurance: The Secret to Closing More Sales
Life Insurance Academy Podcast
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...
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Selling Life Insurance: Stop Losing Sales Over Price, The Real Psychology of Money Objections
Life Insurance Academy Podcast
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...
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Selling Life Insurance: The 5 Real Reasons People Don’t Buy Life Insurance and How to Fix Them
Life Insurance Academy Podcast
Families are depending on you—and the only thing standing between them and financial disaster is your ability to help them make a decision. In this episode, Chris and Roger break down the 5 real reasons people don’t buy (and why “I want to think about it” is usually a smokescreen). If you’re hearing the same objections over and over, this framework will help you identify what’s actually happening, remove the barrier, and confidently guide clients to protect the people they love. In this episode, you’ll learn: The 5 barriers behind almost every objection: No Trust, No Need, No...
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How to Sell Life Insurance: Objection Mastery: Turning “No” into “Not Yet”
Life Insurance Academy Podcast
Objections aren’t killing your sales — misunderstanding them is. In this episode of the Life Insurance Academy Podcast, Roger Short breaks down why objections are not rejection, but signals of uncertainty, fear, and missing clarity. Top producers don’t fear objections — they welcome them, because they know objections are part of the process, not a disruption to it. You’ll learn: Why objections are emotional, not logical The three most common objections in life insurance sales — and what they really mean How to use internal-based questioning to guide prospects instead of...
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Life Insurance Academy Podcast
Our mind is STILL blown. 😳 In just 2.5 days, Elvir Bazdarevic from Modern Financial wrote $39,846 in annual premium, became the 2025 Ultimate Telesales Showdown Champion, and walked away with the belt 🏆 In this episode of the Life Insurance Academy Podcast, we unpack exactly how he did it — and how you can level up your telesales game without becoming a pushy, high-pressure closer. In this episode, you’ll discover: How Elvir prepared a week in advance to hit the Showdown with insane momentum What it’s like to compete in a room full of top telesales agents ringing the bell all...
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How to Sell Life Insurance: Clark Stanley’s Framework: $100K and 71 Applications in Less Than a Month
Life Insurance Academy Podcast
What would happen if you actually bet on yourself for one month? In this episode of the Life Insurance Academy Podcast, Roger sits down with Clark Stanley of Anchor Point – a brand-new dad and former corporate sales manager who just wrapped up the biggest month of his life: $101,000 in final expense AP 71 applications 25 days All while still making time for faith, family, and community But this conversation isn’t just about big numbers. It’s about the Principled Sales Process, the power of framework over scripts, and how the right community can completely change your life and...
info_outlineAre you struggling to confidently talk about money with final expense clients—especially those on a fixed income? In this episode of the Life Insurance Academy Podcast, we break down how to approach pricing conversations with empathy, build trust, and guide clients to make the right decision for their families.
💡 What You’ll Learn in This Episode:
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How to understand your client’s financial perspective without judgment
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Why “I can’t afford it” often isn’t about the money—and how to respond
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The secret to humanizing the sales process and creating lasting trust
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How to uncover emotional motivators that help clients see the true value of coverage
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The one “affordability statement” that removes embarrassment and opens the door to real solutions
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Why emotional sales backed by logic lead to better closes and happier clients
If you want to stop losing sales over price objections and start having confident, caring money conversations, this episode is for you!
👉 Register for our next Telesales BootCamp here: https://lifeinsuranceacademy.org/bootcamps/