Medicare Sales Playbook

Stop thinking like a "Medicare agent" and start thinking like a retirement specialist. In this episode of the Medicare Sales Playbook, Dallas and Matt break down how Medicare is one of the biggest financial decisions a client will make in retirement — and how agents can use that conversation to create deeper trust, stronger relationships, and more opportunities to serve clients long-term. From reframing Medicare as a financial decision to learning how to naturally open conversations around retirement income, long-term care, annuities, and financial protection, this episode is packed with practical strategies you can apply immediately in your business. Dallas and Matt also discuss: ✅ Why agents "lose the sale in the car" before they ever walk inside ✅ How to use "what happens if…" scenarios to help clients make better decisions ✅ Why Medicare clients are ideal cross-selling opportunities ✅ The importance of positioning yourself as the "quarterback" for your clients' retirement journey ✅ How to create no-pressure retirement conversations that build trust and increase retention ✅ Why the best agents stop thinking transactionally and start thinking relationally If you're looking to grow your Medicare business, increase your client value, and become a more complete retirement resource for your clients, this episode is a must-watch. 📍 Join us at an upcoming Medicare Sales Playbook Training Day: Visit: MedicareSalesPlaybook.com 📩 Want help growing your business? Reach out to the Medicare Sales Playbook team — we'd love to connect with you. Connect With Us: Website: https://medicaresalesplaybook.com/ Instagram: https://instagram.com/themedicaresalesplaybook TikTok: https://www.tiktok.com/@medicare.sales.pl Facebook: https://facebook.com/medicaresalesplaybook

If you've ever thought about leaving the corporate carrier world to go independent… this episode is your reality check—and your roadmap. In this episode of the Medicare Sales Playbook, host Matt Smith sits down with agency owner Daniel Torres to break down what REALLY happens when you make the leap from carrier rep to independent agent. Daniel shares the hard-earned lessons from building Olympus Insurance Associates—including the mistakes, mindset shifts, and skills nobody prepares you for. If you're daydreaming about independence… or already in the middle of the transition… this conversation could save you years of frustration. 🔑 What You'll Learn in This Episode: The 4 critical skills carrier reps aren't taught before going independent Why prospecting feels completely different (and harder) than expected How to build structure when no one is telling you what to do The truth about rejection—and how to turn "no" into opportunity Why most agents fail when transitioning (and how to avoid it) The biggest mistakes new agency owners make early on What it REALLY takes to build a sustainable Medicare business ⚠️ The Big Truth: Success as an independent agent isn't instant. It's built on: Consistency Relationships Revenue-generating activity And doing the hard things… over and over again But if you're willing to stay the course—the freedom, impact, and income are worth it. 🚀 Ready to Level Up Your Medicare Business? 👉 Check out upcoming MSP Training Days & events 👉 Follow us on social for daily strategies 👉 And share this episode with an agent who's thinking about going independent Connect With Us: Website: https://medicaresalesplaybook.com/ Instagram: https://instagram.com/themedicaresalesplaybook TikTok: https://www.tiktok.com/@medicare.sales.pl Facebook: https://facebook.com/medicaresalesplaybook

What if your client meetings didn't feel like "appointments"… but instead felt like unforgettable experiences? In this episode of the Medicare Sales Playbook, Dallas and Matt break down how top agents separate themselves—not by selling harder, but by serving smarter. From creating a simple "coverage binder" to using video recaps and building relationships with the entire family, this episode is packed with practical strategies you can implement immediately. If you've ever wondered how to stand out in a crowded market, earn more referrals, and become the go-to "family agent"… this is the episode for you. 👉 Because at the end of the day, people don't remember what you said… they remember how you made them feel. 🔑 WHAT YOU'LL LEARN: How to turn a client meeting into a memorable experience The "coverage binder" strategy that builds trust and creates cross-selling opportunities Why solving problems clients don't know they have is your real value A simple video follow-up tactic that instantly sets you apart How to position yourself as the trusted family advisor (not just the Medicare agent) The power of doing "one thing different" in your market 📍 TAKE THE NEXT STEP: Want to grow your Medicare business faster and stand out in your market? 👉 Visit: MedicareSalesPlaybook.com 👉 See upcoming roadshows & live training events 👉 Learn directly from top-producing agents 👍 DON'T FORGET: If this episode helped you, make sure to:✔️ Like the video ✔️ Subscribe to the channel ✔️ Share it with another agent who wants to grow

If you're waiting for referrals to "just happen"… you're leaving business on the table. In this episode of the Medicare Sales Playbook, Dallas and Matt  break down how to actually generate referrals on purpose—without sounding pushy, awkward, or salesy. Because here's the truth: 👉 Referrals don't come from luck 👉 Referrals come from VALUE You'll learn how to: Build real value that naturally drives referrals Ask for referrals the right way (without feeling uncomfortable) Use simple questions that lead clients to introduce you to others Create urgency so referrals actually turn into conversations Turn one client into a long-term referral engine Plus, they share real-world examples—from small service moments to over-the-top client experiences—that create raving fans who want to refer you. 🚀 Ready to Grow Your Medicare Business? Check out upcoming MSP Training Days and connect with the team live: 👉 https://medicaresalesplaybook.com/training/ 💬 Let's Connect What's your best referral strategy? Drop it in the comments or message us—we'd love to hear it.  🔔 Don't Miss Out Subscribe for more strategies on sales, marketing, and building a winning Medicare business.

If you've ever wondered why some insurance agents take off while others struggle to get traction… this episode is for you. In this episode of the Medicare Sales Playbook, Dallas and Matt break down the top 5 traits they consistently see in agents who succeed—and the habits that quietly hold others back. This isn't theory. This is what they've seen play out over years in the field. From urgency and organization to being coachable, leaning into community, and taking action before you feel ready—these are the real separators. And here's the truth: 👉 Success isn't about knowing everything. 👉 It's about doing the right things consistently. If you're a new agent—or even a seasoned one who feels stuck—this episode will challenge how you think, how you work, and how you show up. What You'll Learn: The #1 trait that gives new agents a head start Why urgency beats talent in this business How being coachable can accelerate your growth The power of community (and why going solo is a mistake) Why you should go before you're ready How to develop the "memory of a goldfish" and move on from setbacks The mindset shift: YOU are the product Want to Grow Faster? Join us at an upcoming Medicare Sales Playbook Training Day near you. 👉 Visit: https://medicaresalesplaybook.com 👍 Don't Miss Out: If this helped you, make sure to: Like the video 👍 Subscribe for more agent training content 🔔 Share this with another agent who needs to hear it

What if the only thing standing between you and your next level… is the next step? In this episode of the Medicare Sales Playbook, Dallas sits down with two powerhouse leaders — Caroline Trecartin and Michael Bond — to break down what it really takes to grow in this industry. From building a family-first agency culture… to scaling from $600K to $6.3M in production… to making the leap from life insurance into Medicare — this conversation is packed with real, actionable insight. But more than anything, this episode is about mindset. Because success isn't about having it all figured out… It's about taking the next step — even when it's uncomfortable. WHAT YOU'LL LEARN IN THIS EPISODE Why most agents fail when transitioning into Medicare The truth about residual income vs. upfront commissions How mentorship can accelerate your growth (and why going solo slows you down) The importance of systems, structure, and leadership in scaling an agency How to build a culture where people feel valued — not like a number Why "looking at the top of the mountain" is killing your progress THE BIG TAKEAWAY "The mountain seems too big… so stop looking at the top. Put your head down and take the next step." That's how careers are built. That's how agencies grow. That's how you win in this business. READY TO LEVEL UP? If you're serious about growing your Medicare business, building a team, or finding the right mentorship… Check out our upcoming Medicare Sales Playbook Training Days Connect with us and learn from agents who are doing it at a high level DON'T MISS OUT If this episode helped you: Like the video Drop a comment — what was your biggest takeaway? Share this with another agent who needs to hear it Subscribe for more episodes of the Medicare Sales Playbook

