March 7 2022 Office Meeting

Medicare Advantage in the news again..

Today, we talked about news in the Medicare Advantage world, including the proliferation of employer-sponsored Medicare Advantage plans and how they can vary greatly from the commercially-available Advantage plans.

See this internal office meeting video below. Notes from the meeting are under the video.


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Surviving AEP and Life Tips

Surviving AEP means starting with the right frame of mind. We cover agency improvements and important reminders.
See this internal office meeting video below:

See the video:


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Office Meeting September 28 2020

In this week's office meeting, we covered the Blue Shield (CA) household discount, Aetna Medicare Supplement prep for AEP and 1/1 effective dates, Manhattan Life's new $3,000 benefit option and more. See the video: To see more of our office…


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Accendo Final Expense Life

The Accendo Final Expense product is a huge win for both clients and agents. Related Posts: Accendo Medicare Supplement Aetna E-App and Walk Through The Accendo Medicare Supplement AND Final Expense products are already included with your Aetna Senior Products…


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Mutual of Omaha Sales Leaders Trip 2018

The Mutual of Omaha Sales Leaders trip for 2018 was awesome. We went to Milan, Italy the week before and then met the Mutual trip folks in Killarney, Ireland right after spending St. Patrick's Day in Dublin. What a trip…


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Cross Selling Brings BIG Money per Case

Instead of a case that would pay $269.69, this video shows how the commission, first year, is $1,067.70 because CJ asked told of the availability of the cancer plan. He asked about heart attack/stroke coverage, and he asked about life coverage.

This sweet lady was used to paying $700 per month for her employer plan that had restrictions, networks, and co-pays. Now, she has a MUCH better plan (Plan G), lump sum coverage for Cancer, Heart Attack or Stroke, AND permanent Life Insurance coverage locked in now at the age of 64.

The is in a much better position, fully covered, and happy with her new security and price.

See the video:

Perfect example of a great cross sell.

CIGNA's electronic application makes this point and click easy without having to re-enter the client's information again in multiple applications.

Decades ago, companies like McDonald's learned that if you merely asked, “Would you like fries with that?” that a significant amount of people WOULD. Their profit is all in the extras..just like the movie theaters. They make nothing on the ticket sales. It is all on concessions.

This is good coverage, provides peace of mind, and because of a process like this, helps the agent to make additional income by taking care of clients in a meaningful way.

Learn how to sell cancer policies, etc. at:

Final Expense Training

It is with great pleasure that I highly endorse a new book by David Duford called “The Official Guide to Selling Final Expense Insurance.” Dave's book is selling on Amazon now and a portion of the proceeds is helping another agent friend, Mark Rosenthal, with his very expensive disease treatment. Buying this book is a “no brainer” and a true win/win.

David Duford has proven himself to be a powerful influence in the final expense industry in the past few years. Not only is he a successful agent in his own right, he has a teacher's heart and enjoys helping new agents to find success in the Final Expense niche. This book is very well done and will be a resource for FE agents long into the future.

I highly recommend agents in, or considering, the final expense life insurance niche to pick up this valuable guide.
You can do so here.

Chris Westfall



Medicare Supplement Training

Week in Review – March 21, 2014

Covered in this week's video: Equitable Webinar on new Spouse Discounts Outsourcing Webinar – Where, Who, How, Why LIVE Demonstration Video of Actual Sale Oxford Webinar – Life, Medicare, Annuities Unlimited Sales Data for $49.95 per month  …


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CSI Life Insurance Company Drops Final Expense

Today, Central States Indemnity Company (CSI Life) announced that they are ending the sale of final expense plans effective March 1, 2014.

A company news release through their distributor, AIMC, today said they will not be renewing any state appointments for CSI life.

The release says that any business in place with CSI Life will continue to remain in force as long as the insured pays the premium, and that renewal commission will continue to be paid.

They also say that they are very committed to the Medicare Supplement market.

This is the second carrier in as many weeks that has announced they are leaving the final expense market.

