Agents for Life: Recent Episodes
Matthew Wilson
Tools for your mind, motivation for your business, insurance for your life.
To protect your mind, keep listening, we're glad you're here.
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When you start a career as a life insurance agents, there are some things that matter and many things do not matter.
The secret to success here (and in life), is really quite simple: spend more time on the things that matter and less time on the things that don't.
Here's my take on the subject, for what it's worth (hopefully a lot). Along with a tough lesson I learned this week. 😬
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/TGTZGbY0ug4
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Pricing is the one thing you have that they want. Until you show pricing, you have their curiosity. As soon as you show it the meeting is over- you either have a sale or you don't.So it's important that you don't screw this part up.There are some things to say before showing pricing that will not only whet your prospect's appetite but also flow the presentation with confidence and posture to transition right into the sale at the end, smooth as butter.This is it.
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/x_WgjHbQqgc
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Placement and persistency are the hidden twins in our industry that often get overlooked and swept under the rug.
Well, I'm lifting up the rug and sweeping them back out! K, sorry- bad analogy. But we do need to talk about them.
These are the two scores that quality agents are made of. The data that tells all. Good agents have solid placement and persistency and you should too.
If you want to be more profitable and build a solid book of business, you definitely need to listen in.
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/CziHy6BEG_k
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If you caught podcast 234, you got my take on the first section of a great book: Secrets of a Millionaire Mind.
This week is the continuation of that. This is the deep stuff. The stuff going on in your mind. It's not tactics, but it's what's affecting the results and outcomes of your entire life.
Learn to THINK like successful people THINK and you'll start to DO what successful people DO. Eventually, you'll HAVE what they HAVE. Make sense?
So yeah, this is kind of important because the front side of the whole funnel is our thoughts.
I hope you enjoy...
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/SN77-DvmFHk
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If you haven't read the book, "Secrets of a Millionaire Mind," you need to. It's chock full of powerful principles that successful people embrace.
Your results today is a sum total of how you've thought, felt and acted in your past. Your success tomorrow is the sum total of those things starting TODAY.
Change your tomorrow by implementing some of these success principles today. Plant the seeds and the harvest will follow.
Onward and upward!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/S-ZopHtLCHk
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If you've driven your car out in the mountains you've seen the bugs splatter on your windshield. What does that have to do with insurance (or even success in general)?
Everything!
Let me explain...
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/_Ned7MUjDXY
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Getting started is SUPER important to your journey. In fact, most people who win as life insurance agents come out of the gate strong. Think of a runner- you mess up on the starting blocks and you have a tough time winning the race, right?
There are tons of distractions, most of which won't bring in any income for you. This podcast is for all the new folks just coming on so you know exactly what to focus on.
And if you've been with us for a while, you might enjoy the refresher course because it's never too late to hit the reset button and "start fresh" any time you need.
See you at the top!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/EjhfKYrBllg
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Just like most things in life, as an insurance agent, momentum is everything. It's tough to get but once you do, you'll thank your lucky stars because the business becomes much easier.
Maintaining and cruising along is easier than all the effort required to get going. Something to do with Newton's law, I think (I'm not a scholar, but I've heard of the guy).
Learn this and you can master your business.
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/AdCJ7VE1Bl8
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One of the keys to a successful appointment is keeping your messaging streamlined and focused on what the client wants most.
Mortgage Protection appointments are all about...their mortgage. In a sense, they're simpler than other types of appointments.
If you're focused on Mortgage Protection, there are three main strategies (not products) that you should understand so you can help steer your client in a direction that will make the most sense for them.
Listen in to learn more!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/v91zf-dV07I
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Mentorship, as it turns out, is a two-edged sword. Your mentor has a role to play, but you certainly do, too. And it only takes one of you not doing his/her job for everything to not work out.
This podcast is dedicated to a topic you don't usually hear about: how to be a good mentee.
Because even the best mentor cannot help someone to their goals if the student isn't doing his part.
Here are 10 things to help me help you.
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/-OmccOktUwc
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Go to school, get good grades, graduate with a degree, find a company and work for 40 years and they'll take care of you.That may have been good advice for my dad or grandpa, but it's not good advice anymore. The traditional model has been turned upside down.This podcast breaks down the two models, diving into cost, risk, timelines and opportunity in each. May the best man win.Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/FSPbp58UK6s
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I do a lot of interviews with new candidates considering joining Equis Financial. And one of the questions I get asked the most is, "Why is Equis different?"
What they're asking is, why should they join? What is it about your system that's so great and how is it different from everyone else?
Hopefully, after you listen to this, you have a good idea of how to answer that question.Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/vhgEwWas7Bs
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Is your income system-driven or activity-driven?
There's power in owning and taking advantage of a system. And that's exactly what we have our hands on.
Are you leveraging the Equis system to your full advantage? Or are you like the guy who owns a beautiful new Ferrari but never drives it? What you have is capable of so much more, as soon as you catch the vision.
Don't fall short on this opportunity!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/2Sj-yPvKSxY
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If there ever was a formula for success, this would be it. Everything starts with your response to what life throws at you.The cool thing is that it's the only thing that is needed. So, God kind of made that work out quite nicely.
NTC Orlando Conference Notes:Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/mrRWxR7Ge6Q
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The first part of your appointment is the most important.
It's the small window of time you have to instill confidence and trust, overcome objections before they surface and set the expectations for what will happen over the next 20 minutes.
If you don't have your "table setting" script down yet, listen to this and make it a priority.
When you learn to do this properly, you'll see your placement rate go up as you reduce your "thinkaboutit" objections at the end.
I hope this helps you protect more families!!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/NMfwMlDsR7A
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An increasing number of us are getting requests, especially from Ethos leads, where folks want the Big Kahuna. They want the million-dollar policy.
And yet, in over 1,000 policies I've written, I can count on one (maybe two) hands, the number of cases that are near that size.
What that tells me is what people WANT and what people actually GET are almost always two different things. A very important thing to remember when you're talking to a prospect who has that request in mind.
This podcast can help you sort through that with conversation tips you can say to direct your client to a sensible decision regarding their life insurance.
I hope it helps!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/bHEeUDH6fdk
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By now, you have likely heard about our new comp plan! It's quite the gamechanger.
It's time for all of us to step up our game and build our businesses. This podcast (and the video) is for all of you to help you easily spread the word and get this opportunity out in front of others.
Use any one of these links to share it with folks you know. Be consistent and over time, you'll see your team start to grow.
I hope this helps you get to your next level!
Landing page: https://myagentbuilder.com/agent
YouTube version: https://youtu.be/dAOfGQNNnfQ
Have an idea or topic suggestion?
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Universal Life insurance is quite possibly the most misunderstood and misrepresented product on the market. They're tough to understand and can be even more challenging to explain to a prospect.
This podcast will help you understand the difference in (hopefully) easy-to-understand terms. That said, please don't start presenting these if you're a new agent. Focus instead on simple products that you can understand and explain.
If you do sell these, please make sure you're doing it right so there are no surprises.
Bottom line, we're here to do right by our clients!
YouTube version: https://youtu.be/vpqst5A-ZZo
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What a blessing to be at Equis Financial, where our leadership has your best interest at heart! I'm talking about the new comp plan. If you haven't wrapped your mind around it quite yet, let this podcast do that for you.
I also have an idea at the end to help you explode and take full advantage of how this comp plan works. I hope some of you will take me up on the challenge.
YouTube version: https://youtu.be/_fMvSy1T93s
If you like this, you may enjoy my book.
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To change your life, join our team.
January is upon us and this is the time of the new year where things are just starting to slip. Ever so subtly.
So it's time to button down. Let's stay strong and keep habits that will last all year long! One such habit that you'll thank yourself for is what I call the most important five-minute meeting you'll have all day long.
Who attends? You. That's it. Just you and yourself.
Listen in and give this a try and see if it helps you stay productive and organized with all the plates you have to juggle.
It may not produce a miracle...but then again, maybe it will. :)
Youtube: https://youtu.be/5IPuCZGsT-E
If you like this, you may enjoy my book.
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Are you in debt?
Have you run an appointment with someone who's in debt?
Most of us are tackling our debts the wrong way. As life insurance agents, we have access to one of the most powerful debt-elimination tools on the planet. So we need to be talking about it with people.
This podcast is a case study from one of my DF4L referral appointments. This one is particularly powerful because of the number of debts they had and the amount they had been paying out to creditors.
Take a listen and prepare to have your mind blown.
Youtube: https://youtu.be/aKe5HubMfMY
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Ask any sprinter, getting the correct start is essential to winning. But the good news if you've been running the insurance race for a while, you can still reset and recommit to the basics.
This podcast breaks down what I consider to be six non-negotiables for any new agent trying to create success in this industry. If you're new, these tips are critical if you're going to make it. If you're a veteran, they're just as important.
Let's make 2024 your best year ever!
YouTube version: https://youtu.be/QnT6YcyzDhQ
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
After writing over 1,000 policies, I can say with a strong degree of authority that there are a LOT of bad policies out there. Often written on unsuspecting and innocent folks and likely by well-meaning but inexperienced agents who didn't have a solid mentor.
There are times when it makes sense to stop the bleeding and replace it with a better one. But we have to be careful and always do the right thing for the client.
This podcast will walk you through my thoughts, advice and ideas on when such a move might be appropriate.
YouTube version: https://youtu.be/QnT6YcyzDhQ
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
As you look back at 2023, what do you like? What didn't you like? Hopefully, you've taken some time to reflect on your year.
Maybe it was a "Setback" year? If so, let's make sure 2024 is your "Comeback" year! I know I have a few big plans and I hope you do too.
Listen in...
If you like this, you may enjoy my book.
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It's a new year! New goals, new intentionality, new opportunity to grow to a level you've never reached before. And it all has to do with how you spend (or invest) the most precious thing you have: your time.
There are three key principles relating to time that I want to pass along. Most agents who fail never fully understand these key principles.
I hope this podcast helps you toward whatever you're set to achieve in 2024 because you're a walking, talking miracle and there's no reason you cannot accomplish your goals this year!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
lifematters #lifeinsurance #wholelifeinsurance #agentsforlife #lifeinsuranceagent
How often do you get prospects asking you to just give them some pricing? If that's truly what they really want, they can save time using Google and get a lot more options than you could ever dream of...from the convenience of their fingertips.
Truth is, they likely do want more than just a quote but they may not tell you. It's your job to draw that out. And you do that by directing the conversation from the beginning down the "coverage" road as opposed to the "quote" road.
Because what does everyone do with quotes? They think about them.
YouTube version of this: https://youtu.be/tt4f3Q24IpM
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
lifematters #lifeinsurance #wholelifeinsurance #agentsforlife #lifeinsuranceagent
As 2023 comes to a close, we tend to turn our thoughts to a larger picture of our lives. What does yours look like? What does it take to truly change and how long does that change take to really kick in?
If you're not familiar with the Compound Effect, it's time you listen in- it's a concept that will change your life. One degree. That's a tiny change now, an enormous change 20 years from now.
How your life looks down the road depends on the micro-adjustments you're willing to make (and sustain), starting today.
Let's talk about it!
YouTube version of this: https://youtu.be/Gso2eEsiF1g
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
lifematters #lifeinsurance #wholelifeinsurance #agentsforlife #lifeinsuranceagent
As soon as you get your license, the clock starts ticking. What clock you say? What’s that ticking noise? It’s the initial stage of a licensed agent, just coming out of the gate. Regardless of how long you’ve had your license, you can change your results simply by changing your habits. But that initial phase…that’s one of the most critical stages for any new life insurance agent.That is when the foundation is laid.Here are my tips for that foundation, regardless of when you choose to lay it.
Here's the video version of this podcast: https://youtu.be/67ENhUwCAiosIf you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
lifematters #lifeinsurance #wholelifeinsurance #agentsforlife #lifeinsuranceagent
Life insurance agents have two main tracks to run on: face-to-face or virtual.
Which one is right? Well, like most things in life...it depends.
This podcast outlines the pros and cons of each so you can determine what model best fits your circumstances. The bottom line, they both work. What matters most is your activity toward whichever model you choose.
Here's the video version of this podcast: https://youtu.be/diCSo05uuWI
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Humans are magnificent creatures. Although there may be some limitations to what we can DO, there is certainly no limitation to the human SPIRIT. I came across such a story this week that I wanted to share with you.It kind of gets you thinking about your own self-imposed limitations and why we think too SMALL far more than we think too BIG. I hope this inspires you as much as it inspired me.
