Medicare Sales Playbook

The Medicare Sales Playbook is more than just a podcast; it's a mission to transform the way agents approach Medicare sales, focusing on utilizing one's unique talents, embracing hard work, and fostering a sense of community. It's about making a meaningful impact on the lives of seniors while simultaneously achieving professional growth and financial success. Every episode is designed to inspire, educate, and empower agents to not only grow their business but also to discover their 'why' and achieve a fulfilling career. Hosted by the energetic and insightful Dallas Keithley, this podcast stands as a guiding light for insurance agents aiming to elevate their Medicare business, one strategic play at a time. Tune in to join Dallas and his guests on this journey toward becoming a standout agent in the Medicare insurance world.

The Real Medicare Sales Advantage Nobody Is Teaching You 01/22/2026

How to Sell Medicare: Everything You Need To Know About Long-Term Care 01/15/2026

Selling Medicare: From Rock Bottom to 3,400 Agents: The “Never Quit” Blueprint 01/08/2026

Keep It 100: The New Year Reset Every Medicare Agent Needs 01/01/2026

Three Lessons From 2025 Every Medicare Agent Needs for 2026 12/25/2025

How to Sell Medicare: The Medicare Filtering Framework Every Agent Needs 12/18/2025

How to Sell Medicare: Stop Wasting Your AEP Money: Medicare Marketing Plan for 2026 12/11/2025

How to Sell Medicare: Stop Wasting Your AEP Money: Medicare Marketing Plan for 2026 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: /episode/index/show/431f7850-4548-4e16-8421-3c8e7586daa4/id/39361255

No Leads. No Money. No Excuses. How This Agent Rebuilt Everything 12/04/2025

AEP Gratitude Episode: Encouragement, Laughter & Medicare Wisdom 11/27/2025

How to Sell Medicare: Tired of AEP? Take a Break, Laugh a Little, and Get Your Fire Back 11/20/2025

How to Sell Medicare: Tired of AEP? Take a Break, Laugh a Little, and Get Your Fire Back 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 /episode/index/show/431f7850-4548-4e16-8421-3c8e7586daa4/id/39101335

Selling Medicare: How to Build a Marketing Plan That Actually Works 11/13/2025

How to Sell Medicare: Your Words Shape Your World (A Conversation Every Agent Needs) 11/06/2025

How to Sell Medicare: From Frustration to Focus: Taking Ownership of Your Growth 10/30/2025

Selling Medicare: From New Agent to Momentum: The 100-Client Blueprint 10/23/2025

How to Sell Medicare: Your 2025 AEP Game Plan 10/16/2025

How to Sell Medicare: Your 2025 AEP Game Plan 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: Dallas.Keithley@medicaresalesplaybook.com 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. /episode/index/show/431f7850-4548-4e16-8421-3c8e7586daa4/id/38596355

How to Sell Medicare: The Medicare Decision Tree That Sells Itself and Keeps Clients for Years 10/09/2025

How to Sell Medicare: The Medicare Decision Tree That Sells Itself and Keeps Clients for Years 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) 🗓️ Monthly Deep-Dive Webinar (LIVE) Last Wednesday of every month at 4:00. To get invited, email Dallas: dallas.keithley@medicaresalesplaybook.com 👤 Connect with Amanda Phone: (913) 832-2877 Email: amanda@insure-integrity.com ✨ 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. /episode/index/show/431f7850-4548-4e16-8421-3c8e7586daa4/id/38516070