You built rapport. Now what?This is where most agents get stuck — transitioning from small talk to the real convo without making it weird.In this episode, the guys break down the 4 transitions that matter most in every sales call:👉 From rapport to the reason you’re there👉 From conversation to pricing👉 From numbers to close👉 From “here’s the offer” to “let’s get it done”⏱️ Timestamps:00:00 – Intro03:00 – From rapport to the sales convo08:10 – Pivoting into price14:30 – Presenting numbers20:25...
Jun 17, 2025•35 min
Everyone remembers their first day in the field… but not everyone survives that first year. In this episode, Grant, Ashton, and Ryan look back at the mistakes, missed opportunities, and key habits that helped them survive (and scale) during their rookie year in insurance sales. This one’s for new agents — or seasoned agents who need a reset. You’ll learn: ✅ What they wish they had done sooner (and what they regret doing at all) ✅ How to cut your learning curve in half with one habit ✅ Why activi...
Jun 05, 2025•23 min
Everyone wants work-life balance — especially in insurance. But what does it actually take to get there? In this episode, Ryan, Grant, and Ashton break down the truth behind what “balance” looks like at different stages in your insurance career — from brand-new agent to full-time builder. They cover: ✅ Why the balance you want starts with intentional imbalance ✅ How to structure your day, your team, and your systems for long-term freedom ✅ The real mindset shift that separates struggling agents ...
May 26, 2025•31 min
Let’s talk about the part of agency growth most leaders don’t plan for: conflict, coaching, and chaos.In this episode, Ryan and Grant dive deep into the real mindset and tools required to lead a growing team — from navigating difficult personalities, to knowing when to bring challenge, and how to avoid micromanaging yourself into burnout.They cover:🔥 Handling Conflict as a Leader 🧠 Coaching With Support & Challenge 💼 Time, ROI, and Staying Profitable Timestamps: 00:00 – Why conflict is pa...
May 16, 2025•38 min
Whether it's an appointment setter, or a new agent, we broke down the qualifications, and character that we look for all in this brand spanking new episode.
May 08, 2025•22 min
What separates a 3-app day from a 7-app day? Structure, professionalism, and confidence.In this episode, our guests Josh Manzano, and Chris Clark, break down exactly how top producers run appointments that convert. From building trust in the first 7 seconds to overcoming the most common new agent pitfalls, this episode is a masterclass in running clean, repeatable systems that lead to consistent sales.Timestamps:00:00 – Why “Here’s my license” is the wrong opener01:32 – How Josh & Chris open...
Apr 10, 2025•30 min
Let's talk about something many agents struggle with but don't talk about — financial struggle. Maybe you're still struggling financially but not necessarily because you're bad at selling, but because you don’t know how to manage your income. In this episode, we break down exactly how to stop living paycheck to paycheck, structure your finances like a real business, and build long-term wealth in the industry. ⏳ Timestamps: 00:00 - Intro: Why most agents struggle financially 03:12 - The biggest m...
Mar 29, 2025•25 min
Your online presence matters more than ever! Whether you're selling insurance or growing an agency, branding yourself properly can make or break your success. In this episode, we cover: ✅ Why clients and agents Google you before working with you ✅ How to make your social media work FOR you, not against you ✅ The biggest branding mistakes that drive people away ✅ Easy, free ways to build credibility and trust online If you're serious about growing your business, this episode is a must-listen! 🎧 ...
Mar 17, 2025•27 min
In this episode, Andrew Jimenez shares the leadership strategies that helped him turn new agents into top producers . Learn how to coach effectively, build systems that scale, and create a winning sales culture. 🎯 Key Takeaways: How to coach agents for consistent performance. The systems that drive sales success. Why accountability is key to growth. 🎧 Available now on Spotify, YouTube, and more! 📌 TIMESTAMPS: 00:00 Introduction 02:15 Andrew’s Journey in Sales 05:30 How to Coach New Agents Eff...
Mar 01, 2025•15 min
In this episode, Ryan Miller shares the leadership strategies and cultural principles that helped him build a multi-million dollar agency. From embracing vulnerability to developing leaders within his team, Ryan provides a roadmap for agents and builders looking to scale their businesses while fostering a positive and empowering environment. 🎯 Topics Covered: - How to create a winning culture in your agency.- The importance of meeting agents where they are.- How vulnerability connects leaders a...
