From Neuroscience to Insurance: A Career Pivot

Is it possible to get your entire sales team to work together and crush goals one after another? Consider all the benefits your organization would gain if this were to actually happen.

To make this dream a reality, listen to my chat with Justin Balik, co-founder of Wealth InsurED, in this episode. He shares three sales tactics that brought his company from half a million to three million in 90 days.

Meet Justin Balik 

• Justin has been a force in financial services since graduating from the University of Miami in 2012. He quickly rose from agent to a top 10 manager among 10,000+ peers. 
• Now, he and his wife own a business revolutionizing IUL sales training, producing high-end agents with unparalleled speed and results in the industry. 
• He has helped tens of thousands with insurance and retirement, specializing recently in tax minimization for high-net-worth clients.

Specialize Your Sales Roles 

• Most sales teams have reps doing everything: prospecting, appointment-setting, closing, and follow-up. 
• Justin broke the process into specialized roles—so each person focused only on their highest-value work. This helped free up the top closers, who were freed from low-value, time-consuming tasks. 
• The result: higher efficiency, faster pipeline movement, and more revenue. 
• Ask yourself: where is your team doing $10/hour work instead of $10,000/hour work?

Go After High-Ticket Clients 

• Instead of focusing on high-volume, low-value sales, Justin’s team intentionally shifted to larger, more valuable deals. 
• They targeted higher-level clients who not only respected the process, but were easier to work with—and produced exponentially greater revenue per deal. 
• Justin’s advice: Identify and pursue the upper echelon of your market, and don’t let assumptions about “difficulty” of big deals hold you back. The truth? Sometimes, bigger clients are actually easier.

Deliver Intensive, Practical Training 

• Justin condensed over a decade’s worth of his sales knowledge into a proprietary, one-week, 40-hour training program for new reps. 
• This training ensures each team member is truly equipped—not just motivated—with everything needed to sell at a high level. It’s practical, measured, and outcome-focused.

Bonus Mindset Tip 

• Justin emphasized the importance of personal growth alongside tactical skills. 
• Your self-image must outpace the rejection that comes with aggressive activity, or you’ll burn out before you break through.

“You can’t succeed in sales if you’re not constantly working on yourself.” Justin Balik.

Resources

Grab these books mentioned in the episode: 10x Is Easier Than 2x, Who Not How, and The Science of Scaling by Dan Sullivan & Dr. Benjamin Hardy. Follow Justin on Instagram. 

If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.