FEX Friday Agent Call — March 6, 2026
Summary & Timestamps
Summary
- KSKJ significantly improved underwriting and expanded to 17 states with plans for 49 states by year-end, offering simplified issue whole life with immediate decisions and competitive rates
- Mountain Life contracting delayed due to building custom 110% street level commission grid, expected to complete within a week with normal 2-3 day contracting thereafter
- Family Benefit rolling out new no-interview application process providing instant decisions without phone interviews, allowing agents to work after hours and weekends
- FEX Symposium scheduled for May 13-15 in Franklin, Tennessee with training, networking, and carrier updates for agents meeting 10k annual premium threshold
- Survey lead performance exceeding expectations with 3.8% return rates on prime 65-75 age demographic, outperforming competitor versions by full percentage point
Timestamps
- 00:00 — Call opening and week reflection
- 05:38 — News and notes – KSKJ improvements and expansion
- 11:56 — Mountain Life contracting update and commission grid
- 17:41 — Survey lead performance and optimization strategies
- 24:45 — Jerry's appointment setting challenges and solutions
- 37:37 — Eric's pickup rate strategies and voicemail success
- 38:59 — Rob's questions on Mountain Life and KSKJ
- 42:00 — FEX Symposium announcement – May 13-15 Franklin TN
- 48:45 — Rob's Family Benefit no-interview app experience
- 52:24 — Eric's recorded case conference begins
- 58:07 — Handling donor objection in presentation
- 62:24 — Health questions and underwriting process
- 66:04 — Budget commitment and pricing presentation
- 70:13 — Closing and policy selection
- 73:01 — Eric discusses case conference strategies
- 80:01 — Weekly production leaderboard announcement
- 84:25 — Lead credit giveaway winner – Chad Smith
- 85:15 — Final comments and symposium email reminder
- 96:24 — Call conclusion and weekend wishes
FEX Friday Agent Call — March 13, 2026
Summary & Timestamps
Summary
- Travis emphasized the importance of not letting difficult prospects or 'agent killers' impact your mindset and approach with other clients
- Extensive discussion on survey leads, including strategies for working with prospects who check 'no' for wanting information
- Case study analysis of recorded door-knocking interactions highlighting the need to persist with engaged prospects and properly close for entry
- Production review showing strong weekly results across the team, with Jacob Garrison taking #1 spot at $13,884 AP
Timestamps
- 0:00 — Opening remarks and call introduction
- 2:55 — News and notes – symposium update and leaderboard issues
- 7:01 — Travis discusses agent mindset and helping clients
- 15:15 — Survey lead marketing philosophy and ethics
- 24:46 — Eddie Langston shares insights on not pre-qualifying houses
- 30:00 — Case study: Jay Elliott's door-knocking recording analysis
- 43:00 — Discussion of the recorded interaction and lessons learned
- 47:00 — Rob Robinson on gift card strategy and follow-up success
- 55:45 — Second recording analysis – presentation with distractions
- 61:00 — Jay Elliott shares weekly results and survey lead insights
- 68:34 — Eric Brown discusses door-knocking closing techniques
- 74:03 — Jacob Garrison shares results from long work days
- 78:32 — Weekly production leaderboard review
- 81:00 — Lead credit giveaway and closing remarks
FEX Friday Agent Call — March 20, 2026
Summary & Timestamps
Summary
- New Bridge Financial carrier launch with competitive pricing, e-app only, ages 50-85, available in all states except CA, FL, NY, SC
- Extensive survey leads training covering mindset shifts from mail card presentations to problem-solving approach
- Agent success stories with survey leads including filtering strategies, delivery notices, and presentation techniques
- Production leaderboard results with Ali El-Hallani topping at $13,536 AP from 24 presentations
Timestamps
- 0:00 — Call opening and weather discussion
- 1:01 — Call outline and survey leads focus
- 4:18 — News and notes – New Bridge Financial carrier announcement
- 11:05 — New Bridge compensation and contracting details
- 14:19 — Symposium reminder and marketing discussion
- 17:39 — Survey leads strategy and problem-solving mindset
- 23:49 — Ben sharing survey leads filtering and presentation approach
- 33:59 — Discussion on lead filtering and three reasons presentation
- 39:59 — Eddie Langston on survey leads success and strategies
- 48:44 — Eric Brown on delivery notices success
- 54:04 — Ali El-Hallani brief comments on survey leads
- 56:01 — Survey leads value discussion and market advantages
- 63:23 — Weekly production leaderboard results
- 66:12 — Lead credit giveaway and final comments
FEX Friday Agent Call — March 27, 2026
Summary & Timestamps
Summary
