Podcast
Modern Life Insurance Selling Podcast
Hosted by Jeff Root: Location Independent Life Insurance Salesman · EN
Join your host Jeff Root every Thursday morning where you’ll learn how to grow a more profitable life insurance business by selling online and over the phone from anywhere with an internet connection. Jeff will show you how to harness the power of the internet to increase your income and enjoy the lifestyle of being location independent. Sound too good to be true? Listen in and judge for yourself or head over to selltermlife.com.
10episodes
Episodes
Newest firstAll episodes
Characteristics of Top Producing Life Insurance Agents
Aug 15, 201800:39:15Tap to summarizeIn this episode, David Duford of DavidDuford.com talks about his new book called “Interviews With Top Producing Insurance Agents” (buy on Amazon here)where he interviews 13 top producing life insurance agents. We also discuss the process of getting his direct to consumer burial insurance site to daily inbound leads and phone calls. In this episode learn: 1) What it took to get daily leads from the search engines (free leads!) from a brand new website within 6 months. 2) What carriers he sells over the phone. 3) Shared characteristics of top producing life insurance agents. People in the episode: Jeff Root: jeff@selltermlife.com David Duford: DavidDuford.com Mentioned on this episode: Digital Life Insurance Agent Book (Amazon link) SellTermLife Website Service (used to build David’s site) Interviews with Top Producing Insurance Agents Book (Amazon link) Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Numbers Are In The Niches
Feb 8, 201800:23:05Tap to summarizeRandy VanderVaate In this episode, Randy Vandervaate guest hosts and interviews Jimmy McMillan from heartlifeinsurance.com. Both Randy and Jimmy have built niche websites producing consistent life insurance business and discuss the process and what it takes. In this episode learn: 1) How to niche down your life insurance website to get better results in the most efficient way possible 2) Going from concept state to daily leads within 1 year 3) Creating a website to differentiate yourself from the larger more established life insurance websites 4) Educational opportunities to get you up to speed as quickly as possible People in the episode: Randy VanderVaate Jimmy McMillan Jimmy McMillan Mentioned on this episode: SellTermLife Website Service (lifetime community access included) SellTermLife Community The Digital Life Insurance Agent Book (on Amazon.com) DigitalBGA (IMO/BGA for telesales agents) Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Journey of a New Website to Daily Life Insurance Leads (Within 6 Months!)
Jul 27, 201700:31:22Tap to summarizeIn this episode, Anthony Martin of ChoiceMutual.com walks us through his journey of starting a website from scratch and getting to daily leads from the search engines within 6 months. We also talk about why many agents fail at final expense telesales and some ways he makes it work. In this episode learn: 1) What it took to get daily leads from the search engines (free leads!) from a brand new website within 6 months. 2) The link building methods used to fuel his website’s success 3) Why final expense telesales works for some agents and doesn’t for others 4) The 3 core final expense telesales companies Anthony currently writes. 0:00 – 21:45: New website to daily leads discussion 21:45: Selling Final Expense Over The Phone People in the episode: Jeff Root: jeff@selltermlife.com Anthony Martin Mentioned on this episode: SellTermLife Website Service (used to build Anthony’s site) Broken Backlinking by Brian Dean Help a Reporter Out Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Success With Buying Life Insurance Leads with Glen Shelton
Jun 22, 201700:35:10Tap to summarizeGlen Shelton owns Lead Heroes, a telemarketed lead vendor and in this episode we discuss working internet leads and what it takes to become successful doing it through some of our own insights into the business. We talk about timeframe to profitability, following up on leads, advice on transitioning to telesales and a bunch of other topics. In this episode learn: 1) What following up on your leads should look like. 2) How long it takes to become profitable working internet leads. 3) Advice on transitioning to buying internet leads and selling over the phone. People in the episode: Jeff Root: jeff@selltermlife.com Glen Shelton: glen@leadheroes.com Mentioned on this episode: Lead Heroes How To Qualify, Present & Sell Final Expense and Medicare Supplements To Seniors Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Turn Key Digital Marketing Processes with Jonathan Musgrave
Jun 1, 201700:33:47Tap to summarizeJonathan Musgrave has been building turn-key digital marketing processes for agents for years. Using a combination of targeted traffic and an optimized digital marketing process, he delivers only the hottest of prospects to his agent clients. In this episode learn: 1) What it looks like to build a turn-key digital marketing strategy. 2) Facebook ads best practices. 3) How to get started to building turn-key digital marketing campaigns. People in the episode: Jeff Root: jeff@selltermlife.com Jonathan Musgrave: jonathan@wiredadviser.com Mentioned on this episode: The Digital Life Insurance Agent Book SellTermLife Custom Life Insurance Website Unbounce.com Perfect Facebook Ad Reference .pdf Anadomy Course **Secret Purchase Page for 50% off Anadomy Course** Link to Jonathan’s Calendar Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Selling Indexed Universal Life Insurance Over The Phone With Brett Kitchen
May 5, 201600:29:53Tap to summarizeBrett Kitchen has the most experience of marketing and selling Indexed Universal Life Insurance (IUL) over the phone the phone of anyone I know. He’s also authored the book “Wealth Beyond Wall Street” and has a program to train and help agents sell IUL over the phone. In this episode learn: 1) How to identify the right IUL prospects. 2) An overview of presenting IUL over the phone. 3) Why agents should be offering IUL products. People in the episode: Jeff Root: jeff@selltermlife.com Brett Kitchen: mail@brettkitchen.com Mentioned on this episode: EliteLeadsEliteAdvisors.com (if questions, call 801-693-1677) Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Habits of Successful Life Insurance Telesales Agents
