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Chargebacks are an unavoidable part of selling life insurance, but they don’t have to eat away at your commissions. While no agent can eliminate them entirely, the key is reducing them as much as possible by selling the right way, selecting the best products, and following up effectively.

I consistently maintain a persistency rate of 90% or higher, and through experience, I’ve learned what works—and what doesn’t—when it comes to keeping policies in force. Here are some strategies to help you avoid unnecessary chargebacks and maximize your earnings.

Avoiding Chargebacks Starts With the Right Sales Approach

One of the biggest reasons policies cancel is because the wrong sales approach was used. Agents who push too hard often find that their clients back out as soon as the pressure is lifted. Instead of forcing a sale, focus on having real conversations, where you help the client find a solution that actually works for them.

Common Sales Mistakes That Lead to Chargebacks

• Applying too much pressure – If someone is hesitant, don’t try to force them into buying. Instead, take the time to understand their concerns and address them properly. If they still aren’t convinced, walking away is better than writing a policy that will be canceled within weeks.
• Creating artificial urgency – Fear-based selling or making someone feel guilty for not purchasing a policy might work short-term, but it rarely leads to long-lasting coverage. Clients who buy out of fear often change their minds once the emotional pressure fades.
• Skipping over real objections – Encouraging a client to “just try it” or telling them they can always cancel during the free-look period almost guarantees they will do just that. If they aren’t confident about the decision at the time of sale, they won’t stay committed to the policy.

Successful agents focus on educating and guiding rather than pressuring and persuading. When a client understands the value of what they’re purchasing and feels comfortable with their decision, they are far more likely to keep the coverage.

Choosing the Right Product Can Make a Huge Difference

Not all policies perform the same when it comes to persistency. Certain products have higher chargeback rates, and knowing what to sell—and what to avoid—can protect your commissions.

• Avoid Guaranteed Issue (GI) policies unless absolutely necessary – These plans come with higher premiums and a waiting period, which often leads to cancellations. Clients feel like they’re paying for something without receiving immediate value, making them more likely to lapse.
• Stick with level-benefit plans when possible – If a client qualifies for a policy that offers immediate coverage at a lower cost, they are more likely to keep it. Always prioritize these plans when they are an option.

A good rule of thumb is to sell coverage the client will be comfortable keeping long-term. If they feel like they’re overpaying or that the policy doesn’t truly benefit them, chargebacks become much more likely.How to Keep Policies Active After the Sale

Writing a policy is only half the battle. Many chargebacks can be avoided with proper post-sale follow-up. Clients who feel abandoned after the sale are more likely to cancel, so keeping in touch and being available when they need help is crucial.

Steps to Take After the Sale to Prevent Cancellations

• Send a personalized thank-you card – A simple note expressing appreciation for their business, along with your contact information, can make a lasting impression. It reinforces their decision and keeps you top of mind if they have questions.
• Always answer your phone – If a client calls with a question or concern and can’t reach you, they may lose confidence in the policy and decide to cancel. Being accessible goes a long way in building trust and keeping your business on the books.
• Follow up on missed payments – Many chargebacks happen due to payment issues that could have been easily fixed. If a client misses a payment, a quick call can often resolve the problem before the policy lapses.

Following up doesn’t take much effort, but it makes a huge impact on persistency rates and long-term client retention.

How to Handle Cancellation Requests

If a client calls to cancel, don’t just process the request over the phone. Many cancellations happen because of simple misunderstandings or affordability concerns, both of which can often be addressed in person.

Instead of agreeing to cancel immediately, say something like:

"I completely understand. I just need to stop by to take care of a quick signature. Will you be home tomorrow?"

Once you’re face-to-face, you have the opportunity to ask what changed and see if there’s a way to adjust the policy to meet their needs. Many cancellations can be reversed just by having a conversation.

• If affordability is an issue, offer to lower the premium. Some coverage is better than none, and clients are more likely to keep a policy when it fits their budget.
• If they are unsure about the benefits, take a few minutes to go over what the policy provides. Clients often forget details or misunderstand how their coverage works.

By making the extra effort to handle cancellations in person, you will save more policies and reduce chargebacks significantly.

Key Takeaways: How to Reduce Chargebacks and Protect Your Income

While chargebacks are part of the business, they don’t have to be a major problem. Agents who focus on selling the right way and following up properly can keep more of their business on the books and increase their long-term earnings.

• Use a consultative sales approach – Avoid high-pressure tactics and focus on educating clients and helping them make informed decisions.
• Sell the right products – Stick with level-benefit plans when possible and avoid guaranteed issue unless absolutely necessary.
• Maintain contact after the sale – Send thank-you notes, answer your phone, and check in on missed payments to keep policies active.
• Handle cancellations in person – Never cancel a policy over the phone. Meeting with clients gives you a chance to address their concerns and save the policy.

