All Episodes

#353: The Sale Before the Sale

#352: Your Brain Is a Terrible CRM

#351: Somebody's Gotta Get Uncomfortable

#350: Don't Just Make a Sale. Make a Client for Life.

#349: Your Success Application

#348: Hungry or Desperate? There's a Place for Both.

#347: The Three Expectation Traps You Need to Avoid

#346: 10 Things I Wish I'd Done Sooner

#345: 10 Things I'm Glad I Did My First Year in Insurance

#344: Winners fall in Love with Boring

#343: Execution Is Everything

#342: Before Blaming the Leads...

#341: The Hidden Cost of Starting Over

#340: The Middle Is Where People Quit

#339: Stop Renegotiating With Yourself

#338: The Algorithm of Your Life

#337: Three Success Stories Doing Policy Reviews

#336: What I learned in 10 Minutes Meeting Gary Vaynerchuk

#335: Five New Ways to Turbocharge your Mindset

#334: Your Journey as a Life Insurance Agency Builder

#333: Five Stages of Lead Flow

#332: The Three Hurdles of a Life Insurance Sale

#331: Who Wants a Million Dollar Life Insurance Policy?

#330: From $125 to a Billion-Dollar Brand

#329: Why Trying to Sell Is Costing You Sales

#328: Compressing Timelines and the Law of the Harvest

#327: Insane Debt 2 Capital Case #2

#326: What ROI, ROT and ROA Have to do With Life Insurance

#325: Your Lead Strategy- the Lifeblood of Your Business

#324: What are You Tolerating? And Why You Shouldn't...

#323: Selling Life Insurance with Logic or Emotion?

#322: Sick, Broke, Seasoned and Stupid

#321: Is Quitting an Option?

#320: How to Make a Six Figure Income (The Better Way)

#319: How to Make a Six-Figure Income in 2026 with Life Insurance

#318: Leveraging your MOST Valuable Asset as a Life Insurance Agent

#317: Wrapping up the Year / Life Dial Example: Already Have Coverage

#316: What Life Insurance IS vs. What it DOES

#315: The Five Things Holding You Back

#314: What the SHELL are you Thinking

#313: Train to Failure in Life Insurance

#312: The Three Phases of Your Career in Life Insurance

#311: How to Eliminate Worry and Fear

#310: Four Value Building Statements for your Next Life Insurance Conversation

#309: What's at the Core of Everything we Sell?

#308: Final Expense for... Young Healthy People? Say what?!!

#307: The Five Ps of the Perfect Business Model

#306: A Simple Way to Understand Cash Value Life Insurance

#305: Three Questions to Ask Yourself at the End of Each Day

#304: How Much Does "Which Policy" Truly Matter?

#303: Four Opportunities for Making a Sale in a Life Insurance Appointment

#302: Carrying the Torch of Freedom (my take on the Charlie Kirk tragedy)

#301: How to Muster up Confidence

#300: The Gestation Period of Success in Insurance

#299: Is Whole Life Insurance Worth it?

#298: Six Things to Cut in Order to Grow

#297: Children's Policies- Good, Better, Best

#296: Come as You Are

#295 A Framework for Making Big Decisions

#294: Understanding Underwriting Principles

#293: How to Have Enough Money for Leads

#292: How to Have Enough Time

#291: Hang in There Long Enough!

#290: The First Half vs. the Second Half of a Life Insurance Appointment

#289: How to Build a Relentless Mindset

#288: Carrier Rundown: The Good and the Bad

#287: Let's Put Risk and Fear in Their Place!

#286: The Psychology of Money

#285: There's an Answer to Your Problem!

#284: Estate Planning to Help Fund Your Lead Bill

#283: The Gameplan for 3K in 30 days as a Life Insurance Agent

#282 (sales): How to Get More Prospects Showing up to Your Appointment

#281 The Third Trajectory

#280: How a Halfhearted Commitment Guarantees Failure

#279 (sales): The Anatomy of a Virtual Life Insurance Appointment

#278: You're Never Going to "Feel" Like it

#277: The Recipe for Success in Life Insurance

#276: Fight for the Future that's Available to You

#275: How to Avoid the Chargeback Fairy

#274: Why you Should Stop Avoiding the Hard Things

#273: It's Time to Build Your Life Insurance Agency

#272: Four Situations Where you Should Never Give a Quote in Life Insurance

#271: A Mindset Hack that Can Change Lives (Especially Your Own)