Apr 7, 201601:11:20Tap to summarizeTodd Ewing has the most direct to consumer telesales experience that I know of in the industry and he shares his 7 habits of successful life insurance telesales in this episode. At-A-Glance Success: * Produced over $1 billion in premium * Supervised over 500,00 paid policies * Created and built 3 start-up agencies As an Executive Insurance Consultant, he’s helped the top Direct Marketers, BGA’s and IMO’s grow and improve both top and bottom-line results. As Corporate Officer, he helped Transamerica, SelectQuote and InsWeb, Inc. produce record revenue. In this episode learn: 1) How to effectively develop rapport over the phone. 2) How to differentiate yourself with your value proposition 3) Master qualification and underwriting 4) How to present the rates and what to do in what Todd refers to as the “critical moment” 5) And much, much more. (The training starts at 21:00) Click Here to View the Full Transcript Jeff Root: Welcome to the podcast, Todd. Todd Ewing: Hey. Thanks, Jeff. I appreciate the opportunity to speak with you and all the good folks out there. Jeff Root: Yup, so why don’t you share with us what you’re seeing out there in the industry and then maybe go into a little background about yourself. Todd Ewing: That sounds great. Thanks, Jeff. Hi, everybody. My name, again, is Todd Ewing and it’s a pleasure to speak with you and present and convey some proven techniques to help you grow your business. First, I want to thank Jeff for the opportunity to speak with you. I really appreciate this chance, Jeff, and hopefully we’ll be able to generate some great results; short term and long term. Jeff Root: Pleasures all mine. Todd Ewing: Yeah. For everybody out there you probably heard there’s tremendous momentum in our industry around technology and new catalysts of change. InsurTech and in tech companies are popping up everywhere and deep capital is being deployed to reinvent the life insurance arena. Buzz words like innovation, disruption, and transformation are really permeating the landscape for insurance carries, EGAs, IMOs, financial institutions and direct marketers. The direct to consumer experience, D to C as you’ll hear it often referred to is really the paradigm shift for increasing sales. The consumer and consumer experience, that is known as CS, is truly paramount. It is the kind of new success; knowing who your consumer is, how they operate, what modality in which they want to transact business and how they’re looking to protect their family in terms of the greatest value. When I say value I don’t simply mean the lowest price. I never want to get into price wars because ultimately you’ll lose that battle. There will always be another carrier, the faster gun in the west, that comes up with a lower two cent price per month. We need to look at the overall picture of creating the greatest value for the consumer. Before I jump into this maybe I can give a little background on myself. I’ve been in the industry for twenty-five plus years. My first real job out of UCLA when I graduated was working for a little company at the time called SelectQuote Insurance Services; probably all hear of that. Jeff Root: We’re all familiar with them. Yup. Todd Ewing: Yup. The ubiquitous ads, believe it or not, just … Some of the commercials that are run are ones that I wrote and helped produce fifteen, sixteen years ago when I was there. I guess they legs. In my opinion they’re getting a little stale, but hey, it still makes the phone ring so … My first job was at SelectQuote. I had the good fortune of being promoted fairly quickly to an agent. I’d never sold life insurance door to door, face to face, knee to knee at the kitchen table. It was all new to me and my training literally was one night. The office manager and president’s wife gave me a huge journal like the Bible. It was an enormous binder. It had all the under writing guidelines in there. She said to me, “Memorize these and you’ll start selling tomorrow.” That was my training. Jeff Root: Wow. Todd Ewing: I got on the phone and and my very first day, for whatever reason … To this day I’m still not certain why I was able to be so successful. It just was intrinsic. It was a native talent for some reason. My first day I sold ten applications over the phone. Jeff Root: Awesome. Todd Ewing: The most in the history of SelectQuote to that point, they’d been a business for six years, was four in one day. I was the eighth agent to be on the floor and for the next, and this is me patting myself on the back kind of breaking my arm doing so, that I lead the company every day, every week, every month, every year for three and a half years in sales. In fact, they actually had to create a new comp line and take me out of it because I was skewing the numbers so badly. Then after three and a half years I totaled over eight thousand pay policies sold over the phone. One day I sold thirty-two applications. Jeff Root: Oh my gosh. Todd Ewing: I think it still may be a record. Back then the carriers were not what we know today. They weren’t the usual suspects. It was travelers, and Midland Mutual Life, and Jackson National, and Federal Kemper which had so many different names, right? The [inaudible 00:04:15]. We didn’t have the luxury of being known to the consumer. It was a brand new experience so we had to create trust and value, unlike today where you go online and type in term life insurance in Google and there’s literally pages and pages, thousands- Jeff Root: Right. Todd Ewing: Of people that claim that they can sell [inaudible 00:04:35]. This was before Al Gore invented the internet, right? People were