Insurance Business Babes

Stop Losing Leads! Simple Automations and Resource Guides for Insurance AgentsIf you’re an insurance agent juggling client calls, marketing events, and the endless tasks that build your business, you’re not alone. In this episode of the Insurance Business Babes podcast, hosts Joanna Wyckoff sits down with guest Kimberly to pull back the curtain on the real, messy process behind scaling a successful insurance business in the Medicare space. Here’s what we learned.Streamlining Your Marketing and Client OnboardingKimberly shared her grassroots approach to Medicare marketing—hosting T65 educational events, leveraging referrals, and joining local coalitions. But the hands-on work (think DIY mailers with help from family) also highlighted how easily things slip through the cracks, especially when follow-ups are delayed and reminders are missed.Joanna emphasized the power of systematizing these touchpoints. By integrating technology—like permission-to-contact QR codes and electronic intake forms—lead data automatically enters your CRM instead of disappearing in an unread text or paper stack. This keeps prospects organized, timely, and visible for both you and your team.Buy Back Your Time With Virtual AssistantsOne of Joanna’s most actionable tips? Hire a virtual assistant (VA)—even if just for 20 hours a week, and even on a shoestring budget. VAs in the Philippines or Jamaica with insurance experience can handle calls, texts, follow-ups, and administrative tasks for about $4 an hour. The key is to first adopt a VOIP system (like Dialpad, RingCentral, or GoHighLevel) so your VA can work from anywhere and manage communications seamlessly—freeing you to focus on revenue-generating activities.Embrace Digital Calendars and Remote SalesKimberly admitted her reluctance to abandon face-to-face appointments for phone or Zoom meetings, especially in rural markets. Joanna’s advice was clear: transitioning even some appointments to digital not only boosts efficiency, but also meets today’s seniors where they’re increasingly comfortable—on their smartphones.To truly scale, move away from paper calendars and manual scheduling. Digital calendars (even paired with printed versions for the visual folks!) allow your staff to coordinate and block out time, ensuring nothing falls through the cracks and growth stays manageable.Stand Out with Educational Resource GuidesFinally, giving clients an educational resource guide—customized with your branding and a QR code linking to your intake process—cements your expertise far more than a business card ever will. It shows clients you’re organized, informed, and invested in helping them understand their options, all while keeping your information handy for referrals.ConclusionReady to stop losing leads? Use the tips from this episode: implement smart tech, delegate wisely, transition to digital where possible, and create tangible resources for your clients. These small changes will help you manage, grow, and love your insurance business—all without burning out.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

In this REWIND episode, just in time for OEP, we discuss:Maximizing Opportunities During OEPThe Open Enrollment Period (OEP) is a critical time for brokers to secure and nurture their client relationships. As discussed in the latest episode of the Insurance Business Babes Podcast, there are several strategic approaches agents can take to optimize their success during this period.The Power of Proactive OutreachSusan Sutton emphasizes the importance of proactive communication with clients. Initiating follow-up calls at ten, thirty, and sixty-day intervals can help brokers ensure that clients have received and activated their benefits. Regular check-ins serve not only to resolve any issues promptly but also to solidify the broker-client relationship, reducing the likelihood of clients straying to other agents.Cross-Selling and Client EngagementJoanna Wyckoff shares effective strategies for keeping clients engaged and increasing client retention through cross-selling. Offering ancillary products such as hospital indemnity, cancer, or dental plans can provide additional value to clients, making them less likely to switch agents. Joanna highlights the importance of revisiting ancillary product offerings if they were not thoroughly addressed during the AEP due to time constraints.Creative Event StrategiesA standout moment in the podcast was Susan's insight into registering informal sales events like bingo or sip and paints. These events are perfect opportunities to subtly drop benefit information while creating an engaging environment. By registering such gatherings as informal sales events, brokers can discuss multiple carrier benefits and solidify their position as a knowledgeable resource in the clients’ minds.Leveraging Centers of InfluenceAnother innovative approach discussed is partnering with centers of influence for non-client appreciation events. These events can foster strong referral relationships and expand an agent's network without the constraints of sales event regulations. Cosponsoring with facilities like assisted living communities or businesses targeting seniors can enhance event offerings, reducing costs and bolstering community presence.Incorporating these strategies during the OEP can position brokers to not only enhance their current client relationships but also expand their reach and influence in the insurance market.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Building a Thriving Insurance Agency: Lessons from Scott Miller’s 20,000-Client Success StoryOn the latest episode of Insurance Business Babes, Scott Miller of Seniority Benefit Group returned to share actionable insights into growing an insurance agency from humble beginnings to a powerhouse serving 20,000 clients. Here are the key takeaways and strategies inspired by Scott’s journey.Structuring Teams for Growth and RetentionScott’s agency operates with a clear distinction between sales and service roles. Sales agents (LOAs) are focused solely on bringing in new business, while a dedicated client service team handles annual engagement, plan changes, and retention. This specialized focus allows each group to excel. During AEP (Annual Enrollment Period), the service team manages 20,000 client engagements, freeing up sales agents to focus on new prospects. Importantly, the service team doesn’t chase commissions but is still licensed—resulting in deeply invested, experienced staff who excel at client retention.Culture, Investment, and Employee DevelopmentScott is a strong advocate for investing in people and benefits—from health insurance to 401(k) plans—creating a supportive, family-like