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
Success in life insurance isn't about talent—it's about habits.
In this episode of the Life Insurance Academy Podcast, Zach McElwain and Roger Short break down the daily disciplines that consistently separate struggling agents from six-figure producers. If you've ever wondered why some agents seem to thrive while others constantly feel stuck, this conversation gives you a practical roadmap you can st...
Why do so many life insurance agents struggle to make it in this business?
The answer isn't a lack of talent. It's a lack of focus.
In this episode of the Life Insurance Academy Podcast, Roger Short and Zach McElwain pull back the curtain on the real reasons agents fail—and more importantly, how you can avoid becoming one of them.
They break down the four biggest mistakes th...
What does it really take to succeed in life insurance sales today?
In this episode of the Life Insurance Academy Podcast, Roger Short sits down with Oscar Gonzalez, founder of Scale My Social and CLSD Leads, to discuss the current state of the life insurance industry, lead generation myths, AI's impact on sales, and the habits that separate top producers from everyone else.
Oscar shares his jo...
What does it take to go from zero sales experience to writing over $92,000 in life insurance premium in a single month?
In this episode of the Life Insurance Academy Podcast, Roger Short sits down with Nick Deshotel, a former corporate employee who spent more than eight years climbing the corporate ladder before making the leap into the life insurance industry.
Nick shares the reality of start...
Why do prospects keep hanging up on your calls?
If you've ever felt frustrated after spending money on leads only to get sent straight to voicemail—or worse, hung up on—this episode is for you.
In this episode of the Life Insurance Academy Podcast, Roger Short and Chris Ball tackle one of the biggest challenges agents face in telesales and field sales: getting prospects to stay eng...
Too many insurance agents stay stuck because of the stories they keep telling themselves.
In this episode of the Life Insurance Academy Podcast, Zach and Chris break down some of the biggest lies agents believe — and how those lies quietly destroy production, consistency, confidence, and growth.
From blaming leads… to fearing rejection… to believing clients only care about ...
In this episode of the Life Insurance Academy Podcast, we dive deep into the habits, rhythms, and routines that separate struggling agents from agents who create real momentum in their business.
If you've ever felt like you worked all day with nothing to show for it… this episode is for you.
We break down the "Change Formula" and walk through the daily and weekly patterns that help agen...
Most agents don't have an opportunity problem… they have a skill problem.
In this episode of the Life Insurance Academy Podcast, Roger Short and Chris Ball break down the real reason so many agents stay stuck, inconsistent, and broke in the insurance industry — even while working hard.
They dive into:
• The 4 stages every successful agent goes through
• Why motivation alon...
The biggest breakthrough in your business may not come from a new script, better leads, or another sales tactic. It may come from changing your environment.
In this episode of the Life Insurance Academy Podcast, Chris breaks down what it really takes to create lasting change in your life and business. From building an environment that makes consistency inevitable to protecting your "prime time" income-prod...
If you've ever walked away from a call thinking…
"They didn't say no… but they didn't say yes either" — this episode is for you.
In this episode of the Life Insurance Academy Podcast, we break down the real reason prospects feel comfortable saying "I need to think about it"… and how to fix it immediately.
The truth?
It's not your script.
It's not your lea...
If you've ever said, "I just need better leads"… this episode is going to challenge everything you think you know.
In this episode of the Life Insurance Academy Podcast, we break down the truth about leads—what they are, what they aren't, and why so many agents struggle with them early on.
Here's the reality:
Leads are not sales. They're opportunities for conversations.
An...
Most agents aren't stuck because they lack effort…
They're stuck because they're doing the same things over and over — expecting different results.
In this episode of the Life Insurance Academy Podcast, the team breaks down why agents plateau (whether you're brand new or experienced) and exactly how to break through to your next level.
If you've ever felt like:
- Read more
If you've been in telesales for a while but your numbers have stalled… this episode is for you.
In Part 2 of this series, we break down the 4 things experienced agents must master to move from plateaued to top producer. This isn't about learning how to sell anymore — it's about refining your process, sharpening your communication, and building a more profitable business.
Because t...
If you're a new agent in telesales and feel overwhelmed, stuck, or unsure where to start… this episode is for you.
In this episode of the Life Insurance Academy Podcast, we break down the 4 critical things every new agent must master to succeed early and build momentum fast. The truth? Most new agents don't fail because they lack talent—they fail because they're focusing on the wrong things.
<...If you've ever thought about building a team in the insurance industry… this episode is a must-watch.
Because here's the truth most people won't tell you:
👉 Recruiting too early can destroy your business
👉 Hiring the wrong people will drain your time and energy
👉 And building a team the wrong way will cap your growth before it even starts
In this episode of the L...
Are you starting your day in telesales the right way?
In this episode of the Life Insurance Academy Podcast, we break down the 5 C's that separate average agents from top producers — the mindset and approach you must bring before you ever pick up the phone.
This isn't about scripts.
This isn't about products.
This is about who you are when the day starts.
Be...
Most agents don't fail because of lack of talent…
They fail because they don't win the day.
In this episode of the Life Insurance Academy Podcast, Zach McElwain breaks down the "90 Day Split"—a simple but powerful comparison between two agents who start in the exact same place… but end up with completely different results.
One commits to daily discipline.
The other ...
What if the confidence you've been waiting for… is built by taking one brave step?
In this episode of the Life Insurance Academy Podcast, Roger sits down in studio with Kayt Cabigas from Nashville, Tennessee — a single mom, former project manager, and first-year agent who made the leap into life insurance less than a year ago.
Kayt didn't grow up dreaming about insurance. She was ...
Are you losing sales in the first 7 seconds?
In this episode of the Life Insurance Academy Podcast, we break down four simple adjustments that can dramatically increase your close rate — especially if you're new or still finding your rhythm in telesales or final expense.
After a high-production bootcamp (60 apps, $70K in 2.5 days with 21 agents), we noticed patterns. The difference betwe...
From dumpster diving behind a Family Dollar…
to potentially writing $4 million in annuity production in a single month.
In this powerful episode of the Life Insurance Academy Podcast, we sit down with Thomas Gibson of Posterity Financial Partners to unpack a story of grit, growth, and choosing the hard that pays off.
Thomas shares:
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