Here's the video version of this podcast: https://youtu.be/1vXU0WmXO4M
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Did the "dog" ever "eat your homework" when you were in grade school? Well, you'll never guess what happened to me this week!Listen to my story, along with a collection of some of the incredible excuses people have given me for not showing up.Bottom line...excuses—whether our clients' excuses or our own—do us absolutely no good. I hope this podcast gives you a little chuckle, along with a bit of motivation to not fall into the same trap yourself.Link for the Raleigh Event mentioned in the podcast: https://www.eventbrite.com/e/equis-financials-2024-kick-off-event-tickets-753923675007?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl
Here's the video version of this podcast: https://youtu.be/LBoni6im5_s
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
As a new agent, there's a lot to do. But there's also a lot to stop doing.
We tend to focus on what we should be doing. This one's against the grain. This podcast is dedicated to helping you understand and remember what NOT to do, which can be just as important to the success of your business.Link for the Raleigh Event mentioned in the podcast: https://www.eventbrite.com/e/equis-financials-2024-kick-off-event-tickets-753923675007?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl
Here's the video version of this podcast: https://youtu.be/PWrvJag7rFU
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
The appointment is simply a series of questions you ask your prospect. From the moment they answer the phone or the door, your job is to peel back the layers of why they're looking for insurance, what they want their policy to accomplish and, ultimately, what plan and price will best accomplish all of that.
Be a question asker, not a feature describer. The most successful agents are good at asking lots of questions in their presentation, positioning them as an expert rather than a salesperson.
Here are some good thoughts, along with a collection of some of my favorite questions I like to ask when on an appointment.
Link for the Raleigh Event mentioned in the podcast:https://2024kickoffevent.eventbrite.com
Here's the video version of this podcast: https://youtu.be/E1RXbim8nH4
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
A good life insurance agent has to be good at guiding his prospect through the process of going from greeting to closing the sale. Essentially, there are five main hurdles you need to get them through in order to ensure your success at the end of your appointment.Learn the outline of the appointment and apply it to any type of life insurance lead you are working!
Keep this in mind on your next appointment! :)
Link for the Raleigh Event mentioned in the podcast:https://2024kickoffevent.eventbrite.com
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Sometimes I like to take a geeky, rabbit-hole dive into a spreadsheet full of numbers. But not just any numbers. These are numbers that COULD be an indication of my future- growth, income, etc.
So I took to the Spreadsheet gods this week and went in deeper than I ever have on what a gameplan looks like- the good, the bad and the ugly. This isn't just a fluffy, sugar-coated painting of what life insurance business looks like. This shows the ups, and downs, highs and lows and takes into account slow, steady growth...all based on very conservative numbers.
I hope it helps you gain a vision of what could be your future as an Agent for Life. :)
Link for the Raleigh Event mentioned in the podcast:https://2024kickoffevent.eventbrite.com
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
The sad truth is most life insurance agents do not hold annual reviews for their clients. But every problem is an opportunity for the right people.
If you can get good at doing a policy review with people, you now get to work with those who do NOT have coverage, but also those who already do have coverage. Most coverage reviews, if conducted properly, will reveal opportunities to put a client in a better position.
And, clients will appreciate that you're one of those agents who keeps in touch to review one of their most important documents.
This podcast dives down deep into how to do one, what to look for, what key questions to ask and how to uncover opportunities for writing more business as an insurance agent.
I hope it helps!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
I've heard it said that "half the battle is showing up." While I feel that's a bit of an over-exaggeration, I do see value in the idea behind the advice.
Showing up gets you started. Showing up gets you engaged and it helps keep you committed. Ultimately, you have to do the work, but showing up is definitely one of the most important parts of your journey to success.
Here are three key areas where you need to show up as a life insurance agent. I hope this helps.
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Scripts are super important. They're time-tested sets of words that work. And following them will help you succeed. You could say scripts are very important to success in our industry.
They're also the letter of the law. In this way they can be a blessing and a curse. If you get too caught up on the words and forget about delivery, you missed the boat.
HOW you say something is every bit as important (if not more so) as WHAT you say. In other words, when people feel your heart and your intent, they're much more forgiving if you mess up a word or two.
So, let's spend a little time today on delivery...
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Since the time I've started my career as a life insurance agent, and throughout my continued study as a student of success, I've found there are just a few basic steps anyone must follow in order to achieve success.
I hope this helps you think about your journey to success with just a little more clarity.
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Human potential is limitless. As a race, we keep breaking world records, and limits and doing what has previously been considered impossible. When our backs are against the wall and we absolutely MUST perform, we almost always do. And that's when the miracles happen.
Comfort zones are the enemy. If life is too good, we tend to NOT step into our potential, trading instead a quiet life of mediocrity, living well below our capabilities. Why? Because we don't have to.
The way I see it, we have two options:
- Wait for circumstances to come that MAKE us step up to our potential or...
- Make ourselves do it, in spite of being in our comfort zones.
The key to success is the second one.
So...what do you HAVE to do?
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
We work with about 20 carriers. Each one has an average of 5-7 products. Term, Final Expense, UL, Whole, etc. What's what?
If you're new, it can be very overwhelming. You want to do what's right for the client, but how do you know which product to use when. If that's you, this podcast is for you.
This is the verbal cheat sheet from the document with the same name.
I hope it helps you become a better underwriter. Or at least expand your mind a little more as to what's out there and when to use it.
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Tough question, right? It's a wakeup call to those of us who have fallen prey to stinking thinking. If you're like me, you've been here many times, even recently! My message is that you don't have to STAY there.
I believe that falling into a negative mindset every now and then is human. I think we're all subject to that. But staying there...that's on you. That's entirely within your control.
Hopefully, this is the wakeup call you've been needing. :)
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
I had a really interesting appointment this week and I thought it might make a fun case study to share with you. I haven't done one of these before, so if you like this kind of thing, let me know and I can do more.
This particular case was interesting because the strategy included using an annuity to fund a whole life policy and the numbers just worked out such that she's essentially getting a $1K/month guaranteed lifetime income stream for free!
Appointments like this really help me appreciate what we, as agents, do for people!!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
Possibly one of the biggest overlooked opportunities is writing child's policies. For some reason the kiddos get swept under the rug and we forget to talk about it.
I would venture to bet even most of your neighbors, friends and family do not have coverage on their children. And, like most things in our business, it's usually just a matter of bringing it up and talking about how it would benefit them.
This podcast is dedicated to the children. Why, what, which carriers and how to write policies on them. After all, those young whipper-snappers need to be protected, too!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
There's no doubt that the road to achieving your dreams requires faith. Primarily because of obstacles.
Obstacles block our view and keep us from seeing the final product. Most often, we have enough visibility to see just a few steps in front of us, rather than the entire path.
I hope this gives you a little hope and comfort that if you're not seeing everything all at once, you're normal. Just take that next step. It requires faith, but faith has always brought about miracles, right?
See you at the top!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
If you've ever run an appointment, you know how janky it can get. You say one awkward comment, it sparks an unusual question or concern you weren't prepared for and it's a downward spiral from there...all the way to an hour spent with no sale.
In this episode, I'd like to change how you think about your appointment just a little bit. I may not be the best at analogies, but hopefully, this will at least alter your mindset one or two degrees and help you gain a little more confidence and control during that precious 20 minutes you spend with a prospect.
I hope it helps you go out and create some new results this next week!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, join our team.
I'm not great at book reviews, but I thought I'd take a stab at this one. I just completed The Energy Bus and loved it so much I had to share some of what I learned with all of you. This is the stuff success is made of!
If you're a reader, make sure this is in your library. If you're not a reader, now is a good time to start becoming a reader. :)
If you like this, you may enjoy my book.
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Not to add one more thing to your mental plate, but this one's kind of important. Many of our appointments either do not qualify or are not interested/don't need life insurance.
But almost everyone wants to get out of debt.
If you're not asking about DF4L on your calls and appointments, you're leaving money on the table. I recommitted to asking the questions again and booked four on the calendar. So far, two are excited and moving ahead. One said he thought it sounded too good to be true!
The DF4L program leverages the uninterrupted compounding interest inside of a specially designed insurance contract (i.e. knickname: infinite banking) to help get them out of debt much sooner than they otherwise would...while building a cash asset that will then help KEEP them out of debt throughout their lives.
Did you know life insurance could do that? And yes, YOU are licensed to help someone in that way!
Here's more training if you like what you hear: https://myagentbuilder.com/advanced-markets/
If you like this, you may enjoy my book.
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One of the best parts of this industry is that nearly everyone who's upright and breathing is a potential prospect for what we sell. That's mind-blowing. There are people all around us every day who could potentially need our life insurance products.
But how do we approach them?
Nobody wants to be pushy or salesy...
Well, it just so happens I came across a bit of sales training this week that I'm going to start implementing and I encourage you to do the same. I break down a very simple script and formula you can use to approach anyone you meet and potentially turn them into a customer.
Or agent. :)
If you like this, you may enjoy my book.
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One comforting thought I've always kept in the back of my mind is that there's only one way to fail. And, even better news, it's 100% within my own control.
So the flipside is also true: if you avoid doing this one thing, you won't fail. You still may not succeed as fast as you want but it removes failure from off the table. This can give you the confidence to keep moving forward even when everything inside you (or others around you) says that you should quit. :)
I hope this helps you in your hour of need.
If you like this, you may enjoy my book.
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Have you started working the $6 Ethos leads yet? If not, you're missing out. Listen in to this story.
Also, you may have heard of James Cameron. Arguably one of the most successful directors in Hollywood. He is the brains behind some of the most successful films of all time, including Avatar and Titanic.
But do you know the story of how he started out?
James had a dream and a drive. And some massive obstacles that would have scared anyone off. But not him. And they shouldn't keep you either. James rose from being broke, living out of his car to one of the most successful men in Hollywood. Not because of any special talent but because of his commitment to not allow an obstacle or excuse to keep him from his dream.
The same can and will be true of you. You were born with seeds of greatness. Believe in yourself, brush off your excuses and go get your dream!
When you see fear for what it truly is, it frees you up to take the action you’ve been wanting to take. Take action toward your dream and kick fear in the butt.
If you like this, you may enjoy my book.
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We often talk about ROI being a return on investment. But what about the inverse? What is the cost (or return) of your lack of activity?
In other words, what might you be missing out on if you're not working as focused and intentional as you could be?
Hopefully, this helps you see things in a new way.
Let's grow this week by just a small amount!
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For some reason, many new agents love the idea of hitting six figures in their first year. What does it take? What does the game plan look like?
Here, I break down the numbers, starting from income, down to what it takes every week and every day to achieve that goal, based on the averages and my own experience accomplishing that goal. Plus, if you look in your reporting sheets, you'll see a new tab at the bottom- so you can play around with different income goals and the game plan to achieve each.
I hope it helps!
If you like this, you may enjoy my book.
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If you joined the team call on Wednesday, you heard my wife talk about driving in a rut. Rain causes muddy dirt roads, and when folks drive in the same place over and over, they get into a rut.
Whether we're talking about life or a road, ruts are slippery and they try to keep you locked in. They're hard to get out of. Oddly, sometimes they're just "comfortable" enough that we stay there because the pain or discomfort isn't big enough.
If you're not moving as quickly as you'd like, it may simply be that your pain isn't great enough to get you to take the action you need. Listen in on this story and some teaching that will help you shift that mindset.
Have a great week!
If you like this, you may enjoy my book.
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The presentation is one of the most important things you will need to master as a life insurance agent. Think about it: you have a short period of time to build rapport and trust, educate, qualify and get your prospect to make a commitment right then and there.
That's a lot.
It can be overwhelming, especially for a new agent, to know what to say and how to structure the appointment so you don't leave something out or ramble on about something that's not important. This podcast will help you keep on track in a very simple way. Don't memorize an appointment, simply learn a basic structure and practice it over and over until you get good.
I want to issue a challenge: take this information and go out and run 10 appointments this week on whomever you can get in front of: friends, family, leads, Facebook followers, or your neighbor down the street. It doesn't matter. Just the practice alone will be extremely valuable. Taking massive action will cure almost any problem you have in this business.
Have a great week!
