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How To Sell Insurance: Daily Summaries Delivered
by Ryan Federico, Ashton DeLangoLunday, and Grant Leber
Every week we discuss ways to better increase your close ratio, acquire clients, retain clients, and grow your insurance agency. Subscribe to learn how to write more applications and train your agents!
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- Jul 1, 202526 min
Do THIS and Never Buy Leads AGAIN - How to Sell Insurance
Let’s be real — in 2024, if someone can’t find you online, they won’t trust you.In this episode, Ryan, Grant, and Ashton get real about what your social media, Google results, and personal brand say about you — and why every insurance agent needs to get serious about looking credible online.They break down:✅ What your Facebook and LinkedIn pages should actually show✅ Why clients and agents Google you before they trust you✅ How to clean up your profile without losing your personality✅ The reviews, links, and landing pages that build instant credibility✅ The easiest way to build your brand — even if you're not techy🎧 Whether you’re looking to land more appointments or attract your next rockstar recruit — this episode gives you the exact playbook.Timestamps00:00 – Intro02:10 – Why your online presence matters06:25 – What NOT to post on social media10:00 – How to build credibility online14:40 – Tools and links that make you look professional21:00 – Final tips on branding and recruiting
- Jun 17, 202535 min
Small Talk Isn’t the Sale: How to Move the Call Forward | HOW TO SELL INSURANCE
You 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.
- Jun 5, 202523 min
How Our First Appointments Went (And What You Should Do Differently) - How to Sell Insurance
Everyone 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 just getting started✅ How to actually use your mentor's time — and get better results from it✅ How to stay in the game long enough to win🎧 Listen now — and start building a career you won’t have to recover from.
- May 26, 202531 min
WORK-LIFE BALANCE FOR INSURANCE AGENTS | How to Sell Insurance
Everyone 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 to define work-life balance on your own termsWhether you’re producing, building, or trying to do both — this episode will help you finally stop spinning and start building a career that works with your life (not against it).🎧 Listen now — and let’s talk about how to build income, control your time, and actually enjoy your life.
- May 16, 202537 min
Handling Conflict in Your Agency | How to Sell Insurance
Let’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 it06:00 – Emotional immaturity and the source of most issues08:00 – When to step in vs. when to step back11:30 – The Support-Challenge Matrix explained13:30 – Coaching vs. coddling: finding the middle ground17:00 – Domination vs. Liberation leadership styles20:30 – How to hold people accountable to their goals26:00 – The $200/hour rule: who deserves your time?28:30 – Why many agency owners are “broke with a team”30:00 – ROI conversations vs. wasted management34:00 – Using the productivity pyramid to stay focusedWhether you’re just building your first downline or managing a full agency, this episode gives you real, raw leadership tools that’ll keep your business (and your sanity) intact.🎧 Listen now — and learn how to coach agents with accountability, empathy, and ROI in mind.
- May 8, 202521 min
Hiring Staff 101 | How to Sell Insurance
Whether 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.
- Apr 10, 202529 min
How Elite Insurance Agents Stucture Appointments - With Chris Clarke and Josh Manzano
What 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 clear agenda16:30 – What advanced agents look for during a fact-finder18:40 – The death of ego: stop trying to sell like a leaderboard monster21:15 – Why agents lose sales by over-explaining25:05 – How to involve the spouse (the real decision-maker)27:30 – Silence is a closing tool: The illusion of control🔗 📘 The 5 Voices by Jeremie Kubicek & Steve Cockram - https://www.amazon.com/Voices-Communicate-Effectively-Everyone-Lead/dp/1119111099Our Facebook: https://www.facebook.com/profile.php?id=100077592465120Our Insta: https://www.instagram.com/howtosellinsurancepod/
- Mar 29, 202525 min
Let's talk about Financial Literacy. | How to Sell Insurance
Let'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 revenue12:30 - The 3-account system for managing income18:10 - How much to reinvest vs. pay yourself22:45 - The difference between top earners and struggling agents28:30 - Smart ways to spend your commissions35:00 - The secret to building long-term financial stability🔔 Subscribe for more tips on sales, branding, and financial growth!LINKSProfit First BookIrregular Income Budgeting PDFOur Facebook
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