Shows
The Modern Insurance AgentFrom BBQ Server to 7-Figure Agency: Ashton DeLangoLunday on Psychology, Systems, & AI in SalesSend a textIn this episode of The Modern Insurance Agent Podcast, we’re joined by Ashton DeLangoLunday, a graduate in pastoral ministry and a BBQ server turned seven-figure agency builder. He breaks down the psychology of high-performance sales, how he scaled a remote insurance agency, and what he's doing differently with lead flow, automation, & AI that is helping agents win.We dive into:The mindset that took Ashton from 34 failed appointments to industry leaderHow his agent Dylan broke records ($179K in his 2nd month ever and $1.2 million in...
2025-07-0835 min
How To Sell InsuranceSmall Talk Isn’t the Sale: How to Move the Call Forward | HOW TO SELL INSURANCEYou built rapport. Now what?This is where most agents get stuck — transitioning from small talk to the real convo without making it weird.In this episode, the guys break down the 4 transitions that matter most in every sales call:👉 From rapport to the reason you’re there👉 From conversation to pricing👉 From numbers to close👉 From “here’s the offer” to “let’s get it done”⏱️ Timestamps:00:00 – Intro03:00 – From rapport to the sales convo08:10 – Pivoting into price14:30 – Presenting numbers20:25 – Moving into the close28:45 – Final thoughtsSimple shifts that keep you in control — and get the app.🎧 Listen now. Master this, and your close rate changes fast.
2025-06-1735 minHow To Sell InsuranceHow Our First Appointments Went (And What You Should Do Differently) - How to Sell InsuranceEveryone remembers their first day in the field… but not everyone survives that first year.In this episode, Grant, Ashton, and Ryan look back at the mistakes, missed opportunities, and key habits that helped them survive (and scale) during their rookie year in insurance sales.This one’s for new agents — or seasoned agents who need a reset.You’ll learn:✅ What they wish they had done sooner (and what they regret doing at all)✅ How to cut your learning curve in half with one habit✅ Why activity beats skill when you’re ju...
2025-06-0523 minHow To Sell InsuranceWORK-LIFE BALANCE FOR INSURANCE AGENTS | How to Sell InsuranceEveryone wants work-life balance — especially in insurance. But what does it actually take to get there?In this episode, Ryan, Grant, and Ashton break down the truth behind what “balance” looks like at different stages in your insurance career — from brand-new agent to full-time builder.They cover:✅ Why the balance you want starts with intentional imbalance✅ How to structure your day, your team, and your systems for long-term freedom✅ The real mindset shift that separates struggling agents from scaling leaders✅ What “seasons” of hustle look like — and how long they should last✅ How t...
2025-05-2631 minHow To Sell InsuranceHandling Conflict in Your Agency | How to Sell InsuranceLet’s talk about the part of agency growth most leaders don’t plan for: conflict, coaching, and chaos.In this episode, Ryan and Grant dive deep into the real mindset and tools required to lead a growing team — from navigating difficult personalities, to knowing when to bring challenge, and how to avoid micromanaging yourself into burnout.They cover:🔥 Handling Conflict as a Leader🧠 Coaching With Support & Challenge💼 Time, ROI, and Staying ProfitableTimestamps:00:00 – Why conflict is part of leadership03:00 – Getting sucked into drama vs. leading through it06...
2025-05-1637 minHow To Sell InsuranceHiring Staff 101 | How to Sell InsuranceWhether it's an appointment setter, or a new agent, we broke down the qualifications, and character that we look for all in this brand spanking new episode.
2025-05-0821 minHow To Sell InsuranceHow Elite Insurance Agents Stucture Appointments - With Chris Clarke and Josh ManzanoWhat separates a 3-app day from a 7-app day? Structure, professionalism, and confidence.In this episode, our guests Josh Manzano, and Chris Clark, break down exactly how top producers run appointments that convert. From building trust in the first 7 seconds to overcoming the most common new agent pitfalls, this episode is a masterclass in running clean, repeatable systems that lead to consistent sales.Timestamps:00:00 – Why “Here’s my license” is the wrong opener01:32 – How Josh & Chris open a high-trust appointment05:15 – Why most new agents practice on clients (and lose sales)09:00 – Building credibility through structure11:10 – The “Curiosity, Care, Candor” framework13:45 – What to say to set a c...
2025-04-1029 minHow To Sell InsuranceLet's talk about Financial Literacy. | How to Sell InsuranceLet's talk about something many agents struggle with but don't talk about — financial struggle. Maybe you're still struggling financially but not necessarily because you're bad at selling, but because you don’t know how to manage your income. In this episode, we break down exactly how to stop living paycheck to paycheck, structure your finances like a real business, and build long-term wealth in the industry.⏳ Timestamps:00:00 - Intro: Why most agents struggle financially03:12 - The biggest money mistake agents make07:45 - Treating commissions like business revenu...
