Life Insurance Academy Podcast

The Real Conversation that Every Agent Needs to Hear with David Duford

29 Jun 2022

Contributed by Lukas

Fully committing to a job in Life Insurance Sales can be scary. We have been taught our entire lives to seek out employment with "benefits" to be cons...

How to Write $100k+ in the First 30 Days of Life Insurance Sales.

22 Jun 2022

Contributed by Lukas

What would you consider to be a good first month in Life Insurance Sales? $5,000? $10,000? How about over $100,000 in your first thirty days! That is ...

Master This Skill Set to Win in Sales (Ep. 121)

15 Jun 2022

Contributed by Lukas

Bringing the Energy with Ultimate Agent Contestant Johnny Nitafan

08 Jun 2022

Contributed by Lukas

Last week we had the opportunity to speak with a contestant from the upcoming Ultimate Agent reality show, and this week we have another one! In this ...

Inside the mind of Ultimate Agent Contestant Patryce Sheppard (Ep. 119)

01 Jun 2022

Contributed by Lukas

Everyone loves reality TV, so it's about time we had a reality television show about Life Insurance Sales! In this episode, Roger Short sits down wit...

19 Years Old & Already a Six-Figure Producer!

25 May 2022

Contributed by Lukas

Many people hear about the possibilities of making life-changing money in the life insurance space, but most do not take action because of fear. They ...

Must Have Insurance Carriers: Americo with Andrew Kostus. (Ep. 117)

18 May 2022

Contributed by Lukas

If there was a product that could move the needle in your business, would you want to know about it? We at the Life Insurance Academy Podcast thought ...

Turn Maybe Into Yes by Making This One Adjustment in Life Insurance Sales (Ep 116)

11 May 2022

Contributed by Lukas

You may be wondering why you are not selling as much as you like- this podcast is really for the people who get the laydowns but find that your conver...

How to have a Successful First Two Weeks in Life Insurance Sales. (Ep 115)

04 May 2022

Contributed by Lukas

Agents mentally give themselves 1-2 weeks to develop a belief they can be successful in insurance sales. How we approach those first two weeks can mak...

How Changes in Life Insurance Sales Will Help You Make More Money (Ep. 114)

27 Apr 2022

Contributed by Lukas

The process of selling life insurance has changed dramatically in the last two years since COVID disrupted the industry. These changes have created a ...

What every new agent needs to know to be successful with Aaron Hicks Ep113

20 Apr 2022

Contributed by Lukas

Life insurance sales is not the first career choice for most people. People typically stumble their way into it or are invited into it by someone who ...

How to Explode your Life Insurance Sales with Leads (Ep. 112)

13 Apr 2022

Contributed by Lukas

Many agents have heard about the importance of leads and understand that purchasing leads are the quickest way to profitability. They know that leads ...

The Secret to 6 Figures in Life Insurance Sales (Ep. 111)

06 Apr 2022

Contributed by Lukas

Getting started in the life insurance business can be daunting. Most people who do get started want more money or more time or both. However, there's ...

How to Sell $300,000 in Your First Year of Final Expense Life Insurance Sales (Ep110)

30 Mar 2022

Contributed by Lukas

With no previous sales or insurance experience, rookie agent and returning podcast guest, Trey Wright, has put himself on pace to produce somewhere be...

6 Steps to Growing and Developing a Million Dollar Insurance Business with Dr. Billy Williams (Ep 109)

23 Mar 2022

Contributed by Lukas

Dr. Billy Williams is the CEO of the Williams Family Investment Group, a group of more than 170 partner insurance agencies that produce almost 1.3 Bil...

From Rock Bottom to a Rising Star in Life Insurance Sales with Trey Wright.(Ep108)

16 Mar 2022

Contributed by Lukas

Many times we might tell ourselves that we have hit rock bottom, but how true is that? Sure we all go through tough times, but few really ever hit TRU...

Why a Career in Insurance Sales is the BEST OPPORTUNITY with Edward Pritchett(Ep107)

09 Mar 2022

Contributed by Lukas

The U.S. Department of Treasury issues a "riveting" (wink, wink) statistical report each year about the insurance industry. This year's report indicat...