If you've been in the insurance business for a year or two and you're starting to ask… "Is it time to build a team?" "Should I start recruiting?" "How do I actually scale this thing?" This episode of the Medicare Sales Playbook is for you. Dallas and Matt break down the real truth about recruiting—not the hype, not the shortcuts, but what actually works (and what causes most agents to fail). Because here's the reality… Recruiting is NOT a get-rich-quick strategy. And if you do it wrong, it won't just hurt your business—it will hurt the people you bring in. Inside this episode, you'll learn: What recruiting actually is (and what it's NOT) The biggest mistakes agents make when trying to build a team When you're truly ready to recruit  Why having a system matters more than anything else The difference between independent agents vs LOA models How to set expectations so your agents don't fail Why recruiting is optional—and how you can still build a 6-figure book without it If you've ever felt pressure to "start recruiting" but weren't sure if you should… this conversation will give you clarity. The Bottom Line: Recruiting done right can change your business. Recruiting done wrong can break it. Make sure you're building the right way. Want to learn how to grow the RIGHT way? Join us at MSP Training Days and see exactly how top producers are building scalable Medicare businesses. Learn more: https://medicaresalesplaybook.com/training/ 📩 Questions or want to connect? Email us: [email protected] 👇 Drop a comment with: • A topic you want covered • A guest you want us to interview • What stood out most from today's episode 👍 Like • Subscribe • Turn on notifications so you don't miss the next episode.

What does it really take to win in insurance sales and build an agency that lasts? In this episode of the Medicare Sales Playbook, Matt Smith sits down with Dylan King, owner of Legacy Financial Group in Phoenix, Arizona, to talk about growth, grit, sales discipline, recruiting, mentorship, and what it takes to succeed in both life insurance and Medicare. Dylan shares how he went from having no sales experience to producing at a high level in a short amount of time, what helped him improve fast, why so many agents stay stuck, and how he learned to build an agency with the right people — not just more people. They also dive into: Why new agents need reps more than perfection The power of going before you feel ready How to assume the sale and confidently move into the application Why mentorship can accelerate your growth The difference between recruiting more people and recruiting the right people Why Medicare is such an attractive long-term play for agents building renewal income If you're a new insurance agent, a growing producer, or someone looking to build a real business in the Medicare space, this conversation is packed with practical insights. Be sure to check out MedicareSalesPlaybook.com for upcoming training days and follow us on social for more content, tips, and event updates.  

If you're a Medicare agent looking for more leads (and better partnerships) — or a Property & Casualty agent trying to protect your book during a volatile market — this episode is for you. Medicare Matt Smith sits down with Trent Sears, owner of All Services Insurance & Synergy Life and Health, to break down what happened when a successful P&C agency stopped referring Medicare out… and started building it in-house. Trent shares his journey from Walmart + law enforcement to agency owner, why the 2022–2025 P&C market forced agencies into retention mode, and how Medicare became the "extra revenue stream" that turned into something much bigger. You'll hear how their team pushed through skepticism, built a seminar strategy, wrote hundreds of Medicare apps, and saw the ripple effect: stronger retention, more trust, and more P&C leads — all by becoming "one door with all the options." In this episode, you'll learn: Why Medicare is one of the smartest diversification plays for P&C agencies right now How Medicare seminars can become a lead engine for home/auto and more What it takes to get your team to adopt Medicare  How to think about partnerships between Medicare agents and P&C agencies Why "educating" beats "selling" when you want long-term clients ✅ Want the training-day schedule + upcoming cities? Visit MedicareSalesPlaybook.com and follow the team on social for updates. 📩 Questions or want the roadmap? Email: [email protected]

Tough conversations are part of the job — whether you're setting appointments, handling objections, talking commissions with an upline, or walking a client through less-than-ideal plan options. In this episode of the Medicare Sales Playbook, Dallas and Matt break down how to tackle hard talks without being "the conflict guy"… and without being the apologetic agent who disappears until the "32nd of never." You'll learn: How to set appointments with respect (start with "Is this a good time to talk?") Why you should stop opening calls with apologies and start leading with confidence How to handle objections with the "3 A's": Agree • Answer • Ask Why prepping for the "potholes" in the conversation makes you look prepared and in control How to explain "bad options" honestly without making the tone negative 5 keys for hard conversations (from Fierce Conversations): Set the tone Understand the risk Savor the silence Look for clarity, not conflict Walk away with an answer (set a follow-up time) Dallas and Matt also share practical lines you can use when a prospect says "I need to think about it," plus a reminder that time kills deals — and the hard conversation usually isn't as hard as you've built it up to be. Want to catch the team on the road for MSP Training Days + updated tour dates? Check the website + follow along on social media (they'll post where they are — and might even do lunch or coffee). https://medicaresalesplaybook.com/ 📩 Questions or want to connect? Email us: [email protected] 👇 Drop a comment with: • A topic you want covered • A guest you want us to interview • What stood out most from today's episode 👍 Like • Subscribe • Turn on notifications so you don't miss the next episode.

What does it take to go from struggle… to 365 apps in a single AEP? In this powerful episode of the Medicare Sales Playbook, host Dallas Keithley sits down with Keith Laferriere of Care Connect Insurance Advisors in Bradford, New Hampshire — and this one goes way beyond production numbers. Keith breaks down: How he generated 365 apps during AEP His exact Medicare seminar system (4,000 mailers → ~80 attendees → 35–40% appointments) Why simplifying Medicare is the key to standing out How to thrive when carriers decommission plans The mindset shift that turns setbacks into opportunity His personal journey from addiction and adversity to leadership and impact This isn't just about Medicare sales. It's about: ✔ Systems ✔ Consistency ✔ Faith ✔ Accountability ✔ And refusing to let your past define your future Keith shares his "FOCUS" framework: Faith. Opportunity. Consistency. Utilization. Service. If you're a Medicare agent looking to build predictable production… If you're struggling with mindset… If you need proof that transformation is possible… This episode is for you. 👉 Want a copy of our Long-Term Care webinar mentioned in this episode? Email: [email protected] 👉 Interested in Medicare Sales Playbook Training Days? Check the website for upcoming cities starting in Charlotte, NC this March. If this episode encouraged you, comment below and let us know what stood out most. 👍 Like. 🔔 Subscribe. 📩 Share with an agent who needs this message.

