Corona Virus, Hurricanes, Snow and Seniors

The insurance industry has, for the past 15 years at least, been moving faster and faster toward telephone transactions only.

Whether it is hurricane season, snow-blocked roads, or spreading viruses where seniors are most vulnerable, seniors would much rather NOT have you come inside their home in 2020 and beyond.

More than ever before, seniors are more likely to trust a licensed agent on the phone and the difficulties of the 1990's in this arena have almost completely disappeared.

Where, in the past, insurance agents would need to scramble to create trust and credibility as to the process of conducting business by phone, today it is completely normal, even for seniors, to conduct all financial transactions by telephone and online. Insurance is no different.

With all of the insurance companies now offering easy online enrollment tools for agents, most not requiring a signature of any kind, it has never been easier to run our business 100% over the phone.

Our internal agency has been growing in leaps and bounds and there is no stopping the growth.

Companies like E-Health, Spring Venture Group, and many others have created call centers up to 1,000 agents sitting in one building doing enrollments over the phone all day, every day.

The number of products and services now being offered 100% online means that agents must make a choice: Either be limited by travel, distance, and physical constraints of how many clients you can help in a day or be unlimited by using the telephone, a headset, and simply-scalable office helpers who can continue to grow your enterprise without experiencing rain, sleet, snow, hurricanes or yes, even pandemic viruses!

While many FMO's (Field Marketing Organizations that sell insurance products) continue to spend 99% of their time pushing contracts onto new agents, there is one organization that has existed since 2013 with the sole purpose to share real, actionable intel to agents from being an actual practioner… An organization that actually sells insurance to the senior community each and every day and actually shares what they've learned and what is working on the site: Medicare Agent

So, while pushing contracts is not the goal of this organization, top-level contracts are available via Actual agent success is why this site exists and it is knowledgable support that has made the difference in the lives of countless agents in the site's first 7 years of existence.

Near-24 hour support on how to issue the right case to the right client at the right time with the right product and carrier exists via immediate-response support tickets on the MedicareAgentTraining site for members.

This feature, alone, has saved thousands of client acquisitions for agents who simply did not know what they could do in particular situations, often involving unique special election periods that their prospective client could qualify for. And yet still, the contract-pushing FMO's know nothing except what new company is offering what bonus, and what they have been told to push, by management.

Updates from industry insiders are provided to site members.
These are updates from top producers, not contract pushers or seminar promoters.

Do as I do, not as I say.“, is the motto at Medicare Agent Training.

We help agents to effectively communicate to seniors and efficiently deliver the right product from the right carrier at the right time.

Seniors don't want you at their front door.
They don't want to get dressed up, put the dog away, or offer you something to drink.
They do it because it is polite. But driving to their house, confirming they are home, knocking on their door, even putting gas in your car to do all of the above – complete unnecessary waste of time.

They want their problem solved in the easiest way possible, and that is by phone.



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Be Careful of Fake News in Insurance Agent Promotions

The internet is abuzz with promotion after promotion toward agents.
Everyone calls themselves an expert these days with the goal of recruiting more agents to follow them like the pied piper.

𝗪𝗵𝗮𝘁 𝗶𝘀 𝗿𝗲𝗮𝗹?

𝙒𝙝𝙖𝙩 𝙞𝙨 𝙟𝙪𝙨𝙩 𝙖 𝙛𝙖𝙘𝙖𝙙𝙚 𝙩𝙤 𝙡𝙪𝙧𝙚 𝙣𝙚𝙬 𝙖𝙜𝙚𝙣𝙩𝙨, 𝙟𝙪𝙨𝙩 𝙡𝙞𝙠𝙚 𝙩𝙝𝙚 𝙈𝙇𝙈 𝙁𝙞𝙣𝙖𝙡 𝙀𝙭𝙥𝙚𝙣𝙨𝙚 𝙖𝙜𝙚𝙣𝙘𝙞𝙚𝙨 𝙙𝙤?

𝐒𝐨𝐦𝐞 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐭𝐨 𝐀𝐬𝐤 𝐘𝐨𝐮𝐫 𝐍𝐞𝐰 𝐎𝐧𝐥𝐢𝐧𝐞 𝐈𝐧𝐬𝐮𝐫𝐚𝐧𝐜𝐞 𝐖𝐢𝐳𝐚𝐫𝐝:

✔ How did YOU exactly start in the insurance business?
✔ What experience do you have in growing an agency?
✔ Is it possible to duplicate your agency's success today?
✔ What are your core values in dealing with customers as it relates to profits?


