In this inspiring episode of the Built Simple Podcast, host Adam Brsan sits down with Cesar Rodriguez, a veteran of the Final Expense insurance industry who’s now crushing it with over $600,000 in monthly sales at Senior Life. Cesar shares his journey from a high-flying Wall Street stockbroker to a journeyman agent navigating the challenges of the broker world, where he faced chargebacks, disloyal agents, and the chaos of managing multiple carriers. After years of hopping between companies, Cesar found his home at Senior Life, where simplicity, robust systems, and a focus on serving clients transformed his career.

Discover how Cesar leveraged Senior Life’s streamlined system to scale his agency from $200,000 to $655,000 in just four months, using a disciplined free lead program and a culture of accountability. He opens up about the pitfalls of the broker model, the power of focusing on one carrier, and the leadership principles—transparency, integrity, and loyalty—that drive his success. With a goal to hit $1 million in deposits in under two years, Cesar’s story is a testament to hard work, resilience, and staying focused amidst industry noise. Whether you’re an aspiring agent, a seasoned producer, or simply curious about building a thriving business, this episode is packed with actionable insights on leadership, simplifying your approach, and achieving life-changing results in the Final Expense industry. Tune in to hear Cesar’s strategies, his vision for building leaders, and why he’s all-in with Senior Life.

In this episode of the Built Simple Podcast, host Adam Brsan dives into the critical topics of contracts, transparency, and the importance of asking questions in the final expense insurance industry. Inspired by a recent podcast featuring an ex-Senior Life agent who lost her renewals after leaving the company, Adam reflects on his own 11.5 years with Lincoln Heritage and the similarities between these semi-captive carriers. He discusses the do’s and don’ts of agency contracts, the consequences of recruiting agents to new carriers, and why understanding the fine print is essential for protecting your renewals and building a sustainable business. Adam shares personal insights from his career, including an email exchange with Lincoln Heritage about safeguarding his renewals, and emphasizes the need for uplines to be transparent with their agents. Whether you’re an agent or agency owner, this episode offers valuable advice on navigating the complexities of insurance contracts and avoiding costly mistakes.

Key Takeaways:

• Why Senior Life and Lincoln Heritage operate as semi-captive carriers and what it means for agents.

• The importance of understanding contract terms to protect your renewals.

• How transparency from uplines can prevent misunderstandings and financial losses.

• Adam’s personal experiences with renewals and agency-building at Lincoln Heritage.

Connect with Us:

• Like, share, and comment to join the conversation!

• Subscribe to the Built Simple Podcast for more insights on the insurance industry.

• Have questions or topics you’d like us to cover? Let us know in the comments!

Timestamps:

• 0:00 Introduction

• 1:30 The Senior Life agent’s story and lost renewals

• 5:00 Comparing Senior Life and Lincoln Heritage

• 10:15 The role of TV leads and semi-captive models

• 15:00 Adam’s experience building an agency at Lincoln Heritage

• 20:30 Understanding contract rules and renewals

• 25:45 Transparency and the upline’s responsibility

• 30:00 Final thoughts and advice for agents

#Insurance #FinalExpense #BusinessTips #Transparency #AgencyBuilding #BuiltSimplePodcast

In this episode of "Built Simple", I share a personal story from a day ice skating with three of my kids and how it mirrors the challenges of working with insurance agents. My oldest child, a confident skater, tempted me to focus on fun, while my middle child needed occasional help, and my youngest required constant support to stay upright. This experience sparked a realization about prioritization: just like on the ice, we can’t only focus on the top performers—those “easy wins”—at the expense of the team members who need guidance most.

Drawing parallels to managing agents, I explore how to balance attention between rockstar performers, steady-but-wobbly middle players, and struggling newbies. The bigger lesson? Tackling the hardest tasks first—whether it’s coaching a rookie agent or diving into a tough project—sets the stage for long-term success, rather than procrastinating with quick fixes. Tune in for a practical takeaway to rethink your focus, ensuring your whole “rink”—team or task list—moves forward together.

In this episode of the newly rebranded *Built Simple Podcast*, host Adam Brsan takes us on a personal and professional journey inspired by a lighthearted moment with his daughter during a game of ping pong. When she proudly declared, "I'm just built different" after scoring a point, Adam found himself reflecting on his own approach: "I think I'm just built simple." This revelation sets the tone for a candid discussion about the power of simplicity in both business and family life.

Adam dives into his career in the insurance industry, sharing how his greatest successes have stemmed from focusing on one product, one company, and mastering it before teaching others. He contrasts this with the overwhelm of managing multiple carriers and the complexities of the broker route—challenges that left him discouraged and stretched thin. From battling cumbersome contracting processes to facing roll-up debt from agents writing bad business, Adam explains why he’s returning to what he does best: keeping it simple.

Beyond business, Adam opens up about his family’s homebody lifestyle—fishing at the lake across the street, playing basketball with the kids, and cherishing quiet moments together. When he suggested a vacation to his daughter, her response—"Why? I just like being home"—reinforced his belief that simplicity brings contentment.

Tune in for an honest reflection on avoiding overcomplication, the pitfalls of treating companies like mere "carriers," and Adam’s renewed mission to help agents succeed through focus and clarity. Plus, get a sneak peek at upcoming guests and trainings as the *Built Simple Podcast* continues to grow.

In this episode, hosts Chris and Adam dive deep into what it means to be "built to last" in the final expense insurance industry. Chris kicks things off by breaking down the concept into three key pillars: *why*, *focus*, and *work ethic*. He explores the emotional and practical drivers behind choosing this challenging career—why agents persevere through the initial survival mode, chargebacks, and rollercoaster progress to reach a thriving stage. With candid insights, Chris challenges listeners to reflect on their purpose, asking, “Why are you doing this, and who are you doing it for?” He also shares a powerful exercise: set a 60-minute timer to confront the reality of failure and decide if quitting is worth it. This episode is a wake-up call for agents to anchor their journey in a deeper "why" that transcends mere financial gain.