Dallas Keithley is back on the mic with an episode built for agents who want to level up in the middle of chaos. In this conversation, Dallas sits down with Casey Peterson and Lee Wilson from Teton Medicare (Idaho Falls and Pocatello, ID) — two former competitors who merged agencies and turned that partnership into massive momentum. They break down what happened during a wild AEP (including major plan disruption in their market), how they stayed calm, how they pivoted fast, and what it actually takes to build a real Medicare business that lasts. You'll hear: Why adaptability is the difference between agents who survive and agents who win What it looked like to handle major market shifts while protecting clients and team culture The mindset behind betting on yourself, reinvesting, and "doubling down" on what works Marketing moves that produced growth (and a few that absolutely didn't) Why hiring help before you feel ready can change everything How they think about culture, recruiting, and hiring the right people The importance of knowing your why and building a business that still protects your family time If you've ever felt stuck at a comfortable level — or overwhelmed by changes you can't control — this episode will help you reset your mindset, get strategic, and move forward. 📩 Questions or want to connect? Email us: [email protected] 👇 Drop a comment with: • A topic you want covered • A guest you want us to interview • What stood out most from Gabe's story 👍 Like • Subscribe • Turn on notifications so you don't miss the next episode

Two years in, and we're still blown away by what this business can do—both for agents and the clients we serve. In this episode of the Medicare Sales Playbook, Matt Smith sits down with Gabe Cordova, owner of LifeMark Advisors in Mount Vernon, Missouri. Gabe shares his unexpected path from full-time ministry into Medicare, including the first client who showed him exactly why this work matters. We talk about what it really takes to succeed early on (spoiler: it starts with getting in front of people), why diversifying your product focus is non-negotiable, and when it actually makes sense to start recruiting agents. We also dig into something every agent feels at some point: this can be a lonely industry—and why building a real community (where people know you care) is often the difference between burnout and long-term success. Plus: Gabe's weekly cadence for team culture, bringing family into the business, and what's next for LifeMark as they expand into a new facility. If you're new, stuck, or building a team—this one will hit home. 📩 Questions or want to connect? Email us: [email protected]

We made it — 100 episodes of the Medicare Sales Playbook 🎉 In this milestone episode, Dallas and "Mr. Medicare" Matt Smith look back on what the last 2+ years have taught them — and the one word that keeps coming up: gratitude. You'll hear: Why gratitude can change your perspective (and your business) A simple leadership principle: find people who are great at what you're not Favorite episode highlights and the lessons behind them (TikTok lead gen, activity, leadership, serving others, reinvesting, cross-selling, and more) A reminder that most people know what to do… but few commit to action PLUS: Training Days are coming to cities around the country (including Phoenix, Denver, Seattle, Charlotte and more). 📩 Seen all 100 episodes? Message us your favorite moment:Email: [email protected]

In this episode of the Medicare Sales Playbook, Dallas Keithley and "Medicare Matt" get real about what separates the agents who last from the agents who flame out: a servant mindset + the ability to find (and verify) answers fast. Dallas shares his mantra for the year—"How can I serve you?"—and they break down the "Can I?" part: What can I do to put myself in a better position to serve people today? The conversation turns practical quickly: how to use tools like ChatGPT the right way (great for brainstorming, dangerous as your final authority), why you should verify everything with trustworthy sources like Medicare.gov and CMS.gov, and how saving screenshots of official guidance can protect you (and your clients) later. They also hit a huge leadership lesson: if you're the person everyone calls for answers, you may be building dependency—not a scalable agency. The solution? Train your people to find the resources and lean into community, mentorship, and your organization's support channels. If you want to be more self-reliant, more confident in the field, and better equipped to handle the weird Medicare scenarios that pop up mid-appointment—this one's for you. Key takeaways: How to think like a "resource finder" (not a walking encyclopedia) Using AI as a brainstorming tool—then verifying with official sources Why Medicare.gov + CMS.gov should be your go-to references How to avoid costly mistakes (like Part B penalty misunderstandings) Community > isolation: success happens with the right people around you 👉 Subscribe for weekly Medicare training, Tuesday Tips, and Last Wednesday Webinars  👉 Watch for upcoming in-person training events across the country 👉 Join the January 28 webinar on transitioning Medicare conversations into Long-Term Care 📩 Questions or want to get on the training list? Email: [email protected]

In this episode of the Medicare Sales Playbook, Dallas and Matt unpack a simple phrase that has the power to completely transform your sales results: "How may I serve you?" In a world where every agent has access to the same Medicare contracts—Humana, UnitedHealthcare, Aetna—the real differentiator isn't the plan. It's you. This conversation dives deep into: Why clients are really "buying the agent," not the policy How observation, listening, and preparation separate average agents from elite ones What service actually looks like before, during, and after the appointment Real-world stories from airlines, restaurants, Chewy, and everyday client interactions Practical ways to stand out without breaking compliance—or your budget You'll learn why being a student of the game matters, how noticing small details builds lifelong loyalty, and why the greatest return in sales often comes from giving first. 💡 Challenge of the episode: This week, pick three people and give them something meaningful (under $5) that shows you truly listened. The return may surprise you. If you're serious about building trust, retention, and long-term referrals in Medicare sales, this episode is for you. 👉 Subscribe for weekly Medicare training, Tuesday Tips, and Last Wednesday Webinars 👉 Watch for upcoming in-person training events across the country 👉 Join the January 28 webinar on transitioning Medicare conversations into Long-Term Care 📩 Questions or want to get on the training list? Email: [email protected]  

Want to add Long-Term Care to your Medicare conversations—without getting overwhelmed or "starting from scratch"? In this episode of the Medicare Sales Playbook, Dallas Keithley sits down with Jay Curatti (Director of Retirement Planning, Lasting Mark Retirement Group) to break down: What long-term care actually means (it's not just nursing homes) How LTC qualifies (the 2-of-6 ADLs rule) and why that matters Simple, natural conversation starters to transition from Medicare → LTC How to overcome the two biggest objections: "I'll never need it" and "I can't afford it" Why LTC is about options, choice, and peace of mind—not fear A smart way to help clients without becoming an LTC expert: the Elevate / Empower support model (including how agents can stay on the call, learn the process, and earn 50% of the commission) 📅 Don't miss Jay live on the Last Wednesday Webinar: January 28 @ 4:00 PM CST Learn the full strategy, product options, and get your questions answered. 🔗 Learn more about Jay + the Elevate team: lastingmarkretirement.com 📩 Want to get added to Tuesday Tips + the Last Wednesday Webinar invite list? Email: [email protected] ✅ If this episode helped you, subscribe and drop a comment: "What's the hardest part about bringing up long-term care with your Medicare clients?"  

It's officially 2026… and this episode is the definition of "Don't Give Up. Don't Ever Give Up." Dallas sits down with Brian & Patti Askins to unpack the real story behind how Lasting Mark was built—starting with a moment in February 2014 that rocked their world. What happens when corporate America turns the lights off overnight… while your family is depending on you… and your spouse is battling chemo? You'll hear the behind-the-scenes leadership lessons most people never talk about: How Brian went from being terminated to building again from zero Why culture + community + value are non-negotiables if you want to grow Why leadership is getting in the trenches (even when it's not glamorous) The role Patti played from day one—and why partnership at home matters A reminder that tomorrow isn't promised… so build a life you don't regret If you've been "punched in the face" by life or business, this one's for you. ✅ Connect with Lasting Mark: lastingmark.com ✅ Interested in Training Days / Bootcamps? Visit the website for upcoming cities & dates. Subscribe for weekly Medicare sales training + real conversations with real builders. Drop a comment: What's one thing you needed to hear heading into 2026? #MedicareSales #InsuranceAgent #Leadership #Entrepreneurship #SalesTraining #MedicareSalesPlaybook #LastingMark  

