Shows
Breakthrough AdvisorIncrease Your Win Rate: Proven Techniques for Financial Advisors (Ep. 83)What’s the secret to increasing your win rate from 85% to 100%? You might be surprised to learn that it starts with a personal story.
Join Randy Yost on the Breakthrough Advisor Podcast as he chats with Deirdre Van Nest, an expert in helping advisors and entrepreneurs create their “personal brand why story.” Deirdre opens up about overcoming her fear of public speaking and how she now empowers financial advisors to build trust and connect deeply with clients.
Discover why the personal brand, why story is crucial for forming authentic relationships with clients and how it can acc...2025-04-0228 min
Advisor Mentorship PodcastScaling Wealth Practices Through Systems with Terry Wheeler (Ep. 84)Building a thriving financial practice is not about working harder but working smarter.
How can systems transform how you serve clients and expand your business’s reach? How do emotional connections and holistic strategies pave the way for growth?
In this episode, Jeremy Houser interviews Terry Wheeler of WE Alliance Wealth Advisors, who shares his journey of doubling his assets under management while emphasizing the power of systems, goal-setting, and client-centric planning. From refining processes to implementing effective strategies, Terry unveils how to create value for clients and achieve growth.
Terry discusses:
Th...2025-03-1851 minBreakthrough AdvisorRevolutionizing Client Relationships and Acquisition with Tom Rieman (Ep 81)Are you delivering what clients truly want?
In this episode of The Breakthrough Advisor Podcast, your host Jack Martin engages with Tom Rieman, CPWA®, a seasoned professional with over 25 years in the financial industry, to explore the crucial elements that drive a successful advisory practice. With an eye on Practice Intel, Tom introduces a fresh approach to understanding and improving client-advisor relationships, focusing on performance management and enhancing the quality of advice.
Jack and Tom dive into:
(03:35) The core attributes clients truly value in their advisors and why they matter more than traditional metrics
(09:23) H...2025-02-0335 minBreakthrough AdvisorPermission to Spend: Next Level Retirement Income Planning with Michael Finke (Ep. 76)What does creating a truly fulfilling retirement look like?
In this episode, Jack Martin speaks with Dr. Michael Finke, Co-Founder of IncomePath, and wealth management professor and researcher at the American College of Financial Services, about the crucial intersection of behavior and retirement income planning. Together, they explore innovative approaches to retirement income planning, focusing on not just the numbers, but the value-driven lifestyles clients envision. Discover key insights from Dr. Finke’s research, which delves into the balance between income and satisfaction in retirement. Plus, learn how advisors can foster deeper client relationships by understanding and pl...2024-11-2034 minAdvisor Mentorship PodcastHow To Leverage Life Insurance with Jeremy Bickler, CLU® (Ep. 56)New innovations are making life insurance more accessible! Join us for this episode of The Advisor Mentorship Podcast’, where InsurMark Vice President Jeremy Houser welcomes back Jeremy Bickler from NIW, part of the Simplicity Family. Together they dive into challenges and celebrate successes, particularly spotlighting NIW’s innovative Kaizen life insurance plan. Key Highlights: Discover how … Read More Read More2024-02-0623 minAdvisor Mentorship PodcastWays to Influence in 2024 (Ep. 55)Looking to stay ahead and on top of 2024’s financial advising game? Dive into the future of financial advising with the latest episode of InsurMark’s “Advisor Mentorship Podcast,” featuring Vice President Jeremy Houser. Kicking off with a celebration of their record-breaking achievements in December, Jeremy sets the stage for an engaging exploration of the strategies … Read More Read More2024-01-2314 minAdvisor Mentorship Podcast2023 to 2024: Reflecting and Projecting (Ep. 53)There are new ways to help yourself stand out in the growing landscape of financial advisors. Uncover the secrets with Jeremy Houser, Vice President of InsurMark, in a captivating episode of the Advisor Mentorship Podcast. He explores the essential strategies for advisors to stand out in an increasingly competitive market. Jeremy emphasizes enhancing performance, fostering … Read More Read More2023-12-2717 minAdvisor Mentorship PodcastThere Is No “I” In Team with Felicia Turner (Ep. 44)Have you done your homework? Are your papers in order? In this episode of the Advisor Mentorship Podcast, Jeremy Houser is joined by InsurMark’s very own case manager, Felicia Turner. Together they discuss the evolution of the company over the past decade while Felicia emphasizes the importance of completing product training, maintaining a balanced team, … Read More Read More2023-08-0936 min
Be Advised - Leading with ValueMastering Your Digital Outreach with Jeremy Houser (Ep. 59)Advisors, when was the last time you moved one of your processes online for greater client outreach and accessibility?