Last week, we covered the fact that Forethought Life Insurance Company told their FMO‘s that they are leaving the final expense market and will no longer accept applications after January 31, 2014.

Post-AEP Opportunities – Webinar December 13, 2013

Webinar Replay from December 13, 2013 – Year-Round Opportunities This is a year-round business… see the video: Click the image to start the video: > Topics  Covered: Cross selling opportunities NOW: First, see this webinar on cross selling final expense…


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Residual Income and Insurance Sales


I'm often asked, by agents considering coming into the niche of marketing insurance to seniors,

“Which way should I go? Life insurance sales or Medicare Supplement sales”

See the video:

The question really is, are you looking for one-time income or residual income?
If you can pay your bills right now, while starting to build your residual income, that's the best strategy.

Life insurance should be pursued in niche marketing. “The riches are in the niches.”
Medicare Supplement sales should be pursued to build a residual income for the future. This is a great retirement plan.

Mentioned in the video: – Medicare Training

Thanks for watching..

Chris Westfall
[email protected]



Medico new travel bonus- webinar

This is an updated Medico webinar covering all of their available plans, their online enrollment process, and their new travel benefit for agents – this is an awesome rewards program. Cancer plans are a HUGE part of senior marketing and…


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CIGNA Final Expense Now Available

The CIGNA final expense product is now available in certain states. As usual, you can find the webinar here! Here are the states where this product is currently available:   Click the image below to see the webinar on the…


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Where to Focus – The Riches are in the Niches

From a forum post by Christopher Westfall

I started by doing final expense two days per week and Med Supps the other four (worked six days). Had a family of six to feed and failure was not an option.

This kept a very good income, while building my Medicare block at the same time.

Unfortunately, many people look at this as either a “Get Rich Quick” opportunity or a hobby. They expect to invest nothing, chase continual offers of “free leads”, etc. and cannot for a minute fathom putting money into their own business.

This is just like a franchise opportunity, except that there is a much smaller barrier to entry. You can start small and stay small, eventually quit like 80% do, or you can treat it like the business that it is and put money into it, expecting a result.

Unlike a franchise, you can be profitable and doing very well in this industry in under two years without mortgaging your entire future. That is, unless you've taken one of those “free leads” deals and sold your future renewals by way of a smaller contract on the back end.

As for ages, I have found the most success by fishing in the blue ocean. By that I mean that there is a red ocean, where all of the sharks are pouncing on, in this case, the Turning-65 senior. Everyone has the same plan and they're all tripping over each other to fight for the same, finite group of people.

Meanwhile, I'm in the blue ocean calling on people who have not heard from their agent in two, three, or more years. These people are frustrated with their rate increase and do not know where to turn. I don't have agents coming right behind me or competing for the same client in the same space.

So, I would encourage you to diversify your business to survive today and still build your Medicare supplement renewals at the same time. It is simple to do both, as neither are complicated.

As to the geography of being limited by plans, that is only in your mind. There are no geographical limitations to where you can sell medicare supplements..  so find a market where you can sell entirely by phone to an under-served market. On this site, you can learn how to sell medicare supplements by phone easily.

You can even get good at locating where the major player are announcing significant rate increases, and a new carrier is launching in that same state. I call that the perfect storm.

Lastly, do not give your insurance contract to someone that you know, up front, is not offering training.
Yes, you can pay to get training elsewhere, but that is the quid pro quo for having given your contract in the first place.

Best of luck… remember to treat it like the business it is.

It requires relentless persistence on your part, taking care of your clients continuously, and beginning with the end in mind.

You could find yourself five years from now with a very significant residual income and a constant flow of referrals to new clients.






Foresters PlanRight Final Expense Questions and Answers – Nonmember Preview

Today, I received some help from my son, CJ, on announcing the latest webinar recording for members of
Foresters, today, held a webinar on questions they've received from the field about the PlanRight product.

They also went over the Foresters website and showed the quoting tools, submissions process, etc.

Check out this video introduction.

The link to the webinar replay is right here, and for members only.

Members only