Episode Description
I was 6 months into the life insurance business, doing everything my upline told me — buying leads, making dials, buying more leads — and I still wasn't making $10,000 a month. Some months I was actually losing thousands of dollars. I felt stuck, scared, and ready to quit.
In this episode, I break down the 3 specific changes I made that took me from struggling to pay my bills to consistently earning over $10,000 every single month. These same changes helped me sell over $550,000 in premium my first year and build an agency that's now doing over $1 million in monthly sales.
I'm giving you all the tools and lessons I learned the hard way — so you don't have to struggle like I did.
Show Notes
Change #1 — Fix Your Sales Process
- Use ONE winning script. Stop rotating through dozens of scripts. Build a single proven script with a clear flow: intro → medical section → credibility section → qualifying questions → pitch → present options → close → objection handling.
- Learn underwriting. Don't just sell 1–3 products your upline told you to push. Learn how to match products to clients' health conditions (diabetes, COPD, etc.) so you're offering real value — fewer objections, higher close rates.
- Master objection handling. Use the 3-loop method for intro objections: (1) Acknowledge + overcome, (2) Acknowledge + pattern interrupt + overcome, (3) Acknowledge + set a fake appointment + overcome. Do the same for closing objections. Role play relentlessly and review your calls.
- Understand product commissions. Know the difference between simplified issue and guaranteed issue. Aim for 80% simplified / 20% guaranteed issue. Take the 9-month advance — you need the cash flow to reinvest in your systems.
Change #2 — Build a Tracking System
- Track your daily KPIs: dials, contacts, presentations, and sales. Goal: 10 contacts/day → 5 presentations/day → 2 sales/day.
- Track your 30-day cash: What the carrier actually pays you based on compensation rate, product type, and commission rate.
- Track your mix of business: Monitor your simplified vs. guaranteed issue ratio.
- Track all expenses: Leads, systems, chargebacks — down to the penny, day by day.
- Track your 12-month cash: Residual income from months 10, 11, and 12. This is where the business becomes truly profitable.
- Track profit per day, placement rate, and chargebacks.
- Use one business bank account with a tool like QuickBooks or Rocket Money to run a monthly P&L.
Change #3 — Build Real Systems
- Take control of your leads. Stop relying on shared leads at $25/lead going to 3 agents. Learn to generate your own leads through Facebook ads or other channels.
- Speed to lead matters. Contact new leads within minutes, not hours. Use a system that alerts you immediately so you're the first call they get.
- Build a customer retention system. Don't just sell and move on. Call clients monthly for the first 3 months — if they make it to month 3, they typically stay for the year. Save lapsing policies by calling carriers and rebooking payments.
- Create a repeatable daily system. Leads come in → contact fast → run your sales process → track your numbers → nurture unconverted leads with emails and drip campaigns. Repeat 6 days a week.
Key Takeaway
Stop flying blind. Build a winning script, track every number, and create systems that produce reliable, duplicatable results. The data tells the story — face it, fix it, and the money follows.
Links & Resources
🔗 I'm Hiring Agents: https://careers.legacyfamilylife.com/
📚 My Free Sales Course + Scripts: https://www.skool.com/master-final-expense-sales-4497/about
Join My Team
I'm hiring. If you want to build an insurance business or grow inside our FREE leads + $50k salary opportunity, I would like to meet you. It's simple: we have the BEST leads, the BEST culture, and the BEST training. We have a repeatable sales system that will help you sell $40k/mo like clockwork.
This is NOT an MLM agency. We do not hire everyone — we only hire winners.
Want to build your own business with our systems? You can also be a broker with our company.