culture with minimal turnover. New LOAs receive a sliding down salary and commissions for the first four years, encouraging fast ramp-up and long-term retention. Regular team engagement, retreats, and bonuses for high performers contribute to a motivating environment.Smart Marketing and Lead GenerationRemarkably, Scott’s agency has never relied on purchased leads. Instead, they harness referrals from large employers, financial planners, and strategic community partners. Educational events, innovative marketing campaigns, and even creative client directories are deployed. Scott and the co-hosts also discussed the value of paying for high-quality, targeted connections versus mass-market, low-intent leads.Running Your Agency as a Business, Not a HobbyA recurring theme in the conversation was the importance of treating your insurance business like an actual business. That means investing in systems, staff, marketing, and tools, rather than skimping on necessary expenses. Scott credits much of his success to making deliberate, sometimes slow, investments and building a scalable foundation from day one.Final ThoughtsWhether your goal is 500 clients or 20,000, Scott’s insights highlight the importance of specialization, culture, reinvestment, and creative lead generation. Insurance isn’t a solo act; success comes from building a supportive team and running your agency like the business it deserves to be.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

When to Build a Downline: Lessons from Joanna's VaultGrowing an insurance agency is more than just racking up numbers or throwing “spaghetti at the wall to see what sticks.” In the latest episode of Insurance Business Babes, Joanna Wyckoff and Zach Paschke (Kathe is not there today) dive deep into the do’s and don’ts of recruiting a downline, sharing hard-earned insights and mistakes to help others build smarter, stronger teams.It’s easy to get caught up in the hype of team building—Facebook groups and uplines everywhere push the allure of overrides and recruiting. But as Joanna confesses, her early years were marked by frustration and avoidable pitfalls. The wisdom? Focus on mastering your sales skills first. Aim to build a solid book of business—at least 100 clients—before diverting attention to recruitment. If you can’t confidently teach someone else how to make a sale, you’re not ready to lead.Joanna’s experience underscores the danger of recruiting “anybody with a pulse.” Time is an agent’s most precious commodity. Pouring countless hours into newbies who may never close a sale is not a sustainable growth strategy. Instead, create a “blueprint” for the kind of agents you want: people who are driven, teachable, comfortable with rejection, and aligned with your agency’s culture.Not everyone who needs help in their agency should be recruited as a downline. Sometimes, what you need is a Licensed Only Agent (LOA)—someone who can handle overflow business rather than untested recruits. This is especially true when you get to a place where there’s simply more business than you can handle.Above all, both Joanna and Zach emphasize intentional recruiting. Spend more time identifying the right personalities—perhaps former car salespeople, nurses, or outgoing community workers—rather than simply filling quotas. Build processes, set clear expectations, and foster a culture that rewards both independence and teamwork.Ultimately, growing a downline is about more than profits—it’s about leadership, mentorship, and creating a legacy. Recruit better, not just more, and you’ll build a thriving, resilient agency.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Treat Your Business Like a Business: Key Lessons from Insurance Business BabesRunning an insurance agency isn’t just about writing policies—it’s about building a real, sustainable business. In this special “rewind” episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff revisit one of their most fundamental topics: how to treat your business like a business. Here’s a breakdown of the most important takeaways.Mindset Shift: From Employee to EntrepreneurToo many new agents fall into the trap of acting like employees instead of business owners. As Kathe points out, running your own agency means you’re responsible for everything—from generating leads to maintaining client relationships. This mindset shift is crucial: block your calendar, structure your working hours, and hold yourself accountable for your business growth.Systems, Automation, and DelegationSuccessful insurance agents invest in basic systems that free up their time and improve client communication. Both Kathe and Joanna stress the importance of tools like calendar apps (e.g., Calendly) and VoIP phone systems, which can cost as little as $20-$25 a month and can be a game-changer for customer scheduling and responsive service—even when you don’t yet have an assistant. These tools also help you maintain professionalism by avoiding the pitfalls of voicemail and missed leads.Professionalism Matters: Details CountLittle touches make a huge impact. Simple enhancements like a professional business email (avoid Hotmail or AOL!), an up-to-date, realistic headshot, and a clear, visible name badge are all inexpensive ways to signal credibility and build trust.Boundaries and Time BlockingBurnout is real. Both Joanna and Kathe share how vital it is to set boundaries around your time, take regular breaks, and schedule downtime to recharge. This doesn’t just preserve your health—it actually makes you more productive and protects your reputation with clients.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Cybersecurity Essentials for Insurance Agents: Lessons from Insurance Business Babes PodcastIn this episode of the Insurance Business Babes podcast, host Kathe Kline, co-host Joanna Wyckoff, and guest expert Jameson Keller dive deep into cybersecurity practices tailored for insurance professionals. Regardless of the type of insurance you sell, handling sensitive client data comes with significant risks. Here are the main takeaways and best practices discussed during their insightful conversation.Jameson points out that many agents use free email services like Gmail, Yahoo, or AOL without proper business associate agreements (BAA). Not only does this look unprofessional to clients—think “godsfavoriteparadise@yahoo.com”—but it’s a massive HIPAA violation. Instead, agents should purchase a business domain and use platforms like Google Workspace, ensuring a BAA is signed for true compliance and privacy. This upgrade protects client information and elevates your professional image.Kathe and Jameson emphasize that simply locking your computer with a password