Built to Last: Thriving Long-Term in Final Expense Sales | Ep. 169

In this episode, hosts Chris and Adam dive deep into what it means to be "built to last" in the final expense insurance industry. Chris kicks things off by breaking down the concept into three key pillars: *why*, *focus*, and *work ethic*. He explores the emotional and practical drivers behind choosing this challenging career—why agents persevere through the initial survival mode, chargebacks, and rollercoaster progress to reach a thriving stage. With candid insights, Chris challenges listeners to reflect on their purpose, asking, “Why are you doing this, and who are you doing it for?” He also shares a powerful exercise: set a 60-minute timer to confront the reality of failure and decide if quitting is worth it. This episode is a wake-up call for agents to anchor their journey in a deeper "why" that transcends mere financial gain.

Next, the conversation shifts to the nuts and bolts of longevity in the business. Adam and Chris emphasize the critical role of focus—sticking to a single marketing plan, targeting specific geographic areas, and simplifying sales presentations to close deals effectively. They tackle the myth of the "lazy insurance agent," sparked by surprising comments from C-suite executives, urging listeners to prove the naysayers wrong through relentless work ethic. From outworking slumps to adapting incrementally (think texting campaigns in Spanish or A/B testing lead sources), the hosts share practical tips drawn from their combined decades in the field. Adam’s story of turning a dry day into a $172-a-month sale by dropping in on a past client underscores the hustle required to stay afloat—and the rewards of working smarter, not just harder.

Wrapping up, the episode underscores the marathon mindset needed for success. Chris and Adam stress the importance of structure, from owning your territory to keeping up with technology (sorry, no more faxed applications!). They highlight the power of simplicity—focusing on one or two carriers—and the payoff of building a book of business through referrals and policy reviews. With Adam revealing he’s invested over $30,000 in his business in under a year, the hosts celebrate the grit it takes to endure setbacks like roll-up debt and tax headaches. Their closing advice? Love what you do, hold yourself accountable, and don’t let a bad day—or a broken windshield wiper—derail your long-term vision. Whether you’re a rookie or a 22-year veteran like Adam, this episode is packed with actionable wisdom to help you last in the game.