Selling Life Insurance: The Missing Key to Closing More Sales: Certainty in Life Insurance
Life Insurance Academy Podcast
Release Date: 10/01/2025
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...
info_outline
Selling Life Insurance: 5 Non-Negotiable Habits for Consistent Income
Life Insurance Academy Podcast
If you’ve ever ended a “work day” and thought, “I was busy… but did I actually move the needle?” — this episode is for you. In this Life Insurance Academy Podcast, Zach and Chris break down what a winning day snapshot looks like for a high-producing final expense / telesales agent (especially working from home). No fluff. No hype. Just the daily standards that create consistent apps, consistent income, and consistent momentum. You’ll learn the 5 non-negotiables top producers follow: Talk to seniors every day (conversations create skill + cashflow) Be a difference maker...
info_outline
Selling Life Insurance: Why conviction (not persuasion) is what makes business stick
Life Insurance Academy Podcast
What happens when you leave a steady 17-year career… and step into a commission-only world with setbacks, doubt, and a whole new learning curve? In this episode of the Life Insurance Academy Podcast, we sit down with Brian Jackson—former deputy sheriff turned life insurance agent—to talk about the real transition: the mindset shift, the “part-time with full-time commitment” approach, and what it takes to keep moving forward when the early days are rough. We dig into: How Brian went from law enforcement to insurance (and why alignment at home matters) The “what if” trap (fear...
info_outline
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...
info_outline
How to Sell Life Insurance: Build a 2026 Plan You Can Actually Execute
Life Insurance Academy Podcast
What if 2026 isn’t just “new year hype”… but the year you build a system that forces results? In this Life Insurance Academy episode, Roger, Chris, and Zach recap the lessons of 2025 and map out a clear, executable game plan for 2026—starting with a story from the 2008 USA “Redeem Team” that every agent needs to hear: Kobe Bryant, 4:45 AM, and four words that change everything: “I got goals.” Inside this episode, you’ll learn: Why most goals fail (they’re vague, vanity, and unsupported) The difference between dreaming and goal-setting (hint: a plan + daily action) A...
info_outline
Selling Life Insurance: From Winging It to Winning, Sydney’s Breakthrough Sales Process
Life Insurance Academy Podcast
If you’ve ever felt like you’re “winging it” on the phone, this episode is for you. In this Life Insurance Academy Podcast interview, Sydney Deshotel shares her journey from serving/bartending and working in a hospital to becoming a top-producing independent agent—and how everything changed when she discovered what most agents are missing: a repeatable sales process. Sydney opens up about: Walking into her first bootcamp feeling nervous, intimidated, and behind The “aha” moment when she learned to focus on who the client is protecting + why they filled out the form Why...
info_outline
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...
info_outline
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...
info_outline
Selling Life Insurance: Inside the Mind of the 2025 Ultimate Telesales Champion
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...
info_outline
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_outlineIn 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.