Welcome to a special New Year's Day "Keep It 100" episode of the Medicare Sales Playbook. Dallas Keithley sits down with Cody and Lauren  Askins for a real conversation about what changes you, what strengthens you, and what actually matters when you're trying to build a business (and a life) you're proud of. In this episode, we talk about: Why your circle matters more than you think (and how to "check your circle" for 2026) How to reflect + reset without beating yourself up over the past year The truth about effort (and why "I'll do it later" is costing you) Why community beats isolation every time The power of speaking life into yourself: stop thinking, start saying out loud what you want and who you're becoming If 2025 was rough… this is your reminder: the chapter is closed. 2026 is a reset. Get back up and keep going. ✅ CHECK OUT CODY ASKINS EVENTS: Find your community by attending an 8% Roadshow, or the world renowned 8% Conference! Tickets and information can be found at:  https://8percentnation.com/  or  https://codyaskins.com/  ✅ NEXT STEP: Subscribe for weekly Medicare sales training + mindset that helps you win. ✅ STAY CONNECTED: Want updates on training days / bootcamps + future episodes? Email: [email protected]    #MedicareSales #MedicareAgents #InsuranceSales #SalesMindset #Leadership #PersonalGrowth  

Merry Christmas from the Medicare Sales Playbook 🎄 In this special holiday episode, we're keeping it short, real, and reflective. No tactics. No selling. Just three lessons from 2025 that every Medicare agent (and business owner) needs to carry into 2026. Inside this episode, we unpack: Why adaptability is non-negotiable in a constantly shifting Medicare landscape Why "the system is the system"—and how consistency beats chaos every time Why relationships matter more than ever, especially the ones closest to you This isn't about New Year's resolutions. It's about pausing, reflecting, and moving forward with clarity—professionally and personally. Whether 2025 stretched you, surprised you, or flat-out tested you, this episode will help you reset your perspective and refocus on what actually drives long-term success. 🎁 Christmas Bonus: The first person to email us after this episode drops and say "Merry Christmas"—and tell us why you appreciate Rachel—will receive one of our favorite books as a gift. [email protected]  👉 TAKE ACTION: Listen through, reflect honestly, and then decide how you're showing up differently in 2026. 📩 Questions or thoughts? Reach out—we'd love to hear from you. [email protected]   

Too many Medicare agents are wasting time — long calls, overcomplicated cases, endless back-and-forth — and still not getting clarity or closing confidently. In this episode of the Medicare Sales Playbook, Dallas Keithley and Medicare Matt Smith break down how top agents filter conversations, simplify Medicare cases, and control the appointment without rushing the client or overpromising results. You'll learn: How to stop "word vomit" from derailing your appointments The key data points every agent should identify first (age, coverage, timing, goals) How to use a simple filtering framework to determine what can be done and when Why experience matters — and how to shortcut it with better questions How to stay empathetic without losing control of the conversation When it's okay to say "I need to do some homework" (and why clients respect it) How fact finders, Medicare.gov, and trusted resources save you hours every week If you've ever: Spent weeks chasing a case that went nowhere Overthought eligibility or election periods Felt pressure to fix everything today Lost a client because the process dragged on 👉 This episode will change how you approach every Medicare appointment. 📩 Need a Medicare fact finder? Reach out to Dallas — he's happy to share tools they've used successfully over the years. [email protected]  👍 Like, subscribe, and share this episode with an agent who needs to simplify their process and reclaim their time.  

AEP is over. The big checks are coming. Now what? 👀 Here's your behind-the-scenes playbook on how real Medicare pros use those January–March commissions to build momentum for the entire year instead of blowing it like a limited-time McRib. In this episode of Medicare Sales Playbook, Dallas Keithley and the "ever-effervescent" Medicare Matt Smith break down how to: Turn your AEP windfall into a 2026 game plan instead of a short-term payday Set real goals that actually mean something by looking at your past, present, and future Get clear on your WHY so "financial freedom" becomes a real outcome, not a vague wish Budget your bonus checks (taxes, marketing, living money, and future AEP war chest) Move from pursuit marketing (leads, mailers, seminars, community events) to referral-driven business over your first 3+ years Use OEP the right way—protecting what you have, serving clients well, and setting yourself up for long-term referrals Build a year-round seminar & pipeline strategy so you're not starving in February and March Partner with carriers & uplines for funding and support (when you come with an actual business plan) Avoid the classic trap of "taking all of December off" and giving other agents a 30-foot head start in 2026 If you're a Medicare agent who just finished AEP and is staring at that deposit thinking, "Okay… now what?", this episode will give you a step-by-step way to: 👉 Spend smarter, market bigger, and build a business that pays you all year—not just during AEP.   📌 Next Steps for Agents Take one day to review your AEP: what worked, what didn't, and what you'll change Decide how much of your January–March money is going to taxes, marketing, and future AEP Build a simple 2026 business plan (goals by quarter, marketing budget, seminar/lead strategy) Reach out to carriers and your upline with that plan and ask how they can partner with you   👍 Like, Subscribe & Share If this episode helped you think differently about your Medicare business: Like the video Subscribe to the channel for more Medicare Sales Playbook episodes Share this with another agent who just finished AEP and needs a roadmap for 2026 📝 Want reminders for webinars, Tuesday Tips, and new episodes? Drop us an email at: [email protected]

In this episode of the Medicare Sales Playbook, Dallas sits down with Emma Dunlap, owner of Prime Benefits Group—and one of the most resilient new agents in the business. Emma's journey is unbelievable: She entered the industry after burning out in entertainment and tech Survived Hurricane Helene, spending four days on her roof in North Carolina Lost nearly everything, evacuated to Wisconsin, and rebuilt her life from scratch Started in an area with no leads, driving hours between door knocks Refused to quit, pushed through adversity, and rebuilt her agency in Kentucky Is now serving families, leading with consistency, and preparing to build a nationwide team This episode is packed with motivation, tactical advice, and mindset shifts for newer agents, struggling agents, and anyone who needs a reminder that you can start again. You'll learn: Why "failing your way into the business" is actually a superpower What to do when you have no money for leads How to build consistency and structure as an independent agent How to choose the right mentor or agency Why cross-selling life & Medicare increases persistency and income How community, mindset, and discipline keep you going on hard days If you're grinding through AEP or trying to get momentum, Emma's story will light a fire in you.     🔗 Want more training? ✔️ Last Wednesday Webinar: deeper dives into episode topics ✔️ Medicare Bootcamps: in-person training coming soon ✔️ Contact Dallas: [email protected] ✔️ Connect with Emma: @emmadilemma_sales       Or visit: https://www.primebenefitsgroupusa.com/join-our-team  

Happy Thanksgiving from the Medicare Sales Playbook family! 🦃🍂 In today's special Thanksgiving episode, Dallas and "Medicare Matt" Smith pause the chaos of AEP to reflect on gratitude, growth, and the incredible journey of serving in the Medicare space. You'll hear heartfelt reflections, hilarious side-tangents, and powerful reminders of why this career matters. We also invited some of our favorite agents and leaders from across the country to share two things: 1️⃣ What they're thankful for this year 2️⃣ One Medicare tip to help you finish AEP strong Inside this episode: ✅ Why gratitude matters — even in the busiest season ✅ How this industry has transformed lives ✅ What "the broken road" really means in business & life ✅ Practical Medicare advice from real producers ✅ A reminder that fulfillment comes from people, purpose & community ✅ A whole lot of Thanksgiving food debates (whipped cream??) Whether you're surrounded by family today or grinding through a tough season, we hope this conversation brings you encouragement, perspective, and a reminder that there is something to be thankful for today. 👇 Tell us in the comments: What's ONE thing you're thankful for this year? 👉 Subscribe for more Medicare training, stories, and tips: https://www.youtube.com/@MedicareSalesPlaybook  👉 Join the Medicare Sales Playbook Community: https://medicaresalesplaybook.com/  Happy Thanksgiving — we are truly grateful for YOU. — Dallas, Matt & the Medicare Sales Playbook Team 🧡

