Claim OwnershipLife Insurance Academy Podcast
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Are you new to the life insurance sales industry?...or have you been struggling to find your footing and develop real sales growth and profitability in your career? Perhaps you are an independent agent who's gotten some traction but are hitting some roadblocks and now you are ready to take your business to the next level.
The LIA Podcast is a life insurance sales show brought to you by some good guys who are really great at what they do. Not only is their focus is on agent development, sales training, performance and success, they also place an extremely high value on client care and always doing the right thing. The Life Insurance Academy podcast takes you out of the classroom and into the conversations of these top producing agents and their guests.
The LIA show is a listening experience that is a complement to the on-demand e-learning training resource of LifeInsuranceAcademy.org. The Life Insurance Academy was designed by agents for agents to help address the most common issues and challenges faced by life agents.
LifeInsuranceAcademy.org
Life insurance academy is an online educational platform for selling final expense, term, IULs, whole life and mortgage protection insurance. It's designed for beginners in the life insurance industry who may not have any sales experience and for the veteran who simply needs to improve their game. While navigating through the life insurance academy you'll find podcasts, videos and downloadable content and supporting sales materials to help you increase your sales and manage your book of business. Inside you will learn about prospecting, leads, how to approach your clients, proven sales processes and presentations, closing techniques, client care and much more.
The LIA Podcast is a life insurance sales show brought to you by some good guys who are really great at what they do. Not only is their focus is on agent development, sales training, performance and success, they also place an extremely high value on client care and always doing the right thing. The Life Insurance Academy podcast takes you out of the classroom and into the conversations of these top producing agents and their guests.
The LIA show is a listening experience that is a complement to the on-demand e-learning training resource of LifeInsuranceAcademy.org. The Life Insurance Academy was designed by agents for agents to help address the most common issues and challenges faced by life agents.
LifeInsuranceAcademy.org
Life insurance academy is an online educational platform for selling final expense, term, IULs, whole life and mortgage protection insurance. It's designed for beginners in the life insurance industry who may not have any sales experience and for the veteran who simply needs to improve their game. While navigating through the life insurance academy you'll find podcasts, videos and downloadable content and supporting sales materials to help you increase your sales and manage your book of business. Inside you will learn about prospecting, leads, how to approach your clients, proven sales processes and presentations, closing techniques, client care and much more.
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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 person – when every detail communicates professionalism and care You'll learn: ✅ The first-five-minute mistakes that kill your sales ✅ How to combine authority and empathy so clients trust you quickly ✅ How to earn the right to lead your clients with confidence ✅ Why "trust isn't a step in your sales process — it's the atmosphere it lives in." If you want to close more sales, earn more referrals, and help more families, it starts with mastering trust. 👇 Drop a comment: What's one way you build trust early in your appointments?
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 (and cadence) that took him from 0 to 100K+ followers in months Why short-form "give, give, give" education beats hard selling Clear, plain-English explanations of IULs (upside potential, 0% floor, liquidity, and common pitfalls) Real-world client use cases: enhanced liquidity riders, premium deposit accounts, and executive strategies How he onboards agents with a social media bootcamp so they can win faster If you're an agent, leader, or entrepreneur who wants to build a pipeline without buying leads—and serve families with clarity and confidence—this one's for you. 🔗 Links & Resources 🧰 Free LIA Telesales Script: https://lifeinsuranceacademy.org/ 📱 Follow Mark: TikTok @MarkCassara | Instagram @MarkCassara.legacy | YouTube @MarkCassara 📩 Contact LIA: https://lifeinsuranceacademy.org/ ⚠️ Quick Note This video is for educational purposes only and is not financial advice. Products, riders, caps, floors, and crediting methods vary by carrier and policy design. Always review client suitability and consult carrier materials, compliance, and a licensed professional in your state.
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 confidence, more trust, and more closes. If you're tired of missing sales you should be winning, this one's for you. 👉 Download your free telesales script at lifeinsuranceacademy.org 👉 Join our weekly coaching calls for live training and Q&A 👉 Get in the room for our next Telesales Bootcamp 🎧 Listen on Spotify / Apple Podcasts 📺 Subscribe for weekly episodes and sales training 💬 Drop a comment: which of the 5 fixes hit home for you?