What I Do to Compete in Life Insurance Sales with Brian Askins (Ep.106)

02 Mar 2022

Contributed by Lukas

Many people enter sales with a fearful attitude. They are so concerned about the possibility of failure that they do not see the opportunity to be a b...

How to Win Life in Insurance Sales (Ep105)

23 Feb 2022

Contributed by Lukas

Some people are tentative and cautious in their sales, business, and in life so that they don't take too many risks to protect what they have and to m...

People Don't Like to be Sold - What This Means & Why It Matters (Ep104)

16 Feb 2022

Contributed by Lukas

Everybody wants to buy but nobody wants to be sold. This is human nature. This is probably even true of you. While you were shopping, have you ever to...

How to Avoid Failure to Launch in life Insurance Sales (Ep.103)

09 Feb 2022

Contributed by Lukas

You have probably heard that 92% of agents fail in insurance sales. What you may not have heard, is that most of those failures happen in the first 30...

Straight Talk About Telesales (Ep.102)

02 Feb 2022

Contributed by Lukas

Roger, Chris, and Zach take a deep dive into what it takes to be successful in telesales. The guys share why this opportunity is exploding at this tim...

The Secret to Growing and Keeping Your Business with Peter Fournier (Ep.101)

26 Jan 2022

Contributed by Lukas

As insurance sales agents, we do not get paid on what business we write, we actually get paid on what policies are issued and kept. If a policy never ...

"The Success Mindset" with Special Guests, Coach Micheal Burt, Cody Askins and Marlin Faulkner (Ep.100)

19 Jan 2022

Contributed by Lukas

All of the guys from the LIA team are together and celebrate 100 episodes with some very special guests.  In this exclusive episode you will hear fro...

Marketing and Lead Strategies That Will Blow the Lid off of Your Business (Ep.99)

12 Jan 2022

Contributed by Lukas

Roger is joined by the author of "Find Your Marketer" and co-owner of Secure Agent Marketing, Landon McCarter. Landon is a master of marketing in the...

Technology Secrets to Explosively Grow Your Agency in 2022 (Ep.98)

05 Jan 2022

Contributed by Lukas

In this episode, Roger is joined by Thomas Graziano, VP of Strategic Development and Agency Growth with Advance Team Partners. Advance Team is a leadi...

Breaking Stereotypes in Insurance Sales with Ryan & Alisha Wimmer (Ep.97)

29 Dec 2021

Contributed by Lukas

The insurance industry has traditionally been male dominated. Additionally, it typically has attracted and been limited to those with a sales backgrou...

How To Master The Day And Win (Ep.96)

22 Dec 2021

Contributed by Lukas

People get stuck because of uncertainty. In life when there is uncertainty or lack of clarity on something most people stop. It's no different for age...

Definitely Not Your Average Insurance Group with David and Joe Kampert (Ep. 95)

15 Dec 2021

Contributed by Lukas

In today's episode, Roger interviews David and Joe Kampert, a father and son team who are the founders of Redwood Agency Group. They are not just fath...

Finding Success on the Phone with Dameron Batson (Ep. 94)

08 Dec 2021

Contributed by Lukas

New Agent, Dameron Batson, is finding a formula for quick confidence and big success simply by being willing to try something new.  Our own Chris Ba...

The Four Stages of Insurance Sales Mastery (Ep. 93)

01 Dec 2021

Contributed by Lukas

Many agents quit because they do not know where they are going or, even worse, where they are in their growth and development. When they do not know w...

How to Write $600,000 in Insurance Premiums in a Single Week Without Paying for Leads (Ep. 92)

24 Nov 2021

Contributed by Lukas

On today's episode Roger talks with Brian Askins, the President and CEO of Secure Insurance Group in Springfield, MO. Brian is a veteran in the insura...

The 4 Biggest Mistakes Agents Make in Sales (Ep. 91)

17 Nov 2021

Contributed by Lukas

Many agents are not getting sales and do not know why. This can be frustrating, and can cause the agent to question their abilities and career choice....