In this episode, Brad Swineheart is joined by Jeremy Houser, VP, Senior Advisor Development Consultant at InsurMark and creator of the Advisor Mentorship Program (AMP), to talk about all things marketing.
Brad and Jeremy dive into the world of marketing for financial advisors while exploring the value of webinars, meetings, and online messaging to further grow and develop your business.
Brad and Jeremy discuss:
The benefits of moving towards a more virtual business mo...2023-06-1428 minAdvisor Mentorship PodcastMan in the Mirror: Reviewing 2022 (Ep. 28)As this year starts to wrap up, it is time for Jeremy Houser and the team at InsurMark to review 2022 and celebrate the growth they have seen within the business (and this podcast, too). In this episode, Jeremy details some big wins he has seen this year and the factors that have contributed to … Read More Read More2022-11-1617 min
License To SpendIt’s All About Who You Know with Jeremy Houser (Ep. 33)In any industry, it’s not just about what you know. It’s about who you know. In this episode, Tim Whisler is joined by Jeremy Houser, vice president and senior advisor development consultant at InsurMark and host of the Advisor Mentorship Podcast. Jeremy shares his knowledge as an outside mentorship source, revealing the benefits of leveraging … Read More Read More2022-04-0629 min
InsurMark Sales Success Academy PodcastEpisode 87 - 5 Things Your IMO Should Be Doing For YouIs your Marketing Organization setting you up for success and giving you the necessary tools to achieve your goals? In this episode, Chad and Caleb discuss five things your IMO should be doing and why these things are vital for your business growth.2021-11-2915 min
InsurMark Sales Success Academy PodcastEpisode 86 - Cross-Selling During Open EnrollmentCross-selling doesn’t have to be complicated or complex. With the right tools and questions, it's easy to open the door for conversation. In this episode, Chad and Caleb share the ins and outs of cross-selling and how you can add annuities to the conversation with your pre-existing medicare clients.2021-11-2214 min
InsurMark Sales Success Academy PodcastEpisode 85 - Small Decisions, Big ImpactWe have all seen the impact a series of small things can have on our business, but what if we harnessed that same idea for our benefit. In this episode, Chad and Caleb discuss three small things in your business that can make a huge difference.2021-11-1512 min
InsurMark Sales Success Academy PodcastEpisode 84 - How to Respond in a Down MarketAs an annuity agent, when the market goes up, you look good and when the market goes down, you look better. In this episode, Chad and Caleb tackle the topic of a down market and how it can actually help you and your clients.2021-11-0816 min
InsurMark Sales Success Academy PodcastEpisode 83 - Setting Proper Lead ExpectationsYou can have the best leads in the area, but if your process is not good, you likely won't maximize the potential of those leads. In this episode, Chad and Caleb talk about what's reasonable to expect, and what you should be doing to close more.2021-11-0123 min
InsurMark Sales Success Academy PodcastEpisode 82 - Selecting Index Strategies And Renewal RatesWith so many index allocations options, it’s always best to do your due diligence and research. In this episode, Chad and Caleb discuss the index strategies, renewal rates, rate integrity, and much more.2021-10-2521 min
InsurMark Sales Success Academy PodcastEpisode 81 - How To Sell Annuities In The Fourth QuarterBetween the holiday season and your stereotypical salesman competing for your clients, you would think the fourth quarter is a bust, but historically the fourth quarter is Chad's best time of the year. In this episode, Chad and Caleb discuss selling annuities in the fourth quarter and how to overcome common roadblocks agents face.2021-10-1818 min
InsurMark Sales Success Academy PodcastEpisode 80 - The Myth Of DiversificationDo your clients know what it really means when their portfolio is diversified? Do they fully understand the reason they're diversified? In this episode, Chad and Caleb discuss Diversification and debunk some common misconceptions about diversification.2021-10-1117 min
InsurMark Sales Success Academy PodcastEpisode 79 - Cross-Selling Annuities with Life Insurance LeadsBack in 2008, Chad started to cross-sell mortgage protection leads into annuities and found great success. Today chad has written over 220 Million in annuity production since then. In this episode, Chad and Caleb share some tips with you on how to cross-sell life and medicare leads.2021-10-0417 min
InsurMark Sales Success Academy PodcastEpisode 78 - How To Book More AppointmentsClients don't want friends; clients need experts. Experts will find a solution to their problem and show them the best option for their situation. In this episode, Chad and Caleb share some proven sales tips and ideas for your appointment process.2021-09-2716 min