By applying these strategies, you will keep more policies in force, minimize chargebacks, and build a more stable and profitable insurance business.

Success in the life insurance industry isn’t about luck. It’s not about who has the best leads, the fanciest website, or even the most natural sales ability. While all those things can help, they pale in comparison to the single most important factor that separates top producers from everyone else—consistency.

If you’ve been in the business for any length of time, you’ve likely experienced the highs of closing multiple sales in a day and the lows of hearing “no” after “no.” The difference between agents who thrive and those who struggle is how they respond to these ups and downs. It’s easy to push hard when things are going well. But what about when they’re not?

If you want long-term success, you have to show up every day and put in the work, even when you don’t feel like it. That’s what top producers do. That’s what successful business owners do. And that’s what will take you from where you are today to where you truly want to be.

Why Writing More Business Matters

Too often, agents get comfortable after a good week or two. Maybe they hit their personal goal for the month early, so they take their foot off the gas. But the reality is, the more you produce, the better your business (and your life) becomes. Here’s why:

1. More Sales = More Confidence

   Confidence isn’t something you wait to feel—it’s something you build by taking action. Every time you write a policy, you reinforce that you can do this. You prove to yourself that your efforts are paying off. On the flip side, when you let off the gas and go days (or weeks) without writing, doubt starts creeping in. Suddenly, you question whether you can do this, and that hesitation affects your performance.

   The best way to build unshakable confidence? Keep writing business.

2. Momentum is Everything

   The hardest part of this business is getting started. But once you get into a rhythm, everything flows more easily. Leads convert faster, referrals come in, and you don’t have to “relearn” how to present because you’ve been doing it every day.

   Momentum is fragile. It takes time to build, but it can be lost quickly. Agents who stay consistent and keep their schedules full find that the business starts coming to them. Those who take breaks between sales often feel like they’re constantly starting from scratch.

3. More Business Means More Referrals

   One of the easiest ways to grow your business is through referrals, but those don’t come unless you’re consistently helping families. If you’re writing a handful of policies per month, the number of people who can refer you is limited. But if you’re helping dozens of families? Suddenly, your past clients become a reliable source of warm leads.

   The best producers aren’t constantly searching for new leads because they’ve built a referral pipeline through steady, consistent work.

4. Staying Active Reduces Burnout

   This one might seem counterintuitive, but hear me out. Many life insurance agents burn out not because they’re working too hard, but because they’re working inconsistently.

   When you take long breaks between activity, getting back into it feels like a grind. But when you’re in a groove, the work becomes easier. Calls feel more natural. Presentations flow. Objections don’t shake you. The energy of progress keeps you going.

   Ironically, agents who “slow down” to avoid burnout often feel more exhausted than those who stay in motion.

5. You’ll Hit Your Goals Faster

   Whatever your goals are—paying off debt, buying a home, creating financial security for your family—the fastest way to get there is by increasing your production. Too often, agents think they can work at 50% effort and somehow still get 100% of the results they want. But it doesn’t work that way.

   If you want to build the life you envision, you have to work for it. Consistently.

How to Stay Consistent

It’s one thing to know that consistency is important—it’s another to actually do it. Here are a few key strategies that will keep you on track:

1. Set a Non-Negotiable Weekly Activity Goal

   Forget about “waiting for motivation.” Instead, commit to a set number of dials, appointments, or applications each week—no matter what. Motivation comes and goes, but discipline is what builds success.

   Decide now: How many calls will you make this week? How many appointments will you sit on? How many applications will you submit? Then hold yourself accountable.

2. Work Your Business Like a 9-5 (Even Though It’s Not)

   One of the biggest traps in this industry is treating it like a hobby instead of a real business. If you were working a traditional job, you wouldn’t decide to just “take the day off” because you didn’t feel like working. Why would you do that with your business?

   The best agents treat their schedules with respect. They show up every day with a plan and execute it.

3. Track Your Numbers Religiously

   What gets measured gets improved. If you don’t track your activity, how will you know where to improve?

   Keep a record of how many calls you make, how many presentations you give, and how many policies you write. Over time, you’ll see patterns emerge—what’s working, what’s not, and where you need to adjust.

4. Master Your Mindset

   Every life insurance agent faces rejection. Every agent has days where things don’t go as planned. The difference is how you handle it.

