Built Simple (in Insurance and in Life)

Million Dollar Milestone: Insurance Agent's 18-month journey to One Million Dollars! | Ep. 173

In this inspiring episode of the Built Simple Podcast, host Adam Brsan sits down with Cesar Rodriguez, a veteran of the Final Expense insurance industry who’s now crushing it with over $600,000 in monthly sales at Senior Life. Cesar shares his journey from a high-flying Wall Street stockbroker to a journeyman agent navigating the challenges of the broker world, where he faced chargebacks, disloyal agents, and the chaos of managing multiple carriers. After years of hopping between companies, Cesar found his home at Senior Life, where simplicity, robust systems, and a focus on serving clients transformed his career. Discover how Cesar leveraged Senior Life’s streamlined system to scale his agency from $200,000 to $655,000 in just four months, using a disciplined free lead program and a culture of accountability. He opens up about the pitfalls of the broker model, the power of focusing on one carrier, and the leadership principles—transparency, integrity, and loyalty—that drive his success. With a goal to hit $1 million in deposits in under two years, Cesar’s story is a testament to hard work, resilience, and staying focused amidst industry noise. Whether you’re an aspiring agent, a seasoned producer, or simply curious about building a thriving business, this episode is packed with actionable insights on leadership, simplifying your approach, and achieving life-changing results in the Final Expense industry. Tune in to hear Cesar’s strategies, his vision for building leaders, and why he’s all-in with Senior Life.

Lincoln Heritage, Senior Life, and how NOT to lose your RENEWALS! | Ep. 172

In this episode of the Built Simple Podcast, host Adam Brsan dives into the critical topics of contracts, transparency, and the importance of asking questions in the final expense insurance industry. Inspired by a recent podcast featuring an ex-Senior Life agent who lost her renewals after leaving the company, Adam reflects on his own 11.5 years with Lincoln Heritage and the similarities between these semi-captive carriers. He discusses the do’s and don’ts of agency contracts, the consequences of recruiting agents to new carriers, and why understanding the fine print is essential for protecting your renewals and building a sustainable business. Adam shares personal insights from his career, including an email exchange with Lincoln Heritage about safeguarding his renewals, and emphasizes the need for uplines to be transparent with their agents. Whether you’re an agent or agency owner, this episode offers valuable advice on navigating the complexities of insurance contracts and avoiding costly mistakes. Key Takeaways: •  Why Senior Life and Lincoln Heritage operate as semi-captive carriers and what it means for agents. •  The importance of understanding contract terms to protect your renewals. •  How transparency from uplines can prevent misunderstandings and financial losses. •  Adam’s personal experiences with renewals and agency-building at Lincoln Heritage. Connect with Us: •  Like, share, and comment to join the conversation! •  Subscribe to the Built Simple Podcast for more insights on the insurance industry. •  Have questions or topics you’d like us to cover? Let us know in the comments! Timestamps: •  0:00 Introduction •  1:30 The Senior Life agent’s story and lost renewals •  5:00 Comparing Senior Life and Lincoln Heritage •  10:15 The role of TV leads and semi-captive models •  15:00 Adam’s experience building an agency at Lincoln Heritage •  20:30 Understanding contract rules and renewals •  25:45 Transparency and the upline’s responsibility •  30:00 Final thoughts and advice for agents #Insurance #FinalExpense #BusinessTips #Transparency #AgencyBuilding #BuiltSimplePodcast

Lessons on Ice: Balancing Priorities with Agents and Tasks | Ep. 171

In this episode of "Built Simple", I share a personal story from a day ice skating with three of my kids and how it mirrors the challenges of working with insurance agents. My oldest child, a confident skater, tempted me to focus on fun, while my middle child needed occasional help, and my youngest required constant support to stay upright. This experience sparked a realization about prioritization: just like on the ice, we can’t only focus on the top performers—those “easy wins”—at the expense of the team members who need guidance most. Drawing parallels to managing agents, I explore how to balance attention between rockstar performers, steady-but-wobbly middle players, and struggling newbies. The bigger lesson? Tackling the hardest tasks first—whether it’s coaching a rookie agent or diving into a tough project—sets the stage for long-term success, rather than procrastinating with quick fixes. Tune in for a practical takeaway to rethink your focus, ensuring your whole “rink”—team or task list—moves forward together.

