Insurance Business Babes

### Overcoming Bias in Client Interactions

In this episode of "Insurance Business Babes," Joanna Wyckoff shares a challenging incident where a client was unwilling to engage with her assistant due to racial bias. This underscores the ongoing issues of discrimination that persist even in professional settings. Joanna emphasizes the importance of her office process, where clients must communicate with her assistant for scheduling—allowing her to focus on more critical insurance matters.

### Leveraging Technology for Scheduling and Retention

Kathe suggests tools like Calendly for online scheduling, yet Joanna points out that some clients still prefer or are unaware of these digital methods. Kathe’s alternative approach to managing her workload includes reserving these mid-week breaks for personal and administrative tasks. This practice helps her maintain work-life balance, ensuring she never disrupts personal time unless absolutely necessary.

### Managing Appointments Efficiently

The hosts discuss the benefits of consolidating multiple appointments in a single day rather than spreading them across the week. Kathe’s extensive experience building and selling businesses gives her unique insights on client retention, particularly during challenging times like the COVID-19 pandemic. Highlighting the importance of owning communication systems, Kathe prefers owning her own VoIP services to avoid complications when changing firms.

### Tackling the Data Management Challenge

Owning one’s client data in your CRM is crucial in the insurance industry, notes Joanna, who has faced difficulties in data export during company switches. Regulations require keeping call recordings for ten years; therefore, effective data management tools like RingCentral and Dialpad ensure compliance while managing workload efficiently.

### Prioritizing Tasks During AEP

As the hosts discuss the Annual Enrollment Period (AEP), Joanna recommends transforming thoughts and tasks into checklists to stay organized. Both hosts rely on digital calendars to manage their schedules, ensuring priority tasks are completed first. They also address client needs proactively, from reviewing Medigap before or after AEP to considering additional coverage options.

### Consistent Referrals and Networking

Networking remains a cornerstone of business growth for Kathe, who initially invested in groups like BNI (Business Network International). The BNI model teaches effective networking and the importance of referrals. Kathe advises continually seeking new referral partners, as current partners may leave or change careers.

### Self-Care and Avoiding Burnout

Finally, Kathe emphasizes the necessity of self-care to avoid burnout during intense periods like AEP. Setting work limits and ensuring breaks for meal times can significantly increase productivity. Both hosts stress the importance of retaining existing clients, highlighting that it’s easier and often more valuable than acquiring new ones.

### Conclusion

“Insurance Business Babes” reminds insurance professionals of the importance of balancing professional responsibilities with personal well-being, the efficiency of managing client interactions, and the continual pursuit of networking opportunities.

This episode is hosted by CertifedMedicareAgents.com

**Enter the ACA Field with Ease**

Joanna shares insights on how accessible the Affordable Care Act (ACA) field is, thanks to federal certifications and free certifications through state-based exchanges. She encourages agents to be transparent about their commission structures and discuss any commission deductions upfront. Often, agents find themselves in the ACA realm quite by chance, especially when working with older clients, offering them a pathway to earn while building a Medicare book.

**Maximizing HealthSherpa’s Efficiency**

The episode highlights HealthSherpa as an essential tool that simplifies the ACA application process. For agents, the platform offers automated processes, allowing clients to fill in their details via personal URLs. Its ability to handle out-of-state sales wherein licensed agents can receive referral fees adds another layer of convenience.

**Financial Potential and Client Flexibility**

Joanna discusses the substantial financial opportunities within the ACA, noting that initial compensation and renewals vary by state and carrier but usually provide a consistent income. Unlike Medicare, ACA sales often involve families, meaning one sale can cover multiple individuals. The ACA marketplace also provides clients with flexibility, as they prioritize budget over specific doctors, facilitating easier plan selection.

**Appreciation and Referral Dynamics**

One key takeaway from the podcast is the emphasis on showing appreciation for referrals. Joanna shares her personal experience of a lack of gratitude from a contact in California, stressing the importance of simple gestures like a thank you card. Building an ACA business involves engaging with people, understanding enrollment details, and recognizing special enrollment periods available year-round based on income levels.

**Strategizing with ACA and Medicare**

Joanna advises that an optimal business strategy includes incorporating ACA options while discussing Medicare, as many might become eligible before they turn 65. Notably, ACA clients might prefer these plans due to lower premiums and subsidies, despite Medicare offering better benefits.