#270: The Most Important Question You can Ask in a Life Insurance Appointment

#269: The Three Contracts You Must Keep as a Life Insurance Agent

#268: How to Conduct an Agent Interview

#267: What the Compound Effect has to do with Life Insurance

#266: The 2025 Equis Opportunity Overview for Life Insurance Agents

#265: Year End Report & 2024 Numbers

#264: How to do a Proper Life Insurance Appointment Intake

#263: Our 2025 Comp & Bonus Program, plus Other Nuggets from Conference

#262: Which One Costs Less: Term or Whole Life Insurance?

#261: Are You Desperate Enough?

#260: Core Value #6: Attitude

#259: Core Value #5: Toughness!

#258: Core Value #4: Humility

#257: Core Value #3: Relationships

#256: Core Value #2: Ownership

#255: Core Value #1: Respect

#254: How to Overcome Fear and Move Forward in Spite of it

#253: Who Wants to Get Lucky in Life Insurance?

#252: The Four Secrets of a Successful Life Insurance Agent

#251: Four Core Beliefs that will Change your Perception

#250 (Sales): Mastering the Art of the Pivot

#249 (sales): Lots of Small yes’s Lead to the one BIG YES

#248: Selling Life Insurance to Military & Vets: VGLI vs. Civilian Coverage

#247 (sales): How to Relax and Have an Awesome Dial Session

#246: The Power of Spread

#245 (sales): Three Solid Questions to ask During Your Life Insurance Appointment

#244: IUL isn't for Everyone

#243: Seven Questions to Ask When your Life Insurance Business isn't Going How You Want

#242: Five Top Reasons People Fail

#241: What is the Cost of Not Hitting your Goals?

#240: FREEDOM!

#239 : My 19 Failures Before Becoming a Life Insurance Agent

#238: Focus on What Matters Most

#237 (sales): Setting the Table, Part II (before the pricing)

#236: The Importance of Placement and Persistency...and How to Fix Them

#235: Secrets of a Millionaire Mind- Recap Part 2

#234: Secrets of a Millionaire Mind- Recap Part 1

#233: How to Look Past the Bugs in your Life

#232 (sales): How to Get Started Properly in Your Life Insurance Career

#231: The Crazy Thing About Momentum in Life Insurance Sales

#230 (sales): The Three Strategies of a Mortgage Protection Insurance Appointment

#229: How to be a Solid Life Insurance Mentee

#228: Comparing the Life Insurance Model with the Traditional Work Model

#227: Why Equis Financial?

#226: Plugging into the Equis System

#225: The Secret of Success in Life (or Life Insurance)

#224 (sales): Setting the Table for a Life Insurance Appointment

#223 (sales): How to Work With $1M Life Insurance Cases

#222: The Equis Opportunity for Independent Life Insurance Agents

#221 (sales): Understanding IUL vs. UL in Life Insurance

#220: Rolling out Equis Financial's new Comp Plan (and what it means to you)

#216: Tomorrow Starts Tonight (try this five-minute planning tip)

#217: An Insane Debt-Free for Life Case

#219: Six Non-Negotiables for New Life Insurance Agents

#218 (sales): When to Possibly Replace a Life Insurance Policy

#215: Revolutionize Your Life Insurance Business in 2024

#214: The Most Valuable Asset a Life Insurance Agent Owns

#213: Life Insurance Agents are not Just Quote Machines

#212: The One Degree Difference in a Life Insurance Agent's Career

#211 (sales): The First 90 Days- Getting Started as a Life Insurance Agent

#210: Virtual vs. Face to Face Models for Life Insurance Agents

#209: The Man You've Never Heard of Who Defied All Odds

#208: The Dog Ate My Prospect

#207: Five Things Life Insurance Agents Should STOP Doing

#206 (sales): The Jeopardy Approach to Selling Life Insurance

#205 (sales): The Five Hurdles of Any Life Insurance Appointment

#204: The Life Insurance Gameplan for Making Six Figures and Beyond

#203: How to do a Life Insurance Policy Review

#202: The Value of Showing Up as a Life Insurance Agent

#201 (sales): Delivery is King

#200: The Basic Steps for Success

#199: What do You HAVE to do?