Medicare Supplement Training

Accendo Medicare Supplement

The Accendo Medicare Supplement launch: March 13, 2020 The Accendo Medicare Supplement is the latest carrier to hit the market. Here, we cover all of the details. See the Video: <[email protected]@>     .llo_3t7sogazq14sceyd{width:400px!important;height:224.99971875035158px!important;}.llos.vs_tl,.llos.vs_tr{top:20px!important;bottom:auto!important}.llos{position:fixed!important;z-index:9999999!important}.llos.vs_tl{left:20px!important;right:auto!important}.llos.vs_tr{right:20px!important;left:auto!important}.llos.vs_bl,.llos.vs_br{bottom:20px!important;top:auto!important}.llos.vs_bl{left:20px!important;right:auto!important}.llos.vs_br{right:20px!important;left:auto!important}.llos.vs_xs{width:200px!important}.llos.vs_s{width:300px!important}.llos.vs_m{width:400px!important}.llos.vs_l{width:500px!important}.llos.vs_xl{width:600px!important} void 0===window.lloAddClass&&(window.lloAddClass=function(l,e){-1===l.className.indexOf(e)&&(l.className+=” “+e)}),void 0===window.lloRemoveClass&&(window.lloRemoveClass=function(l,e){var o=new RegExp(“(\\s|^)”+e+”(\\s|$)”);l.className=l.className.replace(o,”…


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I just got YELLED at!



I just got yelled at by a client. It was not one of MY clients, but another agent for “forgot” to tell her new client that they would also have to cancel their OLD Medicare insurance policy now that they have gone to her.

The importance of checklists, when selling insurance, cannot be overstated. Without one, sometimes we forget each and every detail that MUST be effectively communicated to the new client. Forgetting just one can have tragic financial consequences for the client.

See the After Application Checklist on the Tools You Need page.


See the video:



Medicare Supplement Training

From Washington DC – Potential Changes For Us

Updates from this week that we spent in Washington, DC and what to expect in Medicare for this AEP and beyond..   {“@context”: “”,”@type”: “VideoObject”,”name”: “DCTrip1″,”description”: “This video contains DCTrip1″,”thumbnailUrl”: “”,”uploadDate”: “2019-08-29T12:01:16.000Z”,”duration”: 1574.29} NAHU is working on several legislative initiatives….


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Proving Telephone Sales with Online Leads is Viable

Spring Venture Group is an Icon

With their main location in Kansas City, Missouri, Spring Venture group now has over 700 agents in their building. They are expanding into other locations and soon will be over 1,000 agents, all selling Medicare products all over the phone. How? They are creating their own online leads and they are converting those leads into new customers.

Why is this working?

The business model of selling Medicare products over the phone is not new anymore.

Several folks, like Richard Cantu, who sold his phone-sales agency for nearly $50 Million to E-Health with the same business model, and Chris Guliani of Spring Venture Group have proven that this concept of online lead generation to telephone sales conversion works on as big of a scale as you would want to grow.


Spring Venture Group on Sales Ethics When Selling by Phone

I had a chance to meet with Chris Guliani (SVG's CEO) in 2018 on a carrier trip to Portugal:

Chris Juliani, Taylor Martin, Jagger Esch, Christopher Westfall

Actually, Richard Cantu was there, too, as was Jagger Esch of MedicareFAQ, another hugely successful phone-based Medicare agency in Florida who also uses online advertising to great success, and Taylor Martin of Senior Security Benefits in Texas, another super-successful phone-based insurance marketing organization in Texas.

The conversation on the beach that day, and throughout the trip, was centered around how thankful we were to have, first, found this industry and second, to have found it in a day and age where technology has allowed us to be more successful than any other generation prior. Chris Guiliani and I brought our children on the Portugal adventure. This was our daughter's first trip out of the country and they were amazed. 

The use of the telephone, first invented in 1876, to move the insurance industry forward by enormous leaps and bounds starting in the 1990s, coupled with digital marketing for lead generation in the 2000s means that we are at the right place, with the right set of products, at the right time.

Sprint Venture Group, EHealth, GoMedigap, MedicareFAQ, Senior Healthcare Direct (aka “MedicareBob”), BoomerBenefits, MedicareMedigapDirect, and countless other phone-based agencies who generate their own leads using online platforms all prove that this is the market to be in.

Each and every one of these agencies started as a single producer who had the vision to grow what works, to scale. Many of them have taken on partners to grow even faster. Having made friendships with these agency owners, I have been truly inspired by their success and even more motivated in the knowledge that if it can be done, I, too, can accomplish anything I want to in this industry – using a telephone.


Christopher L. Westfall, Sr.


Desktop Screen Sharing

One of our members, Curtis, posted the following message in the member forums. He was asking specifically whether or not anyone has used RingCentral and their experiences with their new screen sharing/video conferencing platform. Please see the video reply under…


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