If you like this, you may enjoy my book.
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There are thirty seconds left on the clock. You're third and goal, 3 yards to go. What do you do? How did you get there?
In business, as in sports, it's all about execution. Goals are nice, shiny objects but they're simply a guide to point you in the right direction. They're a metric by which you can know if you've arrived at a certain point. A goal is the result of sustained, consistent execution. Without execution, goals are nothing. Point a boat with no motor or oars toward the harbor and you guarantee it won't end up arriving there. Execution is the engine. You have to know your game plan and run your plays every day, week, and month.
If you're struggling with your weekly plan, I hope this helps. Get a clear plan, set your numbers, and get obsessed with your activity.
If you like this, you may enjoy my book.
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One of the most important things you can do as an agent is to track your numbers.
Yet even this simple activity can be overwhelming. So let's simplify this down another level. What if, at the end of the day, the thing that mattered most was one single number. That's it. Would that help you focus and know where to spend your time?
That's what this podcast is all about.
It's your magic number. Know it and build your business around it.
If you like this, you may enjoy my book.
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A critical part of being a newer agent is learning the "bump set spike" dynamic that happens during your appointment. There's a way for you to set up so that when you bring in a manager, they're empowered to help you make that sale.
This podcast dives down into what you say and how you can say it to give yourself the best odds for success.
If you're newer and still rely on a "senior underwriter" to help you close during your appointment, master this process.
Your life matters!
If you like this, you may enjoy my book.
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From time to time, we all drift. Likely, more than you think. When that happens, we have to hit the big RESET button.
This podcast is your tool to check yourself against the basics that have always made this industry great. Use these 15 questions (and your honest answers) to figure out where and how far you've drifted...and then empower yourself with what to do next.
Everyone needs a good checkup from the neck up every now and then. The difference between those who succeed and those who don't is that successful people correct their course early on. Unsuccessful people do not.
Be in the first crowd.
If you like this, you may enjoy my book.
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Time to mix in a little product training this week. A very common misunderstanding new agents have is how the different final expense products work. There's a lot of new terminology that may or may not make sense. It's a new language.
It won't take you very many appointments to come across folks wanting insurance who are going through a lot of health conditions. Sooner or later, you have to understand the difference between level, graded and guaranteed issue. This episode helps break all that down for you so you can accurately describe how a policy will pay out when writing one of these products.
I hope it helps!
If you like this, you may enjoy my book.
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Life reminded me once again this week about how valuable it is to love and serve. If there was a job description for what we, as life insurance agents do, it would be this: love and serve people. That's it.
Stop trying to sell and just seek to serve.
Make it a great week!
If you like this, you may enjoy my book.
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Remember your childhood when your parents read you the story of the three little pigs?
There was something profound about it that you may not have realized at that young of an age. But get this, each one was building something. But one was building something much bigger than the other two. Something that would last much longer and provide much more value.
Building a life insurance business can work much the same way. You can build yourself a job or your can build a legacy.
Listen in and I'll explain...
If you like this, you may enjoy my book.
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Every watched one of those sports flicks that's based on a true story? My favorite category, by the way. I'm inspired by watching the underdog come back from behind, beating all the odds and conquering the undefeated champion. I like it because I relate to it. It feels like me.
Do you ever feel like the underdog? If so, you're in good company. Every one of you can be the last one standing in the ring, sweaty, tired, beat up, scratched, bruised and bleeding. It's not pretty, but it's usually how victory looks.
If you like this, you may enjoy my book.
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If you hang around Equis long enough, you'll hear the advice, "put yourself in a position to win." But what does that really mean?
Being self-employed, as we know, is not a guaranteed income. Neither is a paycheck, but I won't go there right now. But haven't you seen people who just seem to get "lucky" when it comes to success? The old Midas touch?
As a little league outfielder, I remember watching to see if the batter who stepped up to the plate was left-handed or right-handed. The reason why that was important to me was because, statistically, the ball was likely to go in the direction of one end of the field or the other. So, I knew I needed to adjust where I positioned myself. I moved to where the ball was likely to go. Doesn't mean that's where it did go, but what I was doing was stacking the odds in my favor.
While you cannot guarantee success, you can increase your odds for success by doing the right things long enough. That's how you create your own luck. That's putting yourself in a position to win.
If you like this, you may enjoy my book.
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If you have your license, you are a "field underwriter." What does that mean?
It means you have to get good at placing your prospect with the carrier or product most likely to approve their case. Before we even talk about pricing, underwriting is the most important thing. Nobody gets excited about a policy that never got approved.
That said, underwriting takes time to learn. If you're going to be good at selling insurance, you have to learn the underwriting ropes. Here are three lessons I learned this week and how you can avoid some of the pitfalls I experienced.
I hope it helps you be a better agent for life!
If you like this, you may enjoy my book.
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There are many different ways we can get from point A to point B. That is true whether it's you getting to the grocery store or you getting to your dream. The right vehicle can make all the difference in how, when and even IF you arrive at your destination.
Here's an analogy that will help you understand exactly what you have your hands on.
If you like this, you may enjoy my book.
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The 2023 National Convention is in the books. And in my mind, it will go down as one of the top conventions in Equis history. If not THE top. It was inspirational, motivational and transformational. I'm so glad for all of you who came and experienced it- we had a great turnout.
Here, I've highlighted the most impactful lessons I captured. There are also several new announcements, so listen in and catch up if you missed it.
Have a great week!
If you like this, you may enjoy my book.
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It's been said that how you see everything is everything. We're all chasing after this thing we call success. But how you define success may be one of the things that's impeding your progress.
In this episode, I'm going to challenge your thinking just a little.
Listen in and see if it changes anything for you.
If you like this, you may enjoy my book.
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If you're like me, Universal Life is an enigma wrapped up in a conundrum. I spent a year or so before I was brave enough to write my first UL policy. I was intimidated by them. Term and Whole seemed fairly simple to understand, but UL? It scared me.
Admittedly, Universal Life policies are more complicated and can be confusing to understand, let alone to explain to a client. Hopefully, this helps. I'm not suggesting you go out and start writing a bunch of UL policies this week, but at least it's good to understand how they work so you can speak to them if a client should ask.
Hopefully, this podcast will give you a better understanding of one of the more confusing products we write.
If you like this, you may enjoy my book.
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I learn new things in this business all the time. And so will you. But the good news is, I've made all the mistakes (and still do) so you don't have to.
This week, I discovered a simple response for taking someone who is on the fence (that I can't get committed) to make a small commitment in another area, changing your relationship with them. It's something I should have been doing all along and will be doing moving forward.
You see, when someone buys from you, the whole dynamic changes. They go from being a prospect to being a client of yours.
Listen in and try this the next time you're in the same situation and see if it helps you like it did me.
Have a great week!
If you like this, you may enjoy my book.
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Ultimately, what each of us is chasing here is some element of freedom. Freedom from job, from debt, from restraints on your time. Freedom is why this country was founded in the first place.
So what about your freedom? Like anything else in life, it comes with a price. And what's that price, exactly? Basically, whatever it takes. That's the price.
The question isn't whether or not there's a price to be paid for your success. The question is are you willing to pay that price? And that's a question only you can answer.
Hopefully, this brings you a little clarity.
If you like this, you may enjoy my book.
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Mark Twain once said, "I didn't have time to write a short letter, so I wrote a long one instead."
I think one of our biggest challenges as agents is presenting in a simple way our prospects can understand. They didn't study to get their license. And the more we try to cram into our presentation, the more we'll confuse them. As we know, a confused buyer does not buy.
They wait for another agent they feel better about.
This podcast boils down the presentation into as simple a formula as I can possibly fathom. If you're unsure on your presentation, starting out, or feel like your presentation is all over the place, this one's for you. Listen in, trim the fat and revamp.
Simplicity is beautiful.
If you like this, you may enjoy my book.
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Setting and chasing goals does something for us. Maybe more than you realize.
Did you set your goals yet for 2023? If not, don't wait until Jan. 1, 2024, start today. Take some time and articulate what you want this year to be and put your game plan in place to achieve it. Here are 10 reasons why goals are critical to your business...and your life.
I hope it inspires you to take action.
If you like this, you may enjoy my book.
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Happy new year!
I hope by now you've been able to go through your year, take note of the things you want to change and set some new goals to push yourself to new levels for 2023. If not, take time this weekend to write those bad boys down and put them somewhere you'll see them every day.
Unfortunately, we live in an era where trust is at an all-time low. Couple that with us being in the most scrutinized industry in the world and you can bet we start out behind the 8-ball every time our prospect answers the phone or opens the door.
Trust is one of the most important things you can create on your appointment. There are salespeople and there are advisors. Nobody trusts someone just there for a sale. Be an advisor.
If you like this, you may enjoy my book.
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2022 is just about on the books now. I did some reflecting and analyzing of my numbers. I pulled out some insights and changes I'll be implementing in 2023 and I figured, you might learn with me on some of the things I've learned this year.
One, in particular, is the wonky math of consistent activity. There's SO much power in just hitting away consistently at your numbers week after week. I hope this helps you set up your 2023 for some amazing success in your business and in life.
If you didn't yet, download this game plan sheet to help you with your goals and activity plan for the new year!
And let's get after it!!
HAPPY NEW YEAR- please be safe.
If you like this, you may enjoy my book.
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As we bring 2022 to a close, you may be thinking about your game plan for 2023. At least I hope you are! :)
Take some time during this Christmas break for some reflection. Don't dwell on your failures, but instead appreciate how far you've come and what you'd like to see different this upcoming year.
Use some of the ideas in this podcast, along with this download to set your game plan for the new year!
And let's get after it!!
Have a MERRY CHRISTMAS and be safe.
If you like this, you may enjoy my book.
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One of the toughest things about being a business owner is creating that sense of urgency. Sometimes outside circumstances create it for us, but all too often, we're doing well enough that we have to create it ourselves. And that can be tough.
Maybe you're comfortable. Maybe your bills are paid and you don't "need" this with a burn. Maybe you only "kind of" need this business to work for you.
Mediocrity, as they say, is the enemy of greatness. Don't get to cozy. Learn to sprint. Go all in. Give it all you've got. Life may be somewhat comfortable today, but there's no guarantee it'll be that way tomorrow. Build for your future and the future of your family.
So don't hold back. Let's go into 2023 with guns-a-blazin'. Because any of us only has one shot at this thing called life insurance.
If you like this, you may enjoy my book.
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I often wonder how much money we leave on the table simply because we didn't ask a question.
In the last month or so, I've come across several cases in all of the advanced markets categories simply because I've asked about it. I've had a hard NO turn in to a wonderful YES. I've found a sale where there otherwise wasn't one. And extra money I would have overlooked had I not known what to ask and look for.
If you're a new agent, you don't have to know about all these products and strategies. You just have to get good at knowing what to look for and then ask the right questions to spark interest and make the introduction.
Listen in to learn more about what to say and when. I hope this helps you find money you would otherwise have left on the table.
If you like this, you may enjoy my book.
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When you build a puzzle, you start with a picture of what the end product looks like. When assembling a basketball game, turns out the same approach is equally as beneficial. It's an interesting lesson I learned this last week that I felt to share with you.
If you don't have a vision yet of where you want to be in 5, 10 or 20 years, this just might be the one that inspires you to do so.
At least I hope. :)
If you like this, you may enjoy my book.
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What do the most successful people have in common? Income? Work ethic? Genetics?
A book I was reading recently opened up my eyes to a superpower that every one of us can tap into. It's so simple. It doesn't have to do with any special talents only bestowed on a select few. Any one of us can develop this with even just a moderate amount of effort. But those who develop this simple skill are known for it because of how it makes others feel. Listen in (there's a hit) and see if you feel the same way.
If you like this, you may enjoy my book.
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Every time you get in front of a prospect, the appointment can go a number of different ways. If you're not prepared to ebb and flow with the conversation, you might easily miss a sales opportunity.
Sometimes when a strategy is presented, a client can "click" into it because it just makes sense to them.
Here are five of the most common scenarios I come across. I hope these help you protect more families!
If you like this, you may enjoy my book.
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As entrepreneurs, we eat rejection for breakfast. And granted, sometimes it can cause a little indigestion. But this week I bring you a story of hope.
One of the skills I'm trying to develop is how to take someone from a NO to a MAYBE and then to a YES. When to accept the NO and when to keep fighting. Although I don't have all the answers (yet) I do have some insights as to what I've learned so far. I hope this helps.