#198: A Rundown of my Favorite Carriers, When to Use Them and What to Use

#197: Is There a Recession Going on in your Mind?

#196: Case Study with Terry & Leslie

#195 (Sales): Think of the Children!

#194: Taking That First Step of Faith

#193 (Sales): How to Make Your Appointments Flow

#192: Get Your Energy Bus Going!

#191: Leveraging the DF4L Opportunity

#190 (Sales): How to Approach People About What you do

#189: The One and Only Way to Fail

#188: Obstacles, Challenges & Excuses

#187: The Thing About Fear

#186: What is your ROI (Return on Inactivity)?

#185: The Six Figure Income Game Plan

#184: How and When Change Happens

#183 (Sales): Key Elements of a Presentation

#182: Execution is More Important than Goals

#181: What is your Magic Number?

#180: Setting up and Introducing on an Appointment

#179: Self Administered Checkup from the Neck up (15 critical questions to ask yourself)

#178 (Product): How Level, Graded, ROP and Guaranteed Issue Pay Out

#177: Just Love and Serve People

#176: What Kind of House are you Building?

#175: Victory is Messy

#174: Put Yourself in a Position to WIN

#173: Three Underwriting Lessons Learned this Week

#172: The Parable of the Vehicle

#171: Recap of the Dallas Convention

#170: A Fresh Perspective on Success

#169 (Product): The Ins and Outs of Universal Life

#168 (sales): Turn a Thinkaboutit into a Client

#167: The Price of Freedom

#166 (sales): Selling Ethos: Keep your Presentations Simple

#165: Why Goals Matter

#164: The Year Trust Died and Why it Matters to You

#163: 2022 Numbers, Insights and the Wonky Math of Consistent Activity

#162: Tools for your 2023 Game Plan

#161: How much of a Hurry are you in?

#160 (Sales): Finding Referrals for RYD, IULs and Annuities

#159: Get Your Big Picture

#158: The World's Greatest Superpower

#157: Five Sales Scenarios to Look For on an Appointment

#156 (Sales): Turning a NO into a YES

#155: Dallas Training Recap- Prosperity and Ethos

#154: Law of Love

#153: Your Three-Step Journey to Success

#152: Six Ways to Increase your Profitability

#151: How to Guarantee You'll Fail as a Life Insurance Agent

#150: Beautiful Excuses

#149: What to Recommend and When

#148: JUMP!

#147: The Top Five Mistakes New Agents Make

#146: Establishing a Daily Routine

#145: Writing Your First App with CFG

#144: Your Five Problems

#143: Everything Starts with a Decision

#142: What's the BEST That can Happen?

#141: Five Ways to Build Rapport

#140: Five Steps to Reprogram your Brain

#139: Think FROM Your Goals

#138: What Does a Dog Have to do With it?

#137: Key Takeaways from the Orlando Leadership Conference

#136: Seven Probing Questions (borrowed from Jeremy Miner)

#135: My Best Advice for New Agents

#134: Are You Selling Half-Brained?

#133: Exactly What to Say (part 2 of 2)

#132: Exactly What to Say (part 1 of 2)

#131: The Equis Opportunity

#130: Your Five Biggest Problems

#129: Underwriting 101

#128: What's All This Chatter About D34L (AKA infinite banking)?

#127: Business Compound Interest

#126: Three Powerful Principles of Selling: Awareness, Herd and Permission

#125: The Sale is Located Right Behind the Problem

#124: Key Takeaways from the Spring Showcase Event

#123: How to Maximize Profitability from Every Lead

#122: Your Decision Moment can Make or Break your Success

#121: Tumbleweeds and Sailboats

#120: Pro's and Con's of our Most Common Carriers

#119: Relentless Commitment

#118: Nourish Your Wealth Mentality

#117: Maybe it's Time

#116: Three Reasons to Use American Amicable

#115: Highlights from Atomic Habits

#114: Why do you Eat?

