THE LIFE INSURANCE AGENT SURVIVAL GUIDE

A D V I C E & T I P S F O R L I F E I N S U R A N C E A G E N T S

What they didn't teach you in training

By Chris & Glo

THE AGENT SURVIVAL GUIDE:

Welcome.

This guide exists because we wished someone had handed it to us when we started. It won't make this career easy. Nothing will. But it will give you a real foundation — mindset, time management, leads, follow-up, objections, and referrals — built from what actually works in the field, not what sounds good on a stage.

Read it once all the way through. Then come back to whichever section you need, whenever you need it. This is meant to be used, not just read.

What's inside

✓ Section 1 — Mindset

✓ Section 2 — Time Management

✓ Section 3 — Leads

✓ Section 4 — The Follow-Up System

✓ Section 5 — Objection Handlers

✓ Section 6 — Referrals

✓ Section 7 — A Note From Chris & Glo

THE AGENT SURVIVAL GUIDE:

SECTION 1

What nobody tells you about this career.

Nobody tells you how hard the first year actually is.

They show you the income potential. They show you the freedom. They show you the top producers on stage at the conference.

What they don't show you is the Tuesday afternoon when nothing is landing and you're sitting in your car wondering if you made the right choice.

That moment is normal. Every agent who ever made it has been there.

This career is a mental game first and a sales game second.

The agents who disappear aren't the ones who lacked skill. They're the ones who ran out of belief before they ran out of time. So protect your mindset like you protect your pipeline.

How to do that?

• Start your day with intention. Before you check your phone, give yourself 10 minutes of quiet. Know why you're doing this today.

• Separate your worth from your results. A bad week doesn't make you a bad agent. It makes you an agent having a bad week. Those are very different things.

• Find your people. Isolation is the enemy of longevity in this business. Surround yourself with agents who are honest about the struggle AND committed to the growth.

• Celebrate small wins. Every application submitted, every objection handled well, every follow up made — these matter. Don't wait for the big months to feel good about your work.

• Remember why you started. Write it down somewhere you can see it. On the hard days, that reason is the only thing that will keep you moving.

THE AGENT SURVIVAL GUIDE:

SECTION 2

How to structure your day so you're always moving forward:

The number one reason agents underperform has nothing to do with talent. It's time. Specifically, how they spend the first two hours of their day.

The Morning Formula that works:

• Wake up early. Not to grind — to own the first hour before the world starts asking things of you.

• No phone for the first 15 minutes. Your brain is fresh. Don't fill it with noise before you've set your own tone.

• Identify your top 3 priorities. Not your whole list. Just 3 — the ones that actually move the needle today.

• Know who you're calling before you start. Walk into your day with a plan, not a prayer.

• Give yourself something to look forward to. Coffee, music, a walk — make waking up early feel like a gift, not a punishment.

Time blocks that protect your production:

TIME:

ACTIVITY

6:00 – 7:00 AM

Morning routine — mindset and planning

7:00 – 8:00 AM

Admin — emails, applications, paperwork

8:00 AM – 12:00 PM

Prime calling hours — this is sacred

12:00 – 2:00 PM

Lunch and recharge

2:00 – 6:00 PM

Follow-ups and appointments

6:00 – 7:00 PM

Wrap up, review, plan tomorrow

Your calendar is either working for you or against you. There is no neutral.

THE AGENT SURVIVAL GUIDE:

SECTION 3

Why one source is never enough — and what to do about it

One lead source is one bad month away from a crisis.

Buying leads is a tool. Not a strategy.

The agents who thrive long term never put all their eggs in one basket. When one source slows down, something else picks up. That's not luck. That's design.

Build your lead ecosystem:

SOURCE

WHY IT MATTERS:

Purchased Leads

Good for volume and consistency. Never your only source.

Referrals

The best lead you will ever work. Ask after every placed policy.

Social Media

Show up consistently, add value, and build trust before the call.

Warm Market

Friends, family, and former colleagues are one of the most underused sources.

Community & Networking

Be the agent people think of when someone needs coverage.

The question every agent needs to answer honestly:

If your main lead source disappeared tomorrow, what would you do?

If that question makes you uncomfortable, start building your backup today. Not next month. Today.

THE AGENT SURVIVAL GUIDE:

The exact timeline and scripts to follow up without feeling pushy, 80% of sales happen between the 5th and 12th contact. Most agents quit after 2.