Feb 13, 2025•27 min
In this episode, Dylan Crane reveals his secrets to scaling production and achieving $178K in just one month. From mastering the basics to embracing coaching, Dylan’s approach is one every agent can learn from. 🎯 Key Takeaways: Train, roleplay, and refine your skills daily. Use persistence and hard work to overcome challenges. Invest in the right tools and systems to scale production. 🎧 Available now on Spotify, YouTube, and more! 📌 TIMESTAMPS: 00:00 Introduction 02:10 Dylan’s Journey from Ba...
Feb 10, 2025•36 min
In this episode, Edward Prichett shares his blueprint for scaling an insurance agency to $50M+. Learn how to lead effectively, build scalable systems, and transition from self-employed to a true business owner. 🎯 Key Takeaways: Why conferences and networking matter. How to manage production and team building simultaneously. The systems and education needed to scale your agency. 🎧 Available now on Spotify, YouTube, and all other streaming platforms! 📌 TIMESTAMPS: 00:00 Introduction 02:10 Why C...
Jan 22, 2025•24 min
In this episode, Alek Mires explains how the Support-Challenge Matrix can transform your leadership approach in sales and team-building. Learn how balancing support and challenge helps you develop leaders, overcome obstacles, and empower both agents and clients. 🎯 Key Takeaways: What is the Support-Challenge Matrix? Why support alone doesn’t work—and neither does constant challenge. How to liberate your agents and clients with this tool. About Alek Mires: Alek Mires is a million-dollar agency l...
Jan 15, 2025•24 min
Starting a career in insurance? The first 90 days are crucial for your success. In this episode of the How to Sell Insurance Podcast, we break down the essential habits, strategies, and mindset shifts every new agent needs to thrive.🎯 Topics Covered:Why you need a business owner mindset.Building a disciplined schedule that works.The importance of consistent lead investment.Learning through failure and asking for help.We share practical tips and success stories, including how one agent wrote $10...
Jan 13, 2025•33 min
In this episode, we dive into the strategies behind a game-changing script for digital leads. Grant Lieber and the team reveal how this approach helps agents: Close faster. Reduce cancellations. Build stronger client relationships. Discover why digital leads are the future of insurance sales and how to maximize ROI on your time and investment. 🎧 Listen now on Spotify, YouTube, or your favorite podcast platform! 📌 TIMESTAMPS: 00:00 Introduction 02:10 Why Create a New Script? 05:40 Key Elements ...
Dec 08, 2024•26 min
Holidays can feel like a challenging time to connect with clients—but they don’t have to be! In this episode, we share strategies to maximize appointments and sales during Thanksgiving, Christmas, and beyond. Learn how to overcome client excuses, leverage the power of suggestion, and even use the holidays to grow your warm market. Timestamps: 0:00 – Intro 2:10 – Have You Earned Time Off? 6:45 – Work-Life Balance 10:30 – The Power of Suggestion 14:15 – Overcoming “Call Me After the Holidays” Obje...
Dec 08, 2024•32 min
We explored how storytelling can transform your insurance sales strategy. Discover the importance of third-party stories, when to share them, and how they can drive urgency, overcome objections, and even generate referrals. Key Takeaways: - Why stories are more powerful than facts. - Tips for building your own "story library." - Examples of real -life stories that drive results. Whether you’re a seasoned agent or just starting out, this episode will teach you how to connect with clients and clos...
Nov 26, 2024•21 min
In this episode, the hosts welcome back leadership coach Brian Williamson to explore how coaching can be a game-changer for insurance professionals. Brian shares insights from his eclectic career, which spans the Marine Corps, nonprofit leadership, startups, consulting, and his current role as Chief Leadership Development Officer at Quility. With a PhD in organizational leadership, Brian has a passion for applying the science of positive leadership to help leaders confidently know who they are (...
Nov 19, 2024•24 min
In this episode, we dive into real strategies for overcoming common appointment objections. From handling the classic "I need to think about it" to getting the spouse onboard, we cover how to prepare for objections before they even arise. Whether you're new to the industry or a seasoned agent, these tips can help you close more effectively.Timestamps:0:00 – Intro1:30 – Best Time to Overcome Objections4:20 – Removing Client Objections with a Master Presentation8:10 – The Boomerang Technique12:30 ...