2025-03-2925 minHow To Sell InsuranceWhy Branding Matters - How to Sell InsuranceYour online presence matters more than ever! Whether you're selling insurance or growing an agency, branding yourself properly can make or break your success. In this episode, we cover:✅ Why clients and agents Google you before working with you✅ How to make your social media work FOR you, not against you✅ The biggest branding mistakes that drive people away✅ Easy, free ways to build credibility and trust onlineIf you're serious about growing your business, this episode is a must-listen!
2025-03-1727 minHow To Sell InsuranceCOMMON PITFALLS NEW INSURANCE AGENTS FACE - How to Sell InsuranceIn this episode, Andrew Jimenez shares the leadership strategies that helped him turn new agents into top producers. Learn how to coach effectively, build systems that scale, and create a winning sales culture.🎯 Key Takeaways: How to coach agents for consistent performance. The systems that drive sales success. Why accountability is key to growth.🎧 Available now on Spotify, YouTube, and more!📌 TIMESTAMPS:00:00 Introduction02:15 Andrew’s Journey in Sales05:30 How to Coach New Agents Effectively08:20 The Systems Behind Scaling Production12:00 Biggest Mistakes Leaders Make with New Agents15:45 Creating a Winning S...
2025-03-0115 minHow To Sell InsuranceScale Your Agency with Love with Ryan Miller - How to Sell InsuranceIn this episode, Ryan Miller shares the leadership strategies and cultural principles that helped him build a multi-million dollar agency. From embracing vulnerability to developing leaders within his team, Ryan provides a roadmap for agents and builders looking to scale their businesses while fostering a positive and empowering environment.🎯 Topics Covered:- How to create a winning culture in your agency.- The importance of meeting agents where they are.- How vulnerability connects leaders and teams.- Identifying and investing in the right people for growth.About Ryan Miller:Ryan Miller is the leader of the Ryan Miller Mas...
2025-02-1327 minHow To Sell Insurance100k in APV for 6 Months in a Row?! - How to Sell Insurance PodcastIn this episode, Dylan Crane reveals his secrets to scaling production and achieving$178K in just one month. From mastering the basics to embracing coaching, Dylan’s approach is one every agent can learn from.🎯Key Takeaways:Train, roleplay, and refine your skills daily.Use persistence and hard work to overcome challenges.Invest in the right tools and systems to scale production.🎧 Available now on Spotify, YouTube, and more!📌TIMESTAMPS:00:00 Introduction02:10 Dylan’s Journey from Basketball to Insurance06:30 Training, Coaching & Roleplaying for Success12:45 How to Overcome Aged Leads
2025-02-1035 minHow To Sell InsuranceScale Your Agency to $50M - With Edward Prichett | How to Sell InsuranceIn this episode, Edward Prichett shares his blueprint for scaling an insurance agency to $50M+. Learn how to lead effectively, build scalable systems, and transition from self-employed to a true business owner.🎯 Key Takeaways: Why conferences and networking matter. How to manage production and team building simultaneously. The systems and education needed to scale your agency.🎧 Available now on Spotify, YouTube, and all other streaming platforms!📌 TIMESTAMPS:00:00 Introduction02:10 Why Conferences Are Key06:40 Balancing Production & Leadership12:30 Building Scalable Systems18:30 Becoming a True Bu...
2025-01-2223 minHow To Sell InsuranceSupport Challenge Matrix to Scale Your Team and Win Your Clients in 2025 - How to Sell InsuranceIn this episode, Alek Mires explains how the Support-Challenge Matrix can transform your leadership approach in sales and team-building. Learn how balancing support and challenge helps you develop leaders, overcome obstacles, and empower both agents and clients.🎯 Key Takeaways: What is the Support-Challenge Matrix? Why support alone doesn’t work—and neither does constant challenge. How to liberate your agents and clients with this tool.About Alek Mires:Alek Mires is a million-dollar agency leader who specializes in balancing empathy with accountability to achieve exceptional results.🎧 Available...
2025-01-1524 minHow To Sell InsuranceMAXIMISE YOUR FIRST 90 DAYS AS AN INSURANCE AGENT IN 2025Starting a career in insurance? The first 90 days are crucial for your success. In this episode of the How to Sell Insurance Podcast, we break down the essential habits, strategies, and mindset shifts every new agent needs to thrive.🎯 Topics Covered:Why you need a business owner mindset.Building a disciplined schedule that works.The importance of consistent lead investment.Learning through failure and asking for help.We share practical tips and success stories, including how one agent wrote $100K in just two months! Whether you're new to the industry or need to reset your foundation, this episode will set...
