Where there is no value, there is no price low enough.

In this Life Insurance Academy Podcast episode, Roger breaks down one of the most misunderstood—and feared—parts of the sales conversation: money. If you've ever heard a client say "I want to think about it" or "That's too expensive", this episode will completely change how you hear (and handle) those objections.

You'll learn:

The 5 real reasons people don't buy (and why "no money" usually isn't the real one)
Why price is rarely the problem—perceived value is
How to confidently isolate and eliminate objections instead of chasing follow-ups
The psychology behind money conversations in final expense vs. mortgage protection
How to lead with empathy, clarity, and affordability—without discounting or apologizing
Why great agents don't pressure… they guide

This episode introduces The Money Dial—a practical framework to help clients connect price to purpose, move from hesitation to confidence, and make buying decisions that actually stick.

If you want higher close rates, better persistency, and more confident money conversations, this is a must-watch.

👉 Take action: Before your next appointment, write down your three most common objections and script two empathetic clarifying questions for each. Practice them out loud. Lead with value—and watch your results change.

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