If you like this, you may enjoy my book.
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Did you miss the Dallas training event last week? We missed you being there. While there's no replacing what you gain by being there in person, at least I can give you the high points, which is what this podcast does.
We have two new carriers that I'm very excited about. And you need to know about them. The business is evolving and we're embracing new products and technology that will make life better, more efficient and more profitable for you!
If you like this, you may enjoy my book.
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Pardon the interruption but this week I'm going a little off-script and I hope you're OK with it. It's a topics that's been on my heart for a while now.
This podcast is not about sales, carriers, handling objections or the next great insurance product or tactic. But it's more about being an Agent for Life than anything I can think of. For this message, I was inspired by two sources. First, a book by Steve Young called "The Law of Love." I encourage you get a copy. Second, the scriptures themselves. I'm a Christian, so this may feel a little like a sermon. :)
I hope this provides a little different outlook on life and a desire to live a higher law.
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
We've all heard that success is a journey, not a destination. But what kind of a journey is it?
Well, one thing I do know is that your journey will look vastly different than mine. But there are a few steps–habits rather–that most successful people take along their journey to get where they want to be in life.
I'm just finishing a book that opened up my eyes to a few principles of success that I wanted to share with you. When broken into a few basic steps, the journey to success becomes very simple. Certainly not easy, but simple.
I hope you enjoy learning this as much as I did.
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, become an agent for life.
A lead is an opportunity for an appointment. An appointment is simply an opportunity to help someone and potentially be paid for it.
Mortgage protection is simply a way to talk to people. A very effective way. It's up to you to find where the opportunity might be. If you go into your appointments, armed with the right set of eyes, and knowing what to look for, you can increase your chances of helping someone.
We have so many different products and ways to help people and sometimes we get narrow-minded, just looking for a mortgage protection sale, blind to the real opportunity at hand.
How would you like to do the same amount of effort and make 10%, 20% or 50% more than you are now?
Listen in and you just might.
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, become an agent for life.
Earlier this week, I sat through a presentation...as a consumer.
Bottom line, it was a great experience. Not because the salesman was so masterful. It was great because it taught me exactly what NOT to do or say. It was good to be reminded of what it's like when someone else tries to sell you something. Especially since I'm usually the one doing the selling. In fact, if I ran my appointments this way, I have no doubt I would have failed out of the industry years ago.
We should be as eager to learn what NOT to do as we are what we should be doing.
Here's a recap of our meeting and the key takeaways- so you don't make the same mistakes. :)
If you like this, you may enjoy my book.
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Doing something new and challenging is not always an easy thing. That's why most of us shy away from embracing change- we love our comfort zones...where life is familiar and predictable.
But there's no growth.
In my time as an agent, I've met with thousands of clients and hundreds of agents. And I haven't met a single one who does NOT have a gorgeous excuse he could hide behind. But why? What good would that do?
Let's dive into excuses and see the real "man behind the curtain..."
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
Sometimes it's hard to know what to recommend and in what situation. There's term, whole, IULs, universal...and now Retire Your Debt, which combines the debt snowball with the infinite banking concept.
This podcast should provide some clarity. Here's a breakdown of how each works, and when I like to recommend that particular product. Of course, every rule has an exception, but generally speaking, it's helpful to know the guidelines.
I hope this helps you protect more families!
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
I was inspired this week by a little video put out by one of my favorite inspirational speakers: Steve Harvey.
This week's podcast is a little bit of some lessons in the field, as well as my take on the whole JUMP thing. Maybe it's just the nudge you were needing. I know several years ago I was the one who needed just the nudge.
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
I've hired and trained quite a few new agents and there are a handful of consistent mistakes I see new agents make. In this podcast, I break down the top five mistakes you'll want to avoid. If you do, you will significantly increase your odds of being successful in the life insurance industry.
Being an independent business owner agent can be hard enough even with momentum, experience, and solid lead flow on your side. We don't want to make it even more difficult, especially starting out.
If you're a new agent, take this advice to heart. If you've been in the field a while, this might serve as a reminder and help you get back to the basics of what it takes to succeed in a big way here.
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
Like it or not, our lives are run by routine. We gravitate to them because they're familiar and safe, two things our brains crave.
You may have created one intentionally or not, but make no mistake, we're all "creatures of habit." On this podcast, I stress the benefits of what a great routine can do for you and why they're so important.
I also walk you through my own personal daily routine.
Listen in...
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
If you're newer, chances are you haven't done business yet with Columbian Financial Group (CFG), one of our top carriers. The reason why is that CFG requires an application first before they start contracting.
Well, I took some time this week to get to the bottom of how exactly one goes about getting that first application in. It's a bit complicated, but I break it down here.
If you haven't written CFG yet, this is how you get started with them. They're a GREAT carrier to have in your back pocket, so keep them in mind for your next appointment.
Listen in...
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
When you boil it all down to the most simple elements, your business as a life insurance agent comes down to one of five things. Call them hurdles, problems or elements you need to master in order to be successful. But I can't think of any way someone could NOT be successful who has mastered these five things.
Listen in...
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, become an agent for life.
Greetings. Chocolate cake is nothing more than a bunch of ingredients. Individually, they don't amount to a lot, but put together in the right way, they can add up to something amazing (and delicious).
Just like cake, your life is made up of a bunch of "ingredients" which are called decisions. Moments where you stepped out of your comfort zone and committed to yourself to do or be someone bigger, better, faster or skinnier than you were last month.
Decisions are powerful things, my friend. In fact, they're the stuff miracles are made of.
Don't treat them lightly.
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Have you felt a wave of negativity in the air recently? I have. Watching the news, inflation, economy, politics... it can get pretty heavy. I thought it might be nice to remind you that a little adjustment in your thinking can make all the difference.
Although a new way of thinking won't make all your problems go away, it will change how you see life and give you an increased capacity to handle them with grace. I truly hope this helps inspire you.
If you like this, you may enjoy my book.
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As agents (especially virtual agents), we have a very small window of opportunity to connect with someone to such a degree that they will trust us and want to do business with us. This is why building rapport is extremely important.
In this podcast, I review five ways you can build rapport with your prospects, increasing your odds of becoming their agent for life.
Enjoy!
If you like this, you may enjoy my book.
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Many have said that the key to success is mostly mindset. It all starts up in how you think. It's been a few since we've talked about that so I thought I'd take this one to remind you of how important it is to keep doing the mental work. Once your brain is truly on board with where you're going, there's no stopping you.
Listen to these five steps. Try them out. But don't just "try" them out. Apply them diligently for 30, 60 or even 90 days and see if they make a difference in your success.
If you like this, you may enjoy my book.
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Setting goals is awesome. But there's a transformational shift that happens between thinking about your goals and thinking from your goals. Like anything in life, we must first become before we experience the results in real life.
Here are my thoughts on the subject.
If you like this, you may enjoy my book.
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I feel I don't talk enough about mindset. It's a passion topic of mine. I just wanted to run a crazy thought by you. A thought about freedom, because that's really what this business is all about- you getting your freedom.
I hope you make sense of it. It works in my head, it just doesn't always come out the right way.
If you like this, you may enjoy my book.
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Equis Conferences are life-changing events. If you missed it, don't worry- you can catch the next one. In the meantime, enjoy some of the most impactful highlights that I took down.
If you like this, you may enjoy my book.
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When a prospect gives you their pain, what do you do?
If you're not probing, you're likely not getting the accurate answer. Most people sugar coat their answers. They want quick conversations so they can get to what? The pricing. Right? And the temptation is to give out the pricing too soon. Which always lessens your chances of making the sale.
Instead, practice becoming a prober. Probe for the gold down inside. Peel away the onion to get to the core where the good stuff is. It's also where the emotion is, by the way.
Happy selling!
If you like this, you may enjoy my book.
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This business is simple. It's usually us who complicate it. When you get it down, it works!
I've boiled down all the best tips and advice I have that I would give myself if I were starting over again. If you're new, this podcast is for you. If you're experienced, this is a refresher that will take you back to the basic building blocks of how to become a successful Life Insurance Agent.
I hope it helps!
If you like this, you may enjoy my book.
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Our brains are biological marvels. We've only begun to understand them.
But one thing we do know is that there's a right side of the brain and there's a left side of the brain. And both are very different.
If you're selling appeals to only the left side, you're doing yourself (and your prospects) a disservice.
Listen in to learn why.
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I picked up a new sales book. Dangerous, I know. I've learned to love reading and sometimes I'm a little obsessive about it. Every book, every page, every thought contributes to a better version of myself.
My latest fling is called, "Exactly What to Say" by Phil Jones. It was recommended to be by Tracey Spikes. What I love most is that it's a quick read. Short chapters, easy-to-digest thoughts and good tips on improving your sales skills. I'm breaking down my favorite parts into two podcasts.
I hope it helps you in your presentations and appointments!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, become an agent for life.
I picked up a new sales book. Dangerous, I know. I've learned to love reading and sometimes I'm a little obsessive about it. Every book, every page, every thought contributes to a better version of myself.
My latest fling is called, "Exactly What to Say" by Phil Jones. It was recommended to be by Tracey Spikes. What I love most is that it's a quick read. Short chapters, easy-to-digest thoughts and good tips on improving your sales skills. I'm breaking down my favorite parts into two podcasts.
I hope it helps you in your presentations and appointments!
If you like this, you may enjoy my book.
To protect your family, contact us.
To change your life, become an agent for life.
Hi everyone! I recorded an overview video of the Equis Opportunity in its entirety. Please feel free to use this as a tool to help spread the word should the need arise. Simply pass this podcast along to anyone who has expressed an interest or who you feel might make a good candidate for our team and our industry. And if it's been a while since you've reviewed this, it may be a good reminder for you, too!
Also, the video version of this presentation is here: https://lifemattersagency.com/imo/
Feel free to bookmark the link and share it as needed.
Onward and upward!
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As tough as this business is sometimes, it's really quite simple. And there are only 5 problems that can prevent your progress. Once you understand what they are and can identify them, there's nothing stopping you.
Except maybe problem #6. That one's a doozy. It oozes over all others and can be a bigger detriment to your success than anything else. What's problem #6 you ask?
Listen in.
If you like this, you may enjoy my book.
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As an agent, who essentially writes your paycheck?
Underwriters.
We can write applications all day long, but if they're not getting approved, our clients are not getting covered and we're not getting paid.
This podcast breaks format from what you're used to. It's a deep dive into all things underwriting with Jason Patello, one of the smartest field underwriters I know. Jason has written nearly 1,500 policies over the years and has a fantastic placement rate because of his thorough underwriting skills.
You could say he knows a thing or two about underwriting. You'd be hard-pressed to find a medication or condition he doesn't know about. On this podcast, Jason shares his wealth of knowledge to help you understand underwriting at a whole new level.
This information will help you get much better at placing policies and getting the "Approval" email we all hope for after submitting an application.
If you like this, you may enjoy my book.
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If you've been anywhere near the Equis Community Facebook page, you've heard rumblings of a new "program" coming out. It helps middle-class Americans (anyone, really) get out of debt much faster by simply rerouting their dollars through a "compound interest filter." And guess what? If you have a life insurance license, you can do this with people.
So, I thought I'd try it out. I set up a call with one of my clients. I scheduled a time that worked for them AND a specialist. And by the time we hung up the phone, I wrote my first D34L policy. Well, the specialist did technically, but hey, I did sit and listen, so that's a thing.
Anyway, two comments he made during the presentation caught my attention:
"I can't believe we're still talking about life insurance."
"Can I get one of these on my wife, too?"
So here it is. This podcast is the introduction (first of several, I'm sure) to help you understand and begin to wrap your mind around the program, which is based on the infinite banking concept.
If you like this, you may enjoy my book.
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To change your life, become an agent for life.
[firstname,fallback=Agent for Life],
Albert Einstein once described compound interest as the “eighth wonder of the world,” saying, “He who understands it, earns it; he who doesn’t pays for it.”
The more I study the advanced market products, the more I'm impressed by the wonder of compound interest and what it can do for you.
But then, I wondered- what if the fundamental principles behind such a marvel also apply to business.
Listen in and see if you agree...
