Podcast
Life Insurance Academy Podcast
Hosted by Life Insurance Academy · EN
Are you new to the life insurance sales industry?...or have you been struggling to find your footing and develop real sales growth and profitability in your career? Perhaps you are an independent agent who's gotten some traction but are hitting some roadblocks and now you are ready to take your business to the next level.
The LIA Podcast is a life insurance sales show brought to you by some good guys who are really great at what they do. Not only is their focus is on agent development, sales training, performance and success, they also place an extremely high value on client care and always doing the right thing. The Life Insurance Academy podcast takes you out of the classroom and into the conversations of these top producing agents and their guests.
The LIA show is a listening experience that is a complement to the on-demand e-learning training resource of LifeInsuranceAcademy.org. The Life Insurance Academy was designed by agents for agents to help address the most common issues and challenges faced by life agents.
LifeInsuranceAcademy.org
Life insurance academy is an online educational platform for selling final expense, term, IULs, whole life and mortgage protection insurance. It's designed for beginners in the life insurance industry who may not have any sales experience and for the veteran who simply needs to improve their game. While navigating through the life insurance academy you'll find podcasts, videos and downloadable content and supporting sales materials to help you increase your sales and manage your book of business. Inside you will learn about prospecting, leads, how to approach your clients, proven sales processes and presentations, closing techniques, client care and much more.
42episodes
Episodes
Newest firstAll episodes
How to Build Sales Confidence as a New Life Insurance Agent
2w ago00:31:34Tap to summarizeConfidence in life insurance sales does not magically appear after your first application. It is built through preparation, repetition, and recognizing the wins that happen long before a policy is submitted. In this episode of the Life Insurance Academy Podcast, the team breaks down how new and experienced agents can develop real confidence throughout the sales process. From mastering your script and practicing better questions to improving your underwriting knowledge, price presentations, and e-application skills, you can begin building confidence before making your first dial. You'll learn: • Why confidence is the memory of success—and why you get to define what success looks like • How small wins create momentum throughout your sales journey • Why practicing before dialing can save you time, money, and frustration • The four areas every agent should master: scripts, questions, underwriting and pricing, and carrier applications • How a daily 20–30 minute warm-up can improve your performance • Why top-producing agents prepare like professional athletes • How to honestly evaluate whether insurance is your career, part-time commitment, or hobby Every agent wants to perform—and earn—like an all-star. The question is whether you are willing to prepare and practice like one. Learn more about Life Insurance Academy's training and coaching opportunities at LifeInsuranceAcademy.org. What is one area of your sales process you are committing to practice this week? Let us know in the comments. Subscribe to the Life Insurance Academy Podcast for more practical training, proven sales strategies, and conversations designed to help insurance agents grow.
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Can You Sell Life Insurance Part-Time? (The Honest Answer)
3w ago00:32:49Tap to summarizeCan you become a successful life insurance agent while working part-time? The answer is yes—but working part-time cannot mean giving part-time effort. In this episode of the Life Insurance Academy Podcast, Chris and Zach discuss what it takes to build an insurance business while balancing another job, family responsibilities, and limited hours. They explain why success is measured by your activity and effort—not simply how many hours you have available. You'll learn: • The difference between being hungry and being desperate • Why consistent, back-to-back repetitions accelerate your learning • How to create momentum with a limited schedule • What you may need to sacrifice during the transition period • Why opportunities and activity are the two biggest levers you control • How to determine whether you're ready to bet on yourself • Why a "full-time attitude" matters more than a full-time schedule Chris also shares how he began selling insurance part-time while working at a roofing supply company—and how he eventually realized he was losing money by continuing to show up at the job he once considered his security. Building a life insurance business is simple, but it isn't easy. It requires an investment of time, money, and emotional energy. However, with the right activity, training, mentorship, and personal ownership, you can build the confidence and income needed to make a successful transition. Can life insurance be done part-time? Absolutely. But you must approach it with a full-time attitude. Comment "HELP" below if you'd like to connect with the Life Insurance Academy team, and subscribe for more practical training to help you become a more confident and successful life insurance agent. #LifeInsuranceAgent #InsuranceSales #LifeInsuranceSales #SalesTraining #Entrepreneurship
Transcribe →The 4 Questions Every Life Insurance Agent Must Master
4w ago00:34:28Tap to summarizeIf your sales conversations feel rushed, scripted, or you're hearing "I need to think about it" too often, this episode is for you. The best life insurance agents don't close with pressure—they close with questions. In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the four types of questions that can completely transform your sales conversations: ✅ Leading Questions – Guide the conversation with confidence ✅ Clarifying Questions – Build trust and uncover what's really being said ✅ Probing Questions – Help clients discover the emotional reason they need coverage ✅ Qualifying Questions – Gather information naturally while maintaining authority You'll learn why curiosity is one of the greatest superpowers in sales, how to avoid making assumptions, and how asking the right questions helps clients take ownership of their decisions instead of feeling sold. Whether you're brand new to life insurance sales or a seasoned producer looking to improve your close rate and policy persistency, this episode will help you have better conversations that lead to better results. If you enjoyed this episode, be sure to like, subscribe, and share it with another agent who's ready to level up their sales game.