Tired of talking about AEP 24/7? 😅 This one's for you. In this episode of Medicare Sales Playbook, Matt and Dallas set out to do a "show about nothing" (shoutout to the Seinfeld fans)… and end up talking about everything that actually matters: The weirdest AEP season they've seen in years Big plan & commission changes—and the opportunity hiding inside the chaos Absolutely wild AEP stories (locked doors, mystery "cakes," murderous clients, and rogue turkeys 🦃) Why some houses with no doors = your next Medicaid slam dunk How lonely this business can feel—for agents and seniors The moments that remind you, "This is why I do this." How kids, family, and a little "mindless nothing" can refill your tank If you're a Medicare or ACA agent feeling tired, stretched, or a little burned out, this episode is your permission slip to take a breath, laugh a little, and remember the impact you're actually making.     👊 For Medicare & ACA Agents Feeling the pressure of plan changes, drug costs, and commission shifts? Wondering if what you do really matters? Needing 30–40 minutes where you can laugh, nod your head, and feel seen? You're in the right place. This episode will remind you that you're not just "writing another app"—you're stepping into homes, changing stories, and sometimes literally extending lives.     🗣️ Join the Conversation Drop a comment and tell us: Your craziest AEP story (keep it clean-ish 😂) One show you'd recommend to another agent What you do to reset when AEP starts to wear you down   👍 If this helped you: Like the video Subscribe to the channel Share this with another Medicare or ACA agent who needs a laugh and a lift Keep going. Take a breath. Play with some Legos, watch a good show, then get back out there and serve your people. We're cheering you on. 💙 #MedicareSalesPlaybook #MedicareAgents #AEP #InsuranceSales #AgentLife  

In this episode of The Medicare Sales Playbook, host Dallas Keithley welcomes Brian Askins, CEO of Lasting Mark, for his third appearance on the show — and this one's packed with wisdom. Together, they dive deep into why 92% of insurance agents fail, how to build a real marketing plan, and the exact steps that separate struggling agents from six-figure earners. Brian breaks down the 5-step roadmap to a million-dollar Medicare business — including how to leverage cross-selling, elevate referrals, and fund your growth through smart marketing. Whether you're brand-new or ready to scale, this episode shows you how to stop playing the insurance lottery and start running a business that lasts. 👉 In this episode, you'll learn: Why most agents never build traction — and how to avoid their mistakes The truth about recruiting without a marketing plan How to cross-sell and elevate to retirement planning The simple system that fuels six-figure growth What Brian would do today if he were starting over with $5K/month 🎯 Key Quote: "If the horse is dead — dismount. Get off it, find the right team, and get moving again." — Brian Askins 📧 Want access to the Tuesday Tips or Last Wednesday Webinars? Email: [email protected] 📧 Want access to the Medicare Sales Playbook Cross Selling Sheet: https://medicaresalesplaybook.com/crosssellingsheet  🎥 Subscribe for more episodes every week: strategies, systems, and real stories from top-producing agents across the country.  

In this heartfelt episode of The Medicare Sales Playbook, Dallas Keithley and "Medicare" Matt Smith open up about the power of words — how what we say to others (and to ourselves) shapes our thoughts, actions, habits, and ultimately, our legacy. They share real conversations about staying positive, breaking free from negativity, and building a legacy that goes beyond production numbers or business success. This one's for anyone who's ever felt stuck, critical, or isolated while trying to make it in sales — or in life. 🧠 Topics We Cover: Why negativity feels smart (but actually pushes people away) How to recognize and replace negative inner dialogue The ripple effect: how words become thoughts, thoughts become actions, and actions become your habits Why your work isn't your identity — and what truly defines your legacy A reminder that you are not alone in the struggle 💬 Need someone to talk to? Reach out — we're here for you. 📱 "Medicare" Matt Smith: (417) 593-2125 📧 [email protected] Join us for our Last Wednesday Webinar each month at 4PM CST, and sign up for Tuesday Tips by emailing Dallas directly. 👉 Subscribe for more practical, real-life conversations for agents and entrepreneurs navigating the Medicare world — and beyond.  

Accountability isn't about beating yourself up — it's about owning your growth. In this episode of The Medicare Sales Playbook, Dallas Keithley and Matt Smith get real about what it takes to grow — in business, faith, and life. From personal stories of failure and frustration to lessons learned through reflection and perseverance, this conversation will challenge you to stop blaming circumstances and start building consistency. You'll discover: ✅ Why failure is a requirement for success — not a disqualifier. ✅ How to shift from self-degradation to self-reflection. ✅ The 3 things accountability is not (and why they matter). ✅ How to choose your "hard" — work hard now or suffer later. ✅ Why comparison kills progress — and how to focus on your own lane. If you've ever felt stuck, tired, or frustrated during AEP, this episode is for you. It's your reminder that success in the Medicare business doesn't come from luck or leads — it comes from looking in the mirror and taking ownership. 👇 Watch now, take notes, and subscribe for more real talk from agents who've been there. 📅 Join our next "Last Wednesday Webinar" to dive deeper into topics like this Email Dallas at [email protected] 📩 Want to get connected? Email Dallas at [email protected]  #MedicareSalesPlaybook #InsuranceAgents #Accountability #AEP #MedicareMarketing #Leadership #FaithAndBusiness  

How to Get Your First 100 Medicare Clients (Without Burning Out) Host Dallas Keithley sits down with Caleb "the Medicare Coach" Caldwell to unpack the real playbook: drop the ego, find a true mentor, become a student of the game, and keep the message simple so seniors understand and say yes. Caleb shares the story behind his why—faith, family, and fitness—and exactly how he went from brand-new to building momentum fast. What you'll learn The first 100 clients blueprint: mentorship → immersion → activity → simple offers How to make Medicare understandable (not a flex-fest) so trust rises and sales stick Seminars, clinics, and partnerships that actually get you in front of people Cross-selling without being pushy (serve the person, not just the plan) Discipline > motivation: the 4 pillars—faith, fitness, family, finances Links & resources 👉 Register for our Last Wednesday Webinar (free): [email protected] 📩 Contact Dallas: [email protected] 📱 Follow Caleb: IG @calebacaldwell | TikTok @CalebTheMedicareCoach 📚 Mentioned: How to Win Friends & Influence People (Carnegie); The Comfort Crisis (Michael Easter); Real AF podcast (Andy Frisella) Work with us / Get help Want help building your first 100 or simplifying your seminar strategy? Email Dallas at [email protected]. We'll point you to the exact tools, scripts, and training. We're here to help honest, hungry agents level up—no hype, just real tactics that help seniors and grow your business. #MedicareSales #InsuranceAgent #SeminarMarketing #CrossSell #AgentTraining