transacting business all over the phone and it was kind of a cumbersome process but in reality it felt so new and unique to the customer they liked, even back then, not having to go face to face with a stranger or disclose personal financial and health data to a friend or relative. That anonymity was to our advantage. After selling I had the opportunity to move into management and quickly rose to the vice president of sales and marketing for SelectQuote. I ended up staying there for thirteen years. It was a great ride, loved it. This is back [inaudible 00:05:17] when the internet was starting to come online. We developed an internet team within a whole internet platform. We called it [inaudible 00:05:26], the web team and quickly fifty percent of our volume came in through the web. We grew from eight agents when I first started to over eighty agents and our premiums and revenues literally quadrupled. We had a great ride. We became the known direct marketer in the state and they always say, “Imitation is the greatest form of flattery.” A ton of companies started popping up there after trying to do what we had accomplished at SelectQuote. From there I had an opportunity to literally move out of the San Francisco Bay Area and join a company called InsWeb. The CEO called me there, and founder, and said, “Hey, we’d like to move into the life space. You’re just the guy to help us build and start a new one. We want you to teach us everything; direct to consumer marketing, direct marketing, as well as how to close more effectively over the phone.” They already had a P & C, property and casualty, company selling home and auto. I was brought up there to build up a whole new life division for them. We did that and introduced all new carriers and … Really the transformation that occurred there for me was I wanted to do something a little bit different. I just didn’t want to build a better mouse trap than what we’d accomplished at SelectQuote. We started selling … This is cutting edge back then, we started selling universal life policies over the phone. That became transformative. SelectQuote, in the thirteen years that I was there, the highest premium, the largest case, was fourteen thousand dollars. At InsWeb, in our third month I had a gentleman, one of my agents, sell an eighty thousand and a forty thousand that went paid in the fourth month. Jeff Root: That’s pretty typical nowadays now that everybody is use to purchasing online and over the phone. Todd Ewing: Right. Back then it was a challenge to try to get the trust and have people submit payment of that large- Jeff Root: Yeah. Todd Ewing: To an unknown company. Today people are buying houses and cars online. Jeff Root: Yup. Todd Ewing: That’s fairly commonplace. Huge opportunity to do that. We’re also selling non med products which w...
Transcribe →Online Sales Funnels To Generate Appointments and Leads
Mar 17, 201600:30:18Tap to summarizeJovan Will from advisorinternetmarketing.com works with top financial advisors across the country to prosper in the digital age. We talk in detail about his marketing strategies to get appointments to market annuities and other financial products. Some agents are even selling annuities 100% over the phone and doing very, very well. In this episode learn: 1) How he uses his sales funnel to schedule appointments automatically and only speak with hot prospects. He believes in quality of leads and not volume of leads and his funnels do this. We go in depth on this topic. 2) Ways to drive traffic into his funnel, from the most expensive way to the most simplified way and some under the radar techniques. Lots of different strategies discussed. 3) Jovan has a small website that has 15 blog posts and generates 5 annuity appointments (not leads, actual appointments on the calendar) – every week from the search engines. We talk about the characteristics of this website and how you can do this on a local and national level. People in the episode: Jeff Root: jeff@selltermlife.com Jovan Will: jovan@advisorinternetmarketing.com Mentioned on this episode: Advisor Internet Marketing Bright Scope Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Final Expense Sales Techniques and Lead Programs
Feb 18, 201600:31:37Tap to summarizeThe market for final expense is just getting bigger as more and more baby boomers are aging into retirement. This week we’re bringing in David Duford from FEAgentMentor.com to discuss how he teaches final expense agents to grow their business. We’ll cover lead programs, sales techniques and general advice on how you can sell more final expense life insurance. In this episode learn: 1. Top final expense lead programs 2. Sales techniques in presenting final expense 3. Insights to the final expense market People in the episode: Jeff Root: jeff@selltermlife.com David Duford: DavidDuford.com Mentioned on this episode: DavidDuford.com customizedquote.com needalead.com jenmarco.com leadconnections.com Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page
Transcribe →Integrating Direct Mail in Your Life Insurance Business
Nov 5, 201500:19:19Tap to summarizeShaun Caldwell makes a great case to implement direct mail in your business. As the internet continues to provide increasing access to more products, the need for direct mail will grow as means to differentiate brands and sustain existing customer relationships. In this episode we discuss” In this episode learn: 1. The risks in relying solely on internet marketing 2. The elements of an effective direct mail campaign 3. What an integrated direct mail approach looks like. People in the episode: Jeff Root: jeff@selltermlife.com Shaun Caldwell: info@charlotteprint.com Mentioned on this episode: CharlottePrint.com White Pages Pro Listening Options: Subscribe via iTunes Tune on Stitcher Radio Grab the RSS Feed here Or use the player at the top of this page Want to help improve the show? Want to hear about a specific topic? Just want to leave some feedback?
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