Selling Life Insurance: The Overlooked Sales Superpower Every Agent Needs
Life Insurance Academy Podcast
Release Date: 09/03/2025
Selling Life Insurance: The Real Reason Agents Fail and How to Beat It
Life Insurance Academy Podcast
“Fear Is the Real Objection — And Most Agents Don’t Even Know It.” In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the real reason most agents struggle to gain traction in this business: fear. Whether it shows up as procrastination, perfectionism, avoiding hard questions, talking too fast, over-explaining, apologizing for the price, or sounding like a script-reading robot… 👉 It all points back to fear. Fear of rejection. Fear of looking inexperienced. Fear of failing — or worse… fear of giving your best and still not winning. In this honest,...
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Selling Life Insurance: The One Thing Sabotaging 90% of Your Sales (and How to Fix It)
Life Insurance Academy Podcast
What if you’re sabotaging 90% of your sales in the first five minutes? Most agents spend all their energy perfecting scripts, word tracks, and closing lines… but they miss the one foundational element that makes everything else work: trust. In this episode, Roger Short breaks down the most essential sales fundamental that separates top producers from struggling agents — and shows you how to build trust fast through authority and empathy in every environment: 📞 Over the phone – when your voice is your handshake 💻 On Zoom – when your presence speaks louder than words 🏡 In...
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How to Sell Life Insurance: The IUL Crash Course Agents Actually Need
Life Insurance Academy Podcast
From Uber shifts to building Legacy Wealth Academy: In this episode of the Life Insurance Academy Podcast, we sit down with Mark Cassara (Frisco, TX)—a financial strategist and educator who’s grown an audience of 2M+ across TikTok, Instagram, YouTube, and Facebook— to unpack how short-form, value-first content can build trust, generate inbound leads, and fuel a thriving virtual practice focused on IULs, executive bonus plans, and retirement strategies. Mark shares: How he went from 3 jobs to full-time in 6–8 months—and then doubled his income year over year The content system...
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How to Sell Life Insurance: The 5 Mistakes That Are Killing Your Sales Calls
Life Insurance Academy Podcast
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...
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Selling Life Insurance: Michael Bond on Building a Triple-Threat Agency
Life Insurance Academy Podcast
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...
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Selling Life Insurance: Turn Small YES’s Into Big Wins
Life Insurance Academy Podcast
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...
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Selling Insurance: How Faith, Fire, and $20 Built a $20 Million Agency
Life Insurance Academy Podcast
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Selling Life Insurance: The Missing Key to Closing More Sales: Certainty in Life Insurance
Life Insurance Academy Podcast
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,...
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Selling Life Insurance: Rebuilding an Insurance Career That Lasts
Life Insurance Academy Podcast
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...
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How to Sell Life Insurance: Objections Decoded; The 5 Root Causes Killing Your Sales
Life Insurance Academy Podcast
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...
info_outlineIn 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:
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Why listening is often more powerful than talking in sales
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The difference between “hearing” and truly understanding your clients
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Three simple habits to practice active listening (mirror & clarify, pause, and summarize)
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How active listening builds trust, value, and stronger client relationships
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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.
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📍 Learn more and join our next Telesales Bootcamp here: https://lifeinsuranceacademy.org/bootcamps/