InsurMark Sales Success Academy PodcastEpisode 77 - Navigating High Market ChallengesChad likes to say, “How do you make an unrealized gain a realized gain? You protect it!” In this episode, Chad and Caleb help you navigate high market challenges by discussing client urgency and perception.2021-09-2019 min
InsurMark Sales Success Academy PodcastEpisode 76 - 3 Ways To Increase Your Annuity ProductionIncreasing your annuity production is best done by buying more leads, right? Wrong! Buying more leads is a common and easy pitfall that many agents succumb to. In this episode, Chad and Caleb explain three different approaches you can take to increase your annuity sales and why two options are better than buying more leads.2021-09-1313 min
InsurMark Sales Success Academy PodcastEpisode 75 - How and Why to Track Your numbersTracking your numbers can show you the areas in your process that need improvement, and whether or not a specific lead company works for you. In this episode, Chad and Caleb discuss what you should be tracking and how it helps you make adjustments to your business over time.2021-09-0613 min
InsurMark Sales Success Academy PodcastEpisode 74 - Keep Up Or Get Left BehindHaving a system and process in place helps productivity massively. Also, the ability to pivot and stay up to date is just as important. In this episode, Chad and Caleb discuss the advantage of being tech-savvy, having the right tools, and having a system in place.2021-08-3015 min
InsurMark Sales Success Academy PodcastEpisode 73 - Are You Benefiting Or Costing Your Clients?When helping a client, you have to make sure you're doing what’s best for them because it affects their retirement more than it affects your own. In this episode, Chad and Caleb discuss some typical decisions agents make and how they impact the client, good or bad.2021-08-2316 min
InsurMark Sales Success Academy PodcastEpisode 72 - Mindset of an Elite ProducerYour mindset, in Chad's words, "is what you set your mind on." How do you view what you do? Is it your business or just another job? In this episode, Chad and Caleb discuss the power of your mindset and how elite producers think to see success.2021-08-1617 min
InsurMark Sales Success Academy PodcastEpisode 71 - Standing Out Against The CompetitionThere are insurance agents left and right selling something every day, but how do you stand out in the crowd of average salespeople? In this episode, Chad and Caleb share practical ways to stop losing deals to other agents and how to make a difference in this industry.2021-08-0916 min
InsurMark Sales Success Academy PodcastEpisode 70 - How to be Robotic Without Being DullClients want you to use a proven and professional process. That's why it's so important to find the problem and provide the best solution. In this episode, Chad and Caleb explain the importance of being robotic with your proven and professional process without being dull or dry.2021-08-0216 min
InsurMark Sales Success Academy PodcastEpisode 69 - Risk Money vs Safe MoneyWhen helping a client that does or doesn’t mind a little risk, it’s important to remember the purpose of the money. Do they need guaranteed income they can never outlive? Do they want upside potential with downside protection? Do they want to have some money at risk? In this episode, Chad and Caleb discuss the differences in risk and safe money and when it’s necessary to use either as an option.2021-07-2616 min
InsurMark Sales Success Academy PodcastEpisode 68 - Stump The ChumpHandling objections is an art and takes time to master. Once you do, you can rest assured that you will be able to overcome them all. In this episode, Caleb throws out some common objections that agents run into over the phone with clients, and Chad handles them to teach you how to overcome the ones you face.2021-07-1918 min
InsurMark Sales Success Academy PodcastEpisode 67 - How to Handle a No ShowYou call the lead, set the appointment, run an illustration, and the client doesn’t show up. A no-show can be challenging, but your time is precious, and the way you convey that to your clients is vital. In this episode, Chad and Caleb dive into how Chad responds to a client not showing up to the appointment.2021-07-1217 min
InsurMark Sales Success Academy PodcastEpisode 66 - 25 Reasons Why Agents Fail Part 4One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.2021-07-0522 min
InsurMark Sales Success Academy PodcastEpisode 65 - 25 Reasons Why Agents Fail Part 3One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success.2021-06-2819 min
InsurMark Sales Success Academy PodcastEpisode 64 - 25 Reasons Why Agents Fail Part 2 One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you’ll set yourself up for long-lasting success. 2021-06-2114 min
InsurMark Sales Success Academy PodcastEpisode 63 - 25 Reasons Why Agents Fail Part 1One of the best ways to expedite success is to know exactly what NOT to do. In this series, you’ll hear Chad and Caleb talk about 25 things that agents commonly do that can be detrimental to their business and ultimately lead them to failure in the industry. Avoid these 25 things, and you'll set yourself up for long-lasting success.2021-06-1417 min
