Last week we talked about how good leadership with solid systems, track records, and trustworthy people is key to success in life insurance sales. We even laid out the path to a six figures sales career in your first year. But what about those who are ready to take the next step? How do you scale your business to seven figures and beyond? In this episode, Roger Short and Zach McElwain cover a simple and empowering strategy to scale your insurance business to seven figures in revenue. 

We have all seen videos and podcasts that say things like “6 figures in 6 Days” and wanted to replicate it. One thing to remember is that starting any new business comes with start-up costs, and starting in insurance sales is no different. The trick is understanding what those costs are and setting your expectations accordingly. We realized that in 160+ episodes we have never covered the start-up costs for independent insurance sales. In this episode, Chris Ball and Zach McElwain cover the real start-up cost to begin your life insurance sales journey.

What if we told you there was a way to make an extra $100,000 this year without overhauling your entire sales approach? What if we told you it was as simple as asking a few extra questions on appointments you are taking? Sounds too good to be true, right?  Well, life insurance agents all over the country are discovering the power of annuities and retirement planning, which is accessible to sell with a life producer's license. By simply letting their clients know they can provide this service, life insurance agents are maximizing the value they bring to the client.  In this episode, Roger Short and Zach McElwain talk with Pat Schmidt about the power of annuity sales and how it can propel your life insurance sales journey.

It’s easy to look at the challenges life throws at us and just walk away. This is doubly so in life insurance sales. We run into carrier questions, underwriting issues, “problems” with leads, and a litany of other hurdles on a daily basis. But every hurdle is a stepping stone to the next opportunity. That’s the way Medicare Master Brian Thompson looks at it anyway. In this episode, Roger Short and Chris Ball talk with Brian Thompson about his journey to find success in life insurance sales.

We have all looked back at our past and wondered if we made the right decisions in our professional lives. We might have thought we would quickly find success or make a lot of money right away. In reality, success takes time, hard work, and the ability to learn from our mistakes.  As we all know, hindsight is 20/20, and there are inevitably things we wish we had known or done differently. In this episode, Roger Short, Chris Ball, and Zach McElwain share their own experiences and insights, as well as practical advice for those just starting out.

Every successful team in sports or business has one thing in common, a great coach. This is especially true in life insurance sales. A coach's job in insurance sales involves holding up a picture of their agents' vision, goals, and dreams as well as listening to and building a relationship with them. Far too often uplines, team leaders, and agency owners in the insurance space focus too much on position and not enough on coaching.  New and developing agents need practical and tactical coaching, as well as engaging and interactive training to find success in life insurance sales. In this episode, Zach McElwain and Chris Ball discuss leadership and coaching in the insurance industry.

Transitioning into insurance sales is a difficult decision to make, especially if you are currently in a “safe” job. You might worry about not having the correct prerequisites to find success in this business, or the idea of leaving that “safe” position is too scary.  Well, what if we told you that you could write $18,000 in business a month working part-time with no degree? That is exactly what today’s guest did while she was transitioning from her old career into life insurance sales. In this episode, Roger Short and Chris Ball talk with Lisa Joos about her journey from fitness marketing to final expense sales.

Everyone's journey into life insurance sales is different. Our “Whys” will differ from agent to agent, but one thing is the same in almost everyone’s story. That first step into the business is exhilarating…and terrifying. The idea of being your own boss and having an uncapped income is super attractive. But what vertical should I focus on? Should I use a leads-based system or a warm market? Captive or independent? In-person or telesales…or both? It can be intimidating, but success is sure to follow for those who buy into a system and stick with it.  In this episode, Roger Short and Zach McElwain talk with Michael Bond about his entrance into the life insurance sales business and how he found six-figure success. 

We have been in the life insurance industry long enough to have seen all the cycles. We’ve seen agents rise, fall, and then disappear. We’ve seen agents struggle and then give up and we have seen others overcome those struggles and win. And we keep getting asked the same question, what is the secret to success in life insurance sales? The conclusion we have come to is this; success in life insurance sales boils down to one concept, consistency. In this episode, Roger Short and Chris Ball discuss the importance of consistency in your life insurance business.