This week we welcome Jason Fisher to the show. After working for New York Life Insurance Company for three years, Jason has made a successful switch from face-to-face sales to selling over the phone. On this week’s episode Jason talks about his current online life insurance selling businesses and what makes them successful. Tune in to find out about six pivotal lessons Jason learned from his first year of running these businesses. Don’t miss these golden success tips that you can start using tod...
Jul 03, 2014•29 min
With internet quickly becoming the go-to resource for life insurance buyers, many life insurance agents are scrambling to get into the “web game” and hitting dead ends. This week I am answering listener questions about setting up your life insurance business for success. I dive into specific details about what separates successful agents from the rest, as well as give specific tips and techniques to help you stand out from the crowd. I also cover topics like the common denominator in successful ...
Jun 26, 2014•14 min
On this week’s episode, I am joined by Chris Huntley from InsuranceBlogByChris.com. 10 years ago, Chris was a struggling independent agent trying to come up with solid leads. Then, while taking part of an insurance forum, he was offered the opportunity that changed his life. Since that day, Chris has brought in over 18,000 leads, with a consistent average of 500-600 visitors to his site per day. Two years ago, Chris stumbled upon a way to target niche insurance groups to generate solid leads. Hi...
Jun 19, 2014•31 min
This week, I am talking with Brent Kelly, founder and coach of Empowering Sales, about the importance of storytelling in sales. Brent, speaker and 14-year insurance veteran, recently started his own consulting and training business. He teaches salespeople how to build a signature brand and develop their storytelling skills in order to emotionally connect with their customers. Brent shares some of his wealth of knowledge on how develop and market storytelling skills to create the media maven with...
Jun 12, 2014•21 min
This week, I am talking to Jan Pinney, owner of Pinney Insurance. Jan has been hailed as creating one of the most progressive life insurance IMOs in the industry. A 40 year consecutive MDRT qualifier, Jan has created a juggernaut of an IMO in the life insurance industry. With Pinney Insurance, Jan has developed a formula for success and a simple but powerful way to set yourself apart as a Life Insurance Agent. Jan’s formula is simple and all of his employees are expected to follow the easy steps...
Jun 05, 2014•38 min
If you were to start all over, what would you do? I get asked this question a lot . Over a year ago my response to this question would have been much different, up until I discovered an amazing strategy that works for quickly creating life insurance leads – niche marketing. The single quickest way to start generating life insurance leads from your own efforts is, hands down, picking a single niche, being unique, and being the best in it. Listen to this week’s episode to find out about the vast v...
May 29, 2014•19 min
Have you ever wondered why some internet life insurance agents are successful and some are not? This week, I analyze the characteristics that define successful agents. First and foremost, I explain the importance of never making excuses to yourself in regards to working on your business and how to internalize the right mindset for it. This key characteristic most definitely sets successful agents apart from the rest. Another characteristic of a successful agent is the ability to recognize exactl...
May 22, 2014•16 min
Over the course of our careers as life insurance agents we are always finding better ways to close a sale. At times, we can be our own worst enemy by becoming so absorbed by the details of the sale that we fail to connect and we end up missing the sale. This week, I invited Gary Wallace back to the show to speak about the six ways that you can ruin a life insurance sale over the phone. We discuss exactly how making these mistakes affects your clients as well as how to prevent these mistakes from...
May 15, 2014•22 min
One of the biggest perks of being an independent life insurance salesman online and over the phone is being able work from anywhere with an internet connection. With the enough dedication it is possible to be a successful agent doing business anywhere in the world. This week, I’m pleased to welcome Liran Hirschkorn back on to the show. Liran is a perfect example of a successful location-independent online insurance agent who works internationally. On this episode, Liran shares the tools and tech...
May 08, 2014•22 min
This week, I am talking with Joe Anthony, CEO of J.A. & Associates, about how to market and manage your reputation as a life insurance agent. Joe works with local companies with an average earning potential between one and ten million dollars a year. He teaches them how to build their online reputation and monitor it for years to come. Joe will share his four-step impeccable reputation marketing strategy on how to build, market, monitor, and cultivate an online standing. Listen in to find ou...
May 01, 2014•30 min
On this week’s episode, we welcome John Carroll from www.InsuranceSplash.com. He writes a blog and hosts a podcast that teaches insurance agents marketing ideas and strategies to grow their presence online. John will share priceless online marketing advice on topics like blogging that produces results, quote forms that convert, and SEO that works. Tune in to find out what exactly many agents are doing wrong that prevents them from achieving the most success in their business. People in the episo...
Apr 24, 2014•22 min
This week, I talk to Joe Simonds of Advisor Internet Marketing about how to stand out in your marketplace. Heavily influenced by Seth Godin’s “Purple Cow” concept, Joe Simonds explains the importance of separating yourself from the sea of other life insurance salesmen. You will hear real-life examples of people who successfully pulled this off and are now killing it in their markets. Don’t miss this episode! Grab a pen and a paper and start taking some notes on how to exactly position yourself a...
Apr 17, 2014•29 min
Where should life insurance agents start with search engine optimization (SEO) is the question we’re tackling on this episode with my guest Jake Puhl. Jake is a SEO expert who specializes in optimizing local businesses to show up highly in all ways possible online. The trust and reputation your business has online are the main factors of your online ranking. Tune in to hear the great tips Jake lays out and the regimen he gives to ensure that we’re on the right path. People in the episode: Jake P...