How to Survive in Marriage and Business with Anthony & Rickeyta Starks (Ep. 90)

10 Nov 2021

Contributed by Lukas

Anthony and Rickeyta Starks are multi-talented rockstars. Rickeyta is a growth coach, motivational speaker, and an award-winning author. Anthony has b...

Designing Your Business for Impact and Profitability with Carol Wesley (Ep. 89)

03 Nov 2021

Contributed by Lukas

Most agents get into life sales because of the potential income. It doesn't take long for agents to realize that this is a people business and that ma...

3 Keys to Quick Profitability In Insurance Sales (Ep. 88)

27 Oct 2021

Contributed by Lukas

Most agents enter their life insurance sales career with the hope that they can generate a profit quickly. Agents fail when their expectations exceed ...

This One Thing Is Keeping You Broke (Ep. 87)

20 Oct 2021

Contributed by Lukas

According to statistics 94% of agents who enter into sales fail in the first year of business. Failing out of a business is hard enough but it is even...

7 Key Principles of Scaling Your Business - Part 2 (Ep. 86)

13 Oct 2021

Contributed by Lukas

In part 2 of the impactful 7 Key Principles of Scaling Your Business LIA podcast episode, Roger and John Wetmore share their insights on how they buil...

7 Key Principles of Scaling Your Insurance Business - Part 1 (Ep.85)

06 Oct 2021

Contributed by Lukas

In this episode, Roger interviews Integrity Managing Partner John Wetmore. Ten years ago, John had recently gone through a divorce, a failed mortgage ...

The One Word That Changes Everything in Sales (Ep.84)

29 Sep 2021

Contributed by Lukas

In this episode, Zach and Roger discuss the word that discourages most agents but excites the successful. Listen in to learn what this word is and how...

7 Habits of Exceptionally Successful Agents (Ep.83)

22 Sep 2021

Contributed by Lukas

Have you ever wondered how an insurance agent becomes so successful? Listen in to this episode with Roger and Zach as they discuss the 7 habits top pr...

How to Set 40 Insurance Appointments per Week with Jason Richter and Angie Laracuente (Ep.82)

15 Sep 2021

Contributed by Lukas

The best way to start a great week is knowing that you have a great week ahead. For the Savy Producer Jason Richter, the secret is having an awesome a...

How Insurance Sales Can Change Your Life with Nate Auffort (Ep.81)

09 Sep 2021

Contributed by Lukas

Today's episode is for anyone who is considering the insurance opportunity, just getting started, or maybe you've lost sight of what's possible in thi...

Live Insurance Coaching Session with Roger Short & Cody Askins (Ep.80)

01 Sep 2021

Contributed by Lukas

Today's episode is a sneak peak into an exclusive live agent coaching session with Roger Short and Cody Askins. Listen in as these builders and entrep...

The Secret Skill Every Agent Needs to Sell More with Tony Merwin (Ep.79)

25 Aug 2021

Contributed by Lukas

On this episode, Chris interviews special guest host Tony Merwin, a medicare expert who trains insurance agents of all types on a valuable skill to he...

How to Leverage the 4 Levels of Economic Value (Ep.78)

18 Aug 2021

Contributed by Lukas

Learn the fundamentals of the economy to identify what level you're at and some things you need to implement to get to the next level, grow your incom...

The Power of Nonverbal Communication in Sales with Tim Wright (Ep.77)

11 Aug 2021

Contributed by Lukas

There are different moments throughout the sales process where you need your client to communicate - but what if they don't? In this episode, guest ho...

How to Master the Art of Persuasion (Ep.76)

04 Aug 2021

Contributed by Lukas

Whether you realize it or not, everyone has done sales at some point - selling a product, an idea, or even a preference of where to have dinner. In ...

Broke to Debt-Free in Two Years with James Darr (Ep.75)

28 Jul 2021

Contributed by Lukas

If you or someone you know are considering the insurance opportunity, then listen to this episode. Top producing life insurance agent James Darr share...