isn’t enough. Encrypting your hard drive (for example, using FileVault on Mac or BitLocker on Windows) is essential. If devices are stolen, encryption keeps client data safe. Carriers like UnitedHealthcare increasingly require proof of device encryption. Without it, agents risk severe financial and reputational harm.Another cornerstone of cyber hygiene is multi-factor authentication (MFA). Jameson highlights four areas where MFA should be a must: CRM systems, bank accounts, password managers, and email. Utilizing authenticator apps rather than text-message codes adds another layer of protection against hacks and phishing attempts.Say goodbye to “password123.” Modern hacking tools can crack simple passwords in minutes. Instead, use password managers like LastPass or Bitwarden to generate and store strong, unique credentials for every account. Export and secure a physical backup annually, as suggested by Kathe, but always keep these records under lock and key.Lastly, always ensure cloud services and AI tools you use are HIPAA compliant and will sign a BAA. Never input protected health information (PHI) into free AI platforms unless verified secure.By following these practical steps, insurance agents not only protect their business and clients, but also demonstrate industry leadership in cybersecurity and compliance. This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

LOA vs. Downline: Breaking Down Insurance Agent StructuresOn a recent episode of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff delved deep into one of the industry’s murkiest topics: understanding the differences between LOA (License Only Agent) and downline agent structures. Their candid conversation revealed invaluable insights for agents at all stages of their careers. If you’re an agent wondering where you sit in the hierarchy—or considering building your team—here’s what you need to know.Kathe and Joanna started by explaining contract levels in the insurance world. At the top, you have National Marketing Organizations (NMO), closely followed by Field Marketing Organizations (FMO) and Independent Marketing Organizations (IMO). While language can vary—sometimes even among carriers—the essential thing is that these layers represent how agents get contracted and where the commissions flow.LOA, or License Only Agent, refers to agents whose commissions are paid to someone else first—be it an agency, call center, or another intermediary. Joanna shared eye-opening stories of agents who didn’t even know they were LOA, missing out on direct carrier payments and control over their own book of business.Being an LOA might make sense if you’re receiving leads and support, but blindly allowing someone to take a cut without delivering value is a red flag. As Kathe pointed out, direct payment from carriers means you own your business and can enjoy maximum flexibility and income.Downline agents are independent, paid directly by the carrier but often with an override commission going to the upline for training, mentoring, and support. The value is in the relationship and resources, not in controlling your payments. If you’re building a downline, be ready to provide more than just a contract—you should offer guidance and infrastructure.Bringing on LOAs or downlines isn’t just about expanding your reach. As Joanna noted, “Your LOA’s family is depending upon you feeding them”—meaning if you promise leads or support, you must deliver. Without enough business to support another person, consider hiring a personal assistant instead.Kathe and Joanna discussed creative compensation structures—like paying a flat amount per appointment plus bonuses for every sale. The takeaway? Build structures that incentivize performance while remaining fair and manageable for everyone involved.If you’re thinking of scaling your agency, make sure you clearly understand (and communicate) the differences between LOAs and downlines. Set expectations, be transparent with payments, and never take on more than you can genuinely support. And remember: the most successful organizations are those built on strong relationships, fairness, and clear structure.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Lessons Learned from Hiring a Director: Navigating Pitfalls in the Insurance IndustryNavigating the process of hiring a director-level employee in the insurance business can be tricky, as shared candidly by Joanna Wyckoff in the latest episode of the Insurance Business Babes podcast. This episode is packed with valuable lessons for both agency owners and aspiring directors about what to look for, red flags to avoid, and how to protect your business.Red Flags and the Realities of Remote WorkJoanna recounted hiring a director of Agent Experience who was supposed to grow medical provider relationships and support the business during her absences. Despite the candidate’s impressive resume and persuasive interview, several red flags surfaced: lack of end-of-day reporting, limited presence at the office, and failure to log into key systems. Joanna admitted, “I had no way of measuring what they did that day because they failed to report any end of day activities like the rest of my staff does.” This lack of transparency was compounded by the employee’s use of a personal cell phone for business, eroding oversight and accountability.Expensive Lessons: Pay and ExpectationsAnother major lesson was the cost of paying an employee during their licensing and contracting process—a stretch when the actual job tasks hadn’t even begun. Joanna paid several weeks’ salary for little to no business growth or value, a mistake Kathe summarized succinctly: “I would not pay people to do their contracting... they can come on board after their contracting is done.” Setting clear, measurable expectations from day one, including frequent check-ins, is crucial to avoid this pitfall.Protecting Relationships and Company AssetsThe most concerning outcome was the attempted transfer of business relationships to a competitor, highlighting the importance of contracts—not just with employees but with referral partners like doctor’s offices. As Joanna noted, “Now she's running around telling people crazy stories... when you let an employee manage a relationship, that doctor's office started seeing her every day and forgot about Joanna.” Owners must remain present in key partnerships and build contract protections into their processes.Takeaways for Agency OwnersVet Candidates Thoroughly: Assess real skills and demand proof—even from experienced hires. Personality and compatibility also matter.Set Clear Accountability Measures: Require regular check-ins, system use, and task tracking from day one.Don’t Pay for Licensing Time: Bring employees onboard only after they have their licensure completed independently.Protect Relationships: Have strong, enforceable contracts for both employees and referral partners to prevent loss of business.Stay Engaged: Even with trusted staff, maintain a visible role in key business relationships.These hard-won lessons from the field will help you avoid costly hiring mistakes, protect your business relationships, and set up your next director for true success.