To close their series, Chris and Jeremy talk about depression and how mental battles can cause paralysis in the field. Dealing with the feeling that nothing matters is something most of us have experienced on some level (medically and otherwise) so here is some context as well as some mind-hacks for being successful in spite of the voices that lie to us in our heads.

Continuing their series on Head Games, Chris and Jeremy build on their talk from last week by discussing next steps in the face of anxiety. The relationship between anxiety and fear, recognizing you're not alone, and the importance of asking for help are all unpacked here in an episode to which we can all relate!

To kick off this new series, Chris and Jeremy have a transparent conversation about mental struggles and combating the voices we entertain in this world of sales. There are some profound and practical takeaways for what to do when the inevitable doubts come in your mind - particularly at the beginning of your week! Listen in to hear why Mondays are so important!

In our final episode of Back 2 Basics, Roger Short gives us the rundown of the must-do's following the sale of a policy. Everything from connecting clients to our brand, cooling-down, asking for referrals, administrative responsibilities, and following up down the road is detailed in this episode. With this guidelines you can make sure your new applications get paid, stay on the books, and call YOU next time they need help with life insurance.

As a follow-up to last week's talk about Closing, Zach and Roger cover the importance of sensitivity to your client's budget and how to go about discovering crucial information to price out your plans effectively. They also map out how to use The Premium Close (vs. last week's Benefit Close) to maximize a plan for your clients' total needs!

Our round-table interview tackles the art of closing the deal. When it comes to crossing the finish line in a sale, you need to ABH - Always Be Helping! Be in control, be assumptive, move forward. Experts Zach and Roger give you the details this week for how to do exactly that, as well as how to properly price out a sustainable Benefit plan for your clients!

Continuing our series on the fundamentals, Chris Ball unpacks some important and practical steps to handling our clients' objections. If you've already listened to the previous 11 segments, you will greatly reduce the objections you get... but when you do get one, this episode will teach you to move past it!

An in-depth look into the world of underwriting, this episode features Chris Ball's tips and insights about proper approaches to getting your clients qualified. Finding the right plan, explaining it, and helping to set appropriate expectations for your client is all on the road towards a win-win sale. Check it out!

Today we learn the art of transitions and how to utilize them effectively, as well as how to ensure that you're bringing your clients along with you during your presentation as you head towards a close. A useful tie-down will eliminate a lot of future objections, so be sure to listen to this home-run from Zach and Chris!

The sales presentation really is at the heart of every sit and appointment with our clients, so today Roger and Chris helped us delve into the components of an effective presentation. They addressed the all-important purposes of the presentation and how to use it properly to serve every client we encounter.