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 the number one mistake agents make when quoting prices
  
  

• The exact moment you should recommend a solution—and why it's later than you think
  
  

👕 PLUS: If you catch the Easter egg from the last episode and drop it in the comments, you'll get an official LIA T-shirt!

👉 Want to master this sales process and close more business over the phone? Join the waitlist for our next Telesales BootCamp here: https://shop.lifeinsuranceacademy.org/telesales-waitlist

👇 Drop your thoughts, takeaways, or “aha!” moments in the comments—your feedback fuels our content and community!

🛎️ Subscribe so you never miss an episode. We’re dropping value, laughs, and real talk every week.

#LifeInsuranceAcademy #TelesalesTraining #FinalExpenseSales #InsuranceSalesTips #SalesStructure #LifeInsuranceSales #LIApodcast

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 realizing you are part of what your client is buying

Whether you're brand new or looking to level up, this episode is a masterclass in simplifying and strengthening your sales game.

🧠 Are you overcomplicating your sales process?
💬 Are you skipping over key client details because you haven’t asked the right follow-up questions?
🚀 Ready to increase your conversions and make a greater impact?

Listen in and take notes — then take action.

👇 Get on the waitlist for our next Telesales BootCamp and learn how to master the three P’s in real-time: https://shop.lifeinsuranceacademy.org/telesales-waitlist

🎙️ Don’t forget to subscribe, leave a review, and share this episode with someone who needs to hear it!

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 showing up, learning, and applying the right mindset and strategies.

💡 In this conversation, we cover:

• The real financial costs of getting started

• Tools and resources you need vs. want

• The value of consistency with lead flow

• How time and effort replace money early on

• Emotional resilience and family buy-in

• Betting on yourself and committing to mastery

💥 If you're ready to stop dabbling and start dominating, this is the episode for you.

🚨 Want to be the next agent with a $7K/week breakthrough?
Join the waitlist for our next Telesales BootCamp here:
👉 https://shop.lifeinsuranceacademy.org/telesales-waitlist

👍 If you're getting value from the show, don’t forget to:

✅ Subscribe
✅ Like the video
✅ Drop a comment – we’d love to hear where you are on your journey

Thanks for watching — we’re rooting for you!

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.

• Why “pitching” feels wrong — and what to do instead
  
  

• Understanding the 3 parts of the brain involved in decision-making
  
  

• How to build real trust and connection over the phone or face-to-face
  
  

• Emotional triggers that drive buying decisions
  
  

• The power of storytelling and emotional excavation
  
  

• Breaking down the 5-part sales framework
  
  

• Why guiding the sale (not closing) is the key to more conversions
  
  

If you're an agent looking to level up your presentation and communicate more effectively — this episode is a must-watch.

👉 Get on the waitlist for our next Telesales BootCamp: https://shop.lifeinsuranceacademy.org/telesales-waitlist
Spots fill up fast — don't miss out!

✅ Subscribe and hit the bell so you never miss an episode.
💬 Drop a comment with your favorite takeaway.
📲 Share this with a teammate, your upline, or your sales buddy!

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 help you get into more homes, serve more families, and write more business — all with the right heart and mindset.

👊 Key Takeaways:

• How to prepare for success before you leave your home.

• Why mindset and intentionality are game-changers in this business.

• The real difference between product-driven and people-driven sales.

• How discipline with your time can add $50K+ to your income.

• Mastering your approach at the door to maximize your success.

🔥 BONUS: Want to level up your telesales game?
👉 Join the waitlist for our next Telesales BootCamp and get ready to dominate over the phone:
https://shop.lifeinsuranceacademy.org/telesales-waitlist

👇 Drop a comment with what you're going to implement from today’s episode — we’re watching, and your feedback could shape future content!

💥 Subscribe for more powerful, actionable episodes every week. Share with your team and fellow agents — we’re all about growing together!

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 Telesales BootCamp, real agent coaching calls, and proven techniques to take control of the conversation, increase your closing rate, and improve persistency.

👕 Should we make a “No Quotes Given” shirt? Drop a comment below if you’d wear one!

📢 Don’t forget to LIKE, SUBSCRIBE, and SHARE this episode with a fellow agent who needs to hear this!

👉 Join the waitlist for our next Telesales BootCamp here: https://shop.lifeinsuranceacademy.org/telesales-waitlist

#LifeInsuranceSales #TelesalesTraining #NoQuotesGiven #InsuranceAgent #LifeInsuranceAcademy #SalesTraining #FinalExpense #InsuranceTelesales

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
✅ The dangers of going off-topic and how to stay in control
✅ Why being overly aggressive can backfire and what to do instead

These insights come straight from the trenches! We just wrapped up another Telesales Bootcamp, where 16 out of 18 brand-new agents wrote their first applications. 💥 Want to be part of our next Telesales Bootcamp and learn directly from top producers? Join the waitlist here: https://shop.lifeinsuranceacademy.org/telesales-waitlist

👉 Drop a comment below and let us know which landmine you’ve struggled with the most! And if you found value in this episode, don’t forget to like, subscribe, and share with your team. Let’s help more agents succeed together! 🚀 #Telesales #SalesTraining #LifeInsurance

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 emotional connection and urgency
✅ The importance of education and helping clients make informed decisions

📺 Don’t Miss Out!
Subscribe to Dana’s YouTube channel @FinalExpenseTelesales for daily tips and strategies to master telesales. Connect with her at EmpowerLifeGroup.com or email Dana directly at dana@empowerlifegroup.com.

🚀 Ready to Take Your Sales Game to the Next Level?
Get on the waitlist for our next Telesales BootCamp where you’ll get hands-on training from industry leaders, including exclusive insights from Dana Nesen!
👉 Join the Waitlist Here: https://shop.lifeinsuranceacademy.org/telesales-waitlist

👀 More Sales Tips & Training
Make sure to subscribe to the Life Insurance Academy Podcast and follow us for more expert insights to boost your sales and grow your business.