Oct 26, 2024•38 min
In this episode, Ryan and Ashton dive deep into the art of overcoming phone objections. Fresh off a record-breaking month, they share proven strategies and practical insights on how to successfully handle common objections during phone calls. This episode offers valuable tips to close more deals. Learn how to disarm prospects, build rapport, and increase your chances of setting more appointments. Tune in and elevate your sales game! WE TALKED ABOUT: 🔥Best times to call prospects 🔥Disarming tec...
Oct 04, 2024•41 min
In this episode, we dive into the top essential remote work hacks for insurance agents looking to improve productivity and close more deals. Plus, we throw in two bonus hacks to take your virtual sales game to the next level! Learn how to use the right platforms, build trust with clients, and maintain focus while working from home. Whether you're new to remote work or making the transition, these tips will help you succeed! Follow us on socials: Instagram Facebook Youtube or Watch this episode o...
Sep 20, 2024•34 min
In this episode, hosts Ryan and Grant explore how selling smaller insurance policies can lead to greater value for your clients and your business. Learn strategies to position these policies effectively, build trust, and foster long-term client relationships. TIMESTAMPS: 00:00 Introduction (The unexpected value in selling smaller policies) 02:10 The Value Proposition of Smaller Policies 05:35 The Psychology of Selling Smaller Policies 09:50 Case Study: Turning a Small Policy into a Big Win 13:25...
Aug 22, 2024•24 min
In this episode, our hosts, Ryan Federico, Grant Leber and Ashton DelangoLunday dive deep into the art of using text messaging to close insurance sales. Discover: - Effective strategies for engaging clients through text - How to avoid getting ghosted by prospects - Tips for working with older leads - The psychological tactics that make text-based selling successful
Jul 03, 2024•30 min
We’re back for another season of insurance secrets, and selling tactics! This relaunch comes with a set of fresh perspectives, and winning tips and tricks to help you grow your sales. In this episode, our hosts, Ryan and Ashton come back joined by our latest addition to the party, Grant Leber, to talk all about the mindset and commitment behind a successful sale. Tune in to learn more about the importance of adopting standards, the role of competition in success, and the dangers of settling for ...
Jun 12, 2024•32 min•Ep. 1
Get ready to level up your sales game! 🚀 In this episode, hosts Ryan Federico, and Ashton DeLangoLunday, talked about the critical aspect of preparing and practicing for insurance sales appointments. Don't miss out on this episode if you're ready to transform your sales formula and achieve better results!
Jun 11, 2024•24 min
Ready, Set, SWAT! In today’s episode, we talked about our reflections and favorite highlights from the lated SWAT conference this year and took a dive into the art of selling insurance, focusing on understanding and connecting with your clients on a deeper level. We discuss the importance of visualization and the power of the subconscious mind in achieving your goals. We also explore the significant impact of personal development on your professional and personal success. Keep watching to get a ...
Jun 05, 2024•30 min•Ep. 3
In this episode, we dive into the mindset necessary for success in the insurance industry. The hosts discuss the importance of commitment, execution, and the willingness to learn from feedback and mistakes. Learn how you can double your income in six months through the tips and strategies dropped by the hosts. This episode is a must-listen for anyone looking to level up their insurance sales game. Check us out on: Watch/ Listen to this episode on YouTube Instagram Facebook...
May 24, 2024•37 min•Ep. 2
Ryan, Keith, and Ashton tell some of their favorite stories of selling insurance during the holidays!
Dec 29, 2022•24 min•Season 1Ep. 19
In this episode, Ryan, Keith, and Ashton go over how to still make sure that business happens during the best time of the year, the holidays!
Dec 01, 2022•34 min•Season 1Ep. 17
Ryan, Keith, and Ashton discuss what are the "keys" to listen out for in order to help your client best, and what are those keywords or phrases to listen out for in order to secure the sale. Make sure to tune in to see how you might be able to help families more efficiently
Dec 01, 2022•38 min•Season 1Ep. 18
