How Medicare Special Needs Plans Are Changing—and How Agents Can Support Clients Now

Recent shifts in Medicare Special Needs Plans (SNPs), especially those affecting dual-eligible (D-SNP) beneficiaries, are causing ripples both for insurance professionals and the vulnerable individuals they serve. In this episode of Insurance Business Babes, Kathe Kline and Joanna Wyckoff break down what's ahead and offer actionable strategies for agents to stay ahead of these changes.

Understanding the Major Benefit Reductions

Beginning in 2026, CMS regulations will roll back many popular ancillary benefits for D-SNPs—including the much-loved grocery card. While chronically ill SNP beneficiaries (C-SNPs) may still qualify for these extras, dual-eligible clients will see notable losses. For many low-income individuals, these grocery benefits made up a crucial portion of their monthly "income," so the impact will be significant.

Why This Matters: Client and Agent Implications

The removal of grocery and ancillary benefits doesn’t just hurt consumers; insurance agents relying on those “perks” to showcase plan value will need to adjust their approach. The focus will have to return to the medical coverage itself—maximum out-of-pocket costs, plan networks, and real medical needs—rather than the shiny add-ons.

Compliant Communication: Getting Ahead of the Curve

Regulation limits how and when agents can warn clients about specific plan changes. However, Kathe and Joanna recommend proactive and compliant communication:

• Send out educational newsletters focusing on national policy or regulation shifts, not plan specifics, to maintain compliance.

• Create video content raising awareness about upcoming regulatory changes, with clear calls-to-action for annual reviews.

• Segment your outreach using a CRM to target only affected D-SNP clients, avoiding unnecessary concern for unaffected beneficiaries.

Building Resourcefulness for Clients

Losing financial help through Medicare plans means clients may turn to other social supports. Agents can add value by compiling local and national resources—food banks, utility assistance, community gardens, and home-sharing services—to include in their outreach.

Time to Be the Trusted Advisor

As we move towards AEP and beyond, insurance professionals must reclaim their role as consultants rather than benefit brokers. Proactively supporting clients through these changes—with information, empathy, and local resources—will protect your book of business and earn long-term trust.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Preparing for AEP: Embracing Technology and Proactive Strategies in the Insurance Industry

Host Kathe Kline and guest Dalton Miller dove headfirst into the changing landscape of Annual Election Period (AEP) preparation and why insurance agents must stay ahead of industry trends—especially in today’s rapidly evolving environment. Here’s a breakdown of the key takeaways and how you can apply them to your business.

The Countdown to AEP Is On: Get Ahead Early

Dalton opened the conversation with a reality check—there are fewer business days than you think before AEP kicks off. The urgency is real. Agents waiting until the last minute risk being overwhelmed, particularly as changes around prescription drug plans (PDPs) from regulatory shifts like the Inflation Reduction Act are generating more client questions, confusion, and inbound phone calls.

Turning Industry Challenges Into Opportunities

Rather than seeing incoming calls as disruptions, savvy agents seize them as opportunities. Dalton pointed out that proactive outreach—whether in-person appointments or virtual consults—can turn client confusion about drug costs into relationship-building moments. Agents who capitalize on these touchpoints not only help clients, but also strengthen retention and potentially restart commission cycles with plan changes.

Tech Tools: Your Secret Weapon for Efficiency

From automated scheduling links to drug list collection surveys like RetireFlo, technology is non-negotiable. Kathe stressed the time-savings and organizational benefits of tools like calendar links and integrated form submissions for medication lists. If you’re not using technology, you’re likely doing double work and risking costly errors. Importantly, Kathe and Dalton both emphasized the need for HIPAA-compliant CRMs. Not only does this protect client data, but it future-proofs your continuity if you switch FMOs.

Be Proactive, Communicate, and Set Boundaries

A recurring theme was proactive communication. Don’t be shy—send out birthday cards, newsletters, or helpful updates. Let your book of business know you are their first call. Importantly, set boundaries: make it clear when you’ll review Med Supps and PDPs, and educate clients on why you don’t do everything during AEP. This manages workload and builds compliant, loyal relationships.

