If you joined the team call on Wednesday, you heard my wife talk about driving in a rut. Rain causes muddy dirt roads, and when folks drive in the same place over and over, they get into a rut.

Whether we're talking about life or a road, ruts are slippery and they try to keep you locked in. They're hard to get out of. Oddly, sometimes they're just "comfortable" enough that we stay there because the pain or discomfort isn't big enough.

If you're not moving as quickly as you'd like, it may simply be that your pain isn't great enough to get you to take the action you need. Listen in on this story and some teaching that will help you shift that mindset.

Have a great week!

If you like this, you may enjoy ⁠my book⁠.

To protect your family, ⁠contact us⁠.

To change your life, ⁠join our team⁠.

The presentation is one of the most important things you will need to master as a life insurance agent. Think about it: you have a short period of time to build rapport and trust, educate, qualify and get your prospect to make a commitment right then and there.

That's a lot.

It can be overwhelming, especially for a new agent, to know what to say and how to structure the appointment so you don't leave something out or ramble on about something that's not important. This podcast will help you keep on track in a very simple way. Don't memorize an appointment, simply learn a basic structure and practice it over and over until you get good.

I want to issue a challenge: take this information and go out and run 10 appointments this week on whomever you can get in front of: friends, family, leads, Facebook followers, or your neighbor down the street. It doesn't matter. Just the practice alone will be extremely valuable. Taking massive action will cure almost any problem you have in this business.

Have a great week!

If you like this, you may enjoy ⁠my book⁠.

To protect your family, ⁠contact us⁠.

To change your life, ⁠join our team⁠.

There are thirty seconds left on the clock. You're third and goal, 3 yards to go. What do you do? How did you get there?

In business, as in sports, it's all about execution. Goals are nice, shiny objects but they're simply a guide to point you in the right direction. They're a metric by which you can know if you've arrived at a certain point. A goal is the result of sustained, consistent execution. Without execution, goals are nothing. Point a boat with no motor or oars toward the harbor and you guarantee it won't end up arriving there. Execution is the engine. You have to know your game plan and run your plays every day, week, and month.

If you're struggling with your weekly plan, I hope this helps. Get a clear plan, set your numbers, and get obsessed with your activity.

If you like this, you may enjoy ⁠my book⁠.

To protect your family, ⁠contact us⁠.

To change your life, ⁠join our team⁠.

One of the most important things you can do as an agent is to track your numbers.

Yet even this simple activity can be overwhelming. So let's simplify this down another level. What if, at the end of the day, the thing that mattered most was one single number. That's it. Would that help you focus and know where to spend your time?

That's what this podcast is all about.

It's your magic number. Know it and build your business around it.

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.

A critical part of being a newer agent is learning the "bump set spike" dynamic that happens during your appointment. There's a way for you to set up so that when you bring in a manager, they're empowered to help you make that sale.

This podcast dives down into what you say and how you can say it to give yourself the best odds for success.

If you're newer and still rely on a "senior underwriter" to help you close during your appointment, master this process.

Your life matters!

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.

From time to time, we all drift. Likely, more than you think. When that happens, we have to hit the big RESET button.

This podcast is your tool to check yourself against the basics that have always made this industry great. Use these 15 questions (and your honest answers) to figure out where and how far you've drifted...and then empower yourself with what to do next.

Everyone needs a good checkup from the neck up every now and then. The difference between those who succeed and those who don't is that successful people correct their course early on. Unsuccessful people do not.

Be in the first crowd.

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.

Time to mix in a little product training this week. A very common misunderstanding new agents have is how the different final expense products work. There's a lot of new terminology that may or may not make sense. It's a new language.

It won't take you very many appointments to come across folks wanting insurance who are going through a lot of health conditions. Sooner or later, you have to understand the difference between level, graded and guaranteed issue. This episode helps break all that down for you so you can accurately describe how a policy will pay out when writing one of these products.

I hope it helps!

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.

Life reminded me once again this week about how valuable it is to love and serve. If there was a job description for what we, as life insurance agents do, it would be this: love and serve people. That's it.

Stop trying to sell and just seek to serve.

Make it a great week!

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.

Remember your childhood when your parents read you the story of the three little pigs?

There was something profound about it that you may not have realized at that young of an age. But get this, each one was building something. But one was building something much bigger than the other two. Something that would last much longer and provide much more value.

Building a life insurance business can work much the same way. You can build yourself a job or your can build a legacy.

Listen in and I'll explain...

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.

Every watched one of those sports flicks that's based on a true story? My favorite category, by the way. I'm inspired by watching the underdog come back from behind, beating all the odds and conquering the undefeated champion. I like it because I relate to it. It feels like me.

Do you ever feel like the underdog? If so, you're in good company. Every one of you can be the last one standing in the ring, sweaty, tired, beat up, scratched, bruised and bleeding. It's not pretty, but it's usually how victory looks.

If you like this, you may enjoy my book.

To protect your family, contact us.

To change your life, join our team.