Overall, the episode concludes with encouragement for listeners to focus on ACA during the Medicare season, emphasizing the potential of ACA renewals and grassroots marketing strategies. Check out Joanna's advice and resources like HealthSherpa to take full advantage of these opportunities.

This episode is sponsored by CertifiedMedicareAgents.com

# Should You Pay Your FMO for Training? Insights from the Insurance Business Babes

**The Initial Investment: Paying for Training to Foster Seriousness**

In the latest episode of *Insurance Business Babes*, hosts Joanna Wyckoff and Kathe Kline delve into a contentious topic: whether new insurance agents should pay their Field Marketing Organization (FMO) for training. Wyckoff starts by mentioning that although selling one application can cover a $200 monthly training fee, the investment creates a deterrent for those who are not serious about succeeding in the industry. She proposes that agents pay upfront for their training with a promise of a refund upon breaking even, ensuring only dedicated participants move forward.

**The Cost of Entry: Low but Meaningful**

Wyckoff and Kline highlight the relatively low cost of entering the insurance business—around $150 for licensing. However, this low barrier often leads to a sense of entitlement where new agents expect free training without appreciating the trainer's time. Wyckoff shares her personal journey, cautioning against early distractions like premature recruiting and emphasizing the need to treat the insurance practice as a serious business venture.

**Entitlement and Expecting Free Training**

An underlying theme discussed by both hosts is the issue of entitlement among new agents expecting free training and guidance. Wyckoff candidly mentions her frustration with the overwhelming demands from non-contracted agents seeking her expertise for free. Similarly, Kline expresses reluctance to form a downline due to the considerable effort required, which often goes unpaid if the agent underperforms.

**Value of Documentation and Self-Reliance**

The hosts stress the importance of self-reliance and efficient documentation. Agents are encouraged to take extensive notes during training and leverage Facebook groups for ongoing support. Self-sufficiency also extends to problem-solving, like contacting carrier help desks directly for technical issues, an approach both hosts advocate.

**Specialization and Focus for Success**

Kline shares a story about an agent whose lack of follow-up led to high client turnover. Wyckoff suggests that automation and virtual assistants could significantly help, emphasizing the importance of personal responsibility and proper business operations. The episode concludes with the hosts highlighting the value of focusing on a niche area. Specialization not only enhances client recall but also increases business success, a strategy that has been beneficial both to them and their referral partners.

**Conclusion: Valuing Time and Proper Protocols**

Ultimately, Wyckoff and Kline underline the necessity of valuing their time and setting clear expectations. From proposing payment for training to advocating specialized focus areas, their discussion serves as a valuable guide for new agents to navigate the industry successfully. Joining structured training programs and adhering to proper support protocols are crucial steps for any insurance agent aiming for long-term success.

This episode is sponsored by CertifiedMedicareAgents.com

Hosts Kathe Kline and Joanna Wyckoff were joined by Jamieson Keller, Chief Commercial Officer at NCD, whose insights on dental insurance are invaluable for every Medicare agent.

Cross-Selling Opportunities

Jamieson emphasizes the importance of cross-selling dental insurance as a critical component of comprehensive client service. By integrating dental plans, agents can fill significant gaps in coverage that many clients overlook. This is not merely about augmenting sales; it's about addressing real healthcare needs. As Joanna Wyckoff noted, clients rely on their agents for full-spectrum coverage, making dental insurance an essential offer.

Understanding the Value of Dental Plans

Jamieson highlighted the need for agents to dive deep into dental insurance products to grasp their true value. Many plans offer significant in-network discounts, which can drastically reduce out-of-pocket expenses for clients. For example, the NCD by MetLife Dental Plans that Jamieson mentions provide phased benefits that improve over time, rewarding client loyalty and ensuring sustainable, long-term coverage.

Mitigating Financial Pressures

With recent changes in the Medicare Advantage (MA) and Prescription Drug Plan (PDP) spaces, where some carriers are cutting commissions, dental insurance stands as a viable alternative for agents to recoup lost income. Jamieson points out that level commissions from dental plans can offer financial stability for agents facing turbulent changes in the industry.

