Tag Archives: results

SAP 113: Salespeople have to be HUNGRY, but not Desperate

How you do anything is how you do everything. If you have a consistent routine, every single day, where you are talking to seniors who could potentially help, you’re in the game. If you are doing ANYTHING other than talking with seniors consistently, you are fooling yourself into thinking you’re in the business.

Coming at any marketing business with an attitude of being hungry for results, in that it creates within you the drive to do what is necessary, means inevitable success. Whether it is selling Medicare insurance by phone, selling final expense insurance face-to-face, or selling anything to anyone – how you show up, or don’t show up, every day is what separates the superstars from those that barely get by or wash out of the industry.

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


SAP 070: Being a Professional is about Taking Ownership

Chris Westfall here…this morning I was looking at a post on Facebook, from a friend – Nick Ayres.

Nick pointed out that he has met several, unique individual agents in this industry that all have very different approaches to lead generation. Nick pointed out that it is interesting that other agents are often frustrated when they try the same basic marketing methods used by these huge producers, yet see nothing like the same results. What is the difference?

Here is the original text from Nick’s post:
“There is a problem we face as insurance business owners. This problem is debilitating, crippling, and lethal in some cases. The problem is easily described as being able to have “sight” but no “vision” Allow me to explain…

BUT first, make sure to join Adam and I live tonight for the 13th episode of COLLABCAST. We’ll sit down with Travis Gensler and talk automation, technology, SEO, etc. We’ll answer your questions LIVE on air…It all starts at 6pm PST live online at www.iaoa.com/media

Here is an observation that I see unknowingly happening in our world. We seem to spend more time looking at every rabbit trail, trying to hack our way through a jungle in order to find success. We see guys like Brandon Smith and say “I need to be a Dave Ramsey ELP!” Then get frustrated when we can’t replicate his success

We see guys like Troy Thompson and say “I’ll get back to door knocking!” Then wonder why we aren’t executing at the same level. We wonder if we should do paid ads like some others, then complain about lead quality and close rates. We observe guys like Cory Schnabel who writes over $1.5mill in personal lines with no paid ads and think “That’s the ticket, let’s do that!” Only to bang our head against the wall. We see guys like Travis, and Gary Paulson and make strong strides to go all in on automation…then get lost in the gadgets and sequences and give up

We chase the winds hoping to catch lightning in a bottle, only to end up frustrated, confused, jaded and cynical at best with the results. Why do the others see success but not me? It’s complicated…but it’s also simple!

These and others had a real vision for their strategies. They honed a craft, worked through their own mistakes, and stayed the course.

I’m sure if they were honest, they’d all tell you “we still miss the mark more than we hit it…but we learn and keep going”

Should you do the same things they do?…Sure. Should you attempt to do them all at once?…Probably not. My encouragement to you, is find the style and mechanisms that work best for you and execute on them 100%

If you like direct mail and have success with it, don’t let me or any guru tell you it’s dumb and you’re wasting your money. If you hate paying for ads, then embrace organic reach and be a content making machine! If you’re impatient and hate organic results, then put the whole can of gas on the machine and go full throttle with ads. Find you!…Do you 100% and only relent when you need to make left and right turns. Other than that, pedal to the metal

Should you add new stuff from time to time?…Sure. But do it when you have the last thing somewhat handled. There is no “right way” or “wrong way” in this game…only preferences. Find yours, seek out real vision, and stay the course.

When you try to replicate someone else and what they are doing, it will never be as good. You can copy methods, but you cannot copy results. Instead of spinning around aimlessly, you can put your full attention onto what will work for you, your community, your clients, and your family

Vision Sight” – Nick Ayres

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


SAP 023: Medicare Results Finishing 2015

How did we end 2015?

Chris Westfall’s office (personal production) ended 2015 in record territory. Referrals from existing clients and new clients getting onto Medicare for the first time led to record numbers.

Chris has qualified for the Mutual of Omaha Rome trip in April and AETNA’s Iceland trip in May.

And we’re off to a great 2016, already!  Listen to the podcast audio below:



Medicare Training for Agents