InsurMark Sales Success Academy PodcastEpisode 62 - How To Build an Appointment ProcessDoes your appointment process need refinement? Chances are, it does. One tweak in your process can make a huge difference in your production. In this episode, Caleb and Chad discuss the appointment process and how to build one that leads to a higher closing rate.2021-06-0717 min
InsurMark Sales Success Academy PodcastEpisode 61 - How to Build a Phone ScriptMost agents agree that making sales calls can be less than exciting and isn’t always a walk in the park. But, what if you had a sales script that helped you push past those mindsets and see the value in calling clients for the sake of helping them? In this episode, Chad and Caleb share valuable tips on building a phone script that books appointments in 15 minutes or less.2021-05-3116 min
InsurMark Sales Success Academy PodcastEpisode 60 - How to Build a Fact FinderWhen going through a fact-finder with your clients, it’s not just about the questions you ask but how you ask them. Too many agents try to sell first rather than find the solution to the problem. In this episode, Chad and Caleb talk about fact-finding and how to build an effective fact-finder that gets all the information you need in one page or less!2021-05-2417 min
InsurMark Sales Success Academy PodcastEpisode 59 - What to do After the SaleWriting the annuity policy is only the first half of being an annuity agent the other half is, being available to your clients when a spouse dies, needs long-term care, or has a major life change. Selling an annuity isn’t a one-and-done. Your clients may need your help, even after the sale is final. In this episode, Chad and Caleb discuss the importance of the second half of the annuity sales process.2021-05-1716 min
InsurMark Sales Success Academy PodcastEpisode 58 - Selling FIAs For The First TimeSelling FIAs shouldn’t be complicated or hard to do. In this episode, Chad and Caleb talk about some practical steps you can take today to start selling annuities and even sell your first million in one year.2021-05-1015 min
InsurMark Sales Success Academy PodcastEpisode 57 - What Sells For You When You’re GoneIf you could have something that would do the selling for you when you leave the appointment would you use it? Of course, you would. In this episode, Chad and Caleb discuss the importance of a leave-behind kit and how it can easily take your business to the next level.2021-05-0315 min
InsurMark Sales Success Academy PodcastEpisode 56 - Top 3 Client Pain PointsMany of the clients you work with have legitimate concerns, but how do you talk about their pain points without conjuring fear? In this episode, Chad and Caleb talk about three major pain points and how you can address them in a way that points them in the best direction for their situation without creating more fear.2021-04-2616 min
InsurMark Sales Success Academy PodcastEpisode 55 - Help Solve The ProblemDon’t "throw it all to the wall and see what sticks," find the solution to your client's problem, and show them the best option for their situation. In this episode, Chad and Caleb discuss fact-finding and how fact-finding enables you to solution sell rather than product push.2021-04-1920 min
InsurMark Sales Success Academy PodcastEpisode 54 - The Power of a Professional PresenceHow much business are you losing because you aren't presenting yourself as the expert? Is it time to reevaluate your approach? In this episode, Chad and Caleb discuss the necessity of establishing an internet presence as well as the importance of having branding that presents you as the expert to your clients.2021-04-1219 min
InsurMark Sales Success Academy PodcastEpisode 53 - A New Take On Simplifying AnnuitiesWhen it comes to explaining annuities, it's easy to complicate things and create analysis paralysis in your clients. In this episode, Chad and Caleb give a third take on how to explain annuities more simply. Simple always wins!2021-04-0516 min
InsurMark Sales Success Academy PodcastEpisode 52 - How To Handle Objections Before They AriseWe can all agree that every agent will run into client objections, but how do you prevent them from coming up in the first place? In this episode, Chad and Caleb discuss the keys to overcoming objections before they ever arise and the importance of constantly refining your appointment process.2021-03-2919 min
InsurMark Sales Success Academy PodcastEpisode 51 - Overcoming High Market ResistanceWhen the market is high, clients can have a lot of hesitation moving into safety and security because they think it will continue to go up. In this episode, Chad and Caleb discuss the ways that you can address the market conditions without conjuring fear in your clients.2021-03-2218 min