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The Daily Habits That Create Six-Figure Insurance Agents
Jul 800:33:32Tap to summarizeSuccess in life insurance isn't about talent—it's about habits. In this episode of the Life Insurance Academy Podcast, Zach McElwain and Roger Short break down the daily disciplines that consistently separate struggling agents from six-figure producers. If you've ever wondered why some agents seem to thrive while others constantly feel stuck, this conversation gives you a practical roadmap you can start using immediately. You'll discover: Why protecting your revenue-producing hours is non-negotiable The numbers every successful agent tracks (and why emotions can mislead you) How mastering one process beats chasing every new strategy Why consistency always outperforms motivation A 30-Day Producer Challenge you can implement today Whether you're brand new to the business or looking to break through your current production ceiling, these habits can completely change the trajectory of your career. 💬 Challenge: Which of these three habits are you committing to over the next 30 days? Let us know in the comments! 👇 Subscribe for more practical training to help you grow your life insurance business. #LifeInsurance #LifeInsuranceAgent #InsuranceSales #SalesTraining #LifeInsuranceAcademy #InsuranceCareer #SalesSuccess #Entrepreneur #SalesHabits #FinancialServices
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Top 4 Mistakes That Keep Insurance Agents Stuck
Jul 100:34:01Tap to summarizeWhy do so many life insurance agents struggle to make it in this business? The answer isn't a lack of talent. It's a lack of focus. In this episode of the Life Insurance Academy Podcast, Roger Short and Zach McElwain pull back the curtain on the real reasons agents fail—and more importantly, how you can avoid becoming one of them. They break down the four biggest mistakes that keep agents stuck: Staying busy instead of being productive Letting emotions dictate daily activity Allowing fear of rejection to control decisions Chasing every new opportunity instead of mastering one If you've ever felt like you're working hard but not seeing results, this conversation will challenge your thinking and give you practical direction for building a profitable insurance business. Whether you're brand new to life insurance or you've been in the industry for years, this episode will help you identify what's holding you back and how top producers think differently. 👇 We'd love to hear from you: Which of these four areas has cost you the most in your business? Leave a comment below! If you enjoyed this episode: ✅ Like this video ✅ Subscribe for weekly insurance sales training ✅ Share this episode with another agent who needs to hear it Interested in taking your business to the next level? 👉 Learn more about Life Insurance Academy coaching and training: https://lifeinsuranceacademy.org/ 🎧 Listen on your favorite podcast platform or watch every episode right here on YouTube. #LifeInsurance #InsuranceSales #LifeInsuranceAgent #SalesTraining #Entrepreneurship #InsuranceBusiness #SalesMindset #LifeInsuranceAcademy
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From Lead Quality to Sales Success: A Roadmap for Agents
Jun 2400:53:58Tap to summarizeWhat does it really take to succeed in life insurance sales today? In this episode of the Life Insurance Academy Podcast, Roger Short sits down with Oscar Gonzalez, founder of Scale My Social and CLSD Leads, to discuss the current state of the life insurance industry, lead generation myths, AI's impact on sales, and the habits that separate top producers from everyone else. Oscar shares his journey from selling long-distance services as a teenager to building multimillion-dollar businesses and helping agents across the country generate high-quality leads. Along the way, he reveals why investing in yourself is the greatest competitive advantage you can have, how top producers think differently about leads, and why the opportunity in life insurance has never been greater. Whether you're a brand-new agent, struggling to gain traction, or looking to scale your business, this conversation is packed with practical insights you can apply immediately. In this episode, you'll learn: • The biggest misconceptions agents have about buying leads • Why skill development matters more than lead quality • What top producers do differently than struggling agents • How AI is changing lead generation and marketing • Why younger generations are flocking to the insurance industry • The importance of investing in yourself and your business • How to create consistent growth through proven systems If you're serious about building a successful life insurance business, this episode is one you don't want to miss. Subscribe for more training, interviews, and strategies designed to help you sell with confidence, serve more families, and grow your business. #LifeInsurance #LifeInsuranceSales #InsuranceAgent #LeadGeneration #FinalExpense #MortgageProtection #SalesTraining #LifeInsuranceAcademy #InsuranceMarketing #Telesales
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How This New Agent Wrote $92,361 in Premium After Starting From Scratch