Final Word: Start Now and Beat the Rush

Dalton, channeling Paul Revere, reminded listeners: “AEP is coming!” The key is to establish streamlined, compliant systems now—before the wave hits. Tools that save time, reduce manual work, and improve client experience aren’t just luxuries—they’re business necessities. In the words of Kathe, “Why are you doing double work? Let technology set you free.”

Ready to thrive this AEP? Invest in tech, standardize your client communication, and start prepping now—you’ll thank yourself come October.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

A Royal Experience: The Power of Insurance Sales Incentive Trips

In the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff dove into the unique world of insurance sales incentive trips—what they’re really like, how they differ from standard industry conferences, and the unexpected lessons learned along the way.

Winning the Trip: More Than Just Numbers

Joanna recently qualified for Physicians Mutual’s prestigious sales convention as an IMO, a milestone she reached within just a few short years of launching her agency, Top Flight. She described the event as “phenomenal,” highlighting luxury treatments, thoughtful gifts, upscale dining, and—perhaps most importantly—the chance to interact directly with company leadership, including the CEO. This kind of recognition and access proves invaluable, affirming the significance of consolidating business with supportive carriers.

The Difference Between Paid Conferences and Qualifier Trips

Unlike large events you pay to attend, qualifier incentive trips have a distinct energy: attendees are all top producers. This changes the tenor of the conversation—from business talk and networking, to genuine relationship-building. As Joanna noted, “Most of the people wanted to just get to know you as a person.” These environments foster deeper connections, peer learning, and opportunities to exchange high-level ideas.

Key Takeaways: Loyalty, Support, and Referrals

A surprising insight from Joanna’s experience was the advantage of funneling business to a limited number of strong, supportive carriers. Spreading applications among many companies may dilute recognition and support. Kathe talked about her own MDRT days, emphasizing the business boost gained from sharing personal touches (like hand-written postcards from conferences) and getting to know clients beyond their policies. Relationship-centered business not only makes for enjoyable work but also leads to more and better referrals.

The Real Value: Community and Growth

Whether you’re striving to qualify for a trip or investing in paid industry events, the Insurance Business Babes remind us: get out there, network, build real relationships, and always be open to new ideas. These are the keys to both personal satisfaction and business success in insurance.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Technology Transforming the Insurance Business: Insights from the Insurance Business Babes Podcast

Big Changes and Hard Decisions In the most recent episode of "Insurance Business Babes," Kathe Kline and Joanna Wyckoff offered an honest look into the critical decisions agents face—and how technology is rapidly reshaping insurance workflows.

Kathe shared her journey of moving her business to Top Flight after years with a large organization that incentivized her with significant marketing dollars. But as her marketing needs evolved and desired operational changes (like making her assistant an LOA) decreased her benefits, it became clear a transition was necessary—especially when the promise of better technology was on the table.

Battling Tech Overload and Disjointed Systems Kathe discussed the costly and frustrating attempt to piece together different tech tools like Connecture and RetireFlo to streamline Plan D (PDP) processes. The discovery that critical carrier data and functions—like syncing client medication lists—were not universally available added to the complexity and inefficiency. Her experience highlights a pain point many independent agents face: technology fragmentation and the challenge of staying informed about what’s possible with evolving systems.

The Sunfire Revelation A key takeaway from the episode is the game-changing functionality of Sunfire’s "secret" Blaze Sync URL. This under-the-radar feature lets agents send clients a unique survey link, so clients can update their medication lists themselves—automatically populating Sunfire with accurate data. The catch? Very few agents seemed to know about it, due to gaps in communication from uplines and the sheer flood of carrier and FMO emails that overwhelm most inboxes.