- Jay's term policy replacement presentation with detailed case conference analysis showing $149 Globe Life term-to-90 policy with premium increases to $469/month by 2039
- Discussion of internet lead sale at 50% off through month-end, including aged leads at $2.75 and new QI leads at $6
- Training focus on presentation efficiency, avoiding redundant health questions, and recognizing when one-legger situations won't close
- Emphasis on giving 12 presentations per week as key to consistent $30,000+ monthly production
- Proper phone technique for policy reviews and using correct terminology (premiums vs rates) during carrier calls
Timestamps
- 1:03 — Opening and call introduction
- 3:00 — Importance of sending in recordings for improvement
- 5:04 — Internet lead sale announcement – 50% off through month-end
- 10:04 — Introduction to Jay's recordings and mindset discussion
- 14:31 — First recording – brief not interested presentation
- 22:05 — Second recording introduction – husband and wife situation
- 24:05 — Jay's presentation opening with sick husband scenario
- 34:05 — Extended health questioning and time management critique
- 44:05 — Discussion on being efficient and business-focused
- 50:18 — Globe Life policy review phone call begins
- 59:42 — Analysis of phone technique and presentation of findings
- 67:33 — Critique of presentation wordiness and staying focused
- 75:32 — Application process discussion and anxiety management
- 83:04 — Jay's follow-up on the case and lessons learned
- 88:07 — Nick's comments on time management and one-legger situations
- 94:57 — Discussion on presentation volume and preparation
- 97:05 — Weekly production leaderboard results
- 101:13 — Lead credit giveaway – Sharron Smith wins $100
- 102:41 — Symposium reminder and final comments
- 104:00 — Call conclusion
FEX Friday Agent Call — April 3, 2026
Summary & Timestamps
Summary
- Case conference review with Jay Elliott's recorded presentations, focusing on door approach, credibility building, and handling skeptical prospects
- Analysis of replacement strategies and overcoming objections from prospects with existing AARP/UnitedHealthcare policies
- Discussion of handling scam-wary prospects and establishing trust through proper positioning and state licensing verification
- SNPJ carrier update from Erin Brenner on fully underwritten application process challenges and lengthy approval times
- Medicare opportunity announcement with 48-hour waiting period removal effective 2027 and cross-selling strategies
Timestamps
- 0:00 — Opening remarks and Pekin carrier incentive program discussion
- 2:33 — New Bridge contracts now available announcement
- 3:22 — Medicare rule changes for 2027 – 48 hour waiting period removal
- 6:27 — Travis discusses Medicare as complementary income stream
- 11:34 — Symposium planning and group meeting announcement
- 12:49 — Introduction to Jay Elliott case conference recordings
- 17:01 — First recording analysis – door approach and positioning
- 25:28 — Health questioning techniques and AARP policy discussion
- 40:02 — Handling resistant prospects and credibility building
- 48:17 — Rate comparison strategies and overcoming objections
- 56:03 — Dealing with scam-aware prospects and trust issues
- 65:47 — Second recording review – three reasons presentation
- 77:28 — Jay Elliott joins call for feedback discussion
- 81:27 — Handling pre-need funeral plans and supplemental coverage
- 92:49 — Weekly production leaderboard announcement
- 96:55 — Lead credit giveaway – Kate Martin wins $100
- 97:36 — Erin Brenner SNPJ carrier experience update
- 108:28 — Closing remarks and weekend appointment setting
FEX Friday Agent Call — April 10, 2026
Summary & Timestamps
Summary
- Company Updates: New contracts available for NewBridge (Continental General) at 120% street level and Mountain Life with excellent smoker rates for select states
- CoreBridge Bonus Opportunity: Significantly increased bonus structure offering up to $9,000 bonus for 25 simplified issue applications through end of quarter
- Survey Lead Strategy Discussion: Travis emphasized adapting to survey leads vs traditional E64 cards, focusing on working with purpose and maximizing presentation efficiency
- Carrier Performance Updates: SNPJ requires APS for most cases but offers competitive pricing; Royal Neighbors experiencing service delays; Trinity/Family Benefit e-app issues resolved by using paper applications
- Jay's Presentation Review: Analyzed recorded presentation showing good script knowledge but needing improvement in prospect flow adaptation and closing timing
Timestamps
- 00:00 — Call opening and introductions
- 02:46 — NewBridge (Continental General) contract announcement
- 05:01 — CoreBridge bonus structure increase discussion
- 08:02 — Lead strategy and survey vs E64 card discussion
- 21:54 — Working with purpose and efficiency philosophy
- 27:04 — Presentation focus and renewals discussion
