How To Sell Insurance
Ryan Federico, Ashton DeLangoLunday, and Grant Leber 47 episodes Jul 1, 2025
The podcast offers weekly advice for insurance agents who want to improve their sales performance. Episodes focus on increasing close ratios, acquiring and retaining clients, and growing an insurance agency. Listeners can learn practical techniques for writing more applications and training agents. The show is aimed at insurance professionals looking to build and strengthen their business.
Episodes
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
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 – Intro0
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 wha
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, a
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 Su
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.
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 s
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 t
Why Branding Matters - How to Sell Insurance
Your online presence matters more than ever! Whether you're selling insurance or growing an agency, branding yourself properly can make or break your success. In this episode, we cover:✅ Why clients and agents Google you before working with you✅ How to make your social media work FOR you, not against you✅ The biggest branding mistakes that drive people away✅ Easy, free ways to build credibility an
COMMON PITFALLS NEW INSURANCE AGENTS FACE - How to Sell Insurance
In this episode, Andrew Jimenez shares the leadership strategies that helped him turn new agents into top producers. Learn how to coach effectively, build systems that scale, and create a winning sales culture.🎯 Key Takeaways: How to coach agents for consistent performance. The systems that drive sales success. Why accountability is key to growth.🎧 Available now on Spotify, YouTube, and more!📌 TI
Scale Your Agency with Love with Ryan Miller - How to Sell Insurance
In this episode, Ryan Miller shares the leadership strategies and cultural principles that helped him build a multi-million dollar agency. From embracing vulnerability to developing leaders within his team, Ryan provides a roadmap for agents and builders looking to scale their businesses while fostering a positive and empowering environment.🎯 Topics Covered:- How to create a winning culture in you
100k in APV for 6 Months in a Row?! - How to Sell Insurance Podcast
In this episode, Dylan Crane reveals his secrets to scaling production and achieving$178K in just one month. From mastering the basics to embracing coaching, Dylan’s approach is one every agent can learn from.🎯Key Takeaways:Train, roleplay, and refine your skills daily.Use persistence and hard work to overcome challenges.Invest in the right tools and systems to scale production.🎧 Available now on
Scale Your Agency to $50M - With Edward Prichett | How to Sell Insurance
In this episode, Edward Prichett shares his blueprint for scaling an insurance agency to $50M+. Learn how to lead effectively, build scalable systems, and transition from self-employed to a true business owner.🎯 Key Takeaways: Why conferences and networking matter. How to manage production and team building simultaneously. The systems and education needed to scale your agency.🎧 Available now on Sp
Support Challenge Matrix to Scale Your Team and Win Your Clients in 2025 - How to Sell Insurance
In this episode, Alek Mires explains how the Support-Challenge Matrix can transform your leadership approach in sales and team-building. Learn how balancing support and challenge helps you develop leaders, overcome obstacles, and empower both agents and clients.🎯 Key Takeaways: What is the Support-Challenge Matrix? Why support alone doesn’t work—and neither does constant challenge. How to liberate
MAXIMISE YOUR FIRST 90 DAYS AS AN INSURANCE AGENT IN 2025
Starting a career in insurance? The first 90 days are crucial for your success. In this episode of the How to Sell Insurance Podcast, we break down the essential habits, strategies, and mindset shifts every new agent needs to thrive.🎯 Topics Covered:Why you need a business owner mindset.Building a disciplined schedule that works.The importance of consistent lead investment.Learning through failure
Keys to Success When Working Digital Leads | How to Sell Insurance Podcast
In this episode, we dive into the strategies behind a game-changing script for digital leads. Grant Lieber and the team reveal how this approach helps agents:
Close faster.
Reduce cancellations.
Build stronger client relationships.
Discover why digital leads are the future of insurance sales and how to maximize ROI on your time and investment.
🎧 Listen now on Spotify, YouTube, or your favorite p
Selling Through the Holidays: How to Make It Work | How to Sell Insurance Podcast
Holidays can feel like a challenging time to connect with clients—but they don’t have to be! In this episode, we share strategies to maximize appointments and sales during Thanksgiving, Christmas, and beyond.
Learn how to overcome client excuses, leverage the power of suggestion, and even use the holidays to grow your warm market.
Timestamps:
0:00 – Intro
2:10 – Have You Earned Time Off?