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 that creates consistent weeks and real income How to keep clients (and referrals) with elite service and simple systems Turning team culture into production (shoutouts to Caroline, Melissa, Joel) Memorable lines "This business lets you sign the front of the check—not just the back." "Don't reinvent the wheel. Jump—your static line (system) will open." If this helped, hit 👍, subscribe, and drop a comment with your biggest takeaway—or your "all in" date. #LifeInsuranceAcademy #SerenityInsurance #MedicareSales #Annuities #InsuranceAgents #AgentTraining #Leads #Persistency #AllIn
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 complexity. Real examples you can steal today: "That makes sense so far, right?" "You'd want this in place for your family, wouldn't you?" "Affordability is a priority for you, isn't it?" "If we find a plan that fits your budget and protects [NAMEs], you'd at least want to apply, right?" Analogies you'll remember Thermometer: keep "checking the temperature" so nothing goes cold. Tent tie-downs / trailer straps: secure each section so the whole sale doesn't blow away. Trail guide: move the fast, middle, and new learners together—everyone arrives at the summit. Try this challenge Add one simple tie-down to every section of your script this week and track them. Watch your confidence (and closes) climb. If this helped, subscribe, drop a comment with your favorite tie-down, and share with a teammate who needs more natural closes. #lifeinsurance #sales #telesales #closing #objectionhandling #LifeInsuranceAcademy
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, 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.
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 next chapter. Key Takeaways Control what you can control: Own the vehicle, own the future. Relationships compound: Mentors and partners create sustainable growth. Fail forward: Two failed exams → first $10K month → thriving agency. Lead with mission: "It's not because people will die—it's because the people you love will live." Systems > hype: Repeatable processes across Life, Health/Medicare, and Retirement unlock time freedom. Connect with Marcus / Simon Legacy Financial Website (consults, careers): SimonLegacyFinancial.com Facebook: Marcus Simon Instagram: @MrWealthyVibes_ Work With Life Insurance Academy Coaching, courses, and bootcamps: LifeInsuranceAcademy.org Subscribe for weekly episodes & tactics: @LifeInsuranceAcademy
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 conviction so your business sticks and stays Tools & resources 🎯 3-Step Objection Framework + real scripts & slides: Available inside the LIA Coaching Program 🧠 Deep-Dive Coaching Series (4 sessions) on objections: Members access inside the platform 📦 Upcoming Bootcamp: Seats limited—lock yours in below 👉 Links Coaching & Courses: https://lifeinsuranceacademy.org Bootcamps: https://lifeinsuranceacademy.org/bootcamps If this helped, like, subscribe, and drop the exact objection you're battling in the comments—we may break it down in the next episode! #LifeInsurance #SalesTraining #ObjectionHandling #Telesales #FinalExpense #InsuranceAgents #LifeInsuranceSales
From $9/hour jobs and two kids before 20… to leading a team writing 111 apps in a month. 🎙️ In this Life Insurance Academy episode, Chris sits down with Kaitlynn "KB" Barber (Orlando, FL)—a young mom turned powerhouse agency builder—to unpack belief, integrity-in-self, and the practical path from "stuck" to six figures (and beyond) in life insurance. What you'll learn How KB reframed her worth and built confidence before the money showed up The "free" habits (grace, meditation, mindset) that move revenue Why she chose Final Expense (paid-on-issue, high-demand, duplicatable) A simple reinvestment rhythm that turned $5K month one → $8K month two → $24K month three Coaching insights for new agents—especially women and single parents "Integrity in self": do the actions of the person you believe you are Connect with Kaitlynn "KB" Barber Instagram & YouTube: @CollectiveProsperityFirm Text KB: 863-242-4958 (Message "Life Insurance Academy") Connect with Life Insurance Academy Subscribe for weekly sales training, real-talk interviews, and agent playbooks Drop a comment: What part of KB's story hit home for you?
In 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: Why listening is often more powerful than talking in sales The difference between "hearing" and truly understanding your clients Three simple habits to practice active listening (mirror & clarify, pause, and summarize) How active listening builds trust, value, and stronger client relationships 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. 🔔 Subscribe to the Life Insurance Academy Podcast for weekly episodes full of sales strategies, real agent stories, and proven tools to help you win. 📍 Learn more and join our next Telesales Bootcamp here: https://lifeinsuranceacademy.org/bootcamps/
How do new agents go from writing zero apps to 30 apps in a single week? In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the real stories behind agents who are finding success at our telesales BootCamps. You'll hear about: ✅ Brian Jackson's $24,000 week and 30 apps written ✅ A new agent who went from 0 to 9 apps after choosing not to quit ✅ Why expectations, belief, and process matter more than shortcuts ✅ The difference between selling features vs. feelings ✅ Why BootCamps accelerate growth (but don't replace hard work) There are no shortcuts to success. The agents winning are the ones who invest in leads, master the sales process, and keep showing up. If you've been waiting for a sign, this is it. 👉 Learn more about BootCamps: https://lifeinsuranceacademy.org/bootcamps/
Are 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: How to understand your client's financial perspective without judgment Why "I can't afford it" often isn't about the money—and how to respond The secret to humanizing the sales process and creating lasting trust How to uncover emotional motivators that help clients see the true value of coverage The one "affordability statement" that removes embarrassment and opens the door to real solutions 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/
If you're stepping into the world of telesales and life insurance, there are a few things you need to know. This business has the power to change your life and the lives of the families you serve—but success doesn't come with shortcuts. In this episode of the Life Insurance Academy Podcast, we break down what it really takes to win in telesales: ✅ Stick to a Proven Script – Don't reinvent the wheel. Follow what works and trust the process. ✅ Control the Conversation – You are the guide, the expert clients are looking for. Lead with confidence. ✅ Use Instant Issue Products – Give clients peace of mind with same-day decisions. ✅ Put in the Work – Nights, weekends, whatever it takes. Treat it like a full-time commitment until you master the game. Telesales gives you the freedom to earn great income, create more time for your family, and make an impact on others—but only if you commit, stay disciplined, and do the reps to build those "calluses." 🎧 Watch this full episode to learn how to crush it in telesales and build the life you've been dreaming of. 👉 Register here for our next Telesales BootCamp https://lifeinsuranceacademy.org/bootcamps/ – Learn the scripts, systems, and skills top agents use to win big in telesales.