Testimonial of Quality Care

Jamieson's background adds credibility to his recommendations. With over 17 years in Medicare and three years focused on dental insurance, his experiences provide a robust framework for agents. His engaging discussion about network discounts underline the importance of personalized client education and well-researched plan selection.

Call to Action

Agents are encouraged to proactively ask clients about dental insurance. Jamieson suggests creative methods like using large tooth models to initiate conversations and attract attention at events. The simplicity of enrolling a client in an NCD dental plan, which takes only about 90 seconds, underscores its efficiency.

Final Thoughts

As the episode wraps up, the hosts reaffirm their commitment to utilizing Jamieson’s insights. By attending webinars and leveraging the comprehensive resources available, agents can significantly enhance their service offerings and ensure their clients receive holistic care. The conversation reveals a compelling case for the strategic use of dental insurance within the realm of Medicare services, underscoring its critical role in client health and agent success.

In this episode of "Insurance Business Babes," hosts Joanna Wyckoff and Kathe Kline stress the importance of organization and preparation, especially before the Annual Election Period (AEP). They discuss various strategies for maintaining focus and efficiency, such as scheduling health appointments in advance, keeping detailed to-do lists, and using technology to manage tasks. Joanna shares her experience of feeling overwhelmed by clutter and how moving to an organized space brought her peace, while Kathe emphasizes the benefits of a highly organized back office and ergonomic investments like standing desks. They explore tools like Sunfire, Google Sheets, screen recording software, and grocery delivery services to streamline their workflow. The hosts also highlight the significance of balancing work with family time and maintaining good health to optimize productivity and avoid burnout.

This episode is sponsored by CertifiedMedicareAgents.com

In the latest episode of Insurance Business Babes, Steve Pomerantz joins Joanna Wyckoff to dive deep into strategies for mastering events and achieving local market dominance, essential for insurance agents especially during the Annual Enrollment Period (AEP).

Joanna Wyckoff highlights the value of establishing robust relationships with broker managers. These connections not only facilitate access to marketing funds but also ensure that agents can leverage those finances effectively as broker managers' salaries are tied to their territory sales. By focusing on personal branding over carrier branding at events, Joanna has successfully drawn attention with unique marketing items like “big teeth.”

Steve's super power is meticulous planning of a whopping 46 events. He emphasizes using simple, cost-effective refreshments like pizza and cookies to keep attendees engaged without overwhelming them. Importantly, partnering with local dentist and doctor offices for additional referrals has been a game-changer, demonstrating the power of community collaboration.

Both agree that a diversified marketing approach is key. Steve incorporates tools such as branded lotion and pens over traditional carrier-branded materials to leave a lasting impression. He also employs various channels, including Facebook ads, direct mail, and community ads, to reach a wider audience.

Steve Pomerantz underscores the importance of starting client outreach early. Given the logistical challenges during busy periods, tools like Zoom and Calendly for scheduling, as well as integrated Scope of Appointment (SOA) forms, streamline the process, saving time and enhancing client interaction. Joanna also implements persistent communication through postcards, emails, and calls, ensuring important messages are delivered effectively.

The shift towards virtual meetings has proven to be a significant time-saver. Joanna reiterated that holding Zoom sessions and using VoIP for events not only improves efficiency but also increases flexibility for both agents and clients. Early planning and staying organized, including preparation of materials and consistent follow-ups, are vital components to escrowing a successful AEP.

Mastering local events and proactive community engagement, as discussed by Steve Pomerantz and Joanna Wyckoff, seems to be an art form in the insurance business. By integrating personalized marketing tools, maintaining persistent communication, and leveraging virtual platforms, agents can not only retain their existing clients but also attract new ones, securing their dominance in the local market.

This episode is sponsored by CertifiedMedicareAgents.com

Kathe Kline is joined by Andrew Saul, Sales Director at Physicians Mutual, to delve into the complexities surrounding Medicare Part D and the changes ushered in by the Inflation Reduction Act. Key points of discussion included the new $2,000 out-of-pocket cap and its impact on seniors, along with price negotiation for prescription drugs.

One of the major hurdles discussed was the inability of Medicare to negotiate drug prices, which has historically driven up costs for seniors. Andrew Saul illustrated this disparity with the example of Eliquis, a popular blood thinner. Non-Medicare recipients might pay $10 a month, while those on Medicare face costs upwards of $500 monthly without manufacturer coupons.