Improving Communication in the Industry Kathe’s frustration—and Joanna’s insight as an upline—underscores an industry-wide issue: critical updates get lost in the barrage of impersonal emails and irrelevant invites. Their solution? Uplines must invest in real personal communication, not just mass shotgun email blasts.

Conclusion This episode reminds us that while insurance tech is advancing rapidly, cultivating genuine relationships and customized support is just as essential. Whether you’re an agent or an upline, cutting through the digital noise and focusing on meaningful solutions can make all the difference—for your business and your clients.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Why Agents Should Think Twice Before Celebrating Industry “Good News”

On the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff dive into the issues behind Medicare’s disaster SEPs (Special Election Periods), recent government reversals, and why not all agent celebrations are necessarily cause for joy. If you’re an agent who’s popped the champagne over recent changes, this episode is for you.

When "Wins" Aren't Wins for Everyone

The government recently reversed a rule, now allowing agents to enroll clients using the disaster SEP again, rather than having clients call Medicare directly. On the surface, this sounds like a win, but Kathe and Joanna urge caution. The reversal makes it easier for bad actors—especially call centers—to abuse SEPs for commission, often enrolling vulnerable clients in unsuitable or unnecessary plans. The end result? Honest agents face unfair competition and a system that can hurt clients without careful oversight.

The Real Cost of Abused SEPs

Disaster SEPs are meant for people genuinely affected by natural disasters and unable to enroll during typical periods. Kathe shares stories about agents moving clients between plans quarter after quarter under questionable pretense. Not only does this strain trust in the industry, but it also puts pressure on carriers and small agents alike. Frequent rollovers, rapid disenrollment, and adverse selection can damage both client outcomes and carrier profitability, leading to fewer good products in the market.

Small Business Agents: The Ones Getting Squeezed

As Joanna notes, regulatory changes intended to clamp down on abuse often make life harder for solo agents and small agencies, not the big call centers causing most issues. Increased documentation, lengthy disclaimers, and constant regulation can be overwhelming, especially when honest agents get painted with the same broad brush.

Celebrate Wisely—and Put Clients First

Finally, Kathe and Joanna remind agents that cutting corners or exploiting loopholes ultimately harms your reputation and client base. Instead, build your book with integrity, focus on true client needs, and don’t be swayed by industry “wins” that may only benefit the big players. Diversify, cross-sell, and always act as if you were advising your own family member—your clients (and your business) will thank you for it.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Unlocking the Power of Automation for Insurance Professionals

In a recent episode of the Insurance Business Babes podcast, host Kathe Kline sat down with automation expert OpeYemi Sanusi to explore how automating everyday business tasks can be a total game changer—especially for insurance professionals and agency owners who want to free up their time and focus on client relationships.

Why Automate? The True Cost of Manual Tasks

Kathe opened up about her own experience running an active Facebook group, explaining how time-consuming it was to manually process new member requests and collect data. Like many insurance agents, she realized she was spending valuable hours on low-impact work that could easily be handed off—if not to a virtual assistant, then even better, to a well-built automation! As Ope emphasized, whenever you notice a repetitive task “stresses you out or takes time from your day,” it’s a good candidate for automation.

Common Automation Opportunities in Insurance

The conversation revealed just how many time-consuming processes can be streamlined. Here are some top contenders:

1. Lead Management: From collecting and qualifying incoming leads based on client needs (e.g., prioritizing high-value Medicare supplement prospects), to logging details automatically in your CRM.

2. Appointment Follow-Ups: Automating reminders and documents like scope of appointment forms, ensuring compliance requirements are met without manual checking.

3. Client Communication: Sending out personalized birthday cards, renewal reminders, or even thank you gifts at the click of a button.

4. Data Entry and Compliance: Creating easy workflows to file signed documents, cross-check directories for compliance, and flag potential issues, freeing you from administrative headaches.

Custom Automation: Small Businesses Can Benefit Too

Ope pointed out that automation isn’t just for huge corporations. Solving small business problems—like auto-filling spreadsheets with storage facility contact details, or scraping podcast emails for outreach—are all fair game. Even better, once these processes are set up, they save both time and money for years to come.