Ready or not… AEP is here. In this episode of Medicare Sales Playbook, Dallas Keithley and "Medicare" Matt Smith break down a practical game plan for agents heading into Annual Enrollment Period—mindset first, then simple, legal-safe marketing moves you can do today, plus how to use downtime wisely and anchor your work to a deeper "why." What you'll learn Mindset that wins AEP: Acknowledge the negatives without camping on them—and lead clients with solutions, not spin. Appointment control: Open with positives your client experienced this year to set the tone and guide decisions. Social the right way: What you can say, what you can't say, and how to post without plan-specific pitfalls. Referrals that don't feel awkward: Turn happy clients into reviews and introductions with 5 quick questions. Community touchpoints: Pharmacies, dentists, audiologists, and private practices that are actually referral-rich. Activity > anxiety: Simple actions for slow days that still move the needle. Your end game: Define the "thing below the thing" so you stay focused when AEP gets loud. Try this this week Post: "Here are 3 things I wish every Medicare client in [Your City] knew before AEP." Call 5 recent clients → ask 5 feedback questions → request a review → ask for 2 introductions. Visit 3 local pharmacies/practices; ask: Who's your typical patient? Which carriers do you accept? Who do you like working with? Resources & next steps Last Wednesday Webinar (with Pat Schmidt – Elevate) → Register here: [email protected] Medicare Sales Playbook site & event updates → MedicareSalesPlaybook.com Bootcamps & training → Get notified If this helped, subscribe, like, and comment your 'why' below—we read every one and might feature yours in a future episode.

Medicare Sales Playbook fam—y'all have been crushing it with the comments, likes, and shares. 🙌 Today, Dallas sits down with Amanda Matthews (Integrity Insurance, Littleton, CO)—a top producer turned agency owner—who reveals the exact process her team uses to book more appointments, simplify plan decisions, and retain clients for years. Amanda breaks down: Time vs. Money: Leads vs. community partnerships (and why partnerships win long-term) Referrals on Repeat: Build one relationship → earn many clients The Medicare Decision Tree: A clean flow that reduces overwhelm and gets to one plan fast "Every Client, Every Time": The retention checklist that fuels renewals, reviews, and referrals How to Lead the Conversation: Ask → confirm → advance (without losing control) 🎯 Download: Medicare Decision Tree (Free) http://medicaresalesplaybook.com/decisiontree  🗓️ Monthly Deep-Dive Webinar (LIVE) Last Wednesday of every month at 4:00. To get invited, email Dallas: [email protected] 👤 Connect with Amanda Phone: (913) 832-2877 Email: [email protected] ✨ If this helped, like, subscribe, and share with a Medicare agent who needs a win this week. Key Takeaways Community partners create speed of trust—close rates soar when a trusted office recommends you. Don't dump options. Guide with questions that narrow to 1–2 choices, then 1 plan. Memorize → then personalize your presentation. Systems beat vibes. Retention is the edge: proactive service, fast callbacks, use preferred names, take notes, never punt to carriers. You can't out-product competitors—out-service them. Keep the Momentum Comment: What part of Amanda's system will you implement this week? Share this with your team before your next training. Subscribe so you don't miss the next deep-dive.  

Meet Brittany Garrison (Garrison Global Management)—a Medicare agent building her book 97% over the phone. In this episode, Brittany breaks down how she wrote 40 apps with a 9-day-old newborn, drove 600+ inbound leads in 6 months using TikTok + LinkedIn, and keeps clients coming back (87% retention) with simple, human touches. What you'll learn Telesales, start to finish: disclosures, scope, recorded calls, needs analysis, enrollments TikTok → appointments: daily posting challenge, 3–4x/week cadence, repeating winning content, hook → value → CTA Lead magnets that convert: her free Medicare guide + automated email drips LinkedIn newsletters (sleeper channel): "Medicare Made Simple" + "Financial Advisors' Guide to Medicare" Multi-state licensing strategy for a phone-first model Retention that sticks: fridge magnet "Congrats, You're Covered," birthday/holiday mailers, check-ins Educate first: show MA vs. Medigap options so clients choose confidently Want our Last Wednesday live training? These are live only (not recorded). Email Dallas to get on the list: [email protected] We'll send the private join link each month. No spam. No recruiting. Just value. Connect with Brittany TikTok: @GarrisonGlobalMgmt Email: [email protected] Mentorship: She's open to helping agents—reach out! Support the show Subscribe for weekly Medicare sales tactics Comment: What's one tactic you'll "steal" and try this week? Share with a teammate who needs a telesales blueprint Disclaimer: This content is for licensed insurance professionals and educational purposes only. Always follow CMS and carrier compliance guidelines.

Agents—this one could change your AEP. Dallas sits down with Alex Branning (Agent CRM) to unpack how AI actually helps Medicare agents today and why Apple's new iOS 26 call screening means we must pivot from voice-first to text-first outreach—fast. You'll get practical guardrails, easy wins, and a step-by-step plan to stay compliant, reach more prospects, and protect your book. You'll learn How to choose AI use cases that save you time (not create it) Guardrails Medicare agents must set for compliant AI messaging Why iOS 26 call screening will crush answer rates for unsaved numbers—and what to do now The simple contact card fix + Apple Business verification for trust How to shift to a text-first workflow (and still book calls) The "buy back your time" mindset so you stay focused on RGAs (revenue-generating activities)   Resources mentioned iOS 26 Guide + Free Contact Card Creator: https://ios26.agent-crm.com Agent CRM (14-day free trial): https://agent-crm.com Email Dallas to Join our "Last Wednesday" Medicare Webinar Series: [email protected] Work with us / be a guest Know a "giant" other agents should learn from? Introduce us! We love showcasing proven plays agents can start using on step 15 instead of step 1. If this helped, like, subscribe, and share with an agent who needs it. Keep growing, keep moving forward—we'll keep bringing the plays. #MedicareSalesPlaybook #MedicareMarketing #MedicareAEP #AgentCRM #InsuranceSales #AIforAgents #TextFirst #iOS26 #CallScreening  

AEP doesn't have to break you. In this episode of Medicare Sales Playbook, Dallas and Matt share a practical, doable plan to stay sharp, healthy, and present—for your clients and your family—through all 54 days of AEP. No fluff. No scripts. Just the daily habits and guardrails that actually work in the real world. What you'll learn The 54-Day AEP Challenge: mental, physical, and business habits you can keep The morning routine that sets your brain and pipeline up for wins Nutrition + water rules that keep your energy steady between appointments Make your calendar "law" (and stop disrespecting the people after this meeting) Scheduled breaks that make you more money (not less) Protecting family time so you don't "win AEP and lose your why" Simple ways to stay motivated (without living on gas-station pop-tarts ☕️🥐) Try this this AEP Pick one morning routine you'll do every day Pre-load your car with water + protein snacks Block micro-breaks between sits (5–10 minutes) Wear an analog watch during appointments (goodbye, notifications) Put family days on the calendar now (Halloween/Thanksgiving/etc.) 2 #MedicareSales #AEP #InsuranceSales #Telesales #Mindset #Productivity  

Want a Medicare practice that consistently fills the calendar, cross-sells compliantly, and opens the door to retirement planning? Today, Dallas sits down with John & Jennifer Kennedy (Kennedy Wealth Strategies) to unpack their exact seminar system, how they run a thriving spouse-team business, and the abundance mindset that's moving the whole industry forward. What you'll learn The "abundance over scarcity" playbook that accelerates growth (and why collaboration beats competition) How a spouse team splits roles using StrengthsFinder to reduce friction and boost output Their seminar formula: T65 targeting, 4-month mail window, mail volume, costs, attendance rates, and conversions The simple way Jennifer explains Medicare (4th-grade clarity) that wins rooms—and why "connection beats complexity" Compliant cross-selling: name-tag/notes system, interest sheet, and separate-meeting flow that leads to LTC, HI, cancer, and retirement wins How Medicare fuels retirement planning ($3M+ annuities submitted YTD from the Medicare side) Family + business dynamics: shared vision, rhythms, and communication that keep momentum (and marriage) strong Resources & how to connect Tuesday Tips + Last Wednesday Webinar invites: Send your email to Dallas → [email protected] FREE MSP Cross-Selling Sheet: Email Dallas with subject "Cross-Selling Sheet" → [email protected] Mentorship with the Kennedys (limited): [email protected] Show some love ❤️ If this helped, drop a comment telling us one action you'll take this week. Your wins fuel the community. Like, subscribe, and share with an agent who needs it!