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Navigating Commission Changes and Plan Mapping: Key Takeaways from Insurance Business BabesThe Medicare insurance landscape continues to shift, causing both confusion and frustration for independent agents everywhere. On the latest episode of Insurance Business Babes, industry veterans Kathe Kline, Joanna Wyckoff, and Scott Miller delve into the current challenges they face—including commission changes, confusing plan crosswalks, and tools that can make all the difference. Here are the top takeaways and insights from their candid conversation.Commission Cuts and Non-Commissionable Plans: The Agent’s DilemmaA recurring theme in the industry this year has been the abrupt announcement of popular plans becoming non-commissionable—often after agents have already completed their marketing and planning. Scott Miller recounted a recent experience where a top-selling plan in his region suddenly stopped paying commissions, leaving agents responsible for service but without proper compensation. Both hosts expressed frustration with CMS allowing such changes post-approval and with the lack of clear recourse for agents—especially when lobbying groups lack the legal resources to fight these decisions.The Complexities of Plan Mapping and CrosswalksPlan mapping has created a logistical nightmare for many agents. Changing plan numbers, crosswalks, and new names add layers of confusion when helping clients maintain continuous coverage or qualify for guaranteed issue rights. The trio discussed the difficulties of tracking these changes, especially when agent platforms like Connecture or Sunfire may not clearly show these transitions.Strategies and Tools for SurvivalWith regulatory pressures mounting, technology and support networks have become crucial. Tools like RetireFlo—developed specifically to streamline client reviews—are making it possible for agencies with thousands of clients to stay organized. Joanna and Kathe highlighted the importance of leaning on uplines or FMOs for updated documentation and data, noting that not all FMOs are equally equipped to help.Final Thoughts: Persevere and Cross-SellWhile the challenges are substantial, the podcast closed on a note of resilience. The trio urged agents to continue serving their clients, invest in retention, and diversify by cross-selling additional products. With industry trends often cyclical, perseverance and adaptability remain key to thriving in Medicare insurance sales.Stay tuned for more industry insights and strategies from Insurance Business Babes.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Pre-AEP Chaos: Why Medicare Agents Must Protect Their TimeEvery year, Medicare agents brace themselves for the wild ride that is pre-AEP (Annual Enrollment Period). On this episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff dive into the recurring challenges agents face, share strategies for making the most of a chaotic time, and offer practical tips on how to streamline your workflow and avoid burnout.Learning From Experience: Don’t Overbook YourselfKathe opens up about her recent misstep—overbooking her calendar and forgetting to block out time for crucial breaks. With technology systems like Sunfire and Connecture notoriously unreliable in the early days of October, many agents find themselves unable to properly serve clients. Kathe’s lesson is clear: make scheduling boundaries a priority and communicate early with your assistant to prevent overwhelm and wasted effort.Technology Hurdles and WorkaroundsBoth Joanna and Kathe have felt the sting of platforms not loading current plans or formulary data. Kathe’s solution? Use “sample” clients to preview plan options when the system won’t accept real data. Joanna adds another tip: have clients update their own medication and provider information ahead of time, minimizing manual data entry and saving precious hours during AEP.Delegation and AutomationsFor agents with an assistant, delegating tasks like appointment scheduling and data entry for less tech-savvy clients can be a game-changer. Joanna highlights the value of having a consumer-facing assistant to verbally collect information from seniors who can’t use online systems. Automations can further reduce labor, letting agents focus on the high-value aspects of their service.Planning Ahead: Next Year’s StrategyThe hosts agree: block off the earliest weeks of AEP for prospects only, reserving mid-to-late October for current client reviews. This avoids double work and ensures that all plan details are loaded and ready for meaningful discussions. By protecting your calendar, you reclaim energy and provide better service.Empowering Agents—And ClientsThe episode wraps with a call to build and share resources—a collective list of commonly mis-entered drugs, for example—to help agents catch costly mistakes early. And most importantly, encourage clients to take ownership: fill out forms, respond to reminders, and engage with new technology.Ready to get ahead of pre-AEP madness next year? Start planning, automate, and delegate—and subscribe to the Insurance Business Babes show for more insider tips!This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Navigating AEP: Protecting Yourself and Your Clients with the Right Insurance SolutionsThe latest episode of Insurance Business Babes brought invaluable insights on surviving—and thriving—during the Annual Enrollment Period (AEP), especially when accidents or health surprises threaten to derail your business. Hosts Kathe Kline and Joanna Wyckoff welcomed Jameson Keller, Chief Commercial Officer of NCD, to unpack practical strategies for agents and clients.The Overlooked Risks: Why Agents Need Coverage, TooIt’s easy to focus on client needs, but as the stories from Kathe, Joanna, and Jameson revealed, accidents can happen to anyone—including insurance pros during their busiest seasons. From car accidents to thrown-out backs, each shared a personal incident that could have financially devastated them if not for preparation. The message was crystal clear: agents, just like clients, need their own accident, hospital indemnity, and dental policies.Understanding Accident Policies: Affordable Protection for