   If you allow a bad day to throw you off course, you’ll never build the consistency needed for long-term success. Instead, train yourself to see rejection as part of the process. Every “no” gets you closer to a “yes.” Every tough day makes you stronger.

5. Surround Yourself with High Achievers

   Want to step up your game? Spend time with people who are doing what you want to do.

   If you’re only talking to other struggling agents, you’ll pick up their mindset and habits. But if you connect with top producers—whether through mentorship, group chats, or training calls—you’ll start thinking and acting like them.

The Bottom Line

If you take one thing away from this, let it be this: Consistency is the key to everything you want.

Not talent. Not luck. Not even having the “best” leads. The agents who win in this business are the ones who show up every day, put in the work, and refuse to let off the gas.

So, the question is—are you ready to commit? Are you ready to build the habits that will take your business (and life) to the next level?

Because the truth is, the only thing standing between you and the success you want is your willingness to keep moving forward.

Stay consistent. Stay focused. And watch what happens.

© Copyright

As we settle into the first weeks of 2025, there’s no better time to refocus on ethics in the life insurance industry. The start of a new year offers the perfect opportunity to refine our practices, strengthen client relationships, and reaffirm our commitment to doing what’s right. Ethics, after all, remains the cornerstone of our profession, ensuring we meet regulatory requirements while building trust and fostering long-lasting connections with clients.

What is Ethics?

Ethics, derived from the Greek word meaning "moral character," is often defined as the study of moral principles that govern behavior. In simpler terms, ethics is about doing the right thing, the right way, for the right reasons. This golden rule—treating others as you would like to be treated—resonates deeply in the life insurance industry, where trust and integrity are paramount.

For insurance producers, ethics provides a roadmap for navigating the complex situations that arise in our profession. It helps us make sound decisions when faced with dilemmas that may involve conflicts of interest, ambiguous scenarios, or competing priorities. Ethical behavior isn't just about avoiding misconduct; it's about proactively fostering trust, respect, and loyalty among clients.

Why Ethics Matters in Life Insurance

Ethics is more than just a buzzword; it’s an essential ingredient for success in the life insurance industry. Clients expect honesty and transparency, especially when they’re entrusting us with decisions that impact their families’ financial futures. Surveys repeatedly show that ethical behavior is one of the most sought-after qualities in an insurance producer. Clients value professionals who prioritize their well-being and provide clear, straightforward guidance.

For insurance agents, strong ethical practices yield tangible benefits:

• Building Trust: Ethical agents earn the trust of their clients, leading to stronger relationships and higher client retention rates.
• Increasing Referrals: Satisfied clients are more likely to recommend an ethical producer to friends and family, fueling growth through word-of-mouth referrals.
• Enhancing Reputation: A reputation for integrity can differentiate you in a competitive marketplace and attract high-quality clients.
• Ensuring Compliance: Acting ethically reduces the risk of legal or regulatory penalties, safeguarding your career and livelihood.

Fraudulent Applications: A Serious Breach of Ethics

In the age of advanced technology and digital automation, the insurance industry faces unique challenges regarding ethical behavior. One of the most concerning issues is the submission of fraudulent applications by agents seeking to collect commissions. This unethical practice undermines the trust that forms the foundation of the life insurance industry and has far-reaching consequences.

Fraudulent applications can take various forms:

• Submitting false information about clients to secure policies.
• Creating fictitious clients or policies for the sole purpose of earning commissions.
• Encouraging clients to apply for policies they don’t need or cannot afford, solely to meet sales targets.

While these actions may seem like shortcuts to achieving performance goals, the repercussions are severe:

• For Clients: Fraudulent policies can leave clients unprotected when they need coverage the most, especially if false information leads to policy cancellations or claim denials.
• For Carriers: Insurance companies incur significant financial losses investigating and addressing fraudulent applications, which can result in stricter underwriting processes that affect legitimate clients.
• For the Agent: Agents caught submitting fraudulent applications face legal penalties, termination of contracts, and permanent damage to their professional reputations. In some cases, they may even face prosecution for insurance fraud.

Modern technology, such as advanced analytics and fraud detection systems, makes it increasingly difficult for unethical practices to go unnoticed. Carriers now utilize sophisticated algorithms to identify inconsistencies, unusual patterns, or suspicious activity in applications. While technology offers many benefits to honest agents—such as streamlining the underwriting process and improving client experiences—it also serves as a powerful tool for uncovering misconduct.

Upholding Integrity in a Digital World

As technology advances, so do the expectations for ethical behavior. Agents must adapt to these changes by prioritizing transparency and accountability in every transaction. Here are a few ways to maintain integrity in the digital age:

• Verify Client Information: Always ensure the information provided on applications is accurate and truthful. Double-check details with clients before submission.
• Educate Clients: Help clients understand the importance of providing truthful information and the potential consequences of inaccuracies.
• Embrace Accountability: Stay informed about the technologies carriers use and take pride in submitting applications that meet the highest ethical standards.