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I'm loving this QBS book. I hope you don't mind me taking another week to explain more concepts I'm learning from it. In this week's podcast, I'm diving into three key principles that can really help you boost your sales. Use them and they can be a gamechanger.
If you like this, you may like my book.
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Features and benefits. That's what sells, right?
Nope.
When you go in with a list of why your product is amazing, think about what's happening. You're talking about...YOU. It's your favorite subject, but not theirs. Your prospect has their own challenges to deal with and the last thing they want to hear is how great your product is. All it does is make you a "salesperson."
As agents, there's a simple way to rise above that. Ask enough questions until you have clarity on THEIR problem. Only then have you earned the right to present your solution. Sales isn't about what you have to offer. Sales is about if what you have to offer solves a problem in the mind of your prospect. Nothing more.
Shift your focus from YOU to THEM and watch more people say YES to you.
:)
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Every so often Equis Financial puts on a live event where all the agents across the country come together to network, celebrate, learn, grow and inspire each other. Thursday was one such event. I've been to many of these over the years during my time at Equis and this one was one of the best. If you haven't been to one, you have a lot to look forward to!
This podcast is dedicated to sharing my key reasons why these events are such a valuable part of our experience and also some of my key takeaways from our inspired leaders.
I hope you enjoy.
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Let's face it: leads are not cheap. Are they worth it? YES! But it cost money to generate a quality lead. As good as they are, they're not perfect. Anyone who has contacted a fresh lead and gotten squashed with a sour dose of rejection knows the sting.
"I just spent how much to have someone tell me "no?"
The good news is it doesn't take very many Yes's to compensate for all the No's. Regardless, we all want to maximize profitability, right? Why wouldn't we?
This podcast is dedicated to arming you with a few key questions and perhaps a slightly different way of looking at your appointment to help make a huge difference in your life and in the life of your prospect. That's a win-win.
Oh, and your pocketbook will thank you for it as well. :)
If you like this, you may like my book.
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Behind every success story is a particular decision point. You might take weeks or even months to think about a decision, but the actual decision happens in one instance. One single moment. And if you have experienced any major change in life, you can trace it back to a decision made at a specific point in time.
If you're going to be successful, you have to get good at making decisions. All successful people are good decision-makers. So what about you? Have you made the decision to WIN with here at Equis? Or are you still making that decision?
This podcast will help you understand why staying on the fence is the worst place to be.
If you like this, you may like my book.
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I don't proclaim to be a scientist by any stretch of the imagination. I was an art student.
But I do know that when the wind blows, it blows on everything. Interestingly, different things respond differently to that same environmental force. I found there are a lot of similarities to this simple concept and our journey toward success.
Listen in- plus you might learn a few things about how sailboats work. It's kind of interesting.
If you like this, you may like my book.
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Good morning! This week, I'm diving into our family of insurance carriers. I break down each of them, some of their most common products, when I like to write for them and when/why sometimes I don't. Hopefully, this carrier knowledge can help you discover and select your favorites so you can improve your placement rate.
But a word of caution: don't let my list jade you. This is simply my observations and my experience. Yours may be different. As you work, you'll develop your own set of things you like and dislike most about each one. But hopefully, my perspective can help in some way.
Remember, at the end of the day, it's all about getting clients covered, so the right carrier is the one that will approve. :)
If you like this, you may like my book.
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What if...?
What if everything they say about this Equis opportunity is real? What if you really could become a millionaire with this deal in the next few years? What if it's every bit as good or more? What's the best that can happen?
This week's podcast is about commitment. But until we truly understand what is in store, your commitment may waiver. And as we know, committing less than 100% will greatly affect your results.
This is YOUR future we're talking about. YOUR dreams and YOUR goals.
Let's give it all we've got!!
If you like this, you may like my book.
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It's a true principle that your outer world is simply a reflection of your inner world.
That might be a hard pill to swallow. Look around- are you happy with the PHYSICAL results of your life? If not, there are three other realms all feeding into it. Your physical world is simply the fruit on the tree. It's what's UNDER the ground—what's invisible—that creates the fruit.
Society teaches it all exactly the opposite. No wonder so many of us are not happy with our level of success.
Hopefully, this will help.
If you like this, you may like my book.
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If I asked for a list of the most valuable resources you have, you'd probably put time up toward the top of the stack. And rightfully so. But how many of us TRULY know the value of our time?
I went in to visit the doctor earlier today. Guess what they made me do? Wait. Why? Because the doctor wasn't ready for me. His time is so valuable that he hires a full staff of people to ensure he doesn't have any whitespace in his calendar. And guess what? If you're a full-time agent in this business, you're making about what a surgeon makes.
The more you value time, the more value you place on your self-worth. And the natural outcome is you being more careful about what you do with that most precious asset.
Here are my thoughts on the subject. See if you agree...
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So some of you know I've been searching for a reason or two to write American Amicable. And guess what? I found one! Three actually. Take a listen- this podcast episode has a little bit of carrier and underwriting information. The more we know about our products the more we're empowered to make decisions and find solutions to protect our clients.
Have a great week out there!
If you like this, you may like my book.
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I just finished reading Atomic Habits by James Clear. What an amazing book! Your habits are like the onramp to a highway- they'll take you down a certain path with a destination. Master them and you control your destiny.
This podcast breaks down some of the concepts that stood out the most to me. I hope they have as profound an impact on you. Life is too precious not to pay attention to this stuff. It's what success is made of. You only die once, but you live every day.
Make today matter, starting with your habits.
If you like this, you may like my book.
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It might not come as any huge surprise, but I had another epiphany lately. It has to do with a fundamental, underlying question we should ask ourselves. And don't worry- this podcast isn't about health and nutrition (not to say it's not important) but once you understand the analogy, you just might have the same epiphany, too.
I hope you do.
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For the last few weeks, we've talked a lot about goals. And yes, they're important. But even MORE important is what you do every day. The goal is simply the vision, the end point. But it's what you do TODAY that matters.
This podcast breaks down some amazing insights from a new book I'm reading: Atomic Habits by James Clear. Just one chapter in and this book is phenomenal. I'm sharing some of my key takeaways. I hope they're as valuable to you as they are to me.
Your life matters!
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Lots of talk recently about habits, routines and systems. So I thought I'd kick off the year talking about one of my favorite subjects: spreadsheets. :)
I hope you find it insightful, but this episode is dedicated to a behind-the-scenes look at the key spreadsheets and numbers I look at in my office on a daily basis. You can listen on the link below or you can watch with the visuals on the following YouTube link:
https://www.youtube.com/watch?v=aJVLnQVTjDk
Your life matters!
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If I could get you to listen to just one of my podcasts this year, this is the one.
Not because I have done anything special. But exactly the opposite. Listen in as I do something you won't find anywhere else: a no-holds-barred, take-off-the-gloves, authentic, raw look at the good, the bad and the ugly from inside our business for the year of 2021. The end-of-year numbers are in and this podcast is dedicated to unpacking and revealing exactly what we've been able to achieve and exactly what it took to get there.
My hope is you'll come away with just enough belief to make this your story in 2022. Lindy and I will be there with you and for you every step of the way. We're ready to coach a handful of agents this year to chase some big numbers together.
Who's in?
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In 1859, a crazy Frenchman did something nobody had ever done before: he crossed Niagra Falls on a tightrope.
That takes a crazy amount of belief in oneself. But he pushed the envelope even further when he asked a spectator to join him. This podcast tells a story that will inspire you and cause you to pause and ask yourself a critical question: how fiercely do I believe?
Your goals need your belief. Your future needs your belief. Your family, your dreams- everything you are fighting for will require that you step out and believe in something you have never done before.
Believe and achieve!
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There are five questions that you need answers to as you plan for 2022. Only, one of them will be tricky. Having clear answers will be life changing and extremely helpful to set up your year.
Find out what they are...as well as which of the five is impossible to answer.
If you like this, you may like my book.
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Piggybacking off of last week, what are you going to do differently/better to help move the needle? This podcast breaks down my answer to that question.
-
Focus on the activities that matter
-
Outsource and automate (admin, CRM, Dialer, recruiter)
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Get serious about recruiting and Formalize a new agent onboarding process
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Improve placement rate
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Articulate and connect with my goals
My list may or may not be what you're focusing on, but hopefully, there are a few takeaways for you here.
If you like this, you may like my book.
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Here we are in December! Can you believe how fast the year has gone by?! What are your thoughts as you look at the rest of the year? Are you seeing it as a "wash?" Maybe you didn't hit your goals or your year wasn't as profitable as you wanted.
And with the holidays up ahead, why not just write off the rest of the year and start up in January?
Huge mistake!
In this podcast, I'm breaking down why these next few weeks are CRITICAL to your success in 2022. It has to do with mindset and momentum but trust me- now is the time to prepare for 2022. Success doesn't happen on its own- you have to own it.
Let's go!
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What's the biggest thing employees look for in a new job? The Bennies, right? The salary is great but I know a lot of folks who stay on for the benefits. How about the tired, worn-out woman who has "five more years" until the pension kicks in at a job she hates? Or the sick couple who keep a job because of healthcare benefits? I'm not saying there's no value with Employee benefits.
But I am saying they're not the only ones. Business Owner benefits can be every bit as valuable. Or even more so! And this Thanksgiving, I'm thankful for all the wonderful BENEFITS of working at Equis as a business owner. And, I'm thankful for YOU!
Have a wonderful, thankful holiday. If you like this, you may like my book.
If you like this, you may like my book.
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We're agents for life. We meet with people in their homes and have conversations with them about the worst day of their life. What we say matters. If we don't do our job right, if we don't give sufficient emphasis or importance to our message, it will be received the same way.
Sometimes we have to have uncomfortable conversations in order for a prospect to fully understand the importance of the decision they make before we leave their home. Sometimes we have to love them enough to step out of our comfort zone and ask the tough questions.
If you like this, you may like my book.
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There are a million ways to be an insurance agent. But only a few basic principles can/will make or break you as a successful agent. And the agents who experience the most success are simply masters of doing the right things the most. Mastering what matters most.
In our business, the basics are very simple: get a lead, call the lead, present to the prospect, and sometimes they let you write a policy. Simple as that. Let's take a pause in our businesses and see where we can brush up on the few things that make the biggest difference and cut out all the noise that doesn't matter.
If you like this, you may like my book.
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One thing we agents don't talk much about (but is critically important) is running the numbers behind our business, not just the ones that we track for our goals.
For this week, I thought I'd bring on a guest...an expert in taxes and finance. It's fun to make a few (thousand) bucks but it's even more fun to keep as much of that as you legally can and avoid Uncle Sam breathing down your neck. Preston Anderson (my CPA and tax guy) chats with me about setting up your entity, how to do your banking, deductions and more. I hope you get some great value from it.
Also, if you have any additional questions along these lines, please email me privately. If I get enough, I'll bring him back on for a second interview to talk deeper into these subjects.
If you like this, you may like my book.
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What's the difference between a window and a mirror? One you see TO and the other you see THROUGH. But there's a third lens that's more important than both of these. A perspective known only to One. And it's a vision you should strive to have for yourself because when you do, it'll change your life.
What we do is one of the most important lines of work in the world. You need to carry that belief into your dials and appointments. Families need protection. What we do truly makes a difference! Life is too short to play small. Push your fears aside and step out in faith, with sunshine on your face. Let's go!
To protect your mind, keep listening.
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What does someone mean when they tell you that you can sell ice to an Eskimo? More importantly, what are they saying about someone who has that skill? Would you consider it a compliment... or an insult?
This podcast breaks down what I've learned about being a true sales professional. Whether you realize it or not, you're in sales. You cannot get through life without selling, so we all might as well get good at it. But let's start by changing the stereotype we have in our minds about salespeople. When done correctly, sales is a blessing to both parties. Nothing less.
I hope you enjoy my thoughts and I hope they help you, inside and outside of selling life insurance.
To protect your mind, keep listening.
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To change your life, join our team.
What if I told you you are not just a field underwriter? Or an agent? Or any number of small-minded titles we give ourselves. What if you started thinking like an "asset protector?" What happens?
If you're there to protect assets, the question you will have to ask is, what assets are there to protect? Starting out this way, you naturally enter the conversation with an open mind and curiosity to see what ELSE might be around you besides writing another term policy on a family. And, don't get me wrong- covering a family with a term policy is a lot of what we do.