the UnexpectedJameson explained the value of accident medical expense policies, which are often overlooked by agents and clients alike. These policies are designed to cover sudden, unexpected injuries—think falls, car wrecks, or even chopping a finger while cooking. With monthly premiums as low as $28–$48, and coverage up to $15,000 per accident, these plans offer financial breathing room, even for agents on high-deductible health plans or no insurance at all.Dental Insurance: Why Networks and Comprehensive Coverage MatterDental health isn’t just about a sparkling smile. Kathe’s and Jameson’s discussion highlighted how neglected dental care can lead to heart issues or dementia. Despite higher monthly costs, comprehensive dental plans (like NCD’s $10,000 max option) offer invaluable benefits: major discounts through robust networks, three annual cleanings, and coverage for costly procedures—saving clients far more than self-pay discounts ever could.Don’t Forget Hospital Indemnity PoliciesJoanna passionately advocated for pairing Medicare Advantage plans with hospital indemnity coverage, protecting clients from potentially crippling out-of-pocket expenses for hospital stays. Selling these policies is not just about boosting agent commissions—it’s about providing true peace of mind and fulfilling a duty to fully protect clients.Conclusion: Be Proactive, Not ReactiveThe episode made one thing clear: true insurance professionals don’t just process paperwork—they anticipate and fill coverage gaps. Whether it’s for yourself or your clients, offering products like accident, dental, and hospital indemnity insurance can make all the difference when the unexpected happens. Don’t wait for a crisis—be the advocate your clients deserve, and the agent your future self will thank.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Understanding Value-Based Care: What Medicare Agents Need to KnowThe Shift Toward Value-Based CareOn this episode of Insurance Business Babes, host Kathe Kline sat down with Dr. Shannon Decker, a healthcare veteran with over two decades of experience in Medicare Advantage and value-based care. As plans evolve and the Centers for Medicare & Medicaid Services (CMS) push for more risk-bearing arrangements by 2030, the industry faces a monumental shift from traditional fee-for-service models to value-based care. But what does this really mean for agents, doctors, and clients?What Is Value-Based Care?Traditional healthcare often paid doctors based on the number of visits or services ("fee-for-service"), which incentivized volume over outcomes. Value-based care, as Dr. Decker explains, flips the script. Doctors and healthcare organizations are compensated for keeping patients healthy, focusing on prevention, timely screenings, and disease management—rewarding better outcomes rather than more appointments.For example, managing chronic conditions like COPD or diabetes proactively can prevent costly hospitalizations and complications, leading to both healthier patients and more efficient care.How Does It Affect Agents and Clients?Kathe shared concerns many agents have: will value-based care mean decreased benefits for clients? Decreased compensation for Doctors? Dr. Decker reassures that, done right, agents can add more value. Agents play a crucial role by guiding clients to plans with the best-suited preventive care benefits and by encouraging clients to utilize free screenings and annual wellness visits.Encouraging clients to participate in these preventive services isn’t just good for health outcomes—it supports plan quality, helps doctors earn appropriate compensation, and improves client retention. "You might be saving your client's life,” Kathe notes, emphasizing the power of regular screenings.Advice for Insurance AgentsDr. Decker encourages agents to educate clients on available benefits and to build relationships based on trust and advocacy. Knowing which plans offer robust care management and preventive services—like nutritional counseling or group education—helps agents set themselves apart. The more clients understand the “why” behind recommended screenings, the more likely they are to engage, which has a positive ripple effect for everyone involved.Final ThoughtsThe future of Medicare hinges on value-based care models that prioritize prevention and patient outcomes. Agents who embrace this shift by advocating for screenings, wellness visits, and proactive self-care will be invaluable partners to both clients and providers as the industry evolves.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Turning Learning into Action: How Insurance Agents Can Avoid Becoming “Professional Students”On episode 91 of the Insurance Business Babes podcast, co-hosts Kathe Kline and Joanna Wyckoff dive into a common industry trap: the “professional student” mentality. Too often, agents focus so much on certifications, designations, and learning that they miss opportunities to actually put knowledge into practice. Let’s unpack their key insights and action steps for moving from student-mode into thriving in the insurance business.The “Professional Student” TrapJoanna kicks off the episode sharing her own struggles with the urge to collect more and more industry credentials, thinking she had to know everything before she could start prospecting. Many new (and even experienced) agents fall into this cycle, believing that “one more certification” is all they need before hitting the field. Kathe quickly reassures listeners: after getting certifications like AHIP, agents already know far more than nearly all clients and prospects. Don’t let analysis paralysis stop you from reaching out and serving people.Prospecting: Don’t Wait for AEPMany agents mistakenly wait until the Medicare Annual Enrollment Period (AEP) to start prospecting. Joanna and Kathe emphasize that plenty of business can (and should) be written before October 15th. Key Special Election Periods (SEPs)—like loss of group coverage, moving to a new county or state, and qualifying health conditions (like diabetes or cardiovascular disease)—create year-round sales opportunities.Action tip: Build relationships with local apartment complexes, real estate agents, and doctors’ offices to tap into movers and newly-eligible clients.Sell What You Can, When You CanAgents shouldn’t overly limit themselves. If you’re already certified for products like dental, life, cancer, or hospital indemnity insurance, Joanna advises selling to any eligible prospect—even outside the Medicare world. Using small sales as a funnel, you can create lasting business relationships, positioning yourself for larger products down the road.Always Keep Learning (But Don’t Let It Stop