a picture of someone tapping on their cell phone

If you’re interested in bettering your phone calls and sales, these five things will improve your ability to convert over the phone.


From the Hello to the Thank you, you need to be prepared every step of the way. With a higher skill level, your agents are going to be able to convert more sales. I’m passionate about phone sales, and if you have the right training, you can too.

Quip your clients with what to do, when to do it, how to do it, where to do it, and why to do it. Providing training videos and calling scripts is crucial. Being able to help your agents overcome objections so that they understand the entire sales process will give them everything they need.


Resources are important. You need to be able to handle live transfers, various ways to gain leads, and what to say during your introduction.  

Harvard says the first 4 seconds of the call is POWERFUL to make sure you convert the sale. I believe even the first 60 seconds are paramount.

While you have similarities between face to face and over the phone, there are differences, and being prepared with what you need to know and what you’ll be able to pull out from training will help you convert people over the phone.


Marketing is just as important as the others. Where are you getting your leads, what do they look like and where are you getting them? 

I’ve created Telesales Mastery Members to help you better understand telesales and assist you on what leads you should be using. In my group, I provide discounts with vendors and marketing companies.


You want to be able to have technology that works for you. Creating a pipeline that acts like a funnel that can help you dial, move a lead forward, close them as a sale, or follow up with them is essential. 

In Telesales Mastery Members, I offer discounts on headsets, dialers, calendar pieces, CRM’s and more. 


You want to take all of the questions out of your setup with a carrier. Understanding what is popular when it comes to sales, what electronic apps do they offer, what the process looks like, and how many carriers do you need?

Using a popular carrier and understanding the process will only help you succeed.

These five things that you need to sell insurance over the phone will help you get started. Want to learn more, call my office or join Telesales Mastery Members here.


One of the biggest misconceptions is that nobody makes a living selling health insurance.

While Brad Hannon was visiting in Springfield, Missouri, I had him share how he makes a continuous 6-figure income year after year and is on his way to hitting a 7-figure income.

Stay in Your Ten

Focus your energy and talents on where you can be most effective. Learn new things, but make sure to keep your abilities sharp.

Find Your Niche to Expand Your Services

You have to be focused on one section of the industry. Be the best that you can be in that area. Once you understand and have clients, continue to serve them. When you have more time, learn to expand, and offer more services to create a more substantial income.

Residual Income

By retaining clients, you will create a residual income. That means payment will continue to get paid to you while they use you as their agent.


Referrals are critical to your business because your current clients can offer new individuals who need your services. Happy users are more likely to offer someone new.

Understand and Overcome Limiting Beliefs

A limited belief is that anything in your mind or way doesn’t let you hit your goals.

Money is motivating, but when Brad turned money into a scoreboard to see what he could make, he changed his beliefs on what he was “worth.” Shattering the ceiling, breaking down goals, understanding how to get to where you want to go, and making it a challenge will help you overcome and go where you want to go.

Leaving Your Comfort Zone

Put your best foot forward; challenge yourself once every single day. Many agents struggle to be okay with fear; when you leave your comfort zone and lean into your fear, you’ll find more confidence.

Use these tips to make sure that you’re making a difference in your business and challenging your team.



When Bradley Hannon was in town visiting the office, Landon McCarter and I had the opportunity to pick his brain as he is THE health insurance guru selling health and life insurance. 

With less than five years in the business, Bradley has grown his team and produces over $1 Million in healthcare policies every year himself. 

Brad reflected while chatting with us over his ups and downs during his time in the industry. Brad had to start from scratch twice during his career. “It’s going to be the best thing I’ve ever been through, and I believed that wholeheartedly at the time.” 

“It was devastating at the time, but looking at the positives to know that I could do it again, I knew there wasn’t a fear of failure, rather I leaned into the fear.” 

He provided tangible advice on how to be a leader and how you can grow your leadership. He suggested creating a “5 Tool Agent” to recruit, train, sell, etc. so that they can also be producing sales while managing a team. Brad has enjoyed being able to grow his team while he himself sells over $1 Million in policies a year.

If you’re interested in health insurance or thinking about selling health insurance – give this podcast a view.


Cross Selling As An Insurance Agent. Cody Askins.

Can you confidently cross-sell various insurance products within one sales call?

Taking control of a phone call and leading the direction you want it to go is essential.

Do you have a reliable script with transitions, ready to go?

I set my calls up with reference to a “Money Bag.” Many clients express that there are four areas of money loss when nearing retirement. 

The Four Money Bag Concern Areas Are:

Health Expenses

This can drastically reduce what is remaining in retirement due to the high cost. From health issues to conditions, you can sell Medicare regardless of age. Make sure to fact-find and see what they currently have and if it works.

Final Expense

If you want to leave a legacy for your family and provide a small benefit when our time comes, you want to do this. Without this coverage, the cost will increase quickly and take a significant amount of money before you pass.

Long Term Care

70% of seniors age 75 or older end up with the need for care. While on the phone, ask the question, “What do you have to offset this high cost,” gives you the opportunity to offer up: Long-Term Care or Hybrid Life Insurance. 

Taxes and Income

Many people have money set aside but are worried it’s not enough to last. Taxes are going to be avoidable, and the cost of living is always increasing, but your clients have options, which is where you come in to offer a solution.

This “Money Bag” idea is perfect for fact-finding and provides tips for those of you looking for cross-selling opportunities.