How to Boost Your Desire & Achieve Your Insurance Goals (Ep.74)

21 Jul 2021

Contributed by Lukas

If you've been listening for a while, you know we're big fans of knowing your why and having an unquestionable conviction about what you do. But what ...

Massive Opportunities in the Health Insurance Market with Tony Ly (Ep.73)

14 Jul 2021

Contributed by Lukas

On this episode, learn about the explosive growth that Tony Ly and his wife Magalie have had through a very niche market in the health insurance space...

Why the Right Association is Crucial to Your Business (Ep.72)

07 Jul 2021

Contributed by Lukas

It's easy to get so focused on your production and your personal business that you forget to lookup and see who's around you. Sometimes those people a...

From Car Sales to Top Insurance Producer with Carol Wesley (Ep.71)

30 Jun 2021

Contributed by Lukas

On this week's episode, we talk with top insurance producer Carol Wesley. Before insurance, she had a long, successful career in car sales. Despite h...

5 Steps to Consistent Results in Insurance Sales (Ep.70)

23 Jun 2021

Contributed by Lukas

There are two types of people on sales production leaderboards: the names you always see and the names you see once but rarely ever see again. On toda...

How to Master Medicare Sales with Medicare Guru Justin Brock (Ep.69)

16 Jun 2021

Contributed by Lukas

We've spoken with many life insurance agents who have a desire to add medicare to their portfolio but are just too scared or don't know where to start...

Increase Your Premium By Peeling Back the Layers of Need (Ep.68)

09 Jun 2021

Contributed by Lukas

Have you ever wondered why some agents consistently sell policies with higher face amounts? They have the same products, same leads, same geo, and sam...

National Top Agent Interview: Jimmy Fraser (Ep.67)

02 Jun 2021

Contributed by Lukas

If you've ever felt like quitting insurance sales, you're not alone. We interviewed national top producer Jimmy Fraser who shares his story of mindset...

The Perfect Amount of Life Insurance Leads (Ep.66)

26 May 2021

Contributed by Lukas

Is the title clickbait or is there a perfect amount of leads? Listen to this episode to find out the many factors that play a role into determining th...

How to Write $27,000 a Week in Mortgage Protection Telesales with Jason Richter (Ep.65)

19 May 2021

Contributed by Lukas

In the wake of a global pandemic, successful Mortgage Protection agent Jason Richter pivoted his mortgage protection business to telesales and has see...

Chargebacks! How to Eliminate Them Before They Wipe Out Your Business (Ep.64)

12 May 2021

Contributed by Lukas

If you're listening to this episode, it's probably because you've felt the pain of a chargeback or you're trying to avoid it. Listen in as the guys ta...

The 5 Strategies to Build a 7-Figure Agency with Marlin Faulkner (Ep.63)

05 May 2021

Contributed by Lukas

This week we have a very special guest with us - someone who has overcome so much and grown a nationally successful team and he's not slowing down any...

The Power of Events (Ep.62)

28 Apr 2021

Contributed by Lukas

This week, the LIA team discusses one of the biggest investments you can make in your business for immediate, life changing results. Listen in as the ...

How to Have a Record Sales Quarter (Ep.61)

14 Apr 2021

Contributed by Lukas

It's the start of a new quarter and with the Kentucky Derby just around the corner, the guys are challenging you to run for the roses! Learn 4 key ing...

Is Life Insurance Sales Really That Complicated?! (Ep.60)

07 Apr 2021

Contributed by Lukas

Whether you're new to the industry or a seasoned agent, you should have a sales process that is simple to execute. However, many agents over-complica...

How to Start & Build an Insurance Sales Team with Nate Auffort (Ep.59)

31 Mar 2021

Contributed by Lukas

Learn from a multi-time 7 figure earner on how he has repeatedly built massive, successful teams. These 3 principles on growing and building your team...

3 Action Steps to Dramatically Grow Your Business (Ep.58)

24 Mar 2021

Contributed by Lukas

In the age of growth hacking and life hacking, people are always trying to find the simple things to do to exponentially grow their business or impact...