InsurMark Sales Success Academy PodcastEpisode 50 - The Importance Of Remaining Focused Many agents in this industry try to be the Jack of all trades but end up being the master of none. In this episode, Chad and Caleb discuss why remaining focused on one line of business has greater rewards for you and your clients than trying to scatter yourself across multiple different lines of business. 2021-03-1516 min
InsurMark Sales Success Academy PodcastEpisode 49 - The Benefits of Cross-Selling CorrectlyHave you ever met with a client about life insurance, medicare, final expense, or an annuity and felt like they could benefit from a policy in another area? If so, you've been inclined to "cross-sell." In this episode, Chad and Caleb discuss the benefits of cross-selling, and some things you can start doing today that will help you cross-sell effectively.2021-03-0817 min
InsurMark Sales Success Academy PodcastEpisode 48 - How to Be the Expert in This IndustrySetting yourself apart and becoming the expert in annuity sales doesn’t happen overnight. It takes some dedication and an investment of time to get where you want to be, but it is certainly attainable and well worth the effort. In this episode, Chad and Caleb talk about how being an industry expert practically benefits you and what it takes to get there.2021-03-0117 min
InsurMark Sales Success Academy PodcastEpisode 47 - How I Reached $200 Million in Solo Annuity ProductionHard work beats talent when talent doesn't work hard. To reach big production goals you have to be willing to do what no other agent will do. In this episode, Chad and Caleb dive into Chad's production numbers and what it took to get him there.2021-02-2217 min
InsurMark Sales Success Academy PodcastEpisode 46 - Selling to the Right Age DemographicWhat age is the sweet spot for an annuity and why does it matter? As an agent, you will come across many clients from young to old but the purpose is always safety and security. In this episode, Chad and Caleb discuss the perfect age for an annuity and why delayed gratification is powerful.2021-02-1513 min
InsurMark Sales Success Academy PodcastEpisode 45 - The Advantage of the Golden Age of AnnuitiesWe are still in the golden age of annuities and, it doesn’t look like it’s slowing down anytime soon. In this episode, Chad and Caleb talk about the baby boomer generation and what to expect over the next few years.2021-02-0817 min
InsurMark Sales Success Academy PodcastEpisode 44 - Refining Your Appointment ProcessWhen it comes to refining your appointment process, you don’t have to reinvent the wheel. Take time to learn from someone in the field just like you, working hard, just like you. In this episode, Chad and Caleb discuss the appointment process and how most objections stem from questions that didn’t get answered in the initial part of the appointment process.2021-02-0116 min
InsurMark Sales Success Academy PodcastEpisode 43 - Presenting From The Worst-Case ScenarioChad asks clients all the time, “how do you make an unrealized gain a realized gain?” “You have to protect it.” No one knows what the market will do today or tomorrow, let alone 5 to 10 years from now. That’s why selling from the worst-case scenario to your clients is the only way to represent the safe money products you offer. In this episode, Chad talks about market risk and explains how to use the worst-case scenario honestly and genuinely.2021-01-2517 min
InsurMark Sales Success Academy PodcastEpisode 42 - Every Lead (Old and New) Is an OpportunityAgents are always asking how to get more leads, but is that the question they should be asking? What if it’s not the number of leads you get but rather the process that you use with the lead that maximizes the production possibility? In this episode, learn how Chad triples the average annuity sale using the same leads many agents are already using.2021-01-1815 min
InsurMark Sales Success Academy PodcastEpisode 41 - Finding Your Why in 2021Going into the new year knowing your WHY can be a make or break for your business. What you do is not just a job but an opportunity to change someone’s life. Is it time to change your perspective on what you get to do? In this episode, Chad shares his "why" and how looking out for the best interest of your clients will always result in success.2021-01-1116 min
InsurMark Sales Success Academy PodcastEpisode 40 - New Years EncouragementStarting the new year out on the right foot is crucial to building momentum, but resolutions without actions are just dreams. In this episode, Chad talks about how to kickstart the new year by establishing a system and process that allows you to be consistent throughout the year.2021-01-0416 min
InsurMark Sales Success Academy PodcastEpisode 39 - Typical Work Week For A Solo $200M ProducerWhen you remain diligent and intentional, you would be surprised at what you can accomplish. Chad says "seconds count" and "time is a currency you can only spend once." In this episode, Chad tackles his typical work week and what he does to maximize every second while making time for family and vacation.2020-12-2817 min