#113: Systems and Habits Over Goals

#112: Key Spreadsheets for your Business

#111: Breakdown of my 2021 Numbers

#110: Get in the Wheelbarrow

#109: Your Five Best Friends for 2022

#108: My 5 Key Areas to Work on

#107: Ramp up for 2022 in 8 Steps

#106: Gotta Love Those Benefits

#105: "Dead" is not a Four-Letter Word

#104: The Basics of this Business

#103: Taxes and Finances

#102: Windows and Mirrors

#101: How to Sell Ice to an Eskimo

#100: You Are an Asset Protector

#099: Killer Questions for your Presentation

#098: My Facebook Live Strategy

#097: Three Sales Tips

#096: What Are You Willing to Sacrifice?

#095: Now's Not the Time

#094: Finding the Pain with Rob Jones

#093: You're Being Built

#092: ANNOUNCING a New Resource to Grow Your Business: MyAgentBuilder.com

#091: The Four Hurdles of an In-Home Presentation

#090: (sales) Quote vs. Offer

#089: Calendar is KING

#088: How to Overcome the Number One Misconception

#087: Greatest Rejection Hits, Volume 1

#086: (sales) Indexed Universal Life

#085: From Disappointment to That Appointment

#084: How Much Are You Leaving on the Table?

#083: Lessons From My Journey to the Top of Arizona

#082: Eliminate the NOISE!

#081: Take the Reins

#080: Nobody Cares About You or Your Products

#079: (sales) A New Strategy for your GI Clients

#078: Gaining Clarity

#077: (sales) Accidental Death, AKA Traditional Mortgage Protection

#076: Respectable Excuses

#075: You Thought this Would be Easy?

#074: We're in the Software Business

#073: That Tenth Rep

#072: My Top Three Takeaways from the Lynchburg Leadership Conference

#071: Bring your WHY and Let's go Fly

#070: How are you Being Peopled?

#069: Become Familiar with the Unfamiliar

#068: (sales) Case Study on Listening

#067: Lessons from a Lemon Tree

#066: The Three Most Detrimental Mental Health Conditions

#065: (sales) Implementing the Layering Strategy

#064: (sales) Problems are Gold- Become a Problem Finder

#063: Intentional Discomfort

#062: Water Doesn't Boil at 211 Degrees

#061: Two Steps to Success: Act and Sustain

#060: My Interviewing Format and Script

#059 Peeling Back my 2020 Numbers

#058 Preparing for 2021

#057: Questionnaires

#056: What's Your Tipping Point?

#055: Carrier Spotlight- Foresters Financial

#054: The Power of Gratitude

#053: Four Steps to Move from Fear to Faith

#052 (product): Universal Life

#051: Are You in the 1%?

#050: Rehearse Your Ultimate Goal

#049: Seeds of Greatness

#048 (sales): Build it Messy

#047: Everything is Going Along Swimmingly

#046: Kindness is Free!

#045 (sales): The Most Important Thing You Can Do

#044: Decision Time!

#043 (product): Your Foundational Five

#042 (sales): Full, Partial or Critical Period?

#041 (sales): Building Rapport and Trust

#040 (sales): Your First Appointment

#039 (sales): Your First Dial Session

#038 (sales): Risk Assessments

#037: Interest-Free Loans

#036 (sales): Best Advice Starting Out

#035: Staying Future Focused

#034 (sales): Living Benefits

#033 (sales): Work Insurance

#032: The Perfect Storm

#031 (sales): Dialing is the Key

#030 (sales): Medical vs. Non-Medical

#029 (sales): What is Mortgage Protection Anyway?

#028: Let's Get After it!

#027: You Just Need to Acclimate

#026: You Have a MYT4U Card!

#025: What the (bleep) are you Thinking?

#024: Is This a Side Hustle or a Calling?

#023: It Doesn't get any Better Than NOW!

#022: You've won the Lottery!

#021: Get in your Judgment-Free Zone

#020: Everyday Heroes

#019: Welcome to Life

#018: The Mental Pandemic

#017: Who do you Think you ARE?

#016: It's the Why, not the How

#015: Bumpy Roads

#014: A Fly, a Sneeze and Your Business

#013: How You See Everything is Everything

#012: Are You Willing or Wanting?

#011: Cast a Little Sunshine

#010: Three Tiers of Fulfillment

#009: The Only Way is Through

#008: Go all in on YOU!

#007: Make Room for Hello

#006: Saying Goodbye

#005: You are a Freaking Miracle

#004: Mental Inventory

#003: Genuine Love

#002: At the Heart of Commitment

#001: Welcome and kickoff