InsurMark Sales Success Academy Podcast: Recent Episodes
InsurMark Sales Success Academy Podcast
The InsurMark Sales Success Academy Podcast is here to bridge the gap from where you are to where you want to be through coaching from $240M+ solo producer, Chad Owen. We're set on setting your business up for success!
Is your Marketing Organization setting you up for success and giving you the necessary tools to achieve your goals? In this episode, Chad and Caleb discuss five things your IMO should be doing and why these things are vital for your business growth.
Cross-selling doesn’t have to be complicated or complex. With the right tools and questions, it's easy to open the door for conversation. In this episode, Chad and Caleb share the ins and outs of cross-selling and how you can add annuities to the conversation with your pre-existing medicare clients.
We have all seen the impact a series of small things can have on our business, but what if we harnessed that same idea for our benefit. In this episode, Chad and Caleb discuss three small things in your business that can make a huge difference.
As an annuity agent, when the market goes up, you look good and when the market goes down, you look better. In this episode, Chad and Caleb tackle the topic of a down market and how it can actually help you and your clients.
You can have the best leads in the area, but if your process is not good, you likely won't maximize the potential of those leads. In this episode, Chad and Caleb talk about what's reasonable to expect, and what you should be doing to close more.
With so many index allocations options, it’s always best to do your due diligence and research. In this episode, Chad and Caleb discuss the index strategies, renewal rates, rate integrity, and much more.
Between the holiday season and your stereotypical salesman competing for your clients, you would think the fourth quarter is a bust, but historically the fourth quarter is Chad's best time of the year. In this episode, Chad and Caleb discuss selling annuities in the fourth quarter and how to overcome common roadblocks agents face.
Do your clients know what it really means when their portfolio is diversified? Do they fully understand the reason they're diversified? In this episode, Chad and Caleb discuss Diversification and debunk some common misconceptions about diversification.
Back in 2008, Chad started to cross-sell mortgage protection leads into annuities and found great success. Today chad has written over 220 Million in annuity production since then. In this episode, Chad and Caleb share some tips with you on how to cross-sell life and medicare leads.
Clients don't want friends; clients need experts. Experts will find a solution to their problem and show them the best option for their situation. In this episode, Chad and Caleb share some proven sales tips and ideas for your appointment process.
Chad likes to say, “How do you make an unrealized gain a realized gain? You protect it!” In this episode, Chad and Caleb help you navigate high market challenges by discussing client urgency and perception.
Increasing your annuity production is best done by buying more leads, right? Wrong! Buying more leads is a common and easy pitfall that many agents succumb to. In this episode, Chad and Caleb explain three different approaches you can take to increase your annuity sales and why two options are better than buying more leads.
Tracking your numbers can show you the areas in your process that need improvement, and whether or not a specific lead company works for you. In this episode, Chad and Caleb discuss what you should be tracking and how it helps you make adjustments to your business over time.
Having a system and process in place helps productivity massively. Also, the ability to pivot and stay up to date is just as important. In this episode, Chad and Caleb discuss the advantage of being tech-savvy, having the right tools, and having a system in place.
When helping a client, you have to make sure you're doing what’s best for them because it affects their retirement more than it affects your own. In this episode, Chad and Caleb discuss some typical decisions agents make and how they impact the client, good or bad.
Your mindset, in Chad's words, "is what you set your mind on." How do you view what you do? Is it your business or just another job? In this episode, Chad and Caleb discuss the power of your mindset and how elite producers think to see success.
There are insurance agents left and right selling something every day, but how do you stand out in the crowd of average salespeople? In this episode, Chad and Caleb share practical ways to stop losing deals to other agents and how to make a difference in this industry.
Clients want you to use a proven and professional process. That's why it's so important to find the problem and provide the best solution. In this episode, Chad and Caleb explain the importance of being robotic with your proven and professional process without being dull or dry.
When helping a client that does or doesn’t mind a little risk, it’s important to remember the purpose of the money. Do they need guaranteed income they can never outlive? Do they want upside potential with downside protection? Do they want to have some money at risk? In this episode, Chad and Caleb discuss the differences in risk and safe money and when it’s necessary to use either as an option.
Handling objections is an art and takes time to master. Once you do, you can rest assured that you will be able to overcome them all. In this episode, Caleb throws out some common objections that agents run into over the phone with clients, and Chad handles them to teach you how to overcome the ones you face.
You call the lead, set the appointment, run an illustration, and the client doesn’t show up. A no-show can be challenging, but your time is precious, and the way you convey that to your clients is vital. In this episode, Chad and Caleb dive into how Chad responds to a client not showing up to the appointment.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.