InsurMark Sales Success Academy PodcastEpisode 38 - Million Dollar Fact-Finding StrategiesThe overall goal of fact-finding with your clients is to narrow down what they need and provide a solution to their pain. Often, Fact-Finding will single-handedly increase an agent's case size as well. In this episode, Chad shares his fact-finding process and the mindset he has in every appointment.2020-12-2116 min
InsurMark Sales Success Academy PodcastEpisode 37 - How to Increase Your Average Case SizeIncreasing your production, case size, and closing ratio sound good but are you willing to do what no one else will do to get where you want to be? Chad will tell you that's what makes the difference. In this episode, learn how chad's case size is 3x more than the national average and what you can do to start growing your average case size now.2020-12-1418 min
InsurMark Sales Success Academy PodcastEpisode 36 - Best Ways to Overcome Holiday ObjectionsWith the holiday season comes the reasons why clients want to wait to meet with you, right? In this episode, Chad shares how he handles objections during the holidays and how it allows him to have record months at the end of the year.2020-12-0718 min
InsurMark Sales Success Academy PodcastEpisode 35 - How to help the Client and Close the DealBeing confident and thorough in the appointment is key to establishing yourself as the expert and handling objections before they ever arise. In this episode, Chad shares his soft closing techniques and how it is not about a commission check but rather providing a solution to the client's problem.2020-11-3016 min
InsurMark Sales Success Academy PodcastEpisode 34 - Seeing the Value in the BasicsOne adjustment in your process can change the entire trajectory of your business, and it can be as easy as reviewing the basics. In this episode, Chad goes back to the basics by uncovering simple but effective ways of keeping your business booming at the end of the year.2020-11-2316 min
InsurMark Sales Success Academy PodcastEpisode 33 - How to Explain Risk and Safe Money to ClientsExplaining the difference between risk and safe money to clients can be a bit overwhelming, but it doesn't have to be. The overall goal of this process is to simplify, explain clearly, and provide peace of mind. In this episode, Chad dives into the topic of risk and safe money and shares the approach agents should have when explaining the two options to clients.2020-11-1616 min
InsurMark Sales Success Academy PodcastEpisode 32 - The Last Quarter Is More Important Than You ThinkAre the last two months of the year actually slow months for agents? Or is it all just a mindset? November and December could more important than you think. In this episode, Chad shares how December is his strongest month and why most clients want to protect their retirement going into the new year.2020-11-0916 min
InsurMark Sales Success Academy PodcastEpisode 31 - When and When Not to Help a ClientWhen helping a client, the first question you should ask is, “can I help better this person's situation?” It’s time to rewrite the narrative and remove the blackeye of this industry by putting every client first. In this episode, Chad shares some valuable questions you should be asking every client and how asking these questions affect every area of your business.2020-11-0217 min
InsurMark Sales Success Academy PodcastEpisode 30 - Processing Your Leads in a New WayLeads are not a cost but an investment. Is it time to start processing your leads in a new way? In this episode, Chad discusses that there is no such thing as an old lead but rather an opportunity to maximize the effectiveness of every lead.2020-10-2616 min
InsurMark Sales Success Academy PodcastEpisode 29 - The Importance of Your WhyThe secret to success is your WHY. Your why will get you up in the morning. Your why will give you a desire to help your clients. Your why will motivate you to be excellent when others fail to be. In this episode, Chad talks about surviving a hurricane, getting his start in this industry, and how your "why" will help you get through it all.2020-10-1916 min
InsurMark Sales Success Academy PodcastEpisode 28 - Best Annuity Business Practices Whether you are knocking it out of the park or struggling to keep your business afloat, there are always ways to continue to improve your business. In this episode, Chad shares some of the best practices to implement to grow your business in this industry. 2020-10-1211 min
InsurMark Sales Success Academy PodcastEpisode 27 - The Thoughts That Block Objections Have you ever wondered where all your client objections come from? Or why some agents handle objections so well, and others struggle? In this episode, Agent Relations Specialist Caleb North shares his take on the success mindset and the way that it plays into objection handling. 2020-10-0517 min
InsurMark Sales Success Academy PodcastEpisode 26 - Mastering the First Phone CallCalling a lead for the first time can seem daunting, but it doesn't have to be! Be the expert, be confident, and believe that you can make a difference in your client's life. In this episode, Chad talks about making the first phone call and why it's so important to provide a solution for your client, not just make the sale.2020-09-2816 min