You are not bothering people when you follow up. You are showing them you actually care about their family's protection.

The exact follow-up system to use after every conversation.

Day 1 — Same Day

"Hey [name] — it was great connecting with you today. I'm here whenever you're ready to take the next step. No pressure at all."

Day 3 — First Follow-Up

"Hey [name] — I was thinking about what you mentioned about [something personal from the conversation]. Just wanted to check in and see if you had any questions I can answer for you."

Day 7 — Second Follow-Up

"Hey [name] — I put together some information that might help you make the best decision for your family. Mind if I send it over?"

Day 14 — Third Follow-Up

"Hey [name] — I know life gets busy. I just want to make sure your family is protected. Is now a better time to connect?"

Day 30 — Long Term

"Hey [name] — just checking in. I think about the families I talk to and want to make sure you're doing well. Still here whenever you're ready."

The mindset shift that makes follow-up easy:

Stop thinking of follow-up as chasing someone. Start thinking of it as showing up for a family that hasn't said yes to protecting themselves yet. That reframe changes everything.

THE AGENT SURVIVAL GUIDE:

SECTION 5

The top 5 objections and word-for-word scripts to handle each one:

"I can't afford it"

I completely understand — and honestly, that's exactly why we need to have this conversation. The families who feel they can't afford life insurance are usually the ones who need it most. Let me ask you something — if something happened to you tonight, could your family cover the mortgage? The car? The kids? That's the real cost we're talking about. Let's see what actually fits your budget — you might be surprised.

Then stop talking. Let it sit.

"I need to think about it"

Of course — this is an important decision. Can I ask what specifically you'd like to think about? Is it the cost, the coverage, or something else? I want to make sure you have everything you need to make the best decision for your family.

"I already have coverage through work"

That's great — employer coverage is a wonderful benefit. Here's something most people don't realize though: that coverage typically ends the day you leave that job. Whether you quit, get laid off, or retire — it's gone. What we're talking about today is YOUR policy — one that follows you no matter where life takes you.

"I'm young and healthy, I don't need it yet"

Actually, being young and healthy is exactly the right time to lock in coverage. Your premiums right now are the lowest they will ever be in your entire life. Every year you wait, you get older and rates go up. Locking in today is the smartest financial move you can make — and your future self will thank you for it.

"My spouse needs to be involved"

Absolutely — this is a family decision and I love that you want to include your spouse. Can we set up a quick 20-minute call with both of you this week? I'll walk you both through everything together so you can make the best decision as a team.

THE AGENT SURVIVAL GUIDE:

SECTION 6

How to turn every placed policy into more business:

Referrals are the best leads you will ever work. They come in warm, they already trust you before you say a word, and your close rate on referrals should be two to three times higher than any cold source.

And yet most agents never ask for them. Not because they don't want to — because they don't know how.

The exact script to ask for referrals after every placed policy:

"I am so glad we got this taken care of for your family. Real quick before I let you go — I build my business almost entirely on referrals from people like you. Who else do you know who has a family and would benefit from having this same conversation? It doesn’t have to be someone who is ready to buy — just someone who deserves to have the information."

Then stop talking and let them think.

The referral rules:

✓ Always ask after a placed policy — never before

✓ Make it easy — ask for one name, not a list

✓ Follow up on every referral the same day you receive it

✓ Always report back to the person who referred you — it encourages more referrals ✓ Send a thank you — a text, a card, something that shows you don't take it for granted The mindset shift

Asking for referrals is not asking for a favor. It is giving your client the opportunity to help someone they love.

Advice & Tips for Life Insurance Agents | Page 8

THE AGENT SURVIVAL GUIDE:

SECTION 7

You belong here:

We want to leave you with something before you close this guide.

This industry will test you. Not once. Repeatedly. It will test your patience, your belief, your resilience, and your ability to keep showing up when nothing seems to be working.

And in those moments, we want you to remember something.

The agents who make it aren't the ones who never struggled. They're the ones who found the right environment before they ran out of steam.

A place where someone asks if you're okay instead of just what your numbers are. Where the wins are celebrated and the losses are learned from. Where you don't have to figure it out alone.

That's what we built this group to be.

You are not just a member. You are the reason this exists.

So show up. Ask your questions. Share your wins. Be honest about your struggles. And know that every single person in this community is rooting for you.

We believe in you.

— Chris & Glo