The Power of Framing in Sales (Ep.57)

10 Mar 2021

Contributed by Lukas

Today's episode is a unique opportunity to listen in to one of the training sessions we recently did for Cody Askin's 8% Virtual Conference. Our topic...

How to Become a Monster Insurance Producer with Coach Micheal Burt (Ep.56)

03 Mar 2021

Contributed by Lukas

This special episode with America's Coach and 16-time author Coach Micheal Burt is sure to leave you motivated and driven. Coach Burt drops bombs on h...

5 Tips to Become the Best Sales Person with Cody Askins (Ep.55)

24 Feb 2021

Contributed by Lukas

On today's episode, we interview special guest Cody Askins on the 5 things that will help any person in the insurance sales industry successful. This ...

The Powerful E-Factor in Sales (Ep.54)

17 Feb 2021

Contributed by Lukas

Today we discuss the e-factor that drives everyone's buying behavior. Listen in to learn the questions you need to ask and the formula to follow to bu...

Does Being Likeable Get You More Sales? (Ep.53)

10 Feb 2021

Contributed by Lukas

On today's show, we debunk a huge industry question of how likeable you need to be or should be in sales. Spoiler alert - use the tips we discuss in t...

Oh Crap! I Need Help!

03 Feb 2021

Contributed by Lukas

We have a unique episode this week as our team prepares and gathers for our annual conference. At this conference, we're releasing our new agent resou...

Your Assumptions Are Costing You Sales (Ep.52)

27 Jan 2021

Contributed by Lukas

Agents can make many assumptions throughout their sales process. Some of these assumptions can make an agent money but some can cost agents tremendous...

The Choices We Make & the Things We Overcome with Special Guest, Gary Keith (Ep.51)

20 Jan 2021

Contributed by Lukas

We had the incredible opportunity to have author Gary Keith on this week's podcast to discuss how we as agents can overcome hardships in our business ...

4 Steps to Launching Your Insurance Career in 2021 (Ep.50)

13 Jan 2021

Contributed by Lukas

With the start of the new year, it's common to hear of people changing careers or setting resolutions and goals. Some people are starting in a new opp...

Top Takeaways of 2020 for Life Insurance Agents (Ep.49)

30 Dec 2020

Contributed by Lukas

2020 was a crazy year but an incredible year for our podcast and Life Insurance Academy community. In this episode, we talk about our favorite episode...

How to Turn a No into a Yes in Sales (Ep.48)

23 Dec 2020

Contributed by Lukas

Getting objections from clients can feel very defeating and demoralizing but it doesn't have to be this way. In this episode, we discuss how to uncove...

Can I Sell Insurance Over the Holidays? (Ep.47)

16 Dec 2020

Contributed by Lukas

As the holiday's approach, some agents start to slow down and think they have a limited opportunity. In this episode, we talk about how to get the mos...

5 Reasons Why Insurance Sales is a Life Changing Opportunity (Ep.46)

09 Dec 2020

Contributed by Lukas

Life insurance sales is one of the best career opportunities in the world for so many reasons. We discuss 5 of them in this episode and how this oppor...

The Key to Unlocking Every Sale (Ep.45)

02 Dec 2020

Contributed by Lukas

If you're having problems closing sales or you're facing a lot of objections, this is the episode for you. On this week's podcast, we discuss 6 key re...

The Part-Time Roadmap for Life Insurance Sales (Ep.44)

25 Nov 2020

Contributed by Lukas

We often receive questions from people just getting started whether they can be successful or not as a "part-time" agent. In this episode, we break do...

The Deadly 7 Business Habits with Judge Graham & Matt Manero (Ep.43)

18 Nov 2020

Contributed by Lukas

On today's episode, we have two amazingly successful guests who have scaled 7 figure businesses. They join us to discuss the deadly 7 business habits ...

How to Make Money Quickly in Life Insurance Sales! (Ep.42)

11 Nov 2020

Contributed by Lukas

We've spoken with so many agents that were promised a high-paying dream but they aren't seeing the results. In this episode, we talk about the things ...