InsurMark Sales Success Academy PodcastEpisode 25 - 3 Simple Annuity Sales TipsHave you ever wondered what you can do to take your business to the next level? In this episode, Caleb North shares 3 simple things you can do to drastically increase your annuity production. These 3 tips are easy to implement and will improve your efficiency immediately. Check it out!2020-09-2116 min
InsurMark Sales Success Academy PodcastEpisode 24 - How's Your Leads Perspective?92% of agents fail in the first 2 years because they don't know how to make the most of their leads. Are you looking at your leads from the right perspective? In this episode, Chad talks about having a new perspective on leads that could revolutionize the way you handle them!2020-09-1416 min
InsurMark Sales Success Academy PodcastEpisode 23 - Poverty, Riches, and Wealth MindsetProviding value for your clients starts with having the right mindset! Building the right mindset starts with striving to give your clients peace of mind, not chasing a commission check. In this episode, Chad breaks down what it means to have a wealth mindset and why it's crucial in your business!2020-09-0716 min
InsurMark Sales Success Academy PodcastEpisode 22 - From Breakdowns To BreakthroughsIs your business slowing down? Is it hard to regain traction? Well, you're not alone! In this episode, Chad shares how he went 3 weeks without selling an annuity, the importance of remembering your WHY, and how to keep moving forward in difficult times.2020-08-3117 min
InsurMark Sales Success Academy PodcastEpisode 21 - It's About Solutions, Not SalesMany agents focus on the sale instead of looking out for the best interest of the client. Don't be that agent! Find the problem and provide the solution. In this episode, Chad shares how he's not interested in just making the sale, but providing solutions to the client, and how he keeps that mindset throughout the process.2020-08-2416 min
InsurMark Sales Success Academy PodcastEpisode 20 - I Can't Believe I Did ThatWhen preparing for an appointment, there are many things to consider. Did you get all the client's forms? Do you have your leave behind kit? Have you studied the product to be able to explain it? Will the client understand everything you're sharing? In this episode, Chad shares about a time that he forgot the product illustration and how he was able to maintain composure and confidence as the expert under pressure.2020-08-1717 min
InsurMark Sales Success Academy PodcastEpisode 19 - There's No Time Like NowAs a solo producer, Chad calls his own leads, runs his own appointments, makes the sale, follows up on pending business, and delivers policies all on his own. He is active in the field, just like you! In this episode, Chad takes a simple look at the annuity sales process and why now is the time to help your clients protect their money!2020-08-1017 min
InsurMark Sales Success Academy PodcastEpisode 18 - Comfort Zones: The Enemy of SuccessSuccess is hardly ever achieved in the comfort zone. Is it time to make some changes to your business? In this episode, Chad discusses the detrimental effect of the comfort zone and why you should avoid giving in to it.2020-08-0317 min
InsurMark Sales Success Academy PodcastEpisode 17 - Appointments Done RightMany agents put their focus on building "rapport" when all the client needs is an expert who is confident in their solutions. In this episode, Chad shares how to approach the client and why maintaining focus in the appointment is essential to closing the sale.2020-07-2717 min
InsurMark Sales Success Academy PodcastEpisode 16 - Fact Finding Made EasyAre you asking your clients the right questions? Are you ready to grow your average case size? Fact Finding is the answer, NOT more leads! In this episode, Chad breaks down the essence of Fact Finding, how to make it less complicated, and the benefits of doing it right.2020-07-2017 min
InsurMark Sales Success Academy PodcastEpisode 15 - You Can Do This!Back in 2007, Chad was $150,000 in credit card debt and was facing some hard times. The obstacles in front of you right now are no different. The way you move forward today will determine your success tomorrow! In this episode, Chad shares his story of success and what he had to do to get there.2020-07-1315 min
InsurMark Sales Success Academy PodcastEpisode 14 - Annuities Made SimpleMany agents ask Chad, "How do I explain how an annuity works to my clients without making it complicated?" In this episode, Chad explains in English, not financial jargon, how an annuity works, how to best explain it to your clients, and exposes some common misconceptions about them.2020-07-0617 min