Agents, this one's loaded. Dallas Keithley sits down with "Medicare Misty" (Misty Bolt) to unpack real-world Medicare marketing that works at every budget—from $0 grassroots to a full $5k/mo plan. We dive into mindset, momentum, and Misty's unconventional tactics (hello, marketing purse, race car, and city buses) that keep her pipeline full—because relationships, activity, and attention win. In this episode you'll learn: How to stay intentionally positive (the "10 gratitudes" habit) even in a negative industry The $0 plan: health fairs, senior days (Walgreens/"dollar" stores), food banks & volunteering—without saying "insurance" The 200-client plan: chambers, BNI, charity sponsorships, and building your local authority The $5k/mo plan: hiring social pros, posting with purpose, and compounding brand consistency The secret most agents miss: paying attention to opportunities right in front of you Conversation starters that actually work (compliment → conversation → connection) Why community > solo wins—and how to create your own referral engine Do this next (don't just nod—ACT): Pick one tactic from the show and execute it today. Comment on what you did and what happened—your action might spark someone else's breakthrough. Want to join our live Medicare training webinars (not recorded)? Email Dallas with subject "Webinars": 👉 [email protected] Connect with today's guest: Search "Medicare Misty" on all platforms for bootcamps, resources, and community. Register for our next Telesales Bootcamp: 👉 https://medicaresalesplaybook.com/bootcamps/

Tommy Overton's story is one of grit, resilience, and determination. From building a 12,000-agent final expense division to betting on himself and starting over in Medicare sales—only to face a life-threatening health scare—Tommy's journey is nothing short of inspiring. In this episode, Tommy shares: ✅ How he rebuilt his career from scratch after a setback ✅ The importance of mentors who actually get in the trenches with you ✅ Why betting on yourself (even when it's scary) can pay off big ✅ The mindset shift that helped him overcome obstacles and keep moving forward ✅ How cross-selling and referrals have transformed his business This isn't theory—Tommy is out there writing business, running Medicare seminars, and leading by example. His story will challenge you to raise the stakes in your own business and never stop learning. Reach out to Tommy! FB: Overton Agency IG: Overton_Agency Website: https://overtonagency.com/  👉 Don't miss this powerful conversation!  

Welcome back to the Medicare Sales Playbook! 🎙️ In this episode, Dallas Keithley sits down with Ty James, VP of Medicare at Lasting Mark, to break down how agents can dominate AEP by having a solid plan, protecting their book, and creating referral pipelines. 👉 What you'll learn in this episode: How to prep for AEP as a new agent (and avoid rookie mistakes). Why your first job is protecting your current clients—and how to do it efficiently. The power of letters, calls, and client events to keep clients engaged. How to build referral partners with dentists, pharmacies, and local providers. Smart strategies for getting referrals from existing clients (without crossing compliance lines). Why educating clients—not "selling"—is the key to long-term retention. This conversation is packed with actionable advice for both new and seasoned agents gearing up for AEP. Whether you're running your first or your fifteenth season, Ty shares proven methods to help you maximize production while building lasting client relationships.

In this episode of the Medicare Sales Playbook, Dallas Keithley and Matt Smith tackle the questions agents often hesitate to ask — but should. From mastering your products to navigating unpaid business, overcoming "commission breath," knowing when to pivot your strategy, and deciding whether to build a downline, they cover it all with practical advice and real-world experience. You'll discover: Why you don't need to know everything about your products, but you do need to keep learning like a business owner. How transparency about unpaid policies can actually increase referrals. The truth about "commission breath" and how to avoid it. When it's time to adjust your business strategy (and when to keep pushing). The real ROI of building a team — and the mindset you must have first. How to approach commission conversations with your upline the right way. 🎯 Whether you're a new agent or an industry veteran, this episode gives you the confidence to ask the hard questions and the wisdom to handle the answers. 📋 Register  for our next Medicare Sales Playbook BootCamp: https://medicaresalesplaybook.com/bootcamps/

In this episode of the Medicare Sales Playbook, we sit down with Zeb Zinn, a young and ambitious agency owner who went from being a 19-year-old insurance rookie to building ZZ Insurance, a growing Medicare and life insurance agency. Zeb shares his journey from his first $12,000 check to leading a team of agents, overcoming imposter syndrome, and creating a strong, culture-driven agency. He reveals the pivotal moments that shaped his "why," the biggest mistakes new agents make, and his advice for anyone wanting to break into Medicare sales or start their own agency. ✅ What you'll learn in this episode: How Zeb transitioned from life insurance to Medicare and never looked back The life-changing story that inspired him to build his agency Overcoming challenges as a young leader in the insurance industry The #1 mistake new agents make (and how to avoid it) How to build a strong, winning team culture 📧 Want to connect with Zeb? Reach out via email: [email protected]  🚀 Register for our next Medicare Sales Playbook BootCamp: https://medicaresalesplaybook.com/bootcamps/

On this episode of Medicare Sales Playbook, we break down the six essential questions every Medicare agent should ask before partnering with a Field Marketing Organization (FMO). Whether you're new to the industry or ready to scale your sales, this guide is packed with strategic insights to help you make the best decision for your business. 🔍 We'll cover: Mission alignment – What drives their vision? Training programs – Are they investing in your success? Recruiting opportunities – What's expected and what's possible? Commission clarity – Know your earning potential. Technology tools – Do they power your performance? Business ownership – Who's really in control? 💬 Get the inside scoop, avoid common pitfalls, and choose the FMO that fits your goals. Subscribe to Medicare Sales Playbook for more episodes that simplify success in Medicare sales! 👇 Grab your FREE Cross-Selling Sheet and learn more about our BootCamp training here: Cross-Selling Sheet: 🔗 http://medicaresalesplaybook.com/crosssellingsheet 📝 Register for our next Medicare Sales Playbook BootCamp: https://medicaresalesplaybook.com/bootcamps/

Want to sell more Medicare and build real client relationships that last? In this episode of the Medicare Sales Playbook, Dallas Keithley and Matt Smith dive into the power of asking the right questions to open conversations, build trust, and cross-sell with confidence. Discover how top producers warm up appointments, how to transition smoothly into business conversations, and the exact questions that spark buying intent across Medicare, life insurance, long-term care, and more. You'll learn: The perfect warm-up questions to start any Medicare appointment How to transition from rapport to results How to use a cross-selling sheet to increase revenue per client The psychology behind client trust and emotional buying triggers Bonus: Matt and Dallas share their favorite "throat punch" questions 👇 Grab your FREE Cross-Selling Sheet and learn more about our BootCamp training here: Cross-Selling Sheet: 🔗 http://medicaresalesplaybook.com/crosssellingsheet 📝 Register for our next Medicare Sales Playbook BootCamp: https://medicaresalesplaybook.com/bootcamps/