Jun 1700:26:02Tap to summarizeWhat does it take to go from zero sales experience to writing over $92,000 in life insurance premium in a single month? In this episode of the Life Insurance Academy Podcast, Roger Short sits down with Nick Deshotel, a former corporate employee who spent more than eight years climbing the corporate ladder before making the leap into the life insurance industry. Nick shares the reality of starting from scratch, working a full-time job while building his insurance business on the side, investing in leads, overcoming rejection, and developing the skills necessary to succeed. Just nine months after getting licensed, Nick achieved a massive $92,361 month and left his corporate career behind. If you're a new agent, considering a career in life insurance, or looking for inspiration to push through the challenges of building a business, this episode is packed with practical advice and real-world experience. In this episode, you'll learn: ✅ How Nick transitioned from corporate America into life insurance ✅ Why mentorship accelerated his growth ✅ The truth about working "part-time" in insurance ✅ How consistent activity leads to breakthrough results ✅ The importance of investing in yourself and your business ✅ What it takes to go from beginner to top producer Whether you're brand new to the industry or looking to level up your production, Nick's story proves that success leaves clues—and that ordinary people can achieve extraordinary results when they commit to the process. 🔔 Subscribe for more interviews, sales training, and strategies to help you build a successful life insurance career. Learn more about Life Insurance Academy: https://lifeinsuranceacademy.org/ Attend a Bootcamp: https://lifeinsuranceacademy.org/bootcamps/ #LifeInsurance #InsuranceSales #LifeInsuranceAgent #SalesTraining #Entrepreneurship #LifeInsuranceAcademy #InsuranceBusiness #SalesSuccess
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Why Prospects Keep Hanging Up On You (And How to Stop It)
Jun 1000:43:43Tap to summarizeWhy do prospects keep hanging up on your calls? If you've ever felt frustrated after spending money on leads only to get sent straight to voicemail—or worse, hung up on—this episode is for you. In this episode of the Life Insurance Academy Podcast, Roger Short and Chris Ball tackle one of the biggest challenges agents face in telesales and field sales: getting prospects to stay engaged long enough to have a meaningful conversation. You'll discover: • Why prospects hang up even when they requested information • The psychology of confusion, distrust, and interruption • How authority creates trust without sounding aggressive • When and how to use pattern interrupts to keep conversations alive • The difference between being pushy and being confidently authoritative • How your energy level impacts prospect engagement • Practical examples you can apply on your very next call If you're tired of hearing clicks, objections, and quick dismissals, this episode will help you build stronger connections, create more engagement, and ultimately have more conversations with people who genuinely need your help. Subscribe for more sales training, telesales strategies, and life insurance coaching from the Life Insurance Academy. #LifeInsurance #Telesales #InsuranceSales #FinalExpense #LifeInsuranceAgent #SalesTraining #LifeInsuranceAcademy #PhoneSales #InsuranceLeads #SalesTips
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Here's The Truth About Leads, Sales, and Success in Insurance
Jun 300:34:31Tap to summarizeToo many insurance agents stay stuck because of the stories they keep telling themselves. In this episode of the Life Insurance Academy Podcast, Zach and Chris break down some of the biggest lies agents believe — and how those lies quietly destroy production, consistency, confidence, and growth. From blaming leads… to fearing rejection… to believing clients only care about price… this conversation gets real about what actually separates struggling agents from top producers. If you've ever said: • "I just need better leads." • "People don't really want insurance." • "I'm too busy." • "I don't want to be pushy." • "Clients only care about price." …then this episode is for you. The truth? Most agents don't have a lead problem — they have a consistency, follow-up, skill, or mindset problem. And once you identify the real issue, everything can change. In this episode: ✅ Why "bad leads" are usually an excuse ✅ The real reason clients buy life insurance ✅ How busy agents stay broke ✅ The difference between being pushy and being direct ✅ Why value matters more than price ✅ How top producers think differently Whether you're brand new to the industry or already producing at a high level, this episode will challenge the way you think — and help you uncover the mindset shifts that create lasting success. 👇 What's a lie YOU've caught yourself believing in sales or business? Drop it in the comments. Subscribe for more conversations designed to help you grow your confidence, your skill set, and your business. #LifeInsurance #InsuranceSales #LifeInsuranceAgent #SalesMindset #InsuranceTraining #LifeInsuranceAcademy #Telesales #Entrepreneurship #SalesTraining
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Start Building Daily Habits That Create Top Insurance Producers
May 2700:32:10Tap to summarizeIn this episode of the Life Insurance Academy Podcast, we dive deep into the habits, rhythms, and routines that separate struggling agents from agents who create real momentum in their business. If you've ever felt like you worked all day with nothing to show for it… this episode is for you. We break down the "Change Formula" and walk through the daily and weekly patterns that help agents stay consistent, recover from tough days, and build lasting success in life insurance sales. In this episode, you'll learn: • The 5 repetitions that create momentum • How to structure your daily workflow for production • Why your mindset and environment matter • How top producers recover from bad calls quickly • The importance of reviewing your activity and tracking your numbers • Why small "2-degree shifts" can completely change your business • How to avoid constantly restarting and finally build consistency Whether you're a brand-new agent or a seasoned producer trying to level up, this episode will help you create systems that lead to long-term growth and confidence. Want to join our LIVE coaching sessions every Thursday? Check the links below to learn more and get connected. 👇 RESOURCES & LINKS https://lifeinsuranceacademy.org/enroll/ 👍 If this episode helped you, make sure to: • Like this video • Subscribe to the channel • Drop a comment with ONE change you're committing to this week #LifeInsurance #InsuranceSales #Telesales #SalesMindset #LifeInsuranceAgent #SalesTraining #InsuranceAgent #Productivity #Entrepreneurship #LifeInsuranceAcademy
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