2025-01-1333 min
How To Sell InsuranceKeys to Success When Working Digital Leads | How to Sell Insurance PodcastIn this episode, we dive into the strategies behind a game-changing script for digital leads. Grant Lieber and the team reveal how this approach helps agents:
Close faster.
Reduce cancellations.
Build stronger client relationships.
Discover why digital leads are the future of insurance sales and how to maximize ROI on your time and investment.
🎧 Listen now on Spotify, YouTube, or your favorite podcast platform!
📌 TIMESTAMPS:
00:00 Introduction
02:10 Why Create a New Script?
05:40 Key Elements of the Script
10:15 Building Value Quickly
14:30 Improving Close Ratios
18:50 Reducing Cancellations
22:10 Embracing the Digital Shift
27:00 Tips for New Agents
2024-12-0825 min
How To Sell InsuranceSelling Through the Holidays: How to Make It Work | How to Sell Insurance PodcastHolidays can feel like a challenging time to connect with clients—but they don’t have to be! In this episode, we share strategies to maximize appointments and sales during Thanksgiving, Christmas, and beyond.
Learn how to overcome client excuses, leverage the power of suggestion, and even use the holidays to grow your warm market.
Timestamps:
0:00 – Intro
2:10 – Have You Earned Time Off?
6:45 – Work-Life Balance
10:30 – The Power of Suggestion
14:15 – Overcoming “Call Me After the Holidays” Objections
18:00 – Why Holidays Are Prime Selling Opportunities
22:30 – Leveraging Warm Markets
26:00 – The ROI of Personal Touches
2024-12-0831 min
How To Sell Insurance10x Your Insurance Sales with Storytelling - How to Sell Insurance PodcastWe explored how storytelling can transform your insurance sales strategy. Discover the importance of third-party stories, when to share them, and how they can drive urgency, overcome objections, and even generate referrals.Key Takeaways:- Why stories are more powerful than facts.- Tips for building your own "story library."- Examples of real-life stories that drive results.Whether you’re a seasoned agent or just starting out, this episode will teach you how to connect with clients and close more sales through st...
2024-11-2620 min
How To Sell InsuranceThe COMPLETE Guide to Performance Coaching with Dr. Brian Williamson | How To Sell Insurance Podcast
In this episode, the hosts welcome back leadership coach Brian Williamson to explore how coaching can be a game-changer for insurance professionals.
Brian shares insights from his eclectic career, which spans the Marine Corps, nonprofit leadership, startups, consulting, and his current role as Chief Leadership Development Officer at Quility. With a PhD in organizational leadership, Brian has a passion for applying the science of positive leadership to help leaders confidently know who they are (identity), where they are (maturity), what they need (competency), and how to get there (strategy).
Join us to learn how coaching can help you break...
2024-11-1924 minHow To Sell InsuranceHandling Appointment Objections in 2025 (Part 2) - How to Sell InsuranceIn this episode, we dive into real strategies for overcoming common appointment objections. From handling the classic "I need to think about it" to getting the spouse onboard, we cover how to prepare for objections before they even arise. Whether you're new to the industry or a seasoned agent, these tips can help you close more effectively.Timestamps:0:00 – Intro1:30 – Best Time to Overcome Objections4:20 – Removing Client Objections with a Master Presentation8:10 – The Boomerang Technique12:30 – Preparing for "Think About It" Objections15:45 – Negotiating Budget Concerns19:20 – Handling "One-Legger" Appointments22:10 – Getting Clients to Feel Comfortable Sharing Personal Info25:55 – Diffusing and Clarifying Objections
2024-10-2637 min
How To Sell InsuranceHow Elite Agents Handle Objections in 2025 (Part 1) - How to Sell InsuranceIn this episode, Ryan and Ashton dive deep into the art of overcoming phone objections. Fresh off a record-breaking month, they share proven strategies and practical insights on how to successfully handle common objections during phone calls. This episode offers valuable tips to close more deals. Learn how to disarm prospects, build rapport, and increase your chances of setting more appointments. Tune in and elevate your sales game!WE TALKED ABOUT:🔥Best times to call prospects🔥Disarming techniques to use within the first 30 seconds of a call🔥Com...