InsurMark Sales Success Academy PodcastEpisode 13 - The Golden Age of Annuities2020 has been a world of uncertainty, and volatility but many clients still need help with retirement. In this episode, Chad shares why he believes we are in the perfect time for annuities and how annuities provide a constant in market storms.2020-06-2911 min
InsurMark Sales Success Academy PodcastEpisode 12 - When A Lead Is DeadYou can’t force your prospective client to understand safety and security. If they aren’t ready to choose it for themselves, they aren’t ready. If they reach back out to you, then something most likely triggered them. In this episode, Chad shares how he determines when to call a lead dead and how to keep them in the sales pipeline.2020-06-2217 min
InsurMark Sales Success Academy PodcastEpisode 11 - Always Sell Safety Throughout the sales process, it’s so important not to sell based on emotions. Help the client based on the worst-case scenario, but don’t allow fear to guide their decisions. In this episode, Chad shares how he presents safety in his appointments and highlights a few things to avoid. 2020-06-1517 min
InsurMark Sales Success Academy PodcastEpisode 10 - Lead Budget Know-HowThis industry can cost a lot of money - for products, leads, and more. Different types of leads can greatly vary in cost and you need to know how to budget for them. In this episode, Chad shares budgeting strategies, his successes with certain types of leads, and how to set yourself up for success with industry costs.2020-06-0816 min
InsurMark Sales Success Academy PodcastEpisode 9 - Opportunities Meet Preparation In this industry, insurance companies and products are always changing which can make it challenging to know what the best products are for your clients. Studying up and staying current is crucial to providing the best of what’s available. In this episode, Chad shares how deliberate preparation often produces more opportunities. 2020-06-0116 min
InsurMark Sales Success Academy PodcastEpisode 8 - Gaining the Client's TrustAgents often struggle to find the best product for their client's situation and therefore have difficultly gaining their trust. In this episode, Chad talks about how he gains his clients' trust by studying and researching available products, finding the best solution to their situation.2020-05-2516 min
InsurMark Sales Success Academy PodcastDo What's Best For the Client Retirement is a big decision in a person's life. Sometimes the client is not ready to move their money, and that's okay. It's their decision. In this episode, Chad shares how he focuses on skill set and quality versus quantity, always doing his best to make sure the client is taken care of with the right product. 2020-05-1817 min
InsurMark Sales Success Academy PodcastEpisode 6 - Your Retirement MattersWhen you're retiring, you need to find something you can't lose your money in. Remember this is your money, your retirement. In this episode, Chad talks about how agents can often over-complicate the process causing the client to get confused. He also discusses how agents seem to be using the same products for years and aren't utilizing better available products. 2020-05-1116 min
InsurMark Sales Success Academy PodcastEpisode 5: The Choice: Risk or Security Choosing to put your money at risk in the market affects your retirement way more than it does mine! The question is, is that something you're willing to risk? Do you want to lose any more money? In this episode, Chad shares how to talk to clients about market risk and secure alternatives. 2020-05-0417 min
InsurMark Sales Success Academy PodcastEpisode 4 - Don't Believe Everything You HearThere is plenty of information floating around during these unusual times, but we must make sure we're finding the facts. In this episode, Chad discusses the differences between facts and speculations as well as being careful about the sources of those facts.2020-04-2716 min
InsurMark Sales Success Academy PodcastEpisode 3 - The Market is a Temperamental ChildIt's time to help your clients put the stock market in the corner for a time out! No one knows where the market will be in 5, 10, or 15 years because it is emotionally driven and throws temper tantrums. In this episode, Chad exposes the volatility that the market brings and shares ways to bring peace of mind to clients with safety and security.2020-04-2015 min
InsurMark Sales Success Academy PodcastEpisode 2 - Taking Your Appointment DigitalGetting in front of your client is vital to continue to write business in this industry. The question that remains is "how is that possible with what's going on?" In this episode, Chad uncovers the process he is using to go digital and get in front of clients.2020-04-1317 min
InsurMark Sales Success Academy PodcastEpisode 1 - Elimination Client ConfusionAs an agent in this industry, the ultimate goal is to help bring peace of mind to every client. Now more than ever, with fear and confusion on the rise, it's crucial to bring this peace of mind. In this episode, Chad shares how a confused mind will always say no and reveals the steps he's taking to steer clients in the right direction.2020-04-0716 min