Next, the conversation shifts to the nuts and bolts of longevity in the business. Adam and Chris emphasize the critical role of focus—sticking to a single marketing plan, targeting specific geographic areas, and simplifying sales presentations to close deals effectively. They tackle the myth of the "lazy insurance agent," sparked by surprising comments from C-suite executives, urging listeners to prove the naysayers wrong through relentless work ethic. From outworking slumps to adapting incrementally (think texting campaigns in Spanish or A/B testing lead sources), the hosts share practical tips drawn from their combined decades in the field. Adam’s story of turning a dry day into a $172-a-month sale by dropping in on a past client underscores the hustle required to stay afloat—and the rewards of working smarter, not just harder.

Wrapping up, the episode underscores the marathon mindset needed for success. Chris and Adam stress the importance of structure, from owning your territory to keeping up with technology (sorry, no more faxed applications!). They highlight the power of simplicity—focusing on one or two carriers—and the payoff of building a book of business through referrals and policy reviews. With Adam revealing he’s invested over $30,000 in his business in under a year, the hosts celebrate the grit it takes to endure setbacks like roll-up debt and tax headaches. Their closing advice? Love what you do, hold yourself accountable, and don’t let a bad day—or a broken windshield wiper—derail your long-term vision. Whether you’re a rookie or a 22-year veteran like Adam, this episode is packed with actionable wisdom to help you last in the game.

Adam & Chris tackle one of the most foundational topics for any serious final expense agent: handling objections and creating urgency to close sales effectively.

Adam opens up about his own week in the field—door-knocking, navigating no-shows, and writing policies with carriers like Transamerica and Baltimore Life—proving that even a "slow" week offers lessons in resilience and adaptability.

The heart of the episode zeroes in on objections. From “I can’t afford it” to “I need to talk to my husband,” Adam and Chris break down the psychology behind common pushbacks, offering practical, field-tested rebuttals to turn hesitation into action. They emphasize preemptive strategies—like qualifying affordability early or addressing smokescreens before they derail the sale—and stress the art of the one-call close. With real-life stories, including a client who died days after signing a policy (and got paid!) and another who missed out after delaying, they illustrate why urgency isn’t just a tactic—it’s a necessity in a world where health, rates, and even products can change overnight.

Packed with humor (yes, barking dogs included), raw honesty, and actionable tips, this episode is a must-listen for agents looking to sharpen their skills, boost persistency, and make more money. Whether you’re door-knocking leads or dialing telesales, Adam and Chris deliver the tools to take your final expense game to the next level. Tune in, drop your own objections in the comments, and get ready to sell smarter. Available now on AdamBrsan.com, YouTube, and wherever you get your podcasts!

"The Consistency Blueprint: Unlocking Success Through Repetition and Resilience"
Join Chris and Adam in this powerhouse episode as they reveal how consistency transforms effort into triumph. From mastering your craft on autopilot (think Tony Robbins’ "in state") to turning setbacks into breakthroughs, they share real talk and real strategies—like budgeting 20% of every commission for leads, door-knocking fresh prospects in minutes, and keeping your business "open" every day. Packed with gritty stories, actionable tips, and a no-quit mindset, this episode is your guide to building momentum and winning big. Visit unitylifegroup.com/careers for more, and catch us on YouTube for extra inspiration. Subscribe now and let’s grind it out together!

"Does Price Matter? Unpacking Value in Medicare and Final Expense Insurance"

Welcome to our February 2025 live special, where hosts Nick and [Co-Host Name] tackle one of the most debated questions in the insurance game: Does price really matter? Recorded live on YouTube (and eventually Facebook after some tech wrangling), this episode dives deep into how price influences decisions in both Medicare and final expense insurance—for agents and clients alike. Kicking things off with a bumpy but triumphant multi-platform launch, the hosts waste no time getting into the nitty-gritty.

Nick starts with a fresh anecdote from an agent chat right before the show: a client paying $134/month for a Medicare Advantage plan, sold on the idea that higher cost equals "the best coverage." This sparks a broader discussion on perception—how price often signals value to clients, whether it’s a $29/month Medicare Advantage plan with jaw-dropping benefits (think $325 flat hospital stays and $0 primary care copays) or a $100/month PFFS plan that rescues someone from a skyrocketing supplement. The hosts weigh in on why agents shouldn’t shy away from plans with premiums when the value stacks up, especially in regional markets where zero-premium options fall short.

Transitioning to final expense, the conversation gets spicy. Nick confesses to picking American Amicable over cheaper carriers for its reliable underwriting process, sparking a debate on whether speed (hello, algorithmic underwriting) is overrated. They unpack horror stories of companies re-rating or rescinding policies months later—think 18-month surprises that leave clients fuming and agents scrambling. From there, it’s a candid look at what agents prioritize: great renewals and a smooth process, or rock-bottom pricing with shaky support? Along the way, they reflect on lessons from clients—like the guy with a massive TV in a crumbling apartment—and how their pride and pitfalls shape the job.

Live interaction shines as listener Melvin chimes in, prompting a closing riff on selling value over price to avoid dead-end declines. With humor, insider critiques, and a call for companies to rethink sloppy algorithmic underwriting, this episode is equal parts practical and provocative. Whether you’re an agent, a client, or just curious, join us for a no-filter look at where price fits in the insurance puzzle. Subscribe, drop your thoughts in the comments—does price matter to you?—and catch us next week for more unscripted industry real talk!