But how much are we leaving on the table when we don't expand our vision? I just got back from a boot camp that expanded my vision in regards to all the ways we can help protect families...and their assets. Hopefully, this will help expand your vision as well.
To protect your mind, keep listening.
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What's the most valuable skill you can have when doing an in-home presentation? It's asking questions, no question about it (see what I did there)? Over the time I've been an agent, I've assembled a list of my favorite questions I love to use in the home. This episode is dedicated to that list of questions and how/when I use them.
The key is to break down the walls, remove any sales pressure and create a comfortable environment where your prospect feels in control. Your curiosity will help them know you genuinely care. Besides, true professionals do not jump right into quotes without first asking enough questions to find out if there's a sale to be made and, if so, what that looks like. We are not quote calculators! We're licensed professionals.
Here's a link to download the document I'm referencing in this podcast.
Remember, God gave us two ears and one mouth- let's let them talk. Happy asking!
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After an inspiring call this morning, I've committed to implementing a social media strategy of regular Facebook live videos. I'm challenging you to do the same. It's a free platform and with as many people on social media these days, there's really no reason why you shouldn't be on there in front of your audience. Besides, it's 100% free!
Social media channels favor "live" content because it keeps you on THEIR platform. When you share a video, you're simply posting content from other sites. I suppose they're selfish, but they like the eyeballs to stay in their space. So, a LIVE video will get a lot more play than just a post, photo or even shared video.
This podcast breaks down my strategy and how I'm going to go about doing it. Hopefully, it's insightful and helpful to you as well.
To protect your mind, keep listening.
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I hope you've been having a wonderful week. If not, let's make it wonderful, with a little more training you can put into use right away. This week's podcast includes a few of my top tips for better success in the home (or on the phone).
Onward and upward- let's go make this next week your best ever!
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All great things come with some kind of a tradeoff. A sacrifice if you will. We sacrifice our time, money...even our comfort zones in the hope of gaining something better in return.
Success in life (and in life insurance) is no different. There's a sacrifice that must be made. I don't know of a single leader who got to the top without making significant sacrifices along the way. So if that's you, you're in good company.
Here are my thought on it...
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We're in the middle of a huge shift. A shift in healthcare, a shift in chronic conditions and a shift in business. All of them affect us and if we roll up our sleeves, we'll have an opportunity unlike any other in the history of ever.
One day, you'll look back and be glad you did or wish you had. Either you let your fear stop you or you kick your fear to the curb and jump in.
So, what are you doing about it?
To protect your mind, keep listening.
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One of the most important elements of selling life insurance is finding the pain. It's the reason why your prospect is in the market for life insurance. Until you clearly identify that, there's no compelling reason for them to want to put a policy in place.
Nobody teaches it like Rob Jones. I recorded a snippet of his training on Sept. 1 to the Phonenix agents- some great stuff. I hope you can take some nuggets and put them into practice to help you on the phone and in the home to be able to protect more families.
To protect your mind, keep listening.
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Don't ever lose sight of who you are and where you're going. Great. Now I'm starting to sound like your dad. Well, I am a dad and I do say things like that (in between the lame dad jokes). But in this podcast, I speak heart to heart. From one business owner to another.
Bottom line: you're being built. Don't ever forget that.
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How has your business been going? Are you operating primarily on the LEFT side of the cashflow quadrant (selling)? Maybe all you've been needing is a resource to help move some (or eventually all) your income to the RIGHT side (building).
I'm SUPER excited to announce a brand new website that does just that. Now you have a place where you can plug new agents in and they can get all the tools they need to set up and grow. This website will free you up from the administrative things we do as managers and enable you to focus on strategy, mindset and relationships with your team.
Don't have a team yet? Now's the time. The world right now is a perfect storm. COVID has wreaked havoc on us all. Never before have so many people been wanting (and now NEEDING) to get out of their jobs or change industries into a second career. Let's take full advantage of it.
My friends, it's time to stop playing small. Let's take FULL advantage of the Equis opportunity. Selling insurance will pay off immediately. Teaching others to sell insurance will pay off in the long run. Equis was never meant for us to keep to ourselves.
Check it out:
www.myagentbuilder.com
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After dialing, running the in-home presentation is the most profitable activity in your business. So it's important that you get it right.
There are many different presentations out there you can use. Bill Martin, Eric Valdez, Rob Jones- all of our top leaders have their own style. But they follow the same set of key principles to ensure success when in the home.
This podcast isn't designed to teach you exactly what questions to ask and what exactly to say (although there's some of that in here). It's designed to teach you the principles. Because once you understand and learn the skeleton, you'll find it much easier and more natural to add the meat in your own style and personality, resulting in a much more natural meeting.
I hope you get some nuggets you can take away to increase your success when in the home with a prospect.
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Sometimes this business takes a shot right in the kidneys. And sometimes you find just the nugget you were looking for to sharpen your tools and empower you to step back into the ring for another round.
I found a piece of training I wanted to share with you from Jimmy Glascott, one of the leaders at Equis. He's direct, bold and he closes business because people like a straight shooter.
I hope you find as much value in it as I did. Besides, you're probably tired of listening to me and could use the break. Haha!
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It's mind-blowing how much we, as a society, suffer from distractionitis. I listened to a game-changing podcast this morning about productivity, your time and staying focused on what's most important. I took good notes and break everything down for you in this podcast. Holding yourself accountable for your own time may very well be the single most important habit you master.
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Want to know what I hear more than just about anything when I walk into an appointment? It's amazing how many people have the wrong information about mortgage protection. A lot has changed and it's our job to educate our prospects.
This podcast will teach you how I address this early on and how this sets me up for success later on in the appointment. I hope you enjoy.
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If you're in this business you have to be OK with rejection. Since we all get it, why not make it fun? This week, we're taking a little break from our normal podcast for a little comic relief with some real-life rejection voicemails. I hope you enjoy!
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Topic: learning the basics of Indexed Universal Life policies
Let's tackle the big, scary topic of Indexed Universal Life insurance policies. If you've gotten your license, you've seen the terminology in your textbook or in the study course. But sometimes it helps to have someone break it down for you in layman's terms.
I spent a year and a half avoiding the IUL conversations (and tripping over them when I tried). This podcast is dedicated to helping you understand the basics of how to talk about, present and sell IULs in the home. I've also revamped the presentation, adding in the IUL slide so you can be prepared to reference it if the conversation goes that direction. Opportunities are there, and if your mind is ready, you'll capture them!
So, let's go...
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If you're just getting started in this business, I'm going to say something that may scare you off: some days are full of disappointment. Then again, if you're looking for something that is 100% void of disappointment, you're not going to find it. Rocky said it best: "It ain't about how hard ya hit. It's about how hard you can get it and keep moving forward."
My week was a roller coaster. The first half was awful. But that second half...
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Ever wondered how much more you could be making if you did everything right all the time? Well, first, it's a tough question to answer because we can always be doing better than we are. And that's what this podcast is all about. There may be a few things you can tweak in your business that make all the difference in your profitability.
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Last week I did something I've never done before. It pushed my mind and body further than I thought I could go and at the end of the long, exhausting journey, I came away with some life-changing lessons.
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This is perhaps the shortest podcast episode you've ever listened to. But nowhere will you find a more important and life-changing lesson. If you have two minutes, take a listen! If you don't even have two minutes, you have even more reason for the need to listen.
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A prospect doesn't know what he doesn't know. It's easy as a new agent to become intimidated on an appointment.
"What if they ask a question and I don't know the answer?"
"What if they don't say YES?"
"What if they say something and I have no idea what they're talking about?"
The noise in your head can keep you from sales. The truth is, you don't HAVE to be a walking, talking encyclopedia. Turns out the prospect doesn't care nearly as much about that as they do about your confidence level and that they trust you. Gaining trust is nothing more than being genuinely interested and asking questions.
In this podcast, I break down one part of my sales process that helps guide a prospect into a solution, based on their demographic.
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Harsh subject line, I know. But it's the truth. Before you sit down to eat some worms, hear me out. The ONLY thing people care about is WIIFM (what's in it for me), a radio station that tunes into THEM. Their lives, their family, their problems and their solutions. That's all that matters...to them anyway.
When you come into a home, who's best interest do you have at heart? Yours or your clients?
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Ever sat across from a couple where one of them couldn't qualify for anything but Guaranteed Issue? If you're like me, you thought to yourself, "I wish I had something better to offer. Well, now you do.
Here's an out-of-the box approach that is better for you and can be a heckofalot better for your client in the long run.
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Ever tried driving while wearing someone else's glasses? That's how people crash. Make sure you have a solid accidental death plan in place before you try it. Better yet, don't try it at all because the blurriness will only make it hard for you to navigate your way to your destination.
Sound familiar? See where I'm going with this?
Success in life (and at Equis) requires a crystal clear vision of where you are going and who you are becoming along the way.
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Have you ever come across confusion about the difference between mortgage protection and life insurance? I can't tell you how many times I have had to explain (in a respectable way) that they're basically the same thing. Yet people have it in their minds that there's this magical policy out there. It's offered by the banks and pays off the house if you die regardless of health conditions.
Sound familiar?
To help with this, I believe one of the most overlooked tools in our bag is Americo's Accidental Death. It's the only ADB we can write without a health license and the only type of life insurance policy that doesn't require a look into health conditions.
I also had a realization this week about how we position the whole concept of "Mortgage Protection" as it relates to this policy. I think we're leaving money on the table. I know I am.
Take a listen...
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We’ve all been there. You come upon something new. Something that will require a change or the pain of growth. And rather than rising to the occasion, we stoop to our excuses, otherwise known as crutches.
But the funny thing about excuses is, they only sound good in our heads. But one’s just as good as another.
Here are a few you might recognize:
- I don’t have enough money
- I don’t have enough time
- I don’t know how
- I don’t have any experience
- I have kids
- I don’t have a spouse
- My spouse isn’t supportive
- I don’t like dialing
- I don’t know what to say
My advice on this podcast is to change your excuses to REASONS why you should do the very thing your brain is trying to convince you NOT to do. And how do you do that?
Take action.
Even when you don’t feel like it.
Especially when you don’t feel like it.
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I'm reminded again this week that nothing worthwhile is going to come without paying a price. There's a price to be paid no matter what we do in life. In fact, there's even a price to be paid for not paying a price.
Life can be tough. Business is tough. But #equistough is even tougher. Let's push through the tough times, keeping the grand vision in mind. In this episode, I break down exactly how good we have it...if we're willing to ride the storms. This definitely is not for everyone, but it is for me!
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Did you think we were in the insurance business? We're actually not. It just so happens insurance is how we make money. But in reality, it's not really about insurance.
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If you want to get physically fit, you're going to become familiar with how sets and reps work as it relates to your fitness goals.
If you want to become financially fit, you'll need to learn the same principles.
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This week, my wife and I took a three-day trip back to Lynchburg, where Equis' home office is located. We sat with a small handful of some of Equis' top leadership. The event was life-changing and I'm so glad to have attended.
I took tons of notes- many more than I can put into a podcast, but here are the top three highlights I picked out to pass along to you. Hopefully, this will help you gain just a glimpse of the heartbeat of this company.
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Why did you get into this crazy business? To learn the difference between term and whole?
What dream are you chasing? Do you really want to become the world's best underwriter?
Your WHY goes beyond what you can find inside an insurance manual. You write insurance policies because it gives you access to expand your WHY. Listen up-you're about to learn what this business has to do with a tomato plant.
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Happiest of Fridays!
This week taught me a lesson I knew but needed to know on a deeper level: you become like those you spend time around. What a powerful concept. I spend 2 days with some of the most amazing people and came back with a renewed sense of vision, purpose, drive and energy that would never have happened otherwise.
I ask you: who are your top five influences in your life? Which direction are they taking you? Is it where you want to go?
Among all the noise of the world, it's very easy to start listening to the wrong voices. Who you associate with needs to be one of the most important decisions you make every day. It will produce a profound long-term effect along your road to success.
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What does your brain crave more than anything? Familiarity. And if you let it, what could have been your greatest asset, has just become your worst enemy and biggest road block.
This episode explores a concept in success that every single one of us will have to master in order to achieve what we want...regardless of what industry we are in. If you want to step out and achieve your dream, you'll have to become familiar with the unfamiliar.
Let me explain...
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What do people want now more than ever before?
To be heard.