One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you'll set yourself up for long-lasting success.
Does your appointment process need refinement? Chances are, it does. One tweak in your process can make a huge difference in your production. In this episode, Caleb and Chad discuss the appointment process and how to build one that leads to a higher closing rate.
Most agents agree that making sales calls can be less than exciting and isn’t always a walk in the park. But, what if you had a sales script that helped you push past those mindsets and see the value in calling clients for the sake of helping them? In this episode, Chad and Caleb share valuable tips on building a phone script that books appointments in 15 minutes or less.
When going through a fact-finder with your clients, it’s not just about the questions you ask but how you ask them. Too many agents try to sell first rather than find the solution to the problem. In this episode, Chad and Caleb talk about fact-finding and how to build an effective fact-finder that gets all the information you need in one page or less!
Writing the annuity policy is only the first half of being an annuity agent the other half is, being available to your clients when a spouse dies, needs long-term care, or has a major life change. Selling an annuity isn’t a one-and-done. Your clients may need your help, even after the sale is final. In this episode, Chad and Caleb discuss the importance of the second half of the annuity sales process.
Selling FIAs shouldn’t be complicated or hard to do. In this episode, Chad and Caleb talk about some practical steps you can take today to start selling annuities and even sell your first million in one year.
If you could have something that would do the selling for you when you leave the appointment would you use it? Of course, you would. In this episode, Chad and Caleb discuss the importance of a leave-behind kit and how it can easily take your business to the next level.
Many of the clients you work with have legitimate concerns, but how do you talk about their pain points without conjuring fear? In this episode, Chad and Caleb talk about three major pain points and how you can address them in a way that points them in the best direction for their situation without creating more fear.
Don’t "throw it all to the wall and see what sticks," find the solution to your client's problem, and show them the best option for their situation. In this episode, Chad and Caleb discuss fact-finding and how fact-finding enables you to solution sell rather than product push.
How much business are you losing because you aren't presenting yourself as the expert? Is it time to reevaluate your approach? In this episode, Chad and Caleb discuss the necessity of establishing an internet presence as well as the importance of having branding that presents you as the expert to your clients.
When it comes to explaining annuities, it's easy to complicate things and create analysis paralysis in your clients. In this episode, Chad and Caleb give a third take on how to explain annuities more simply. Simple always wins!
We can all agree that every agent will run into client objections, but how do you prevent them from coming up in the first place? In this episode, Chad and Caleb discuss the keys to overcoming objections before they ever arise and the importance of constantly refining your appointment process.
When the market is high, clients can have a lot of hesitation moving into safety and security because they think it will continue to go up. In this episode, Chad and Caleb discuss the ways that you can address the market conditions without conjuring fear in your clients.
Many agents in this industry try to be the Jack of all trades but end up being the master of none. In this episode, Chad and Caleb discuss why remaining focused on one line of business has greater rewards for you and your clients than trying to scatter yourself across multiple different lines of business.
Have you ever met with a client about life insurance, medicare, final expense, or an annuity and felt like they could benefit from a policy in another area? If so, you've been inclined to "cross-sell." In this episode, Chad and Caleb discuss the benefits of cross-selling, and some things you can start doing today that will help you cross-sell effectively.
Setting yourself apart and becoming the expert in annuity sales doesn’t happen overnight. It takes some dedication and an investment of time to get where you want to be, but it is certainly attainable and well worth the effort. In this episode, Chad and Caleb talk about how being an industry expert practically benefits you and what it takes to get there.
Hard work beats talent when talent doesn't work hard. To reach big production goals you have to be willing to do what no other agent will do. In this episode, Chad and Caleb dive into Chad's production numbers and what it took to get him there.
What age is the sweet spot for an annuity and why does it matter? As an agent, you will come across many clients from young to old but the purpose is always safety and security. In this episode, Chad and Caleb discuss the perfect age for an annuity and why delayed gratification is powerful.
We are still in the golden age of annuities and, it doesn’t look like it’s slowing down anytime soon. In this episode, Chad and Caleb talk about the baby boomer generation and what to expect over the next few years.
When it comes to refining your appointment process, you don’t have to reinvent the wheel. Take time to learn from someone in the field just like you, working hard, just like you. In this episode, Chad and Caleb discuss the appointment process and how most objections stem from questions that didn’t get answered in the initial part of the appointment process.
Chad asks clients all the time, “how do you make an unrealized gain a realized gain?” “You have to protect it.” No one knows what the market will do today or tomorrow, let alone 5 to 10 years from now. That’s why selling from the worst-case scenario to your clients is the only way to represent the safe money products you offer. In this episode, Chad talks about market risk and explains how to use the worst-case scenario honestly and genuinely.