Getting Started with Automation

Both Kathe and Ope agree: you don’t need to be a tech wizard to benefit from automation, especially if you start with expert help. By automating the busywork, insurance agents are empowered to focus on what matters most—building relationships and growing their businesses.

Ready to reclaim your time? Take a cue from this episode—identify your most repetitive tasks, and start imagining what an automated future could look like for your agency!

You can reach the guest, Ope Sanusi, via email at: [email protected]

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Don’t Be Boring: How Personality and Passion Can Transform Your Insurance Marketing

When it comes to building a thriving insurance business, standing out from the crowd is key. In the latest episode of the Insurance Business Babes podcast, hosts Joanna Wyckoff and Kathe Kline share invaluable insights into why infusing your marketing with your unique personality and passions isn’t just more fun—it’s also a winning strategy.

Let Your Passions Shine Through

Kathe shares the story of an agent whose love for sports became the heartbeat of his marketing. Instead of a boring, generic ad, he brought a local college athlete into the mix, letting his authentic enthusiasm pull in clients with similar interests. The message: skip the cookie-cutter pitches—clients connect with people, not sales slogans.

Personal Touches That Stick

Joanna and Kathe dive into creative ways to make your business memorable. Joanna, who’s both an artist and athlete, sends out custom birthday cards featuring her own artwork, tying in her synchronized swimming passion by using a mermaid design. These personal cards aren’t just eye-catching—they spark real conversations and connections with clients, who frequently notice and comment on these unique touches.

Similarly, Kathe discusses leveraging family talents and interests—whether gifting potted plants grown by her sister or sending homemade jams from a baking enthusiast agent. These thoughtful gifts and gestures go far beyond the standard client relationship, making clients feel truly appreciated.

Making Meaningful Connections

The heart of Joanna and Kathe’s advice? Attract the right clients by being authentically you. Share your hobbies on social media. Host events that reflect your interests, from ice cream socials to movie nights or cooking classes. Not only do these strategies make your days more enjoyable, but they also foster loyalty, referrals, and conversations that go deeper than just insurance plans.

Final Words: Don’t Be Boring

The ultimate takeaway: your personality is your superpower. In a field where everyone may offer the same products, your authentic connections and creative approaches are what will keep clients coming back—and telling their friends. So, when it comes to your insurance business, remember the golden rule from Joanna and Kathe: don’t be boring!

This episode is sponsored by CertifiedMedicareAgents.com. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Crafting Effective Email Strategies for Insurance Prospects and Clients

In this episode of the "Insurance Business Babes" podcast, Kathe Kline and Joanna Wyckoff delve into the nuances of email communication in the insurance industry, offering a treasure trove of insights for agents looking to refine their approach.

Client Communication: Less is More

Kathe begins by detailing her client email strategy, which revolves around sending just one email per month to prevent overwhelming her clients. This strategic choice not only respects her clients' inbox space but ensures that each communication is valued and not lost in a sea of emails.

The Power of the Freebie for Prospects

For prospects, Kathe emphasizes the importance of lead magnets, or "freebies," which attract prospects seeking valuable information. By offering a checklist on navigating Medicare, she captures emails and gradually nurtures these leads through a well-crafted sequence of informative emails. Kathe’s advice to create personalized content, rather than copying from others, highlights the need for authenticity in client interactions.

Maintaining Prospect Engagement

Kathe discusses her prospect 52-week email sequence, designed to keep her prospects engaged without resorting to constant sales pitches. Valuable information forms the core of these communications, with every fifth email gently prompting prospects to schedule an appointment. This approach ensures prospects view the emails as beneficial rather than spam.

Maximizing Content and Partner Collaboration

The episode closes with practical advice on repurposing content and collaborating with partners. Using Pretty Links to share concise URLs, Kathe maximizes her content's reach. Encouraging cooperation with referral partners, she suggests utilizing their content, adding diversity and depth to her communication strategy.