You!)While you should keep learning and stay updated—like checking CMS regulations or understanding the nuances of SEPs—remember Joanna’s message: “Get out there and sell something!” Mistakes are natural, but your willingness to take action (and ask questions when you’re unsure) will set you apart.Ready to level up? The key is balance: keep learning, but let your action lead the way. Listen to the full episode for all of Kathe and Joanna’s actionable insights!This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Navigating Medicare Supplements: An Agent’s Guide to SuccessToday's knowledge-packed episode of Insurance Business Babes is actually from the MedicareMentorsMedia.com Pro training program. This episode features Steve Pomerantz, dubbed the “Medicare Supplement King,” as he joins Zach to break down the ins and outs of selling Medigap (Medicare Supplement) plans. If you’re an insurance agent ready to sharpen your Med Supp skills—or just curious about what goes on behind the scenes—this blog post will walk you through the key takeaways and strategies from their lively discussion.Getting Started with Medicare SupplementsSteve’s journey into Medicare Supplement sales began out of necessity—responding to a local doctor’s need and diving deep into the Medigap world. As Zach and Steve recall, many agents stumble into Med Supp sales and aren’t always encouraged to focus on it due to perceived lower commissions compared to Medicare Advantage. But as they point out, Med Supp can become highly lucrative with the right approach, especially when factoring in bonuses and cross-selling opportunities.Understanding Medigap Plans & Client EducationA major theme is demystifying Medigap for clients—emphasizing that all standardized plans with the same letter (e.g., Plan G) offer identical benefits, with only the price and insurer differing. Steve and Zach stress repeatedly communicating this to clients to build trust and reduce confusion. They also clarify common misconceptions, such as doctor acceptance (if a provider accepts Medicare, they accept all Medigap plans) and the absence of annual open enrollment periods outside initial eligibility.Mastering Underwriting & Rate ShoppingNavigating underwriting is key. Steve demonstrates tools like Insurance Toolkits to assess medication histories and quickly identify carriers with lenient approval processes for specific health conditions. They advocate for mastering a handful of competitive carriers in your market and becoming familiar with their underwriting quirks, so you can confidently place business and answer client questions.Choosing the Right Carrier and Managing Rate IncreasesSteve and Zach shed light on the importance of understanding “books of business”—how insurers open and close rate classes and why premiums may spike after a few stable years. They recommend agents explain this cycle to clients, setting expectations for future review calls and highlighting the agent’s value in helping them shop for better rates over time.Cross-Selling for Greater ValueFinally, bridging price gaps becomes easier by bundling in ancillary products like dental, vision, hearing, or cancer protection. This not only adds value for the client but helps agents boost profitability and differentiate themselves.ConclusionSteve’s advice rings clear: keep it simple, start with a core set of reliable carriers, know your underwriting, and leverage cross-selling. By educating clients and staying proactive with rate reviews, agents can thrive in the Med Supp space and foster client loyalty for years to come.To get more information about Joanna's Pro Training program, go to https://MedicareMentorsMedia.comThis episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Mastering the Art of Doctor Referrals for Insurance AgentsBuilding a successful insurance business doesn’t have to mean spending heavily on ads or expensive marketing campaigns. In Episode 89 of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff pull back the curtain on how they’ve leveraged doctor and provider referrals to organically grow their client base and share actionable strategies for agents everywhere.Why Referral Partnerships MatterJoanna and Kathe both emphasize that leveraging referral partners—especially medical providers and their staff—offers one of the most sustainable and cost-effective paths for business growth. Like tending a garden, these relationships take time to nurture, but once established, they continue to bear fruit with ongoing leads and mutual referrals.The Right Approach: Lead With Value, Not a PitchOne key takeaway is to focus on bringing value to potential partners, not simply asking for business. Joanna advises against cold-pitching at provider booths or walking into offices and immediately asking for client referrals—actions which can seem self-serving and disrupt busy staff. Instead, approach with generosity. For example, Joanna offers to refer her insurance clients to quality dentists, palliative care providers, and home health agencies she meets at local health fairs. By helping these providers fill their appointment books, she demonstrates her value as a partner first.Tactics That Work: Sweet Gestures and Strategic NetworkingBuilding strong relationships starts with winning over the gatekeepers—often the staff at the front desk. Joanna’s go-to move? A box of donuts and genuine interest in the staff’s pain points, such as clients struggling to afford dental care. She recommends visiting offices regularly, wearing memorable uniforms or name badges (she even uses a sparkly badge with just her first name!), and consistently offering support.Hosting Events: Creating Community and OpportunityAnother winning strategy is to invite providers to participate in community events. By running Facebook ads to attract local seniors, Joanna’s events become valuable networking opportunities for both herself and referral partners like doctors, dentists, and medical suppliers. This “give first” mentality allows these relationships to deepen, with many providers returning the favor over time.ConclusionIf you’re an insurance professional looking to build a resilient and referral-driven business, focus on forming genuine partnerships, lead with value, and remember: sometimes, a box of donuts is the first step to long-term success!This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Supporting Your New Downline: Insights from Insurance Business BabesBuilding and guiding a downline in the insurance industry is both rewarding and challenging. Hosts Kathe Kline and Joanna Wyckoff dive deep into their first-hand experiences onboarding new agents, sharing honest advice and practical steps for uplines and those considering