Agents are always asking how to get more leads, but is that the question they should be asking? What if it’s not the number of leads you get but rather the process that you use with the lead that maximizes the production possibility? In this episode, learn how Chad triples the average annuity sale using the same leads many agents are already using.
Going into the new year knowing your WHY can be a make or break for your business. What you do is not just a job but an opportunity to change someone’s life. Is it time to change your perspective on what you get to do? In this episode, Chad shares his "why" and how looking out for the best interest of your clients will always result in success.
Starting the new year out on the right foot is crucial to building momentum, but resolutions without actions are just dreams. In this episode, Chad talks about how to kickstart the new year by establishing a system and process that allows you to be consistent throughout the year.
When you remain diligent and intentional, you would be surprised at what you can accomplish. Chad says "seconds count" and "time is a currency you can only spend once." In this episode, Chad tackles his typical work week and what he does to maximize every second while making time for family and vacation.
The overall goal of fact-finding with your clients is to narrow down what they need and provide a solution to their pain. Often, Fact-Finding will single-handedly increase an agent's case size as well. In this episode, Chad shares his fact-finding process and the mindset he has in every appointment.
Increasing your production, case size, and closing ratio sound good but are you willing to do what no one else will do to get where you want to be? Chad will tell you that's what makes the difference. In this episode, learn how chad's case size is 3x more than the national average and what you can do to start growing your average case size now.
With the holiday season comes the reasons why clients want to wait to meet with you, right? In this episode, Chad shares how he handles objections during the holidays and how it allows him to have record months at the end of the year.
Being confident and thorough in the appointment is key to establishing yourself as the expert and handling objections before they ever arise. In this episode, Chad shares his soft closing techniques and how it is not about a commission check but rather providing a solution to the client's problem.
One adjustment in your process can change the entire trajectory of your business, and it can be as easy as reviewing the basics. In this episode, Chad goes back to the basics by uncovering simple but effective ways of keeping your business booming at the end of the year.
Explaining the difference between risk and safe money to clients can be a bit overwhelming, but it doesn't have to be. The overall goal of this process is to simplify, explain clearly, and provide peace of mind. In this episode, Chad dives into the topic of risk and safe money and shares the approach agents should have when explaining the two options to clients.
Are the last two months of the year actually slow months for agents? Or is it all just a mindset? November and December could more important than you think. In this episode, Chad shares how December is his strongest month and why most clients want to protect their retirement going into the new year.
When helping a client, the first question you should ask is, “can I help better this person's situation?” It’s time to rewrite the narrative and remove the blackeye of this industry by putting every client first. In this episode, Chad shares some valuable questions you should be asking every client and how asking these questions affect every area of your business.
Leads are not a cost but an investment. Is it time to start processing your leads in a new way? In this episode, Chad discusses that there is no such thing as an old lead but rather an opportunity to maximize the effectiveness of every lead.
The secret to success is your WHY. Your why will get you up in the morning. Your why will give you a desire to help your clients. Your why will motivate you to be excellent when others fail to be. In this episode, Chad talks about surviving a hurricane, getting his start in this industry, and how your "why" will help you get through it all.
Whether you are knocking it out of the park or struggling to keep your business afloat, there are always ways to continue to improve your business. In this episode, Chad shares some of the best practices to implement to grow your business in this industry.
Have you ever wondered where all your client objections come from? Or why some agents handle objections so well, and others struggle? In this episode, Agent Relations Specialist Caleb North shares his take on the success mindset and the way that it plays into objection handling.
Calling a lead for the first time can seem daunting, but it doesn't have to be! Be the expert, be confident, and believe that you can make a difference in your client's life. In this episode, Chad talks about making the first phone call and why it's so important to provide a solution for your client, not just make the sale.
Have you ever wondered what you can do to take your business to the next level? In this episode, Caleb North shares 3 simple things you can do to drastically increase your annuity production. These 3 tips are easy to implement and will improve your efficiency immediately. Check it out!
92% of agents fail in the first 2 years because they don't know how to make the most of their leads. Are you looking at your leads from the right perspective? In this episode, Chad talks about having a new perspective on leads that could revolutionize the way you handle them!
Providing value for your clients starts with having the right mindset! Building the right mindset starts with striving to give your clients peace of mind, not chasing a commission check. In this episode, Chad breaks down what it means to have a wealth mindset and why it's crucial in your business!
Is your business slowing down? Is it hard to regain traction? Well, you're not alone! In this episode, Chad shares how he went 3 weeks without selling an annuity, the importance of remembering your WHY, and how to keep moving forward in difficult times.