Conclusion

As Kathe and Joanna reiterate, automation and smart email strategies can transform client and prospect relationships. By striking the right balance between information and promotion, insurance professionals can significantly enhance their engagement and conversion rates.

This episode is sponsored by CertifiedMedicareAgents.com Use the code BABES2024 to get the BRONZE membership for FREE.

Understanding the Importance of Tracking Metrics in Insurance Business

In our latest episode of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff delve into a crucial aspect of managing an insurance business: metrics. These essential tools can transform a fledgling side hustle into a thriving enterprise by offering insights into profitability, productivity, and growth opportunities.

Profit Tracking and Expense Management

As Joanna emphasizes, "Profit is crucial in any business." Understanding your financial health involves more than just knowing your gross income. It’s vital to assess net income by tracking all expenses carefully. Kathe passionately discusses the impact of reading "Profit First" on her approach to spending and profitability. She highlights that without attentiveness to where your money goes, marketing, technology, and licenses can quickly eat away potential profits.

Retaining the Right Clients

Both hosts stress the importance of client retention. Joanna notes, "Policy retention rate is big," underscoring the necessity of building lasting relationships with clients, especially those referred by trusted sources. Tracking referrals is equally important, as they often result in better client retention rates. Kathe explains how she connects referrals in her CRM to identify top referrers, strengthening those critical business relationships.

Streamlining Operations and Time Management

Efficient time management is another focal point of their discussion. Joanna urges agents to "track their time diligently," ensuring a focus on productive, income-generating activities. With modern tools available, from AI-powered assistants to dedicated CRMs, agents can streamline their workflows and focus on growing their business.

Diversifying Product Offerings

To mitigate market risks, diversifying product offerings becomes a strategic imperative. Joanna shares her success in expanding beyond Medicare into med supp, cancer, heart attack, and annuities, emphasizing that diversification ensures resilience in a fluctuating market.

Conclusion

In conclusion, tracking key metrics such as profit, client retention, time management, and product diversification can significantly enhance an insurance business's efficiency and success. By implementing these strategies, agents can secure their financial future and scale their operations with confidence.

Tune in next time on Insurance Business Babes for more insights into building a prosperous insurance business.

This episode is sponsored by CertifiedMedicareAgents.com

Scaling Your Insurance Business: Strategies and Tools

In the latest episode of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff explore the crucial topic of scaling an insurance business. They share insights and practical advice on how to efficiently manage and grow a client base without sacrificing time or resources.

Joanna and Kathe emphasize the importance of leveraging technology to enhance business operations. A prime example they discuss is the use of VOIP phone systems, like RingCentral or Dialpad, that not only record calls but also provide AI-generated summaries. This feature allows agents to quickly access details from previous conversations, ensuring they maintain strong client relationships and efficiently resolve issues without relistening to entire calls.

The episode also highlights the necessity of being strategic with client services. Joanna shares the example of Benelink, a subcontractor for carriers that assists clients with renewing Medicare Savings Programs. By directing clients to such services, agents can focus on tasks that directly contribute to business growth rather than spending time on non-revenue-generating activities. This approach not only saves time but also reduces liability risks.

Kathe discusses the benefits of flexible compensation models, especially when onboarding new agents or partners. This model can attract part-time agents who bring additional experience and networks to the business, ultimately aiding in its growth.

Joanna explains the advantages of using Sunfire over Connexure for quoting and applications, primarily due to its comprehensive features like verifying client information, checking Medicaid levels, and providing a seamless application process. Having the right tool can drastically reduce errors and increase efficiency, which is essential for scaling an insurance business.

As their conversation reveals, scaling an insurance business requires a combination of strategic client management, the right technological tools, and flexible operational structures. By adopting these practices, insurance agents can effectively grow their businesses while maintaining high standards of client service.

This episode is sponsored by CertifiedMedicareAgents.com