Selling Medicare: Strategies for Building a Thriving Medicare Business
Release Date: 01/16/2025
Selling Medicare: How to Get Ahead of AEP and Protect Your Book
Medicare Sales Playbook
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...
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Selling Medicare: Real Talk on Medicare Sales Strategies That Work with Leonora Mansour
Medicare Sales Playbook
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”...
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Selling Medicare: How Storytelling Can Explode Your Medicare Sales
Medicare Sales Playbook
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...
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How to Sell Medicare: Courage, Consistency, and Closing: Lessons from Marine to Medicare CEO
Medicare Sales Playbook
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...
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How to Sell Medicare: Why Medicare Agents Fail to Close Deals (And How to Fix It!)
Medicare Sales Playbook
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...
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Selling Medicare: The Hidden Truth About Rate Hikes and Carrier Exits
Medicare Sales Playbook
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...
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Selling Medicare: How Top Medicare Agents Keep Clients for Life
Medicare Sales Playbook
🔥 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...
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What It Takes to Run a Successful Independent Medicare Agency in 2025
Medicare Sales Playbook
Welcome back to Medicare Sales Playbook! In this episode, Matt Smith sits down with Josh Burns—agency owner of Capstone Insurance & Financial Group in Brandon, MS—for a powerful conversation on building culture, recruiting the right agents, and thriving as an independent agency. Josh shares his journey from martial arts school operator to captive agent, and ultimately, to a successful independent Medicare-focused agency owner. From starting over multiple times to managing 1,000+ clients and growing a team of hand-selected agents, Josh’s experience is rich with insights every Medicare...
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Selling Medicare: David Price Reveals How to Scale Your Insurance Business, Build Teams and Earn Millions
Medicare Sales Playbook
In this powerful episode of the Medicare Sales Playbook, Dallas sits down with business builder and elite recruiter David Price to discuss how he went from growing up in poverty to earning over $1 million in just 36 months as a licensed insurance agent. David shares how he scaled his business, built high-performing teams, and why Medicare is his next big move. ✅ Learn how to go from producer to business owner ✅ Understand the mindset shift that unlocks massive growth ✅ Discover why ex-addicts and former servers are thriving in sales ✅ How to build systems that create freedom—and why...
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How to Sell Medicare: What We Wish We Knew Day One
Medicare Sales Playbook
Get ready to laugh, cringe, and learn as Dallas Keithley and "Medicare" Matt Smith get real about how they stumbled into the Medicare world and what their first year in the insurance business really looked like. From getting fired to awkward seminars, avoidance behavior to game-changing breakthroughs — this episode covers it all. If you're a new agent wondering if you're doing it wrong... you’re not alone. ✅ Hear their biggest first-year mistakes ✅ Learn what finally "clicked" and led to success ✅ Find out why avoiding the work feels like work ✅ Learn how mentorship and action...
info_outlineWelcome back to the Medicare Sales Playbook! 🎙️ Hosted by Dallas Keithley and joined by the knowledgeable and insightful Matt Smith, this episode dives deep into strategies for building a successful Medicare business through Centers of Influence (COI).
💡 What’s Covered in This Episode?
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Defining "Centers of Influence" and why they’re vital for your success
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How to find mentors and business partners who genuinely want to see you succeed
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Key qualities to look for in a COI: honesty, ethics, experience, and more
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The importance of accountability, business structure, and avoiding common pitfalls
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Practical steps to build lasting professional relationships that lead to growth
🚀 Whether you’re a new agent or a seasoned pro, this episode is packed with actionable insights to level up your Medicare business.
📌 What’s Your Experience?
We want to hear from YOU! Who are your Centers of Influence? How have they impacted your business? Drop your thoughts in the comments—your story could inspire others!
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