If you're in this business you have to be OK with rejection. Since we all get it, why not make it fun? This week, we're taking a little break from our normal podcast for a little comic relief with some real-life rejection voicemails. I hope you enjoy!

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Topic: learning the basics of Indexed Universal Life policies

Let's tackle the big, scary topic of Indexed Universal Life insurance policies. If you've gotten your license, you've seen the terminology in your textbook or in the study course. But sometimes it helps to have someone break it down for you in layman's terms. 

I spent a year and a half avoiding the IUL conversations (and tripping over them when I tried). This podcast is dedicated to helping you understand the basics of how to talk about, present and sell IULs in the home. I've also revamped the presentation, adding in the IUL slide so you can be prepared to reference it if the conversation goes that direction. Opportunities are there, and if your mind is ready, you'll capture them!

So, let's go... 

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If you're just getting started in this business, I'm going to say something that may scare you off: some days are full of disappointment. Then again, if you're looking for something that is 100% void of disappointment, you're not going to find it. Rocky said it best: "It ain't about how hard ya hit. It's about how hard you can get it and keep moving forward."

My week was a roller coaster. The first half was awful. But that second half...

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Ever wondered how much more you could be making if you did everything right all the time? Well, first, it's a tough question to answer because we can always be doing better than we are. And that's what this podcast is all about. There may be a few things you can tweak in your business that make all the difference in your profitability. 

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Last week I did something I've never done before. It pushed my mind and body further than I thought I could go and at the end of the long, exhausting journey, I came away with some life-changing lessons.

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This is perhaps the shortest podcast episode you've ever listened to. But nowhere will you find a more important and life-changing lesson. If you have two minutes, take a listen! If you don't even have two minutes, you have even more reason for the need to listen.

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A prospect doesn't know what he doesn't know. It's easy as a new agent to become intimidated on an appointment.

"What if they ask a question and I don't know the answer?"

"What if they don't say YES?"

"What if they say something and I have no idea what they're talking about?"

The noise in your head can keep you from sales. The truth is, you don't HAVE to be a walking, talking encyclopedia. Turns out the prospect doesn't care nearly as much about that as they do about your confidence level and that they trust you. Gaining trust is nothing more than being genuinely interested and asking questions.

In this podcast, I break down one part of my sales process that helps guide a prospect into a solution, based on their demographic.

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Harsh subject line, I know. But it's the truth. Before you sit down to eat some worms, hear me out. The ONLY thing people care about is WIIFM (what's in it for me), a radio station that tunes into THEM. Their lives, their family, their problems and their solutions. That's all that matters...to them anyway.

When you come into a home, who's best interest do you have at heart? Yours or your clients?

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Ever sat across from a couple where one of them couldn't qualify for anything but Guaranteed Issue? If you're like me, you thought to yourself, "I wish I had something better to offer. Well, now you do.

Here's an out-of-the box approach that is better for you and can be a heckofalot better for your client in the long run. 

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Ever tried driving while wearing someone else's glasses? That's how people crash. Make sure you have a solid accidental death plan in place before you try it. Better yet, don't try it at all because the blurriness will only make it hard for you to navigate your way to your destination.

Sound familiar? See where I'm going with this?

Success in life (and at Equis) requires a crystal clear vision of where you are going and who you are becoming along the way.

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To change your life, join our team.