Kathe shared her firsthand experience with prescription costs during her recent COVID-19 quarantine. The difficulty in navigating prescriptions, particularly the high cost and obstacles to obtaining Paxlovid, highlighted a larger issue within the system. She emphasized the restrictions Medicare beneficiaries face with manufacturer coupons, which can drastically reduce prescription costs for others.

Andrew and Kathe explored the balancing act between allowing pharmaceutical companies to profit while ensuring fair drug pricing. Even with laws like the Insulin Savers Act capping prices, the lack of generic options keeps costs high. Andrew noted that new regulations will enable Medicare to negotiate prices for 10 high-cost drugs starting in 2026, but the scale of change is limited.

The Inflation Reduction Act, passed in August 2022, is poised to bring changes such as Medicare's newfound ability to negotiate drug prices. Despite this advancement, critics argue for a more comprehensive and expedited implementation. Kathe contrasted the U.S. healthcare system with Europe's, noting Europe's more effective cost management due to direct government negotiations with drug manufacturers.

Andrew offered insights into upcoming changes and the importance of well-informed agents in guiding clients through Medicare's intricacies. He emphasized that periodic drug plan reviews are crucial for cost savings. As we await further changes prompted by the Inflation Reduction Act, staying informed and proactive remains essential for Medicare beneficiaries and advisors alike.

This episode is sponsored by CertifiedMedicareAgents.com

In our latest episode of "Insurance Business Babes," hosts Kathe Kline and Joanna Wyckoff dive deeply into the essentials of managing Medicare plan changes and the importance of timely communication with clients. Here are the most critical takeaways and strategies discussed to ensure a smooth transition during plan updates.

Joanna Wyckoff emphasizes the importance of contacting clients as early as possible to lock in new Medicare plans, minimizing coverage gaps and anxiety. Starting communications with clients whose plans are leaving their county first ensures that they are not left without coverage come the end of the year. From October 1st, Joanna's practice involves initial consultations, aiming to finalize new plans before October 15th.

Both hosts agree that automation can streamline the process significantly. Joanna shares her preference for handling reviews and setting up plans via automated systems, utilizing text or email links for client application signatures. This not only saves time but also mitigates the back-and-forth often required in manual processing, providing peace of mind to clients early in the timeline.

Kathe highlights a specific concern for clients in South Carolina who are losing their Medicare Advantage benefits. The duo discusses the workload and complexities involved in managing these changes to ensure continuous coverage for clients. By referencing the “Medicare and You 2025” booklet and identifying plans leaving the market, agents can anticipate which clients need immediate contact.

Potential underwriting challenges for Medicare supplements are addressed by evaluating clients’ health conditions. Joanna and Kathe underscore the delicate process of finding suitable plans amid evolving health conditions and Medicare regulations.

A significant portion of the episode focuses on maintaining professionalism in client communications. Joanna advises never putting anything in writing that shouldn't be shared publicly, noting her own experiences with negative reactions from agents. Kathe discusses managing a large Facebook group, adhering to strict no-politics rules to avoid conflicts.

Technological advances in plan application, as shared by Kathe with her experience on Medico, illustrate a trend towards fewer requirements for medical questions, which can simplify the sign-up process. However, they discuss the implications on carrier rates and client coverage, balancing ease with comprehensive care.

The increased trend of clients shopping around for Medicare plans makes client retention more crucial than ever. Both hosts stress the importance of maintaining existing relationships, with Joanna delineating a retrospective strategy to keep clients informed, happy, and loyal.

By prioritizing early and effective communication, leveraging technology, and maintaining professionalism, insurance agents can navigate the complexities of Medicare plan changes and ensure their clients remain fully covered and satisfied.

This episode is sponsored by CertifiedMedicareAgents.com

Last-Minute AEP Preparation: Key Strategies from Industry Experts

As we approach the Annual Enrollment Period (AEP), ensuring that your preparations are comprehensive and efficient is critical for a successful season.

In this episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff shared valuable insights and strategies for last-minute AEP prep. Here’s a summary of their advice to help you navigate through this busy time.

