In today’s episode of the Life Insurance Academy Podcast, we dive deep into the ever-evolving world of life insurance leads. With over a decade of experience in the industry, we’ve witnessed the shifts in trends, from the era of direct mail leads to the digital revolution. Join us as Roger Short and  Zach McElwain explore the nuances of lead generation in life insurance sales, shedding light on the types of leads that have dominated the market, including the iconic “pink” and “yellow” leads, and how the rise of digital leads has transformed the landscape.

The discussion also touches on the challenges and opportunities presented by market volatility, particularly in mortgage protection sales amidst fluctuating interest rates. We share insights into navigating these changes, emphasizing the importance of diversification and adaptation in lead generation strategies.

Moreover, we delve into the cost dynamics of lead acquisition, from the affordability of direct mail leads to the investment required for high-quality digital leads. Our conversation aims to equip life insurance agents, both new and seasoned, with the knowledge to make informed decisions about their lead generation strategies, maximizing their business potential in a competitive market.

This episode is a treasure trove of information for anyone in the life insurance space trying to decode the best practices for lead generation. Whether you’re struggling with choosing between direct mail and digital leads, considering the cost versus quality of leads, or curious about the future of mortgage protection sales, this session offers valuable insights to help you elevate your business.

Stay tuned as we pull back the curtain on the life insurance industry’s lead generation secrets, offering practical advice and real-world examples to help you navigate the complexities of the market and find your path to success. Don’t miss out on this opportunity to learn from the experts and blow up your business with the right leads!

Engage with Our Team

As we mentioned in this episode, there are several ways to now engage with our team including our Sales and Business Accelerator with weekly coaching points, training videos, and monthly deep dives. We also have smaller commitment 4-week coaching programs that are focused on specific products, sales concepts, or business growth ideas.

Get Started in Insurance Sales Today

Through an exclusive partnership with Xcel Testing Solutions, Life Insurance Academy listeners and subscribers can now receive an amazing 50% discount from the regular pre-licensing course fee of $199 to only $99 by utilizing a special discount code of “LIA” That’s the 3 simple letters of L-I-A. This exclusive discount is available for the Life, Health, and Accident Courses or even a combination of these required courses. Just go to and enter promo code LIA at checkout.

Let’s connect

We mean it when we say we’d love to connect with you! Fill out the form below so we can start the conversation. Or – let us know how you like the podcast, a way we can help, or at least your thoughts on how we’re doing.

Share This Episode

Leave a Reply