When someone listens, it makes the other person feel that they truly care. That they matter. As agents, we have GOT to be good listeners. I don't teach this because I'm a great listener. Just ask my wife- I'm totally not. But I am a work in progress. And listening is one of the skills I am determined to master if it takes me my whole life.
This podcast is about an interaction with a crusty client who became a raving fan. Simply because I listened a little deeper than all the other agents who "ran off their mouths."
Can't blame the guy for being crusty.
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Have you ever harvested lemons from a lemon tree? My advice: don't do it without a leather glove. Ask me how I know. :)
On a more positive note, what a week of some fantastic training! If you missed Friday's training, let me know about catching the replay. Eric was on his A-game like I've never seen. Such great training!
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If you've been on a presentation, you're familiar with the part where we ask about a prospect's health. Do they qualify? It all depends on their answers.
What I'd like to ask you today is do you "qualify" for success? Whether in this business or not, there are three conditions that will kill anyone's odds of success in any field. And your odds for success depend largely on your ability to treat these conditions.
Good news is they're not terminal. You can overcome all three.
Let's rock this thing!
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Life insurance can be intimidating. Put yourself in the prospect's shoes for a minute. While you and I know the basics inside and out, those we meet with often don't. They may easily have some wacky assumptions lurking in the back of their heads keeping them from pulling the trigger.
In this episode, I break down a simple "layering strategy" I walk my clients through that helps them break their decision down into a teeny, tiny, (yummy) bite-sized piece. It has helped me write a lot of business that I wouldn't have written otherwise. Hopefully, it can help you do the same.
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What is the most important thing you can do in a home? I mean, besides building rapport? The answer: uncovering their problem. It's the whole reason they filled out the form and sent it in to you.
If you're new, learning the presentation, overcoming objections, learning underwriting guides and 100 other things can get very overwhelming. The goal is to make a profitable business. If I could make this process simple for you, I would say this: make a friend, learn their problem, expose their problem and offer a solution. That's it.
The rest is just fluff.
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Happy Friday!
How are you feeling about 2021 so far? Maybe a better question: how uncomfortable are you? As far as I know, we're driven by one of two motivators: fear or reward. And I believe most of us are driven by fear.
Yet, our comfort zones can become such squishy safe havens that we prefer the pain of stagnancy to the pain of growth. I have a few ideas about breaking out and motivating your way out of your comfort zone walls.
I hope you find value in this one!
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I love the new theme for the year. Are you boiling yet, or just hot water? Let's take a quick checkup from the neck up and see how we can ramp up our game for the last week of January.
I want to see all of you on the dial session in the morning! That's where it begins. Let's put in the work and celebrate the activity. The results will take care of themselves.
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What the heck does an image of a bowling ball have to do with selling insurance at Equis Financial?
Well, I guess you'll just have to listen to the podcast and find out.
But I'll give you a hint: it has everything to do with it!
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Wowzers, what a conference!!
Are you as exhausted as I am? I can't imagine how some of our national leaders feel after finishing off an event like that. With so much going into it! I hope you tuned in. If not, do yourself a favor and get on and catch the replay. It'll be posted on their Facebook page and Youtube channel.
If you did happen to catch it, you noticed (yours truly) doing a live interview. I dedicated this podcast to walking you through my script and my approach. It's really quite simple: maintain your posture and just remain curious, more than anything. And, like dialing, just start where you are and get better with practice. The LEARNING is in the DOING. The more and faster you DO, the faster you shorten the learning curve and get GOOD.
Here's the download...
We love you all! Your lives matter...especially in 2021. Let's make it happen...starting with a dial session first thing tomorrow.
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Happy New Year! So, I'm a numbers guy. From day 1 in this business, I tracked EVERYTHING. I spent hours pouring over the results for 2021. And I found some very interesting information that I'm sharing with you on this podcast. You're about to hear EXACTLY what all these numbers mean, a real-life case study- first person. Not some guy I've never met in another state. This is me. I've tracked these numbers personally and I'm here to say my mind is officially blown. Not because I'm anything special but because it's DOABLE.
My story can be your story this time next year. I promise! All I can say is wow. What a year. Thank you Equis. Thank you Barry Clarkson, Rob Jones, Bill Martin, Eric Valdez and Jason Patello. And thank you ALL Equis leaders who inspired, taught and helped me along the way. Every phone call, every conference, every training video and it's all come down to a successful year. Interesting thing is...we're just getting started.
Are you with us in 2021? (I'm calling it Twenty Twenty-WON). If so, I made a free downloadable business plan (or link to a Google sheet). Try it out. Punch in your desired income and it'll tell you what you'll need to do to achieve that, on a monthly and weekly basis. Your life matters!! To protect your mind, keep listening. To protect your family, contact us. To change your life, join our team.
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First of all, MERRY CHRISTMAS!!
This is a brief podcast to prepare you for next week. We'll be building a game plan for 2021 and I have a few things I'd like you to think about before then.
ALSO, if you haven't yet, make sure you keep your calendar reserved for the National Conference on January 8th. I speak from experience- conferences change the trajectory of lives. Many of them. In a single day, you'll learn more valuable knowledge for making 2021 profitable than an entire university degree would do for you.
I hope you have a wonderful, blessed, amazing Christmas and new year season. Lindy and I are SO grateful you're all part of our team.
Your life matters!!
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If you've written even a couple of policies, you've likely come across a questionnaire or two. And if you don't understand what they're all about, a missed questionnaire can begin to unravel a policy application.
Here are some thoughts on what they are, how they work and when to take extra precautions to ensure you have everything a carrier might need to complete the application on your client. Along with a few thoughts about the end of the year. Sorry, I couldn't help it.
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We're nearing the end of the year- time for a gut check with reality. Every load has the one thing, the domino, the single piece of straw that breaks the camel's back. One thing humans are great at is developing a tolerance for the burdens we carry. But what if your tolerance is doing you more harm than good? What if your ability to tolerate difficulties is your biggest enemy?
If you haven't yet, at some point you will face that point at which you just refuse to take it anymore. In this podcast, I share mine, as well as a few words of advice from what I've learned along the way about internal vs. external motivation. If your gut has been telling you there's more to life than what you're getting right now, please give this one listen. I poured my heart out for you.
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Let's give some love to Foresters Financial, one of my favorite carriers. Listen in to learn about their robust stack of member benefits. If you're not talking about this in your homes, especially with younger families, you're doing your clients a disservice.
Here's a link to learn more about them: https://www.foresters.com/en/foresters-difference.
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Gratitude is much more than just a nice concept. Gratitude is a way of evoking an emotion that you otherwise wouldn't feel and combine it with an intentional thought of your future, opening the door to new possibilities for success and achievement in your life.
Happy Thanksgiving Day, but even more, happy Gratitude Day. Take some time to be thankful for a few new things and being thankful in a new way that just may change your life.
We hope you are ALL amazingly well today and appreciate all your gifts, strengths and blessings that make you uniquely you!
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Far too many people live their lives in fear. But it's not surprising, given the barrage of media influence coming in through our phones, computers, radio, friends and other influences. And fear's number one job is to hold us back.
A much better way to live is in faith, the direct opposite of fear. Faith is the courage to step out into the unknown. Faith means you don't have all the answers, but you move forward anyway because activity is the one thing you can control.
This podcast outlines four steps you can take to move from a life driven by fear to one founded in faith.
Listen in...
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To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/insurance/
Happy Friday! I hope you've had an awesome week. Some product teaching this week. This podcast is dedicated to teaching you about how a Universal Life product works. If you're like me, you start out getting term and whole, but the whole UL thing is a mystery. Hopefully, I can break this down for you- it's much easier to understand than you may think.
A UL is a great product to write, so I want to make sure all of you have it in your back pocket and go into appointments locked, loaded and ready to pull it out as needed.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
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At the core of what you do every day is your identity. It's who you are and what you believe and think about yourself. Society wants to form your identity for you. And if you let them, the news media and social media will do exactly that. I believe it's better for you to take control of it. In order to do that, I invite you to join the 99% and AVOID being among the 1%. Listen in and I'll explain.
To protect your mind, keep listening, we're glad you're here.
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They teach us a lot of great things in school, but one thing you likely didn't learn there was how to use the power of your mind to help get you where you want to go in life. This podcast is dedicated to harnessing the power of your mind to envision and live into a better future.
I think you'll enjoy it.
To protect your mind, keep listening, we're glad you're here.
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Do you realize who you truly are? I believe the biggest thing that keeps us from achieving our dreams and goals is how limited we think of ourselves. If we TRULY knew how much we were capable of, we would blow our own dang minds.
Hopefully, I can help blow your mind just a little.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/insurance/
Ever watched a toddler mess up a room? How glorious. For the toddler, not you. Haha. But messes can be fun. Why do we talk so negatively about them? While I'm not encouraging you to go make a mess on purpose, I do want to help shift your mindset to be OK with the messes you are bound to make in this business.
I've made quite a few myself (just ask Jason and Eric) and 100% of the time, we can clean them up. So, don't hold back- get out there. Boldly put yourself in front of people and let the fun begin. And you'll be surprised that you'll also write some business while you're going through your growing pains.
To protect your mind, keep listening, we're glad you're here.
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The business of setting goals is, surprisingly, a lot like swimming. While I’m not trained in the sport, I had an interesting summer working out at a lap pool. Besides a bunch of great workouts, there were a few nuggets of wisdom I took away that can help you on your journey toward your goals.
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The world we live in today is MUCH different than it was even 20 or 30 years ago. What people are craving is something so simple, so abundantly available, so...free, it's insane why more people aren't taking advantage of it. In fact, it's never been easier to stand out from the crowd.
It's absent in our leadership. It's absent in our communities. It's even absent in homes.
In the insurance world, your business is you. People buy agents, not policies. Anyone can draw up a policy, so the best way you can stand out is by being different from the other agents out there who have been trained to drill, twist arms, pressure, and force their way into sales. Be someone you want to do business with and sleep every night with a clear conscious.
Spread kindness. It pays back HUGE dividends.
To protect your mind, keep listening, we're glad you're here.
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As an agent, you'll wear multiple hats. Especially starting out, before you have the resources to hire a team. It's crazy fun, but it can get a little overwhelming sometimes. So what is most important? How do you know where to spend your time?
A good business owner knows where his/her time is best spent. This podcast talks about the one thing you will do that will make a bigger difference in your business–and ultimately, your income–than anything else.
To protect your mind, keep listening, we're glad you're here.
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Everyone who has achieved a high level of greatness can trace their path back to a decision point. A specific moment in time where they drew a line in the sand and said enough is enough.
What's yours? In this episode, I share my own decision point, along with some of my observations and thoughts on what it can mean for your business and for your life to draw your own line in the sand. Let's get into it...
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When you're first starting out, it's easy to get overwhelmed at product knowledge: which carrier, which product, which plan do you recommend? It can be a lot to take on. In this episode, I break down the high points of each- what to consider and where each shines.
Use this as a reference- it's a lot of information, not meant to overwhelm, but if you listen a few times, you'll get the main points.
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Many clients you will sit across from want their entire mortgage paid off if they die. That's what they think "mortgage protection" is. It's a myth. One of the most important conversations you'll have during the in-home presentation is explaining how protecting PART of the mortgage can still accomplish their goal of PROTECTING the mortgage. And most people will be OVER-paying if they try to pay off their entire mortgage.
This podcast will teach you how to direct the appointment down to one of three different conversations you'll have, depending on the age and health conditions of your prospect. You'll have much more success when you learn to master these.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
The single most important thing you can do on an appointment is build trust. Imagine being in your client's shoes. A stranger just showed up. You've known him or her for no more than 20 minutes before you're being asked your social security number, driver's license number, health information and ultimately your bank account information. Unfortunately, we live in a world full of scammers and snake oil salesmen.
Obviously you want to do business with someone who you can trust to handle all your personal information. You need to do everything you can to differentiate yourself from the pack. Here, I go into specifics, along with a fun story of the most skeptical nut I had to crack so far and how I still got the information to write the application.
To protect your mind, keep listening.
To protect your family, contact us.
To change your life, join our team.
The biggest question new agents have is, "How do I run an appointment?" And it's a great question. One that you likely won't answer until you've gotten through ten or 20 appointments of your own. It may seem intimidating, but don't worry- the worst you can do is botch it and end up not writing a policy. But you didn't have one anyway, so you're right where you were before you knocked on the door.