Fraudulent behavior has no place in the life insurance industry. By committing to integrity, agents can build lasting trust with their clients and contribute to a healthier, more sustainable marketplace.

Ethics and Compliance: Two Sides of the Same Coin

While ethics is about moral principles, compliance focuses on adhering to laws and regulations. Both are critical in the life insurance industry. Compliance ensures that we meet the legal standards set by regulatory bodies, while ethics helps us go beyond mere compliance to serve our clients with honesty and care.

For example, compliance may dictate that you disclose all policy details to a client, but ethics challenges you to explain those details in a way that ensures the client truly understands their options. This distinction highlights why ethics training is a vital part of professional development for insurance agents.

Common Ethical Dilemmas in Life Insurance

Insurance producers often encounter situations where ethical decision-making is tested. Here are a few common scenarios:

1. Misrepresentation of Policies: Agents may feel pressured to oversell a policy or downplay its limitations to meet sales quotas. Ethical agents resist this temptation and provide accurate, honest information to clients.
2. Conflict of Interest: When recommending a product, it’s essential to prioritize the client’s best interests over personal gain, even if it means earning a lower commission.
3. Handling Client Information: Protecting clients' sensitive personal and financial information is both an ethical and legal obligation.
4. Pressure to Meet Quotas: The drive to achieve sales targets should never come at the expense of ethical behavior. Agents must balance performance goals with the responsibility to act in clients’ best interests.

Why 2025 is the Year to Double Down on Ethics

The life insurance industry is evolving rapidly, with advances in technology, shifting client expectations, and an ever-changing regulatory landscape. As we navigate these changes, ethics will remain our guiding light.

Starting the year with a renewed focus on ethics offers several benefits:

• Building Resilience: Ethical practices create a solid foundation that can withstand market fluctuations and regulatory changes.
• Fostering Innovation: By prioritizing client needs, ethical agents can develop creative solutions that deliver real value.
• Strengthening Relationships: In an increasingly digital world, trust and authenticity are more important than ever. Ethical behavior helps agents forge meaningful connections with clients.

Final Thoughts: A Call to Action

As we embark on a new year, let’s make a collective commitment to uphold the highest ethical standards in the life insurance industry. Whether you’re a seasoned professional or just starting your career, remember that every decision you make reflects not only on you but also on the industry as a whole.

By prioritizing ethics, we can elevate our profession, build lasting client relationships, and set the stage for a successful 2025. Let’s embrace this opportunity to lead with integrity, serve with honesty, and inspire trust in every interaction.

Here’s to a year of ethical excellence—let’s make 2025 our best year yet!

© Copyright

As we step into 2025, there's a palpable sense of opportunity in the air. The new year brings a fresh slate, a chance to redefine goals, embrace new strategies, and push your career in Mortgage Protection sales to unparalleled heights. Whether you’re a seasoned agent or just starting out, the tools, trends, and opportunities available this year are set to transform the way you do business.

Mortgage Protection insurance is more than a product—it’s a lifeline for families facing one of the largest financial obligations of their lives: their home. This niche market continues to grow, offering agents a steady demand for products that include living benefits like Critical Illness, Chronic Illness, and Disability riders. With the right approach, 2025 could be your most rewarding year yet.

The Power of Fresh Starts

The start of a new year isn’t just symbolic; it’s a practical time to reevaluate your business. Look back on 2024: What worked? What didn’t? Use these insights to set clear, actionable goals for 2025. Whether it’s doubling your policies written, increasing your client base, or becoming a top producer in your region, the clarity of your vision will drive your success.

This year, focus on strategies that not only help you achieve your goals but also set you apart in a competitive market. Clients don’t just want a policy; they want a trusted advisor who understands their needs and delivers solutions with empathy and expertise.

Why Mortgage Protection is Thriving in 2025

Mortgage Protection remains a critical part of the life insurance industry. With rising mortgage debt and economic uncertainty, families are more aware than ever of the need for financial safeguards. These policies aren’t just about covering mortgage payments in case of death—they’re about providing comprehensive protection through living benefits.

For agents, this means two things:

1. A high-demand product that resonates with clients. People are looking for security and peace of mind, and Mortgage Protection delivers both.
2. Opportunities for meaningful client interactions. As an agent, you’re not just selling a policy; you’re helping families protect their futures.

