Tag Archives: fail

SAP 102: Get Your WHY Fixed, or Just Get Out! | How to Sell Insurance Successfully

Nothing to sell here. Absolutely no hype.

I will tell you why 90% of insurance agents fail when they are pursuing a new opportunity.


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If your reason WHY you are getting up every morning is not strong enough, you will be knocked out far too early. Only those with a desperate reason as to WHY they are going to get up and get out on phones will ever see any level of success, regardless of what you are selling or who you are helping.

If your reason WHY is to help a particular person (demographic) with a systemic problem that they have, and you show a level of interest in their situation that is real and not scripted, you cannot HELP but succeed.

Too may new insurance agents think that they are starting just another job.
They have nothing to hold themselves accountable and no one to report to.

This is very dangerous.

If the agent does not have the internal discipline to show up every day, to make the uncomfortable calls, to study marketing to become proficient, they will FAIL, every time. This discipline can come from developing a passion to help the next person in their situation.

“Everything you ever wanted is on the other side of fear.” – George Addair

Matthew 12:34 quoted Jesus as saying, “Out of the abundance of the heart, the mouth speaks”. Proverbs 4:23 says, “Keep your heart with all vigilance, for from it flow the springs of life.”
Luke 6:45 says, “The good person out of the good treasure of the heart produces good, and the evil person out of evil treasure produces evil; for it is out of the abundance of the heart that the mouth speaks.”

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As always, for helpful agent information, visit MedicareAgentTraining.com. Listen below or watch here.


SAP 041: What Makes Agents Fail in the Medicare Business?

The number one reason that agents fail in the Medicare niche market is that they have a misplaced expectation that every call will be a one-call close. Those “boiler rooms” that are PUSHING folks into the one-call close have a HORRIBLE persistency record with the carriers.

That is, when you shove a product down someone’s throat, assuming the sale, assuming the application, building just enough trust where they will tell you ANYTHING to get you off the phone, you will not be in business for long. That is 100% SALES and 0% concern for the client.

If you want to build a GOOD, solid business for residual income, build relationships, not check-marks on a scoresheet of how many one-call closes you pulled off today.

Another big factor is that new agents believe that their first few conversations will yield that sale. It might take 30 people being put in your pipeline for weeks before you have one sale. If you quit just before the pipeline starts coming out the other side, you will NEVER see the residual income grow.

You get better, the pipeline gets more full, and people start coming back to you based on the way you made them feel. THAT is what this business is about – your obligation to build trust.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here!


SAP 027: Never Choose Failure

Please excuse this long-overdue rant, that comes along about every six months, when a new agent presents to me a list of excuses as to why this industry, helping seniors, is not working for them.

MedicareAgentTraining.com is a site dedicated to best practices in the delivery of Medicare benefits to our greatest generation. It is run by Christopher Westfall, who has been a licensed agent for over 19 years. Christopher helps to facilitate the on-going discussion between insurance professionals who are constantly seeking the best for their practice and for their clients.

For helpful agent information, visit MedicareAgentTraining.com

Listen below or watch here.