Talk Less, Sell More! (Ep.41)

04 Nov 2020

Contributed by Lukas

Sometimes we as agents can become our own worst enemy during the sales process because we talk to much! On this weeks episode, we dial into the key po...

This One Principle Is What Sets Top Producers Apart (Ep.40)

28 Oct 2020

Contributed by Lukas

On this episode, we discuss a word that is often not used in the workspace but is key to being a successful producer in the insurance industry. Learn ...

The Power of Speed in Sales (Ep.39)

21 Oct 2020

Contributed by Lukas

One of the many conversations that we have with agents is about the amount of money that they are making or want to make. The number one question that...

4 Ways to Keep Control and Close More Sales! (Ep.38)

14 Oct 2020

Contributed by Lukas

Have you ever had a sit that seems to go off the rails? This week we discuss how to maintain control in your sale and keep the focus on what matters m...

REPLAY: Overcoming Money & Affordability Objections in Sales (Ep.08 Replay)

07 Oct 2020

Contributed by Lukas

This week our team is returning from our agency exclusive sales leaders trip in Mexico so we're replaying one of our most popular episodes and request...

The Secret to Getting More Yeses in Sales (Ep.37)

30 Sep 2020

Contributed by Lukas

In our closing series, we hammered down the concept of "Always Be Closing" by touching on the concept of tie-downs (or micro-agreements). Learn why th...

4 Things Successful Agents Must Remove From Their Lives (Ep.36)

23 Sep 2020

Contributed by Lukas

Throughout our years in the industry, we've been able to clearly identify the characteristics that separate successful agents from those who will like...

The Daily Ride Along That Will Lead You to Success & Impact (Ep.35)

16 Sep 2020

Contributed by Lukas

This episode could have been called "Dirty Jobs: Life Insurance Agent" as we dive into the grittiness of field sales. Sometimes an agent can get stuck...

The Closing Checklist: Presenting Prices & Assuming the Sale (Ep.34)

09 Sep 2020

Contributed by Lukas

This week we wrap up our three part series on closing with a discussion on how to present your prices and assume the sale! Learn exactly how to presen...

The Closing Checklist: Determine Your Pricing Strategy (Ep.33)

26 Aug 2020

Contributed by Lukas

This week we continue in part 2 of our 3 episode series on closing as we discuss addressing affordability, the different pricing strategies, and how t...

The Closing Checklist: Building Value (Ep.32)

19 Aug 2020

Contributed by Lukas

This week, we kick off a new series on the things you must do to close your sale. In this first episode, we discuss when to close and how to build val...

What to Look for in an IMO for Maximum Profitability (Ep.31)

17 Aug 2020

Contributed by Lukas

Finding the right organization to support your career goals is important. In today's episode, we talk about the mosts important things to evaluate the...

The Key to Productivity and Efficiency in Insurance Sales (Ep.30)

05 Aug 2020

Contributed by Lukas

We discuss agent Mckinley's question in this week's episode on productivity and efficiency in life insurance sales. Learn the best practices so you ca...

In Sales, The Conversation is the Relationship with Susan Scott (Ep.29)

29 Jul 2020

Contributed by Lukas

We had the privilege to interview best selling author Susan Scott on this week's episode where we discuss how to have fierce conversations with our cl...

In Sales, The Conversation is the Relationship with Susan Scott (Ep.29)

29 Jul 2020

Contributed by Lukas

We had the privilege to interview best selling author Susan Scott on this week's episode where we discuss how to have fierce conversations with our cl...

How to Increase Your Sales by Converting Liars to Buyers (Ep.28)

22 Jul 2020

Contributed by Lukas

Agents receive a plethora of objections, stalls, and lies at the door and throughout the sit. On today's show, we dive into the lies that people tell ...

How to Invest in Your Business During an Economic Crisis (Ep.27)

15 Jul 2020

Contributed by Lukas

As business owners, it is important to approach our businesses with the attitude of an investor. If we approach it as spenders, we will always look at...