- 31:08 — Mountain Life company introduction
- 34:44 — Open Q&A session begins
- 35:01 — Erin Brenner's SNPJ underwriting update
- 42:13 — Rob Robinson's RNA processing issues
- 49:04 — Ben Linsk's RNA e-app submission tips
- 51:21 — Eddie Langston on Royal Neighbors delays and Trinity solutions
- 62:50 — Jacob Garrison's Trinity paper app questions
- 65:15 — Jay's recorded presentation playback begins
- 75:40 — Body donation to science objection handling
- 85:00 — Health questions and application process
- 95:00 — Pricing discussion and closing attempts
- 102:02 — Presentation analysis and feedback
- 105:08 — Weekly production leaderboard
- 107:00 — Lead credit giveaway
- 108:50 — TJ Siebels shares second week success story
- 112:12 — Call wrap-up and next week announcement
FEX Friday Agent Call — April 24, 2026
Summary & Timestamps
Summary
- Discussion of Polish Falcons re-auditing declines by hand and potentially overturning previous decisions, while also being more vigilant about clean sheeting issues
- Sons of Norway announced assessment of cash values on guaranteed issue business due to financial distress, representing first fraternal assessment in 16+ years
- KSKJ removing contracting restrictions after successful summit representation and planning expansion to most states by year-end
- Case conference review of agent recordings demonstrating proper lead qualification techniques and door approach strategies
- Training on keeping door introductions simple and non-threatening rather than using complex business names that confuse prospects
Timestamps
- 0:00 — Call opening and Travis sharing family news about scholarship
- 2:47 — KSKJ summit recap and upcoming product improvements discussion
- 5:13 — Nick's news and notes segment begins
- 5:22 — Polish Falcons re-auditing declines and relaxing underwriting
- 8:48 — Sons of Norway cash value assessment announcement
- 13:32 — KSKJ removing contracting restrictions and state expansion plans
- 15:26 — Open Q&A and discussion period
- 16:23 — Shout out to Joe Fasy and discussion of common lead scenarios
- 22:37 — Playing Ben's recording – proper lead qualification techniques
- 24:03 — Analysis of taking command and control in presentations
- 28:47 — Ben's recorded presentation with resistant prospect
- 35:13 — Debrief of Ben's recording and efficient lead qualification
- 37:11 — Ben joins call to discuss the recorded presentation
- 41:42 — Family Benefit Trinity Life trip congratulations
- 45:05 — Playing Joe's recording and door approach analysis
- 46:16 — Training on keeping business name introductions simple
- 50:14 — Nick's perspective on professional introductions vs over-complication
- 54:14 — Travis explaining why simple names work better than complex business titles
- 59:55 — Call conclusion
FEX Friday Agent Call — May 8, 2026
Summary & Timestamps
Summary
- Travis reported on Family Benefit Trinity's incentive trip and upcoming expansion plans, including their new Dublin Ireland convention and group worksite product rollout
- Nick provided carrier updates covering Polish Falcons' weekly underwriting reviews, Newbridge's chargeback policies, and CICA's May incentive program
- Reviewed a detailed case conference recording from Ben Linsk involving Social Security concerns and cash value policies with strategies for handling government misinformation
- Discussed symposium logistics including dress code requirements (sport coat needed for Thursday dinner) and agenda planning with emphasis on maximizing in-person training value
Timestamps
- 00:43 — Opening – Travis discusses jet lag from Family Benefit trip
- 02:20 — Family Benefit Trinity trip recap and agent networking
- 03:56 — Family Benefit updates – Dublin Ireland convention and underwriting changes
- 09:08 — Symposium planning and travel arrangements discussion
- 10:07 — Nick's carrier updates – Polish Falcons weekly underwriting reviews
- 11:47 — Newbridge carrier overview and chargeback policies
- 13:57 — CICA incentive program for May
- 15:39 — Medicare call announcement – Ameritas dental coverage presentation
- 17:04 — Recording submissions and symposium agenda planning
- 19:22 — Travis discusses agent accountability and work ethic expectations
- 24:34 — Kentucky Derby analogy and motivation techniques
- 28:51 — Lead management philosophy and business approach
- 33:17 — Q&A session begins – Ben Linsk on call connection issues
- 38:17 — TruStage insurance product discussion
- 42:33 — Corey Johnson – symposium dress code and Family Benefit expansion
- 47:23 — Ben Linsk case conference recording begins – Social Security concerns
- 58:35 — Case analysis – handling Social Security misinformation strategies
- 64:08 — Ben provides context on the recorded case situation
- 68:42 — Weekly production leaderboard results
- 71:40 — Medicare call promotion and dental insurance discussion
- 74:03 — Final comments and closing remarks