Apr 10, 2014•34 min
This week, I’ve decided to step away from the interviews and start addressing some listener questions. A lot of agents want to know the easiest way to start generating leads, and they want to know what myself, or some other successful agents are doing. We’ll talk about how you should be proactive in learning marketing and really honing your skills by trial and error. I’ll share a story about an agent that was able to drastically reduce his cost per lead just by formulating a legitimate marketing...
Apr 03, 2014•15 min
This week, I’ve invited Jason Patterson on to the show to talk about SEO strategies. Jason has been instrumental in the success of my search engine rankings. I’ll be talking to him about advice he thinks is crucial for life insurance agents to succeed in ranking their own sites. We’ll also talk about a site that we partnered on that was generating up to 49 organic life insurance leads per day, and submitting over $100,000 worth of applications per month that suddenly tanked. Jason is an SEO ninj...
Mar 27, 2014•29 min
This week, I’m answering a listener question about how to set yourself apart from other agents who are selling the same product. I’ll discuss the concept of Table Selection in poker, and how that relates to creating an edge in the life insurance marketplace. We’ll talk about what you can do specifically to “play the table” where you have an immediate edge, and really carve out a niche for yourself in the life insurance industry. People in the episode: Jeff Root: jeff@selltermlife.com Mentioned o...
Mar 20, 2014•14 min
This week, we’re going to do something a little bit different. I’ve invited Gary Wallace on to the show to have a candid discussion about working in a life insurance call center. Gary and I used to work in a life insurance call center together, and he actually trained me to sell life insurance over the phone. We’ll talk about production and compensation, how to streamline your systems and processes, and why independent life insurance agents should be running their business more like a life insur...
Mar 13, 2014•20 min
This week, I’m pleased to welcome Ryan Pinney on to the show. Ryan is an expert at using to technology to drive life insurance sales. He is also a veritable powerhouse when it comes to using technology to streamline the application and underwriting processes. We’ll talk about why customer 2.0 is changing the life insurance agency, and what you can do to stay ahead of the curve. Just having the sales and product knowledge isn’t good enough anymore. In today’s episode, you’ll hear some incredible ...
Mar 06, 2014•50 min
This week, I’m taking a little bit of a different approach. A lot of people are starting life insurance websites and not seeing any results. I’ll be highlighting several listener questions about selling life insurance online. I’ll explain what successful life insurance marketers are doing, and what separates them from agents who have websites, but aren’t generating any leads. I’ll also talk about how to get started prospecting online, where to prospect, what methods you should be using, and the ...
Feb 27, 2014•16 min
No other life insurance agent online has branded himself better online than Jeff Rose. Jeff is a Certified Financial Planner who runs several successful websites, and is the author of the new book “Solider of Finance”. I’ve invited Jeff on to the podcast to share some of his trusted techniques to claiming and expanding digital authority. Jeff’s clients feel like they know him personally before they ever purchase from him. In today’s episode, you’ll hear some of his tips on building your own pers...
Feb 20, 2014•31 min
This week, we’ll be talking about every life insurance agent’s greatest asset; their book of business. I’ve invited Lee Martinez on to the podcast to share some very actionable tips and advice on how to manage your clients. Lee has is a wealth of information on re-writing terms and generating real, organic referral business . In today’s episode, you’ll hear some of the best strategies for creating new business from your existing client list. People in the episode: Jeff Root: jeff@selltermlife.co...
Feb 13, 2014•32 min
This week, we’ll be covering a topic every life insurance agent selling over the phone should understand; how to know if your sales and processing are in line with industry benchmarks. I’ve invited Nic West back on to the podcast to lend his expertise to the discussion. Nic has personally placed over 6000 policies in force over the phone and is now overseeing a life insurance call center where he has a huge sample size of data. In today’s episode, you’ll hear some raw numbers and crucial insight...
Feb 06, 2014•24 min
The insurance lead marketplace is fickle, and understanding how it works in the modern world is more than demanding. Clelland Green joins us on the show this week to discuss how he generates life insurance leads for his lead buyers and his thoughts on the life insurance lead marketplace. Clelland is an ex-insurance agent who gradually shifted to lead vending through trial and error. He has learned the ins and outs of the lead marketplace, and his perspective is invaluable for agents and vendors ...
Jan 30, 2014•39 min
Social networking and Search Engine Optimization have changed the way that Insurance companies do business. I’ve invited Ryan Hanley on the show this week to talk about how to craft your online presence, and really build your authority. Ryan helps marketers and businesses find their audience and tell their story online. He has accelerated his local, family-run insurance company’s online presence simply by producing more content. In today’s episode, you’ll learn the steps you can take to develop ...
Jan 23, 2014•37 min
Making the transition from face to face life insurance sales into online and over the phone sales may seem like something in the distant future, but that’s not the case. To show how attainable it is to move your life insurance sales business online, I’ve brought in Liran Hirschkorn this week to share his story. Just one year ago, Liran struck out on his own and began building his online presence. In today’s episode, you’ll hear all about the steps he took, the traps he fell into (and precisely h...
Jan 16, 2014•42 min
We’re in an industry that’s been around over 100 years and life insurance has been sold the same over that time. For the first time, there’s a shift in the way life insurance is being purchased and sold and it’s moving in the direction of us agents selling online and over the phone. Trend #1 : Sales trending online are moving upward and will eclipse face to face sales soon Trend #2 : Over the next decade there will be a shortage of life insurance agents and more lives to write for everyone in th...
Jan 11, 2014•29 min