6:45 –
10x Your Insurance Sales with Storytelling - How to Sell Insurance Podcast
We explored how storytelling can transform your insurance sales strategy. Discover the importance of third-party stories, when to share them, and how they can drive urgency, overcome objections, and even generate referrals.Key Takeaways:- Why stories are more powerful than facts.- Tips for building your own "story library."- Examples of real-life stories that drive results.Whether you’re a seasone
The COMPLETE Guide to Performance Coaching with Dr. Brian Williamson | How To Sell Insurance Podcast
In this episode, the hosts welcome back leadership coach Brian Williamson to explore how coaching can be a game-changer for insurance professionals.
Brian shares insights from his eclectic career, which spans the Marine Corps, nonprofit leadership, startups, consulting, and his current role as Chief Leadership Development Officer at Quility. With a PhD in organizational leadership, Brian has a p
Handling Appointment Objections in 2025 (Part 2) - How to Sell Insurance
In this episode, we dive into real strategies for overcoming common appointment objections. From handling the classic "I need to think about it" to getting the spouse onboard, we cover how to prepare for objections before they even arise. Whether you're new to the industry or a seasoned agent, these tips can help you close more effectively.Timestamps:0:00 – Intro1:30 – Best Time to Overcome Object
How Elite Agents Handle Objections in 2025 (Part 1) - How to Sell Insurance
In this episode, Ryan and Ashton dive deep into the art of overcoming phone objections. Fresh off a record-breaking month, they share proven strategies and practical insights on how to successfully handle common objections during phone calls. This episode offers valuable tips to close more deals. Learn how to disarm prospects, build rapport, and increase your chances of setting more appointments.
Top 5 Remote Work Hacks for Insurance Agents in 2025
In this episode, we dive into the top essential remote work hacks for insurance agents looking to improve productivity and close more deals. Plus, we throw in two bonus hacks to take your virtual sales game to the next level! Learn how to use the right platforms, build trust with clients, and maintain focus while working from home. Whether you're new to remote work or making the transition, these
Building Bigger Value With Smaller Policies - How to Sell Insurance
In this episode, hosts Ryan and Grant explore how selling smaller insurance policies can lead to greater value for your clients and your business.
Learn strategies to position these policies effectively, build trust, and foster long-term client relationships.
TIMESTAMPS:
00:00 Introduction (The unexpected value in selling smaller policies)02:10 The Value Proposition of Smaller Policies 05:35 The
Close Deals By Texting- How to Sell Insurance
In this episode, our hosts, Ryan Federico, Grant Leber and Ashton DelangoLunday dive deep into the art of using text messaging to close insurance sales.
Discover:
- Effective strategies for engaging clients through text
- How to avoid getting ghosted by prospects
- Tips for working with older leads
- The psychological tactics that make text-based selling successful
Rewiring Your Mindset Before Your First Call - How to Sell Insurance
We’re back for another season of insurance secrets, and selling tactics! This relaunch comes with a set of fresh perspectives, and winning tips and tricks to help you grow your sales.
In this episode, our hosts, Ryan and Ashton come back joined by our latest addition to the party, Grant Leber, to talk all about the mindset and commitment behind a successful sale.
Tune in to learn more about the
The Pregame - How to Sell Insurance Podcast
Get ready to level up your sales game! 🚀
In this episode, hosts Ryan Federico, and Ashton DeLangoLunday, talked about the critical aspect of preparing and practicing for insurance sales appointments.
Don't miss out on this episode if you're ready to transform your sales formula and achieve better results!
How to Sell to Anyone You Sit With - How to Sell Insurance
Ready, Set, SWAT!
In today’s episode, we talked about our reflections and favorite highlights from the lated SWAT conference this year and took a dive into the art of selling insurance, focusing on understanding and connecting with your clients on a deeper level.
We discuss the importance of visualization and the power of the subconscious mind in achieving your goals. We also explore the signif
What the Big Sales Minds are Doing Differently - How to Sell Insurance
In this episode, we dive into the mindset necessary for success in the insurance industry.
The hosts discuss the importance of commitment, execution, and the willingness to learn from feedback and mistakes. Learn how you can double your income in six months through the tips and strategies dropped by the hosts.