2024-10-0441 minHow To Sell InsuranceTop 5 Remote Work Hacks for Insurance Agents in 2025In this episode, we dive into the top essential remote work hacks for insurance agents looking to improve productivity and close more deals. Plus, we throw in two bonus hacks to take your virtual sales game to the next level! Learn how to use the right platforms, build trust with clients, and maintain focus while working from home. Whether you're new to remote work or making the transition, these tips will help you succeed!Follow us on socials:InstagramFacebookYoutube
2024-09-2034 min
How To Sell InsuranceBuilding Bigger Value With Smaller Policies - How to Sell InsuranceIn this episode, hosts Ryan and Grant explore how selling smaller insurance policies can lead to greater value for your clients and your business.
Learn strategies to position these policies effectively, build trust, and foster long-term client relationships.
TIMESTAMPS:
00:00 Introduction (The unexpected value in selling smaller policies)02:10 The Value Proposition of Smaller Policies 05:35 The Psychology of Selling Smaller Policies09:50 Case Study: Turning a Small Policy into a Big Win13:25 Positioning Smaller Policies Effectively 17:40 Overcoming Objections21:55 Identifying When to Offer Smaller Policies26:30 Success Stories...
2024-08-2224 min
How To Sell InsuranceClose Deals By Texting- How to Sell InsuranceIn this episode, our hosts, Ryan Federico, Grant Leber and Ashton DelangoLunday dive deep into the art of using text messaging to close insurance sales.
Discover:
- Effective strategies for engaging clients through text
- How to avoid getting ghosted by prospects
- Tips for working with older leads
- The psychological tactics that make text-based selling successful
2024-07-0329 min
How To Sell InsuranceRewiring Your Mindset Before Your First Call - How to Sell InsuranceWe’re back for another season of insurance secrets, and selling tactics! This relaunch comes with a set of fresh perspectives, and winning tips and tricks to help you grow your sales.
In this episode, our hosts, Ryan and Ashton come back joined by our latest addition to the party, Grant Leber, to talk all about the mindset and commitment behind a successful sale.
Tune in to learn more about the importance of adopting standards, the role of competition in success, and the dangers of settling for less. The ep...
2024-06-1232 min
How To Sell InsuranceThe Pregame - How to Sell Insurance PodcastGet ready to level up your sales game! 🚀
In this episode, hosts Ryan Federico, and Ashton DeLangoLunday, talked about the critical aspect of preparing and practicing for insurance sales appointments.
Don't miss out on this episode if you're ready to transform your sales formula and achieve better results!
2024-06-1123 min
How To Sell InsuranceHow to Sell to Anyone You Sit With - How to Sell InsuranceReady, Set, SWAT!
In today’s episode, we talked about our reflections and favorite highlights from the lated SWAT conference this year and took a dive into the art of selling insurance, focusing on understanding and connecting with your clients on a deeper level.
We discuss the importance of visualization and the power of the subconscious mind in achieving your goals. We also explore the significant impact of personal development on your professional and personal success.
Keep watching to get a scoop of the most insightful experiences and practical tips to help you improve your sales strategy. From identifying yo...
2024-06-0530 min
How To Sell InsuranceWhat the Big Sales Minds are Doing Differently - How to Sell InsuranceIn this episode, we dive into the mindset necessary for success in the insurance industry.
The hosts discuss the importance of commitment, execution, and the willingness to learn from feedback and mistakes. Learn how you can double your income in six months through the tips and strategies dropped by the hosts.
This episode is a must-listen for anyone looking to level up their insurance sales game.
Check us out on:
Watch/ Listen to this episode on YouTube
Instagram
Facebook
2024-05-2436 min
How To Sell InsuranceHoliday StoriesRyan, Keith, and Ashton tell some of their favorite stories of selling insurance during the holidays!
2022-12-2924 minHow To Sell InsuranceHow to Handle Holiday ObjectionsIn this episode, Ryan, Keith, and Ashton go over how to still make sure that business happens during the best time of the year, the holidays!
2022-12-0133 minHow To Sell InsuranceBlood In The WaterRyan, Keith, and Ashton discuss what are the "keys" to listen out for in order to help your client best, and what are those keywords or phrases to listen out for in order to secure the sale. Make sure to tune in to see how you might be able to help families more efficiently
2022-12-0137 minHow To Sell InsuranceHow to Handle to CancellationsIn this episode, Keith, Ryan, and Ashton talk about some of the best practices when it comes to cancellations. Tune in to learn how to get those clients back on the books and help more families
2022-11-2631 minHow To Sell InsuranceDo Scripts Matter?In this episode, Keith, Ryan, and Ashton sit down and go over scripts. Do you even need one at all, or are scripts completely pointless and a waste of your time? Find out what they think, and see how it might be able to improve your close ratio
2022-11-0140 minHow To Sell InsuranceWhat Can Automations Offer You?We have special guests Elijah Curujo and Grant Leber join us on the podcast today to discuss automation, their start in the industry, and much more!