Mastering the First 5 Minutes of Your Telesales Call Could Make or Break Your Sale! In this telesales-specific episode, Roger and Zach break down the most crucial part of the call—the first five minutes. Whether you're transitioning from field sales or just starting your telesales journey, this episode is packed with insights to help you win early and often. 🧠 What You'll Learn in This Episode: • Why most agents lose sales in the first 30 seconds • How to manage tone, pace, and presence to earn trust • The "Calm, Clear, Curious" framework • Proven language patterns to overcome common objections • How to handle "I don't remember that" and "I thought it was coming in the mail" • Why you must win the intro—not just get through it • Tips for building consistency, confidence, and call control 🎯 The agents who master this phase of the call are the ones who write more business, stay in the game longer, and serve more families. 📈 Want hands-on training to take your skills to the next level? 👉 Register now for our next Telesales BootCamp: https://lifeinsuranceacademy.org/bootcamps/ 💻 Learn more about our training and membership options at: https://lifeinsuranceacademy.org 👂 Drop a comment to let us know how you're winning your first five minutes—and share your best openers!
Welcome back to the Life Insurance Academy Podcast! In this episode, Roger and Chris dive deep into one of the biggest invisible barriers keeping agents from closing more sales: a lack of confidence. Whether you're fresh off your licensing exam or years into the field, if you're struggling with posture, presence, or persuasion—this one's for you. 🧠 Learn why confidence isn't just about having swagger (though Chris does demonstrate a pretty solid "Stayin' Alive" walk 🕺)... 💡 Discover the four key ways to close the confidence gap in your sales conversations. 🛠️ Understand how preparation, belief, process, and stacking small wins lead to consistent, repeatable success. 🔑 Highlights Include: Why clients can feel your doubt even when you don't say a word The difference between the most qualified and the best How to build bulletproof belief, even if you're brand new Why confident sales without a system = emotional rollercoaster 🎢 How to "borrow belief" from mentors and teammates until you build your own 🎯 If you've been winging it, wondering why your results are inconsistent, this is your sign to get serious about preparation and mindset. 👇 Want help building real confidence in your sales process? Join the waitlist for our next Telesales BootCamp: https://shop.lifeinsuranceacademy.org/telesales-waitlist
In this powerful episode of the Life Insurance Academy Podcast, we're joined by Ashley Mullinnix, a rising force in the life insurance telesales space. From former respiratory therapist and real estate agent to stay-at-home mom crushing final expense sales from home, Ashley's story is proof that the right system, mindset, and community can change everything. We dive into: 🔹 Her transition into life insurance and early success 🔹 Why she started mentoring and creating content just one year into the business 🔹 The origin of her partnership with Dana Nesen and the launch of Amplify Life 🔹 What it takes for new agents to thrive: systems, scripts, lead flow, and most importantly, activity 🔹 Her experience attending and bringing agents to our Telesales Bootcamp, and the massive breakthroughs they had 🔹 The critical role of a supportive community in agent success Ashley shares her heart for helping agents win and lays out the three foundational pillars every agent needs to succeed. If you're an aspiring agent, already in the field but stuck, or looking for your tribe, this episode is for you. 📍 Get on the waitlist for our next Telesales BootCamp here: https://shop.lifeinsuranceacademy.org/telesales-waitlist 🔔 Don't forget to subscribe to Ashley's YouTube channel: Ashley Mullinnix 📲 Connect with Ashley on Instagram: @finalexpenseamplify 👍 Like, comment, and share this video if you found value in Ashley's insights! #LifeInsuranceAcademy #TelesalesTraining #FinalExpenseSales #InsuranceAgentTips #AshleyMullinnix #AmplifyLife #TelesalesBootcamp #WomenInSales
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