team growth.Understanding Downline CompensationA common question for new uplines is how and when override payments work. Using UHC as an example, Joanna explains that uplines typically receive a $50 override for each new Medicare Advantage plan written by their downline in the first year, and a 50% renewal ($25 paid monthly as earned) in subsequent years. However, she cautions that details may vary by carrier and emphasizes the importance of having a true upline contract—otherwise, you might not actually own your overrides or renewals.Smart Contracting: Quality Over QuantityBoth hosts stress the pitfalls of new agents over-contracting with too many carriers or jumping to other states before proven success in their home market. Instead, start with a core set of reliable carriers and expand as your book grows. As Kathe notes, “Find out how much it costs…make sure you’re not spending more money on licensing than what your renewal is going to be.”Creative Prospecting: Food Banks, Doctor’s Offices & MoreFor new agents, grassroots marketing is key. Joanna recommends volunteering at food banks or community organizations to build authentic relationships. She underscores the importance of communicating your value—like helping people save on medications or qualify for benefits that could ease their financial burdens.Accelerating Early SuccessEarly wins are crucial. Joanna says, “They need a taste of success sooner than later…help them get their first app.” Providing leads, training on prospecting, and supporting them through initial sales builds momentum and confidence.Final ThoughtsEvery successful upline-–downline relationship starts with support, strategizing, and honest conversations. Whether you’re mentoring a go-getter or helping a shy new agent get their feet wet, focus on building skills, celebrating their first wins, and connecting them to their community. These are the foundations for a thriving team in insurance.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

AEP Preparation: Practical Tips from Insurance Business BabesAnnual Enrollment Period (AEP) is the busiest and most critical time for Medicare agents, and on this episode of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff dove into actionable strategies crowdsourced from the Medicare Mentors Media Facebook group. Whether you’re a new agent or a seasoned pro, this is your checklist to survive—and thrive—this AEP.Virtual Preparedness: Have a Backup PlanAs more agents work fully remote, being prepared for tech issues is essential. Kathe and Joanna discuss the importance of having a plan if your WiFi or power goes out. Options like portable hotspots, coworking spaces, or local libraries with private rooms can keep you up and running. Make a list of nearby locations with reliable internet, and test your headset for noise-canceling capabilities so you can perform your best anywhere.Prioritize Self-Care and DelegationAEP is marathon, not a sprint. Lack of sleep and working excessive hours can lead straight to burnout—and even the ER, as Joanna shared from personal experience. The solution? Get serious about self-care: prioritize sleep, take your vitamins, and if you’re buried in admin work, consider hiring virtual assistants or staff to take tasks off your plate. Focus your energy on income-producing activities.Optimize Your SystemsOrganization is your ally during AEP. The hosts stress the power of calendars and CRMs (Customer Relationship Management tools) for scheduling, automating client reminders, and tracking every touchpoint. Even a simple spreadsheet trumps post-it notes! Automate as much as possible—whether it’s collecting scopes of appointment or automating thank-you cards via mail merge services.Prep Early: Car, Office, Meals, and MindsetThe little stuff matters. Get your car serviced, meal-prep or freeze proteins in advance, and make time for doctor visits or CE credits before the madness begins. Keep a well-organized office and tab carrier site links and compliance documents for easy access. And remember, don’t compare your progress to large agencies—focus on your own wins.Final ThoughtsAEP doesn’t have to be chaos. With these preparation tips—pulled directly from top agents in the field—you can serve clients efficiently, maintain your sanity, and even grow your book of business. For more agent-tested resources, join the Medicare Mentors Media Facebook group and don’t miss the next episode!This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Why Bundling Insurance Sales Can Transform Your Business and Help Your ClientsOn the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff sat down with Kari Harvey from Physicians Mutual to shed light on one of the most effective – yet often overlooked – strategies in the insurance industry: bundling sales. Whether you’re a seasoned agent or just getting started, this episode was jam-packed with actionable tips to boost your income and deliver more comprehensive value to your clients.What Is Bundling and Why Should Agents Care?Bundling, as Kari explained, involves offering clients a package of multiple insurance products during one sales appointment rather than trying to cross-sell them at a later date. For Kari and many successful agents, a typical bundle for Medicare-aged clients might include a Medigap plan, dental coverage, cancer protection, and final expense insurance. The key is to mimic what people are used to from employer benefits – then fill in the gaps they may face in retirement.Offering the bundle right at the start of the appointment, rather than as an afterthought, is crucial. “If you're not talking about it in the first five minutes, you're not going to sell it in the last five,” Kari emphasized. When you lead with a needs analysis and ask clients what coverage matters most to them as they transition, you’re not selling – you’re helping.Tactical Tips for Streamlining the AppointmentKari’s approach is all about efficiency and confidence. She recommends segmenting your presentation into 5-7 minute blocks: start with understanding needs, move into education, then present the package as a seamless “set it and forget it” solution. Rather than overwhelming clients with line-item visuals of every product and price, Kari bundles the offer and describes in clear language how all their important concerns will be covered for one monthly premium.Cross-Selling to Existing Clients: Maintaining & Growing Your BookThe episode also explored how to continue serving existing clients through annual reviews. Even if the initial sale wasn’t bundled, Kari and the hosts discussed ways to revisit needs by introducing new products (“I have a new product I’d love to show you…”) or sharing real-life