The question isn’t whether there’s demand—it’s how you’ll position yourself to meet it effectively.

Five Key Strategies for 2025 Success

1. Refine Your Presentation and Sales Skills

   The art of selling Mortgage Protection lies in your ability to connect with clients. This year, elevate your approach:

   • Personalization: Tailor your presentations to address the unique needs and concerns of each client. Use relatable examples to help them see the value of the coverage.
   • Storytelling: Share stories of families who benefited from Mortgage Protection policies. Real-life examples resonate more than statistics.
   • Confidence: Practice your delivery until it’s polished and professional. A confident agent inspires trust.

   By honing your communication skills, you’ll not only close more deals but also build lasting client relationships.

2. Leverage Technology for Efficiency and Growth

   Technology is your ally in 2025. From lead management to client communication, the right tools can streamline your processes and free up time for selling. Here’s what to focus on:

   • CRM Systems: Keep track of leads, follow-ups, and client data in one place. Automated reminders ensure you never miss an opportunity.
   • Video Conferencing Tools: Virtual meetings are here to stay. Invest in a reliable setup that includes a high-quality webcam, microphone, and stable internet connection.
   • E-Signature Software: Make transactions seamless and convenient for clients.

   The agents who master their tech stack will find it easier to scale their business and maximize productivity.

3. Expand Your Lead Generation Efforts

   Quality leads are the lifeblood of your business. In 2025, commit to diversifying and refining your lead generation strategies:

   • Social Media Marketing: Use platforms like Facebook and LinkedIn to connect with potential clients. Share educational content to position yourself as a trusted expert.
   • Mortgage Lender Partnerships: Collaborate with lenders to gain referrals. These partnerships can open doors to a steady stream of prospects.
   • Legacy’s Lead Vendors: Take advantage of Legacy’s expanded access to high-quality lead vendors. These tailored leads are designed to match the unique needs of the Mortgage Protection market.

   By combining traditional methods with modern strategies, you’ll create a robust pipeline that fuels consistent growth.

4. Invest in Your Professional Development

   Staying ahead of the curve requires a commitment to lifelong learning. The most successful agents are those who continuously sharpen their skills. Here’s how:

   • Product Knowledge: Stay updated on policy features, living benefits, and market trends. The more you know, the better equipped you’ll be to handle client questions and objections.
   • Sales Training: Attend workshops, webinars, and coaching sessions to refine your techniques.
   • Legacy’s Support: Lean on Legacy’s mentorship programs, training resources, and community of experienced agents.

   When you invest in yourself, you’re investing in your business—and the returns are limitless.

5. Set Ambitious Goals and Measure Progress

   Success doesn’t happen by accident. Set clear, measurable goals for the year and track your progress regularly. Break your objectives into smaller milestones and celebrate each win along the way. For example:

   • Write 10 new policies each month.
   • Increase your client retention rate by 15%.
   • Expand your geographic reach to two new states.

   Regularly reviewing your progress keeps you motivated and ensures you’re on track to hit your targets.

Overcoming Common Challenges

Every agent faces obstacles—but overcoming them is what sets top producers apart. Here are some tips for tackling common challenges:

• Building Trust Virtually: Be transparent, patient, and empathetic. Use testimonials and case studies to reinforce your credibility.
• Managing Distractions at Home: Create a dedicated workspace, establish a routine, and set boundaries to stay focused.
• Handling Technology Issues: Familiarize yourself with your tools and have a backup plan for technical glitches.

When challenges arise, view them as opportunities to learn and grow.

Why Legacy Agents Lead the Pack

At Legacy, we’re committed to helping agents succeed. From high-quality leads to cutting-edge training resources, we provide the tools and support you need to thrive. Whether you’re a seasoned professional or just starting your journey, Legacy equips you with everything required to excel in the Mortgage Protection market.

Our agents benefit from:

• Access to premium lead vendors.
• Ongoing mentorship and training.
• A community of like-minded professionals.

By partnering with Legacy, you’re not just joining an agency—you’re joining a family dedicated to your success.

Your Roadmap to Success in 2025

The new year is your chance to redefine what’s possible. With the right mindset, strategies, and support, there’s no limit to what you can achieve. Start by:

1. Setting bold but achievable goals.
2. Refining your presentation and leveraging technology.
3. Expanding your lead generation efforts.
4. Investing in your professional growth.

Whether your goal is to write more policies, serve more families, or grow your income, the time to act is now. Legacy is here to help you unlock your full potential.

Let’s make 2025 the year you achieve extraordinary success. If you’re ready to take your business to the next level, we’d love to hear from you. Together, we can make this your most productive, profitable, and rewarding year yet.