But we do want to give you the best odds for success. So to keep it simple, follow a few principles and guidelines and you'll do just fine. This podcast isn't meant to replace what Eric Valdez and Bill Martin have already so eloquently put together. Instead, this podcast teaches you about the basic tools you should have and also the principles you should follow from the time you enter the home.
Most importantly, just relax and have fun. These are real people and aren't expecting perfection. They'll mirror the energy you put out, so laugh and enjoy your time together. You may just botch it up and still make a sale! I've done that many times myself.
To protect your mind, keep listening.
To protect your family, contact us.
To change your life, join our team.
So you're ready to attempt your first dial session. Or maybe your tenth (for some reason it's not getting easier). You know you have to dial in order to run appointments. And you know you have to run appointments if you want to write a policy and...get paid. Since it all starts with dialing, the pressure is on.
Your palms are getting sweaty. Your heart jumps up into your throat. You find every excuse in the world to put it off: your cat needs more water, you should check the mail...your shoelace is untied. Everything inside you says run the other direction.
I don't know about you, but I just described my first dial session.
What you may not know is there are a few things you can do to make this a little less intimidating. Listen through my suggestions and you'll find that the phone doesn't quite weigh 100 pounds after all.
To protect your mind, keep listening.
To protect your family, contact us.
To change your life, join our team.
What is a risk assessment and how do you use it to increase your placement rate? Good questions, right? I'm sure you were just thinking of them. Well, good thing I'm here with a few answers. This week's podcast provides some training on one of the most valuable tools you'll learn to love as a field underwriter.
Want to make your job easier, increase your placement rate, get more families covered, earn more commissions and make clients happy? Listen on...
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Hey team. This week's podcast is on something you'll all experience at some point. I'll be honest, it's not the most fun part of this business, but I'm not one to sugar coat anything. Barry Clarkson has always said, "the only thing I can promise you is a hard time." But nothing worthwhile comes easy, right? That's why we're paid so well because we work right through the challenges.
Here I'm explaining something in our industry called a chargeback. What they are, how they work and how you can easily navigate them. But, they're not as bad as they sound. Jim Glascott out of California brilliantly coined them as interest-free loans.
I'll explain...
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
It hasn't been that long since I started out. And yes, I fumbled the football over and over. Just ask Jason, my manager. But the number one thing I did was activity.
In this episode, I'm giving you my best advice for those of you who are transitioning out from the comfort of your study course to the big, scary field where phone calls and appointments happen. Welcome to the club. Let's get this going!
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Are you going through lots of plots? In this episode, I cover off some mindset things you'll want to remember that will help you stay in the game and not get discouraged along the way. Plus, I go over my experience and case study working the new Internet leads.
So glad you're on the team! Let's get this done together- reach out if you need any help at all.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
In nearly 100% of the appointments I get on, I talk about living benefits. It's one of the things that sets us apart.
"Living benefits" is one of our defining elements of our business model so it's important that you understand what they are, how beneficial they are to our clients and how/when you can talk about them.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Overcoming objections is one of the most valuable skills you'll learn as a field agent. And one of the most common obstacles people put up is when they already have insurance. Work insurance. So, what do you do when you come across a comment like that?
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Did you know that more than half of America runs a side hustle?
Did you also know that most of those earn less than $200 a month?
What does this tell you? America is hungry and they don't know what to do. More than ever before, we're waking up to the fact that the government and our jobs are not going to "take care of us" like we thought. We have to take matters into our own hands and this opportunity is as good as it gets. If you haven't started building your team yet, now is the time. Get urgent about sharing this with others. A year from now, you're going to look back and either be glad you did or wish you had.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Every business has key activities that are the most important, most profitable activities you can do to move your business forward. I this business, it's dialing. If you're not dialing, you're dead. Without phone calls, you have no appointments, which means you have no applications, which means you have no income.
Rather than let fear stop you from dialing, embrace it and get good at it. It's a game-changer. The new live dial sessions are helping so many of us- as a team, we'll break through any barrier. You just have to join.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
One of the things in life insurance that's most misunderstood (or not understood at all) is the difference between a medical policy and a non-medical policy. As an agent, you need to know and understand it well enough to educate your clients on the risks and advantages associated with each.
Here's the scoop on how I walk clients through all that.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
You're getting into the "Mortgage Protection" field as an insurance agent. Better get to know what it's all about.
This episode will teach you how to talk intelligently about it with friends, family, clients, prospects and the guy next to you in line at the grocery store.
To protect your mind, keep listening.
To protect your family, contact us.
To change your life, join our team.
I'm super excited this week. Not because of a whole bunch of personal production. Actually, we got no-showed more than normal so the production side wasn't a great week. I'm excited right now because of team growth. It's so invigorating to talk to someone who's serious about making a change in their life. And it feeds me to know I'm going to be responsible to help someone get out of their job this year.
Will that be you? I hope so.
It's actually not up to me- it's up to you. But you have my commitment if that's what you want and you're willing to bring the work ethic, I'm in to help you the full distance.
In this podcast, I also talk about the four key pillars essential to any business model and how we at Equis have all those in this opportunity. It's why so many are winning here and if you are on board, you'll be one of them, too. Either way, I'm so glad you've joined our team.
Now, let's go make your life matter!
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Every time you start something new, there's a shock factor that happens. It's uncomfortable. You don't know what you're doing. New people, new processes, new environment. And that's all going to be "new" until it's not. Fortunately for you, your body is a miracle and it adjusts if given the opportunity.
It's called acclimation.
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Ever play the game Cashflow by Robert Kiyosaki? Not the most fun game in the world, but certainly good for teaching you some great things about getting out of the Rat Race (living paycheck to paycheck). This week I was dealt an opportunity card and was able to take advantage of it, thanks to Equis having dealt me an opportunity card a year and a half ago.
And you've been given the same card. What are you doing with it?
To protect your mind, keep listening, we're glad you're here.
To protect your family, contact us: http://lifemattersagency.com/contact
To change your life, join our team: http://lifemattersagency.com/equis/
Ever wonder where your emotions come from? And how to control them?
Think about your body's temperature and how it adjusts to your environment. It's your surroundings that bring it up or down. Your body automatically adjusts to your environment. But what if you could control your temperature? What if you were in the driver's seat, adjusting the thermostat rather than reading the thermometer?
In your mind, you can. It takes some practice, but you can 100% control your reactions, good and bad.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
After being an insurance agent for a year and a half now, I've noticed a shift happening. When I first started out, this was a nice side hustle. The numbers played out exactly as everyone said: $3-4K a month part-time, $500 average commission, success rates of different leads, etc.
But slowly something has been happening behind the scenes. Barry Clarkson, our CEO is famous for saying this business is caught, not taught. It has to go from your head to your heart. You'll amaze yourself at the shift that begins to take place in your life.
I can't wait until each of you experiences it. Because when you do...watch out! You definitely have something huge to look forward to- we all do. Let's get out there this week and start protecting families!
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Do you find yourself wondering about a future event? Or maybe you've been guilty of saying, "I can't wait until ___."
A wise man once said, if you're depressed, you're living in the past. If you're anxious, you're living in the future. If you're at peace, you're living in the present.
I happen to have some thoughts this week about just this very thing. And how it really doesn't get any better than right NOW. In more ways than one.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Ever imagined what your life would be like if you actually won the LOTTERY? How amazing it would feel to wake up knowing you're set for life? That you'd never have to work again?
Can you imagine that feeling?
Guess what? You have won the lottery. I'll prove it...
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Have you ever been on an emotional roller coaster? I have been. Early on in the business it was ups and downs- multiple times a day. I'd write an application and be on cloud 9. Then a no-show and I'd question my entire decision to become a life insurance agent.
It's no way to operate any kind of business.
Since that time, I've learned a lot about where all that thought drama comes from and how to reign it in. Here's what I've learned. I hope it helps you stabilize your own ups and downs.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
I'm encouraged this week by the good that still exists in humanity. I'm also as concerned as ever before that we, as a people, are protecting our minds against thoughts, beliefs and ideas that can keep us from accomplishing our goals and dreams.
Listen to a brief story that had a profound impact on me this week.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
If you're waiting for the coronavirus to pass before taking action, you might want to reconsider. There's always going to be something keeping you from your goals. That's the nature of life. It's not all supposed to be rainbows and unicorns.
And anything great will certainly require an equal or grater amount of opposition to overcome in order to achieve it. In fact, the greater the dream, the stronger the opposition. So rather than resist and avoid, why not embrace and embark?
Listen to a big perspective change I had this week.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
There's no question the world has changed. In a big way. You've never been through something like this and it has your head spinning with doubt, angst, confusion and worry.
But where does all this leave you? More importantly, how are you responding to it? Please listen to my heart as I answer those and other questions so many of us are asking ourselves right now. I don't have all the answers, but I feel strongly the message I'm sharing here will help some of you get through this.
And if you feel the urge, share this with anyone you feel might need it. It's a matter of life.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Such a powerful question.
But be super careful how you answer it. Actually, be careful how you ask it. In fact, I recommend you change it up just a little by adding one word that can make a world of difference.
That extra word and a funny sales story.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Ever wanted to know exactly HOW to do something?
When it comes to success, we always crave learning how. But it's actually not as good an idea as you might think. Here are my thoughts on the subject, along with a few funny stories from the field.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Good morning- how was your week? Probably not as big of a flop as mine. But I've learned, how you respond is everything. Especially in this business. Here's what I learned, along with a HUGE announcement! From here, you have one of three options:
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Good morning and happy Saturday everyone. This week I learned how damaging a sneeze can be. Seriously. And did you know a fly in your vehicle can increase your risk of an accident by up to 6 times Day in and day out, it's the little things that make the biggest difference, for good or for bad. Truly, the little things are what matter most. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Good morning and happy Saturday! Take a look at this poor goat: Actually, it's a perfectly normal and happy dog, rolling around with his nose pointed up. Amazing how the way we look at things can change so quickly! Here are a few thoughts about how this applies to you.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday! I have a question for you: what are you WANTING to do vs. what are you WILLING to do? Great question, right? I thought so, too. Here are some of my thoughts, along with a valuable lesson or two from the field from this week. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Hello, friends! Just a few nuggets from this week, including some tips for booking appointments, an elephant, and some thoughts on managing your mind through the challenges. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Hello, friends! I have a couple of funny stories from the field to share this week. Hopefully, they'll help you become a better underwriter. I wrapped it all up with a soapbox moment about how failure relates to fulfillment. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
What's up?! It's been a week! Are you feeling any ups and downs yet? If not, likely you're likely moving too slow. But that's exactly how life is designed. So rather than resist it, here are a couple of suggestions to help you embrace it. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday! This is the year. Why not? It's 2020. It's the perfect year to make it the best ever. And in order for that to happen, there's one thing you're going to have to do. There's no way around it. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday and happy new year! After taking out the trash last week, it's time to let back in ONLY the stuff that serves you for 2020. Let's make this year the best year of your life. And it all starts with what's going on upstairs. To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday! I hope you had a wonderful Christmas! As you wrap up the year, it's good to say goodbye to some old things in order to make room for new ones. Kind of like cleaning out the garage. :)
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday! Do you even have any idea what you're made of? When you take a closer look, you'll notice you're an absolute miracle in every way. However daunting your dream, however challenging the obstacle, you are worth it. Never forget that and attack 2020 like it's true...because it is! To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday! Here are a few highlights from the week, including my thoughts on cleaning out the cobwebs in your brain as you approach the end of the year.
Let's make 2020 your BEST year ever.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Happy Friday! Here are a few highlights from the week, including my thoughts on cleaning out the cobwebs in your brain as you approach the end of the year. Let's make 2020 your BEST year ever.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Why flirt with a decision when you can make a commitment and either succeed or learn? I've been thinking a lot this week about the power of making a commitment. And, inversely, the energy wasted when you change your mind and second guess yourself.
Lingering in the middle is the worst place to be.
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!
Hey everyone! This is my first podcast. I'll be doing these weekly: tips from the field, food for the mind. While they're targeted specifically to other agents on my team, everyone—including clients—can benefit from them.
Disclaimer: I'm not a polished speaker. But I'm as genuine as I can be.
I hope these episodes will bless your life.
Your life matters!
To protect your family: contact me, to protect your mind: keep listening, to change your life: join our team!