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.

This weekend in St. Pete completely shifted how I look at content and growing my business. I went to a Jump Start Go event hosted by David Denning and Elle Denning… and honestly, they’re the real deal. No fluff. No “get rich quick” nonsense. Just straight up execution. They broke down exactly how to:• Film content that actually grabs attention• Edit it in a way that keeps people watching• Position yourself so the right people come to YOU And the biggest thing… it finally clicked how to use content to attract business instead of chasing it. For what I do in life insurance, this is a game changer. Instead of cold outreach and fighting for attention, it’s about creating value and letting the right audience find you. Well worth the investment—and then some. If you’re serious about building something long-term (not just posting random stuff and hoping it works), you might want to look into what they’re doing. Curious—how many of you are actually using content to bring in business vs still relying on chasing leads? https://jumpstartgonow.com/ I have attached a link to their website so you can join their facebook group called Marketing For Insurance Agents.

Your comp doesn’t matter… if you don’t know what you’re doing. This might sting a little, but it needs to be said. I see so many new agents obsessing over getting “the highest comp”…Like bro, you’re at 100%… and closing 0 deals. Congrats, you’re getting 100% of nothing 😂 Meanwhile, there are agents at 50–70% comp…Getting real training, real support, real mentorship…And actually making money. Now let’s address the elephant in the room… “Why does my upline take 40–50%?” Because if they’re legit, they’re not just “taking”… they’re building you. A good upline is: - Spending time training you - Helping you structure deals properly - Keeping you out of underwriting disasters - Showing you how to actually close - Saving you from chargebacks - Providing systems, scripts, and guidance - Sometimes even helping you on calls That’s not free. You’re basically compressing years of trial and error into months…because someone already took the punches for you. Bad uplines exist, no doubt.But a good one is worth way more than the override they make. Let me be clear: If I have to give up 40–50% in overrides, but I get: - Solid training - Someone helping me with underwriting - Real script guidance - Help closing deals - Accountability I’m taking that ALL DAY. Because 60% of something > 100% of nothing. This business is simple:👉 Skill > comp👉 Mentorship > ego👉 Long-term growth > short-term percentages Once you actually know how to sell, underwrite, and close consistently…THEN you can worry about maximizing comp. But in the beginning? You don’t need a higher contract…You need to become a better agent. Question for you:Would you rather have 100% comp and struggle alone…or 60% comp with someone actually helping you win?

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.

IULs Are NOT an Investment (Let’s Clear This Up) This needs to be said because way too many new agents are being taught the wrong way… An IUL (Indexed Universal Life) is not an investment. It’s a life insurance policy with a cash value component. That’s it. Here’s where people get confused: You’ll hear things like: - “It grows like the market” - “It replaces your 401(k)” - “It’s the best investment vehicle out there” That’s misleading. IULs: - Have caps and participation rates - Do NOT directly invest in the stock market - Are designed first and foremost for death benefit protection Yes, the cash value can grow.Yes, it has advantages in certain situations. But calling it an “investment” is where things go sideways. Let’s be real… If someone is looking for: - Aggressive growth - Market returns - Long-term investing strategies That’s a conversation for a licensed financial professional with securities licenses… not just a life insurance agent. Most agents are not licensed to give true investment advice. 👉 Stay in your lane👉 Protect the client first👉 Don’t oversell what the product actually is Can IULs be useful? Yes — for the right client, in the right situation: - High income earners - People who have maxed out other options - Long-term planners who understand the structure But that’s not 90% of the people being pitched these policies. The problem isn’t the product… it’s the way it’s sold. If you have to position something as an “investment” to get someone to buy it…you’re already starting off wrong. Simple rule: Insurance = protectionInvestments = growth Don’t blur the two just to make a sale. The agents who last in this business tell the truth, even when it costs them a deal. That’s how you build real trust.