2022-10-2649 minHow To Sell InsuranceHow To Generate ReferralsIn this episode, Ryan, Keith, and Ashton sit down and talk with Tim Penso. Tim has built an agency from the ground up and is an expert in generating referrals. We talk about everything from Ferraris to helping as many families as possible. Tune in to learn how to generate 40+ referrals a month!
2022-09-2144 minHow To Sell InsuranceWhatever It TakesWe sit down with the fastest youngest ever Managing Partner of Symmetry Financial Group today. We will be talking about the grit and determination it takes to succeed in this business.
2022-08-2954 minHow To Sell InsuranceCreating A Buying EnvironmentSenior Vice Presidents and Advisory Board members, Ayres and Cicily Newsom sit down with the How To Sell Insurance podcast and talk about creating the environment for people to buy, whether in person or telesales.
2022-08-2244 minHow To Sell InsuranceCritical Coverage for a Critical PeriodKeith Fonseca, Ryan Federico, and Ashton DeLangoLunday sit down and discuss how to present equity protection/critical period coverage to clients. Tune in to learn how to help show the value of a final expense policy when it is not the entire amount of coverage that the client originally wanted
2022-08-1135 minHow To Sell InsuranceHow to Effectively Close the DealKeith, Ashton, and Ryan discuss how you can turn a "no" into a yes. As an agent, you should NEVER push anyone into a sale. We are here to help discuss with the clients their needs, and how we can help serve them where they are. Tune in to learn how to help turn any appointment into a sale No Jedi mind tricks were used in the making of this video
2022-07-2629 minHow To Sell InsuranceTips on Working Older LeadsThis week we interview Elijah Corujo to get a better understanding of what it looks like to work with older leads and be successful in the industry
2022-07-0842 min
How To Sell InsuranceTone Is KeyKeith, Ryan, and Ashton talk about why tone matters. Whether it is on the phone or in the home, tone is key. Tune in today to learn how to become a better agent and help more families.
Due to technological issues, Ryan's camera did not work so we used a fancy photo for him instead
2022-07-0138 minHow To Sell InsuranceTips for New Agents with Elijah CorujoKeith Fonseca and Elijah Corujo discuss crucial topics for brand new agents. If you are new and not seeing the success you want, you may find your answer right here
2022-06-1107 minHow To Sell InsuranceWhat To Do When Someone Already Has A PolicyRyan Federico and Ashton DeLangoLunday speak on what an agent should do when a prospective client already has a policy. There are KEY questions you have to ask to make sure that the client is properly served. Most time of the time clients, unfortunately, do not know what they have, and a lot of clients are left frustrated because they find out they do not have what they thought it was. We talk about what a good agent does to help every client in every situation when you find a policy in the home already
2022-05-2925 minHow To Sell InsuranceHow To Handle DeclinesRyan, Keith, and Ashton talk this week on how they handle declines and pivots in order to keep business on the books in an ethical manner. Tune in to learn how to write business after you get a decline
2022-03-1642 min
The Power Players PodcastHow To Succeed Your First Year As An Insurance Agent! (Rising Star Podcast Ep. 11)If you're a new insurance agent or looking to get into the business, this is a fantastic podcast to listen to. I am joined by Ashton DeLangoLunday who is still a new insurance agent himself but has found a ton of success early on in his career. We talk about the mindset new agents should have, selling life insurance virtually, and so much more - check it out!
2022-03-1130 minHow To Sell InsurancePower QuestionsKeith Fonseca, Ryan Federico, and Ashton DeLangoLunday discuss what are the KEY questions to ask in the home to uncover if there is truly a need for insurance and if so, how much of a need. Tune in to learn what questions you NEED to be asking in each and every single appointment
2022-03-0145 minHow To Sell InsuranceImprove Your Show RatioRyan Federico, Keith Fonseca, and Ashton DeLangoLunday meet this week to discuss how to help more families. That starts with simply being able to get in front of more families. In any industry, you can only help people that you see/show. The average show ratio is 70%+ for elite producers, and this week they reveal secrets on how you too can have over 70% of your appointments show each week.
Many salespeople have the issue of setting appointments and clients not showing. How do you fix that? Make sure to tune in to how elite producers Ryan, Keith, a...
2022-02-2252 min
How To Sell InsuranceThe "Think About It"Ryan, Keith, and Ashton go over how to overcome the objection in the sale process the "think about it." Throughout this episode, elite producers give their trade secrets on how to help the client think through the process and get the application written
2022-02-1540 min