Join us LIVE from the 8% Conference in Plano, Texas! In this special episode of the Medicare Sales Playbook, host Dallas Keithley is joined by powerhouse producers Casy Askins, Caroline Trecartin, and Josh Burns to talk real strategies for marketing, seminar selling, and cross-selling Medicare clients the right way. You'll discover: How to run Medicare seminars that fill the room and close appointments Smart ways to cross-sell hospital indemnity, cancer, life insurance, and annuities—compliantly Real numbers on costs, RSVPs, and conversion rates How to partner with local providers and carriers to fund your marketing The Elevate Program: sell annuities without being the expert Plus, grab the "Things We Do" cross-sell sheet, connect with our retirement team, and learn how agents are turning $4,000 in seminar costs into $175,000 in revenue. It's all inside this episode. 👇 LINKS BELOW 👇 📥 Download the Cross-Selling Sheet here: http://medicaresalesplaybook.com/crosssellingsheet 📝 Register for the next Bootcamp: https://medicaresalesplaybook.com/bootcamps/  👍 Like | 💬 Comment | 🔔 Subscribe Suggest a guest: MedicareSalesPlaybook.com

In this episode of the Medicare Sales Playbook, Dallas Keithley and Matt Smith tackle the most important prep work agents should be doing now to dominate AEP. From AHIP certifications and carrier certs to CRM strategies, community relationships, and client retention — they cover it all. ✅ How to breeze through AHIP without the stress ✅ Key certification tips that save you hours ✅ Why less is more when it comes to carrier appointments ✅ How to build your AEP hopper — even on a tight budget ✅ Relationship-based marketing strategies for new agents ✅ How experienced agents can protect their book and drive referrals ✅ Pro tips on client communication, CRM management, and outreach timing 📣 Don't wait until October! The time to prepare is now. Whether you're a rookie or a seasoned agent, this is your playbook for AEP success. 👇 Drop your favorite takeaway in the comments! 📬 Register for our next Medicare Sales Playbook BootCamp: https://medicaresalesplaybook.com/bootcamps/

This episode of The Medicare Sales Playbook dives into the heart of what separates a good agent from a great one — empathy, presence, and true connection. Host Dallas Keithley sits down with Medicare specialist Leonora Mansour of Trustworthy Financial to talk about how her background, life experiences, and intentional listening skills have allowed her to build lasting client relationships and create standout success in the industry. Whether you're brand new or a seasoned agent, you'll learn: How to instantly differentiate yourself in a noisy telesales market What "being present" actually looks like in a sales conversation How empathy opens doors (and hearts) in Medicare sales How to build trust and retention through vulnerability and storytelling Practical ways to handle A-type personalities and build rapport 🔥 If you want to level up your communication, your connection, and your client retention — this one's a must-watch. 🚀 Register for our next Medicare Sales Playbook BootCamp: [Insert BootCamp Link] Don't forget to like, subscribe, and share this with another agent who's ready to grow their Medicare business with heart.

Welcome back to the Medicare Sales Playbook! In this powerful episode, Dallas Keithley sits down with Tim Colson, founder of Tri-State Legacy Group, to talk about the power of storytelling in Medicare sales and how real-life experiences can transform your business and build deep client trust. Tim opens up about his personal journey, the loss of his parents, and how those experiences shaped the purpose behind his agency's mission. You'll learn why stories matter, how to craft and share your own, and why relatability builds credibility. Whether you're new to Medicare or a seasoned agent looking to improve retention and connection, this episode is packed with wisdom and real talk you don't want to miss. Tim also shares tactical advice on how to adopt the Hero's Journey framework to structure meaningful stories that engage prospects and increase conversions. He emphasizes that even if you feel like you don't have a personal story, you can borrow one from a teammate or client experience to create emotional impact. From seminar strategies to finding purpose in the hard days, this conversation is a masterclass in turning life lessons into a sales superpower. Get ready to walk away with actionable insights and renewed motivation to serve clients with authenticity and heart. 📥 Register for our next Medicare BootCamp: https://medicaresalesplaybook.com/bootcamps/

What do firefighting, the Marines, and Medicare sales have in common? Mike Hall. In this incredible episode, host Dallas Keithley sits down with the CEO of Trustworthy Financial, Mike Hall, whose journey from public service to financial freedom will challenge your excuses and ignite your passion. From overcoming self-doubt as a C student, to building a thriving Medicare agency, Mike unpacks what it takes to succeed in this business—and in life. 🔥 Learn how to: Leverage past challenges as fuel for success Develop a routine that aligns with your long-term goals Build a Medicare agency that offers both freedom and financial security Stay consistent even when motivation fades Discover your "why" through action—not perfection 💥 Don't miss Mike's take on how to truly lead others by first leading yourself. 📩 Know someone who should be on the podcast? Suggest a guest or submit a topic at MedicareSalesPlaybook.com

In this episode of the Medicare Sales Playbook, Dallas and Matt unpack the most common reasons agents struggle to convert Medicare appointments into enrollments. From creating objections before clients even speak, to selling with your own wallet or preference, to skipping the crucial step of asking clear closing questions — this episode dives deep into the habits that are quietly killing your close rate. You'll walk away with practical strategies to turn information into influence, education into enrollment, and hesitation into action. Whether you're brand new or 20 years in, this conversation will sharpen your sales edge and reignite your confidence. 📍 Want to attend a bootcamp? It's free! 👉 Register here: https://medicaresalesplaybook.com/bootcamps/

Are Medicare Supplements going away? What's behind the commission cuts and the sudden carrier exits? In this game-changing episode of the Medicare Sales Playbook, Dallas Keithley sits down with one of the sharpest minds in the industry—Andrew Saul—to unpack the truth behind Medigap pricing, carrier shakeups, and the hidden strategies no one is talking about. If you're a Medicare agent who wants to do right by your clients while building a sustainable book of business, you can't afford to miss this. Andrew reveals the "Chart A Rotation Strategy" that's quietly upending Medigap markets and the elephant-in-the-room losses that will drive up your clients' premiums. Learn how to ethically guide seniors through these changes, protect their financial future, and position yourself as a true Medicare professional. 📌 Drop a comment, like & subscribe to stay in the loop. 📌 Submit guest & topic requests at: MedicareSalesPlaybook.com 🎧 Listen & watch on all platforms: YouTube | Spotify | Amazon Music  

🔥 This episode of the Medicare Sales Playbook is packed with real strategies you can implement TODAY to keep your clients, grow your business, and build real residual income! We dive into why retention beats acquisition, how to play the long game in Medicare, and introduce the CARE Method: Connect Advocate Review Educate 🎯 You'll learn: Why your clients don't stay just because they "love" you How to be top of mind in a sea of Medicare noise Why the real money is in year 3 and beyond Tangible tools like handwritten cards, scheduled check-ins, and language shifts that lead to trust and referrals 🎁 Whether you're a brand new agent or a seasoned pro, this episode is your retention masterclass. Plus, we're hitting cities across the country with our FREE Medicare BootCamps. Join us! 📅 Register for our next Meidcare Bootcamp: https://www.medicaresalesplaybook.com