Many agents focus on the sale instead of looking out for the best interest of the client. Don't be that agent! Find the problem and provide the solution. In this episode, Chad shares how he's not interested in just making the sale, but providing solutions to the client, and how he keeps that mindset throughout the process.
When preparing for an appointment, there are many things to consider. Did you get all the client's forms? Do you have your leave behind kit? Have you studied the product to be able to explain it? Will the client understand everything you're sharing? In this episode, Chad shares about a time that he forgot the product illustration and how he was able to maintain composure and confidence as the expert under pressure.
As a solo producer, Chad calls his own leads, runs his own appointments, makes the sale, follows up on pending business, and delivers policies all on his own. He is active in the field, just like you! In this episode, Chad takes a simple look at the annuity sales process and why now is the time to help your clients protect their money!
Success is hardly ever achieved in the comfort zone. Is it time to make some changes to your business? In this episode, Chad discusses the detrimental effect of the comfort zone and why you should avoid giving in to it.
Many agents put their focus on building "rapport" when all the client needs is an expert who is confident in their solutions. In this episode, Chad shares how to approach the client and why maintaining focus in the appointment is essential to closing the sale.
Are you asking your clients the right questions? Are you ready to grow your average case size? Fact Finding is the answer, NOT more leads! In this episode, Chad breaks down the essence of Fact Finding, how to make it less complicated, and the benefits of doing it right.
Back in 2007, Chad was $150,000 in credit card debt and was facing some hard times. The obstacles in front of you right now are no different. The way you move forward today will determine your success tomorrow! In this episode, Chad shares his story of success and what he had to do to get there.
Many agents ask Chad, "How do I explain how an annuity works to my clients without making it complicated?" In this episode, Chad explains in English, not financial jargon, how an annuity works, how to best explain it to your clients, and exposes some common misconceptions about them.
2020 has been a world of uncertainty, and volatility but many clients still need help with retirement. In this episode, Chad shares why he believes we are in the perfect time for annuities and how annuities provide a constant in market storms.
You can’t force your prospective client to understand safety and security. If they aren’t ready to choose it for themselves, they aren’t ready. If they reach back out to you, then something most likely triggered them. In this episode, Chad shares how he determines when to call a lead dead and how to keep them in the sales pipeline.
Throughout the sales process, it’s so important not to sell based on emotions. Help the client based on the worst-case scenario, but don’t allow fear to guide their decisions. In this episode, Chad shares how he presents safety in his appointments and highlights a few things to avoid.
This industry can cost a lot of money - for products, leads, and more. Different types of leads can greatly vary in cost and you need to know how to budget for them. In this episode, Chad shares budgeting strategies, his successes with certain types of leads, and how to set yourself up for success with industry costs.
In this industry, insurance companies and products are always changing which can make it challenging to know what the best products are for your clients. Studying up and staying current is crucial to providing the best of what’s available. In this episode, Chad shares how deliberate preparation often produces more opportunities.
Agents often struggle to find the best product for their client's situation and therefore have difficultly gaining their trust. In this episode, Chad talks about how he gains his clients' trust by studying and researching available products, finding the best solution to their situation.
Retirement is a big decision in a person's life. Sometimes the client is not ready to move their money, and that's okay. It's their decision. In this episode, Chad shares how he focuses on skill set and quality versus quantity, always doing his best to make sure the client is taken care of with the right product.
When you're retiring, you need to find something you can't lose your money in. Remember this is your money, your retirement. In this episode, Chad talks about how agents can often over-complicate the process causing the client to get confused. He also discusses how agents seem to be using the same products for years and aren't utilizing better available products.
Choosing to put your money at risk in the market affects your retirement way more than it does mine! The question is, is that something you're willing to risk? Do you want to lose any more money? In this episode, Chad shares how to talk to clients about market risk and secure alternatives.
There is plenty of information floating around during these unusual times, but we must make sure we're finding the facts. In this episode, Chad discusses the differences between facts and speculations as well as being careful about the sources of those facts.
It's time to help your clients put the stock market in the corner for a time out! No one knows where the market will be in 5, 10, or 15 years because it is emotionally driven and throws temper tantrums. In this episode, Chad exposes the volatility that the market brings and shares ways to bring peace of mind to clients with safety and security.
Getting in front of your client is vital to continue to write business in this industry. The question that remains is "how is that possible with what's going on?" In this episode, Chad uncovers the process he is using to go digital and get in front of clients.
As an agent in this industry, the ultimate goal is to help bring peace of mind to every client. Now more than ever, with fear and confusion on the rise, it's crucial to bring this peace of mind. In this episode, Chad shares how a confused mind will always say no and reveals the steps he's taking to steer clients in the right direction.