Unlock the “secret sauce” of consistent closes: tie-downs (aka micro-agreements). In this episode, we unpack how small, intentional yeses throughout your presentation create momentum, uncover misunderstandings early, and lead to a natural close—not a hard close.

What you’ll learn

• Why micro-agreements work: The psychology of agreement and Brian Tracy’s law of incremental commitment.

• Where to use them: Rapport/CORE, stakes & urgency, education/presentation, budget framing, and the close.

• How to deliver them: Tone, timing, the power of the pause, and why consistency beats complexity.

• Real examples you can steal today:
  
  

• • “That makes sense so far, right?”

  • “You’d want this in place for your family, wouldn’t you?”

  • “Affordability is a priority for you, isn’t it?”

  • “If we find a plan that fits your budget and protects [NAMEs], you’d at least want to apply, right?”
    
    

Analogies you’ll remember

• Thermometer: keep “checking the temperature” so nothing goes cold.

• Tent tie-downs / trailer straps: secure each section so the whole sale doesn’t blow away.

• Trail guide: move the fast, middle, and new learners together—everyone arrives at the summit.

Try this challenge
Add one simple tie-down to every section of your script this week and track them. Watch your confidence (and closes) climb.

If this helped, subscribe, drop a comment with your favorite tie-down, and share with a teammate who needs more natural closes.

#lifeinsurance #sales #telesales #closing #objectionhandling #LifeInsuranceAcademy

In this episode of the Life Insurance Academy Podcast, Roger Short dives into one of the most overlooked keys to sales success: certainty.

Have you ever left a client meeting knowing they should have said yes… but instead you heard, “I need to think about it”? The problem isn’t the product, the carrier, or even the client—it’s belief.

✅ Belief in the product
✅ Belief in the company
✅ Belief in yourself

When you show up with conviction, your clients feel it. Certainty is contagious, and it’s what transforms stalled conversations into life-changing decisions.

In this episode, we’ll unpack:

• Why belief is the missing piece in most sales conversations

• How to build unshakable conviction in what you sell

• The 3 levels of belief every agent must master

• How to transfer certainty so clients feel empowered to act
  
  

This isn’t just about selling policies. It’s about protecting families, securing legacies, and fulfilling your calling as an agent.

🔔 Don’t forget to subscribe to the Life Insurance Academy Podcast for weekly insights, strategies, and encouragement to grow your business and impact lives.