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Overcoming New Agent Struggles with Doug Massi

For the fifth episode of the Heroes Huddle Podcast, we’re chatting with an insurance sales trailblazer who went from brand-new agent status, to writing $50,000 AP in one month for Final Expense insurance – all within a single year. Doug’s tale is similar to many agents: he started off working a sales job, selling home improvement services, before trying his hand in a potentially more lucrative industry – insurance.

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Overcoming New Agent Struggles with Doug Massi

  1. 1. The Heroes Huddle Podcast with Glen Shelton Douglas Massi Featuring:
  2. 2. Douglas Massi • Owner of “United Final Expense Services” • Used to sell Home Improvement products and services • After selling Mortgage Protection, switched to selling Final Expense • Sold $50,000 AP in one month! • “Overcoming New Agent Struggles”
  3. 3. Tip 1: Brush Up On Your Reading Doug read these three books that jump-started his success: 1. Think and Grow Rich by Napoleon Hill 2. How to Win Friends and Influence People by Dale Carnegie 3. How Successful People Think by John Maxwell
  4. 4. Tip 2: Become Familiar with NLP • A good primer on neuro-linguistic programming (NLP) is “Introduction to NLP” by Joseph O’Connor • Practice the Techniques • Complete the Assignments and Activities “Know Thyself…” -Oracle of Delphi
  5. 5. Tip 3: Combine Mental with Physical • Meditation • Stay in shape and maintain your energy • Regular Exercise
  6. 6. Tip 4: Socialize • Find other agents to communicate with • Utilize agency/IMO conference calls to overcome weak areas in your presentation and approach • Check out forums like
  7. 7. Tip 5: Stave Off Rejection • Just shake it off when it happens • Put things into perspective: “Some Will, Some Won’t, So What!” • Door-knock leads in the beginning
  8. 8. Tip 6: Take Breaks • Breaks are necessary to recharge your batteries • Just don’t go home! (because you’ll never go back out) • Work a full day, which could go from 7 am to 7 pm or later
  9. 9. Evolution of a Final Expense Agent Four levels of activity that lead to success 1. Door Knocking Leads 2. Setting Appointments Over the Phone & Door Knocking in Between Appointments 3. Hiring an Appointment Setter or Buying Preset Appointments (Check Out Lead Heroes New Lead Type) 4. Scale Up Number of Leads to Maximize Schedule
  10. 10. Tip 7: Pick a Good Area to Prospect • Half the battle of consistently setting appointments is getting leads in the right area • Urban vs Rural • Don’t be afraid to drive several hours away to work the right area – you can always get a hotel for a couple of days
  11. 11. Be Sure to Check Out Doug’s YouTube Channel “Final Expense Trainer”
  12. 12. Tip 8: Figure Out Your Own System • Sean McMurray Final Expense Agent Interview “Failure is the Quickest Way to Success”
  13. 13. Tip 9: Learn to Set Your Own Appointments • You will never find an appointment setter that will dedicate themselves to getting the appointment like you would – because you’re paying for the leads • Hourly vs Per Appointment Commission (strike a balance) • If you want a good appointment setter, you’ll need to first master the skill in order to train them
  14. 14. Tip 10: Be Persistent • You never know what that person is going through • Call back or door knock the lead another day and act like it’s the first time • Some leads need time to warm up to you before they make an appointment with you • Don’t take ‘NO’ from yourself – invest in yourself by cultivating a “whatever it takes” attitude
  15. 15. AlsobesuretocheckoutDoug’ssite: The Heroes Huddle Podcast with Glen Shelton