This episode is a must-listen for anyone looking to level up their insurance sales ga
Holiday Stories
Ryan, Keith, and Ashton tell some of their favorite stories of selling insurance during the holidays!
How to Handle Holiday Objections
In this episode, Ryan, Keith, and Ashton go over how to still make sure that business happens during the best time of the year, the holidays!
Blood In The Water
Ryan, Keith, and Ashton discuss what are the "keys" to listen out for in order to help your client best, and what are those keywords or phrases to listen out for in order to secure the sale. Make sure to tune in to see how you might be able to help families more efficiently
How to Handle to Cancellations
In this episode, Keith, Ryan, and Ashton talk about some of the best practices when it comes to cancellations. Tune in to learn how to get those clients back on the books and help more families
Do Scripts Matter?
In this episode, Keith, Ryan, and Ashton sit down and go over scripts. Do you even need one at all, or are scripts completely pointless and a waste of your time? Find out what they think, and see how it might be able to improve your close ratio
What Can Automations Offer You?
We have special guests Elijah Curujo and Grant Leber join us on the podcast today to discuss automation, their start in the industry, and much more!
How To Generate Referrals
In this episode, Ryan, Keith, and Ashton sit down and talk with Tim Penso. Tim has built an agency from the ground up and is an expert in generating referrals. We talk about everything from Ferraris to helping as many families as possible. Tune in to learn how to generate 40+ referrals a month!
Whatever It Takes
We sit down with the fastest youngest ever Managing Partner of Symmetry Financial Group today. We will be talking about the grit and determination it takes to succeed in this business.
Creating A Buying Environment
Senior Vice Presidents and Advisory Board members, Ayres and Cicily Newsom sit down with the How To Sell Insurance podcast and talk about creating the environment for people to buy, whether in person or telesales.
Critical Coverage for a Critical Period
Keith Fonseca, Ryan Federico, and Ashton DeLangoLunday sit down and discuss how to present equity protection/critical period coverage to clients. Tune in to learn how to help show the value of a final expense policy when it is not the entire amount of coverage that the client originally wanted
How to Effectively Close the Deal
Keith, Ashton, and Ryan discuss how you can turn a "no" into a yes. As an agent, you should NEVER push anyone into a sale. We are here to help discuss with the clients their needs, and how we can help serve them where they are. Tune in to learn how to help turn any appointment into a sale No Jedi mind tricks were used in the making of this video
Tips on Working Older Leads
This week we interview Elijah Corujo to get a better understanding of what it looks like to work with older leads and be successful in the industry
Tone Is Key
Keith, Ryan, and Ashton talk about why tone matters. Whether it is on the phone or in the home, tone is key. Tune in today to learn how to become a better agent and help more families.
Due to technological issues, Ryan's camera did not work so we used a fancy photo for him instead
Tips for New Agents with Elijah Corujo
Keith Fonseca and Elijah Corujo discuss crucial topics for brand new agents. If you are new and not seeing the success you want, you may find your answer right here
What To Do When Someone Already Has A Policy
Ryan Federico and Ashton DeLangoLunday speak on what an agent should do when a prospective client already has a policy. There are KEY questions you have to ask to make sure that the client is properly served. Most time of the time clients, unfortunately, do not know what they have, and a lot of clients are left frustrated because they find out they do not have what they thought it was. We talk abo
How To Handle Declines
Ryan, Keith, and Ashton talk this week on how they handle declines and pivots in order to keep business on the books in an ethical manner. Tune in to learn how to write business after you get a decline
Power Questions
Keith Fonseca, Ryan Federico, and Ashton DeLangoLunday discuss what are the KEY questions to ask in the home to uncover if there is truly a need for insurance and if so, how much of a need. Tune in to learn what questions you NEED to be asking in each and every single appointment
Improve Your Show Ratio
Ryan Federico, Keith Fonseca, and Ashton DeLangoLunday meet this week to discuss how to help more families. That starts with simply being able to get in front of more families. In any industry, you can only help people that you see/show. The average show ratio is 70%+ for elite producers, and this week they reveal secrets on how you too can have over 70% of your appointments show each week.
The "Think About It"
Ryan, Keith, and Ashton go over how to overcome the objection in the sale process the "think about it." Throughout this episode, elite producers give their trade secrets on how to help the client think through the process and get the application written
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