examples of how certain coverage, like a cancer policy, has helped other clients.The Big TakeawayBundling is about solving the whole client’s needs in a way that increases retention, cross-sale opportunities, and overall satisfaction. As Kari put it, “You are the only person who can protect your book… you have to be the solution to all their insurance needs.” For agents looking to make a bigger impact and income, bringing up additional coverages early and confidently is a must.Hungry for more strategies and real-world insurance success stories? Catch the full episode of Insurance Business Babes for more gems from Kari Harvey and the team!This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Unlocking Success Through Networking: Lessons from Insurance Business Babes PodcastNetworking Groups: Beyond the StereotypesOn Episode 83 of the Insurance Business Babes podcast, Kathe Kline and Joanna Wyckoff tackled the power — and misconceptions — surrounding networking groups in the insurance industry. While some online conversations dismissed groups like BNI (Business Network International) as ineffective, both Kathe and Joanna shared personal stories that shattered these preconceptions. Kathe credited BNI for jumpstarting her Medicare career, highlighting how meeting diverse professionals led to surprising and lucrative referrals — even from seemingly unrelated fields like makeup sales. Joanna, initially skeptical, later founded her own networking group tailored to serve the senior community after learning there’s value in casting a wider net.Changing Perspectives Through ExperienceA recurring theme in their discussion was the importance of keeping an open mind about networking. Joanna noted that experiences and exposure can dramatically alter opinions — what she once dismissed as unhelpful proved valuable after participating and seeing results. For both hosts, BNI’s structured approach, which encourages weekly meetings and relationship-building, transformed their understanding of what effective networking looks like. Kathe reflected on how BNI pushed her to think beyond “passing out business cards” and instead nurture authentic connections, which ultimately led to more referrals and deeper trust with partners.The ROI of Giving to GetBoth Kathe and Joanna emphasized the “go-giver” mentality promoted by networking organizations like BNI: success comes by helping others without immediate expectation of return. Kathe learned to focus not just on her own business, but on how she could refer clients to her contacts, making her a valuable part of her network and solidifying long-term relationships. Over time, this approach resulted in ongoing leads from unexpected places.Professional Organizations: Advocacy and OpportunityBeyond local groups, they discussed joining national organizations such as NAHU (now NABIP) and HAFA. Joanna, an executive board member, highlighted how these associations advocate for agents, lobby for industry-wide improvements, and create peer-to-peer support. Even when frustrated with industry setbacks, both hosts agreed that being "in the room where it happens" gives you influence and insider knowledge impossible from the sidelines.Final Takeaway: Diversify Your NetworkingThe episode’s clear message: don’t limit yourself to networking solely within insurance circles or writing off groups too quickly. Getting involved — whether through BNI, industry associations, or niche local groups — will accelerate your business growth, strengthen your skillset, and broaden your opportunities in ways you might never expect. As Kathe concluded, networking remains one of the best investments you can make in your insurance career.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Navigating Industry Volatility: How Insurance Agents Can Thrive in a Changing Medicare LandscapeThe latest episode of the Insurance Business Babes podcast brings together host Kathe Kline, co-host Joanna Wyckoff, and industry powerhouse Neil Reich for an honest discussion of the current turbulence in the Medicare insurance world. With plan exits, shrinking commissions, regulatory uncertainties, and unprecedented price hikes, agents must now adapt, diversify, and deepen relationships to stay successful.Industry Upheaval: What’s Changing in Medicare AdvantageAccording to guest Neil Reich, the past year has brought volatility unlike anything he’s seen in his 27-year career. Major Medicare Advantage carriers like Humana and Aetna have pulled out of some markets due to soaring medical loss ratios, leaving consumers scrambling for alternatives and further concentrating business among remaining giants like United. Commission structures are shifting, and the legal landscape is uncertain, with the Department of Justice and new CMS rules causing ongoing anxiety about the future of FMOs (Field Marketing Organizations).Diversification Is EssentialNeil isn’t deterred by the disruption—instead, he emphasizes the need for insurance agents to diversify their offerings. His new agency, Care Connect Advisors, has quickly added Medicare Supplement plans, Index Universal Life, final expense, hospital indemnity (with popular guaranteed-issue options for ages 64-70), cancer, dental, and even annuities to the product mix. This mirrors Kathe and Joanna’s advice that now, more than ever, agents should be “multi-product” — cross-selling to better serve clients and protect their own earnings in the face of shrinking Medicare Advantage opportunities.Relationship Building and Technology: The Agent’s GoldmineStaying connected to clients is a major theme. The podcast highlights how agents are successfully blending manual outreach (calls and texts to educate and cross-sell) with automation (drip campaigns, retention videos, and CRM tools). Touchpoints aren’t just for selling—they reinforce trust, increase retention, and open natural conversations about needs like hospital indemnity or annuities.The Path Ahead: AI, FMOs, and the Advisor MindsetWhile regulators mull the impact of overrides and marketing practices, agents are also looking to the future with AI poised to disrupt the sales process. Still, both Neil and the hosts remain optimistic: FMOs like Spark are evolving, offering powerful tech and support. The key message? Agents must evolve from “order takers” to true advisors—guiding clients comprehensively through industry changes and personalized solutions.In summary, claim your power as an agent by diversifying your product line, leveraging smart tech, nurturing relationships, and embracing your advisory role. In a shifting Medicare world, these strategies are more essential—and more rewarding—than ever.This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.