The hosts emphasized the importance of staying updated on market changes and new regulations, particularly in light of the Inflation Reduction Act and its effects on the insurance landscape. With some plans leaving the market and others adjusting their offerings, being proactive is key. The hosts discuss reaching out to carriers for first looks at plan changes and understanding which plans are exiting your area. This knowledge allows you to prioritize the clients impacted by these changes.

Communicating early and effectively with clients who are likely to be affected by significant plan alterations is vital. Joanna recommends sending out surveys and emails to collect updated information on clients’ medications and physicians. Automating this process, when possible, saves time and ensures you are prepared to offer the best advice come October 1st.

Using Customer Relationship Management (CRM) systems like Sunfire can streamline your workflow. Kathe highlighted the efficiency gained by having up-to-date client information preloaded into the CRM. This allows for quick comparisons of current plans with alternatives, enabling faster decision-making and client follow-up.

Retaining existing clients should be a priority during AEP. Focusing on retention rather than external marketing, as maintaining current clients can often lead to new referrals. Automated emails and calendar scheduling tools like Calendly can facilitate easy appointment setting, ensuring each client feels valued and cared for.

Kathe and Joanna stressed the importance of staying organized. Complete certifications, address any personal or logistical tasks, and ensure your schedule is clear before AEP begins. This preparation will free up more time to focus on client needs and mitigate stress.

As AEP approaches, take these expert tips seriously. Understand market shifts, communicate proactively with clients, employ efficient systems, and prioritize retention. With the right preparation and organization, you can navigate AEP effectively, providing exceptional service to your clients and ensuring a productive season.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠ and ⁠TopFlightAgent.com⁠

Navigating the Shifting Landscape of Medicare Plans: Insights from Insurance Business Babes

In a recent episode of the ever-insightful "Insurance Business Babes" podcast, hosts Kathe Kline and Joanna Wyckoff delve into pressing issues facing insurance brokers and their clients in the Medicare universe. From the discontinuation of broker commissions to the underappreciated importance of ancillary insurance plans, the conversation offers valuable guidance for both professionals and clients.

Kathe Kline opens the episode expressing her deep frustration with a significant insurance carrier halting broker payments for prescription drug plans (PDPs). This development threatens to cut her annual earnings by over $15,000, echoing past instances of carriers discontinuing payments—a troubling trend for many in the industry. Both Kathe and Joanna note that brokers face an ethical dilemma: how to justify continued support for a plan to clients when they're no longer compensated for their work.

Joanna brings attention to a common misconception among clients: that those with Medicare Supplement plans don't need additional cancer coverage. The hosts illuminate the critical role of ancillary insurance in covering non-medical costs associated with serious health events. Joanna shares a poignant story about a young mother suffering a heart attack, underscoring the unexpected financial strain such situations can impose. This narrative punctuates the episode's emphasis on offering comprehensive insurance solutions to ensure clients are well-protected against all contingencies.

The hosts introduce "Atomic Automations," a new venture led by Joanna Wyckoff and her partner, Zach, aimed at aiding insurance agents with automation systems like GoHighLevel. Their service promises to streamline client communication and enhance operational efficiency, providing agents with tools to maintain and grow their client base. By integrating advanced automation, agents can ensure continuous client engagement through regular updates, video content, and personalized follow-ups.

As changes loom on the horizon of the Medicare landscape, Kathe and Joanna stress the importance of proactivity. Agents are urged to continually educate clients about the importance of using available benefits before potentially disruptive market shifts occur. The episode concludes with reminders about the value of cross-selling supplementary coverage, keeping clients informed through various communication channels, and consistently delivering exceptional service.

Through this compelling discussion, the "Insurance Business Babes" provide crucial insights for navigating the evolving field of Medicare insurance, highlighting the need for adaptability, comprehensive coverage, and robust client relationships. For detailed strategies and further advice, tuning into their podcast will surely be an enlightening experience for any insurance professional.

The Challenge of Disappearing Broker CommissionsThe Essential Role of Cancer and Ancillary InsuranceAutomation as a Game-ChangerPreparing for Market Changes and Enhancing Client Relations

To sign a petition (sponsored by HAFA) regarding this compensation change, go to https://www.change.org/p/stop-wellcare-s-unfair-practice-demand-payment-of-earned-commissions-to-medicare-part-d

This podcast is sponsored by CertifiedMedicareAgents.com