Selling Life Insurance: Stop Losing Sales Over Price, The Real Psychology of Money Objections

Where there is no value, there is no price low enough. In this Life Insurance Academy Podcast episode, Roger breaks down one of the most misunderstood—and feared—parts of the sales conversation: money. If you’ve ever heard a client say “I want to think about it” or “That’s too expensive”, this episode will completely change how you hear (and handle) those objections. You’ll learn: ●The 5 real reasons people don’t buy (and why “no money” usually isn’t the real one) ●Why price is rarely the problem—perceived value is ●How to confidently isolate and eliminate objections instead of chasing follow-ups ●The psychology behind money conversations in final expense vs. mortgage protection vHow to lead with empathy, clarity, and affordability—without discounting or apologizing ●Why great agents don’t pressure… they guide This episode introduces The Money Dial—a practical framework to help clients connect price to purpose, move from hesitation to confidence, and make buying decisions that actually stick. If you want higher close rates, better persistency, and more confident money conversations, this is a must-watch. 👉 Take action: Before your next appointment, write down your three most common objections and script two empathetic clarifying questions for each. Practice them out loud. Lead with value—and watch your results change. 🔔 Subscribe for weekly training 👍 Like if this helped you 📤 Share this episode with an agent who needs to hear it #LifeInsuranceAgent #LifeInsuranceSales #InsuranceAgent #InsuranceSales #InsuranceTraining ---- ► Need Licensing? Visit xcelsolutions.com for your online insurance license course, use code LIA at checkout for 50% off! ---- ► Need Training? Life Insurance Academy offers on-demand courses that you can take at your own pace. Complete Course Library: https://lifeinsuranceacademy.org/ ---- ► Need Coaching? We offer weekly coaching & access to an exclusive Facebook group. Accelerator Coaching Program: https://lifeinsuranceacademy.org/ ---- ► Follow us on Instagram: https://www.instagram.com/lifeinsurea... ---- About the Life Insurance Academy Podcast The Life Insurance Academy Podcast is a Top-Ranked insurance-focused podcast with an expanding global audience of avid listeners. The weekly podcast takes you out of the classroom and into the conversations of top-producing agents in life insurance sales so you can level up your business. Subscribe wherever you listen to podcasts and follow us on Facebook, Twitter, and Instagram at @LifeInsureAcad. About the Life Insurance Academy The premier training and coaching academy & online resource for insurance sales. The Life Insurance Academy trains agents and agencies around the world to help grow sales, scale business, increase profit, and expand impact. While navigating through https://LifeInsuranceAcademy.org, you’ll find podcasts, video courses, downloadable tools, and supporting sales resources. Content covered includes prospecting, leads, how to approach your clients, proven sales processes, top-producing presentations, effective pricing strategies, closing techniques, client care, sales psychology, agency growth strategies, and much more. Connect with Roger Short Instagram: https://www.instagram.com/rogershort/ Facebook: https://www.facebook.com/roger.short.376 LinkedIn: https://www.linkedin.com/in/rogershort/ The music used in this video is licensed under Shutterstock: Track 1219232 – Monetization ID XIYMK5VA2KAKCQPP