Life Insurance Academy Podcast
Are you new to the life insurance sales industry?...or have you been struggling to find your footing and develop real sales growth and profitability in your career? Perhaps you are an independent agent who’s gotten some traction but are hitting some roadblocks and now you are ready to take your business to the next level. The LIA Podcast is a life insurance sales show brought to you by some good guys who are really great at what they do. Not only is their focus is on agent development, sales training, performance and success, they also place an extremely high value on client care and always doing the right thing. The Life Insurance Academy podcast takes you out of the classroom and into the conversations of these top producing agents and their guests. The LIA show is a listening experience that is a complement to the on-demand e-learning training resource of LifeInsuranceAcademy.org. The Life Insurance Academy was designed by agents for agents to help address the most common issues and challenges faced by life agents. LifeInsuranceAcademy.org Life insurance academy is an online educational platform for selling final expense, term, IULs, whole life and mortgage protection insurance. It’s designed for beginners in the life insurance industry who may not have any sales experience and for the veteran who simply needs to improve their game. While navigating through the life insurance academy you’ll find podcasts, videos and downloadable content and supporting sales materials to help you increase your sales and manage your book of business. Inside you will learn about prospecting, leads, how to approach your clients, proven sales processes and presentations, closing techniques, client care and much more.
Episodes
In today’s episode, Roger and Chris break down one of the most overlooked sales superpowers that can help you close more deals, serve more people, and make more money—and it’s not a new script or a magic phrase.
👉 The secret? Active listening.
You’ll hear real stories from the field—including examples of agents missing opportunities by rushing through scripts—and discover how empathy, curiosi...
How do new agents go from writing zero apps to 30 apps in a single week? In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the real stories behind agents who are finding success at our telesales BootCamps.
You’ll hear about:
✅ Brian Jackson’s $24,000 week and 30 apps written
✅ A new agent who went from 0 to 9 apps after choosing not to quit
✅ Why expectations, belief, and pro...
Are you struggling to confidently talk about money with final expense clients—especially those on a fixed income? In this episode of the Life Insurance Academy Podcast, we break down how to approach pricing conversations with empathy, build trust, and guide clients to make the right decision for their families.
💡 What You’ll Learn in This Episode:
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If you're stepping into the world of telesales and life insurance, there are a few things you need to know. This business has the power to change your life and the lives of the families you serve—but success doesn’t come with shortcuts.
In this episode of the Life Insurance Academy Podcast, we break down what it really takes to win in telesales:
✅ Stick to a Proven Script – Don’t reinvent the ...
Mastering the First 5 Minutes of Your Telesales Call Could Make or Break Your Sale!
In this telesales-specific episode, Roger and Zach break down the most crucial part of the call—the first five minutes. Whether you're transitioning from field sales or just starting your telesales journey, this episode is packed with insights to help you win early and often.
🧠 What You’ll Learn in This Episode:
• Why mos...
Welcome back to the Life Insurance Academy Podcast! In this episode, Roger and Chris dive deep into one of the biggest invisible barriers keeping agents from closing more sales: a lack of confidence.
Whether you're fresh off your licensing exam or years into the field, if you're struggling with posture, presence, or persuasion—this one’s for you.
🧠 Learn why confidence isn’t just about having...
In this powerful episode of the Life Insurance Academy Podcast, we're joined by Ashley Mullinnix, a rising force in the life insurance telesales space. From former respiratory therapist and real estate agent to stay-at-home mom crushing final expense sales from home, Ashley's story is proof that the right system, mindset, and community can change everything.
We dive into:
🔹 Her transition into life insura...
From youth pastor to $170,000+ issued paid in just four months, Clark Stanley's story is one of bold leaps, big belief, and the power of betting on yourself. After struggling part-time and writing only four apps in his first few months, Clark made the terrifying—but calculated—decision to go full-time in life insurance sales. What followed was a breakthrough at our Telesales BootCamp that changed his mindset, built his...
In this episode of the Life Insurance Academy Podcast, Chris and Zach break down the subtle but critical ways agents get stuck in conversations — and how to get unstuck. Whether it's a client dodging emotional topics, shutting down early, or relying too heavily on "they can sell the house" logic, this episode gives you real, tested phrases and questions that keep conversations flowing and help you discover real needs.
...Ever walked away from a client call feeling like something went wrong—but couldn’t explain why? You’re not alone. In this episode, Roger and Chris dive deep into why agents are losing sales and don’t even realize it.
From jargon-heavy language to poor communication habits and lack of active listening, this conversation breaks down the subtle mistakes that are costing agents sales every day. You’ll learn ho...
You’re likable. You’ve got the rapport. The client even hugged you on the way out. So why didn’t you get the sale?
In this powerful episode of the Life Insurance Academy Podcast, Roger Short and Chris Ball unpack one of the biggest hidden killers in life insurance sales: The Friend Zone.
✅ Discover the four root causes that stall your sales
✅ Learn how to shift from “friendly agent” to “truste...
Are your apps ending up in the graveyard—abandoned at 85% because a client didn’t want to give you their bank info? You’re not alone, and this episode is for YOU.
In this episode, the team breaks down:
✅ Why so many telesales applications blow up at the finish line
✅ How to build and maintain trust throughout the entire conversation
✅ The real reason clients hesitate to give their Social or banking info
✅ ...
🚨 82% of new life insurance agents fail. But why? In this episode, we're breaking down the real reasons agents struggle, quit, or stall out—and how YOU can beat the odds.
From mindset traps to busy work that feels productive (but isn't), we're exposing the pitfalls and giving you the roadmap to long-term success. Chris Ball and the team dive into:
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In this Life Insurance Academy Podcast, Roger and Zach dive into the Three C’s that can transform your closing ratio: Clarity, Confidence, and Connection.
If you've ever wondered how top agents close more sales with less effort — and why some struggle even after making contact — this episode is for you. Learn how to simplify your sales conversations, eliminate client uncertainty, and move confidently throu...
In this episode of the Life Insurance Academy Podcast, Zach and Chris break down 10 actionable tips that will immediately help you level up your life insurance sales game—whether you're working in final expense, mortgage protection, or another niche.
Here’s what you’ll walk away with:
✔️ The must-know product knowledge that boosts your confidence and closes more deals
✔️ How to educate, not overwhelm, your...
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