The Agency I Was At Had a 74% Chargeback Rate… Read This I want to share something real—because a lot of new agents are walking straight into this without knowing what’s on the other side. I was at an agency where the average chargeback rate was around 74%. Let that sink in. That means the majority of the business written… didn’t stick. Why was it so bad? The entire system was built around volume, not quality. - The dialer would call 20 people at once - Leads were getting hit by multiple agents constantly - People had no idea who you were or why you were calling - Conversations felt forced from the start The lead quality was honestly terrible. You weren’t building trust…You were trying to force a sale before someone hung up. And yeah… people were making money upfront. But what nobody talks about is what happens after: 👉 Policies cancel👉 Chargebacks hit👉 Income disappears👉 Agents quit It’s a revolving door. What got me in? Same thing that gets a lot of people… - Flashy cars - Nice watches - Big income claims - “Plug into the system and you’ll win” It looked like success. But looking back… it was all surface level. Here’s what I learned the hard way: If the system is built on: - Low-quality leads - High-pressure sales - No real relationship with the client It’s not sustainable. I don’t care how good the script is. Real business looks different: - Clients actually know who you are - They trust you before you ever talk numbers - The policy makes sense for their situation - And most importantly… it stays on the books I’m not saying every lead system is bad… But if you’re in something where: - Everyone is dialing like crazy - Chargebacks are through the roof - And nobody is talking about long-term retention You need to take a step back and ask questions. Anyone can show you a lifestyle. Very few people show you what it actually takes to build something that lasts. Don’t get distracted by the image. Focus on the foundation.

There Is NO “Best” Carrier (Stop Thinking This Way) One of the most common questions new agents ask is:👉 “What’s the best carrier?” Short answer: There isn’t one. And if someone tells you there is… they either don’t understand the business or they’re trying to push you toward something. Here’s the reality: Every carrier has: - Strengths - Weaknesses - Different underwriting niches - Different pricing depending on the client One carrier might be great for: - Young, healthy clients Another might be better for: - Diabetics - Smokers - Older clients - Higher risk cases There is no one-size-fits-all. This is where bad agents mess up… They: - Try to force every client into the same carrier - Don’t shop the case properly - Care more about convenience than client fit That’s how you lose trust… and get chargebacks. Good agents think differently: They ask: - What’s best for this specific client? - Which carrier gives them the best chance of approval? - Who offers the best value for their situation? Then they match the product accordingly. Your job is NOT to be loyal to a carrier.Your job is to be loyal to the client. This is why your IMO/agency matters too… If you only have access to 1–2 carriers, you’re limited.If you have access to multiple strong carriers, you can actually do your job the right way. Simple mindset shift: ❌ “What’s the best carrier?”✅ “What’s the best fit for this client?” The agents who win long-term don’t push products… They solve problems.

Building Trust > Chasing Shortcuts There are no shortcuts in the life insurance business. I don’t care how many ads you see, how many people are flashing big numbers, or how many “done-for-you” systems get pitched to you…this business is built on trust. And trust takes time. Every new agent gets hit with the same promises: - “Just buy these leads and you’ll make $20k/month” - “Use this script and close everyone in one call” - “Plug into this system and you’re set” Sounds good… but here’s the reality: 👉 If the client doesn’t trust you, they won’t keep the policy👉 If they don’t keep the policy, you get charged back👉 If you get chargebacks, you’re out of the business So what actually works? - Slowing down and learning how to communicate like a real human - Educating instead of pressuring - Building relationships (especially with referral partners) - Doing what’s right for the client—even when it doesn’t pay you today That’s how you build a book that stays on the books. Anyone can make a quick sale.Very few people build something that lasts. If you’re in this for the long game, focus on becoming someone people trust, not someone who just tries to close. Because in this business… Trust = Income

Recruiting gets a bad reputation… but let’s be real for a second: Recruiting itself isn’t bad — bad recruiting is. There’s a huge difference. Bad recruiting looks like: - Hyping up unrealistic income - Pushing people into something they don’t understand - Telling people to pitch friends & family just to survive - Selling the dream without teaching the skill That’s the stuff that gives the industry a bad name. Good recruiting, though? That’s leadership. Good recruiting looks like: - Being honest about what it takes to win - Attracting people who actually want to learn the business - Teaching real skills (underwriting, tonality, marketing) - Helping people build something sustainable (not just quick sales) If you truly believe in what you’re building… If you have a better system… If you can help someone avoid years of struggle… Then recruiting isn’t just “okay” — it’s your responsibility. You’re not pulling people into something. You’re giving them an opportunity to level up. Now here’s the part most people don’t want to say out loud: You can make good money selling. But you don’t make great money in this business without building a team. There are only so many hours in a day. Only so many appointments you can run. Only so many policies you can write yourself. At some point, you hit a ceiling. Building a team removes that ceiling. When you recruit the right way: - You create leverage - You multiply your impact - You help more families than you ever could alone And here’s the key — it only works if your people win. That’s why we don’t recruit to “stack numbers.” We recruit to build producers, leaders, and independent thinkers. Because long-term income in this business doesn’t come from doing everything yourself… It comes from building something bigger than just you. 👉 Sell to learn the business 👉 Recruit to scale the business 👉 Lead to sustain the business Do it right, and you don’t just make money… You build something that actually lasts.