Embracing Simplicity in Business and Life | Ep. 170

In this episode of the newly rebranded *Built Simple Podcast*, host Adam Brsan takes us on a personal and professional journey inspired by a lighthearted moment with his daughter during a game of ping pong. When she proudly declared, "I'm just built different" after scoring a point, Adam found himself reflecting on his own approach: "I think I'm just built simple." This revelation sets the tone for a candid discussion about the power of simplicity in both business and family life. Adam dives into his career in the insurance industry, sharing how his greatest successes have stemmed from focusing on one product, one company, and mastering it before teaching others. He contrasts this with the overwhelm of managing multiple carriers and the complexities of the broker route—challenges that left him discouraged and stretched thin. From battling cumbersome contracting processes to facing roll-up debt from agents writing bad business, Adam explains why he’s returning to what he does best: keeping it simple. Beyond business, Adam opens up about his family’s homebody lifestyle—fishing at the lake across the street, playing basketball with the kids, and cherishing quiet moments together. When he suggested a vacation to his daughter, her response—"Why? I just like being home"—reinforced his belief that simplicity brings contentment. Tune in for an honest reflection on avoiding overcomplication, the pitfalls of treating companies like mere "carriers," and Adam’s renewed mission to help agents succeed through focus and clarity. Plus, get a sneak peek at upcoming guests and trainings as the *Built Simple Podcast* continues to grow.

Built to Last: Thriving Long-Term in Final Expense Sales | Ep. 169

In this episode, hosts Chris and Adam dive deep into what it means to be "built to last" in the final expense insurance industry. Chris kicks things off by breaking down the concept into three key pillars: *why*, *focus*, and *work ethic*. He explores the emotional and practical drivers behind choosing this challenging career—why agents persevere through the initial survival mode, chargebacks, and rollercoaster progress to reach a thriving stage. With candid insights, Chris challenges listeners to reflect on their purpose, asking, “Why are you doing this, and who are you doing it for?” He also shares a powerful exercise: set a 60-minute timer to confront the reality of failure and decide if quitting is worth it. This episode is a wake-up call for agents to anchor their journey in a deeper "why" that transcends mere financial gain. Next, the conversation shifts to the nuts and bolts of longevity in the business. Adam and Chris emphasize the critical role of focus—sticking to a single marketing plan, targeting specific geographic areas, and simplifying sales presentations to close deals effectively. They tackle the myth of the "lazy insurance agent," sparked by surprising comments from C-suite executives, urging listeners to prove the naysayers wrong through relentless work ethic. From outworking slumps to adapting incrementally (think texting campaigns in Spanish or A/B testing lead sources), the hosts share practical tips drawn from their combined decades in the field. Adam’s story of turning a dry day into a $172-a-month sale by dropping in on a past client underscores the hustle required to stay afloat—and the rewards of working smarter, not just harder. Wrapping up, the episode underscores the marathon mindset needed for success. Chris and Adam stress the importance of structure, from owning your territory to keeping up with technology (sorry, no more faxed applications!). They highlight the power of simplicity—focusing on one or two carriers—and the payoff of building a book of business through referrals and policy reviews. With Adam revealing he’s invested over $30,000 in his business in under a year, the hosts celebrate the grit it takes to endure setbacks like roll-up debt and tax headaches. Their closing advice? Love what you do, hold yourself accountable, and don’t let a bad day—or a broken windshield wiper—derail your long-term vision. Whether you’re a rookie or a 22-year veteran like Adam, this episode is packed with actionable wisdom to help you last in the game.