In this episode of the Medicare Sales Playbook, Dallas sits down with Emma Dunlap, owner of Prime Benefits Group—and one of the most resilient new agents in the business.

Emma's journey is unbelievable:

• She entered the industry after burning out in entertainment and tech

• Survived Hurricane Helene, spending four days on her roof in North Carolina

• Lost nearly everything, evacuated to Wisconsin, and rebuilt her life from scratch

• Started in an area with no leads, driving hours between door knocks

• Refused to quit, pushed through adversity, and rebuilt her agency in Kentucky

• Is now serving families, leading with consistency, and preparing to build a nationwide team

This episode is packed with motivation, tactical advice, and mindset shifts for newer agents, struggling agents, and anyone who needs a reminder that you can start again.

You'll learn:

• Why "failing your way into the business" is actually a superpower

• What to do when you have no money for leads

• How to build consistency and structure as an independent agent

• How to choose the right mentor or agency

• Why cross-selling life & Medicare increases persistency and income

• How community, mindset, and discipline keep you going on hard days

If you're grinding through AEP or trying to get momentum, Emma's story will light a fire in you.

✔️ Last Wednesday Webinar: deeper dives into episode topics ✔️ Medicare Bootcamps: in-person training coming soon ✔️ Contact Dallas: [email protected] ✔️ Connect with Emma: Text: (828) 380-1359

Happy Thanksgiving from the Medicare Sales Playbook family! 🦃🍂

In today's special Thanksgiving episode, Dallas and "Medicare Matt" Smith pause the chaos of AEP to reflect on gratitude, growth, and the incredible journey of serving in the Medicare space. You'll hear heartfelt reflections, hilarious side-tangents, and powerful reminders of why this career matters.

We also invited some of our favorite agents and leaders from across the country to share two things: 1️⃣ What they're thankful for this year 2️⃣ One Medicare tip to help you finish AEP strong

Inside this episode: ✅ Why gratitude matters — even in the busiest season ✅ How this industry has transformed lives ✅ What "the broken road" really means in business & life ✅ Practical Medicare advice from real producers ✅ A reminder that fulfillment comes from people, purpose & community ✅ A whole lot of Thanksgiving food debates (whipped cream??)

Whether you're surrounded by family today or grinding through a tough season, we hope this conversation brings you encouragement, perspective, and a reminder that there is something to be thankful for today.

👇 Tell us in the comments: What's ONE thing you're thankful for this year?

👉 Subscribe for more Medicare training, stories, and tips: https://www.youtube.com/@MedicareSalesPlaybook

👉 Join the Medicare Sales Playbook Community: https://medicaresalesplaybook.com/

Happy Thanksgiving — we are truly grateful for YOU. — Dallas, Matt & the Medicare Sales Playbook Team 🧡

Tired of talking about AEP 24/7? 😅 This one's for you.

In this episode of Medicare Sales Playbook, Matt and Dallas set out to do a "show about nothing" (shoutout to the Seinfeld fans)… and end up talking about everything that actually matters:

• The weirdest AEP season they've seen in years

• Big plan & commission changes—and the opportunity hiding inside the chaos

• Absolutely wild AEP stories (locked doors, mystery "cakes," murderous clients, and rogue turkeys 🦃)

• Why some houses with no doors = your next Medicaid slam dunk

• How lonely this business can feel—for agents and seniors

• The moments that remind you, "This is why I do this."

• How kids, family, and a little "mindless nothing" can refill your tank

If you're a Medicare or ACA agent feeling tired, stretched, or a little burned out, this episode is your permission slip to take a breath, laugh a little, and remember the impact you're actually making.

👊 For Medicare & ACA Agents

• Feeling the pressure of plan changes, drug costs, and commission shifts?

• Wondering if what you do really matters?

• Needing 30–40 minutes where you can laugh, nod your head, and feel seen?

You're in the right place. This episode will remind you that you're not just "writing another app"—you're stepping into homes, changing stories, and sometimes literally extending lives.

🗣️ Join the Conversation

Drop a comment and tell us:

• Your craziest AEP story (keep it clean-ish 😂)

• One show you'd recommend to another agent

• What you do to reset when AEP starts to wear you down

👍 If this helped you:

• Like the video

• Subscribe to the channel

• Share this with another Medicare or ACA agent who needs a laugh and a lift

Keep going. Take a breath. Play with some Legos, watch a good show, then get back out there and serve your people. We're cheering you on. 💙

#MedicareSalesPlaybook #MedicareAgents #AEP #InsuranceSales #AgentLife

In this episode of The Medicare Sales Playbook, host Dallas Keithley welcomes Brian Askins, CEO of Lasting Mark, for his third appearance on the show — and this one's packed with wisdom. Together, they dive deep into why 92% of insurance agents fail, how to build a real marketing plan, and the exact steps that separate struggling agents from six-figure earners.

Brian breaks down the 5-step roadmap to a million-dollar Medicare business — including how to leverage cross-selling, elevate referrals, and fund your growth through smart marketing. Whether you're brand-new or ready to scale, this episode shows you how to stop playing the insurance lottery and start running a business that lasts.

👉 In this episode, you'll learn:

• Why most agents never build traction — and how to avoid their mistakes

• The truth about recruiting without a marketing plan

• How to cross-sell and elevate to retirement planning

• The simple system that fuels six-figure growth

• What Brian would do today if he were starting over with $5K/month

🎯 Key Quote:

"If the horse is dead — dismount. Get off it, find the right team, and get moving again." — Brian Askins

📧 Want access to the Tuesday Tips or Last Wednesday Webinars? Email: [email protected]

📧 Want access to the Medicare Sales Playbook Cross Selling Sheet: https://medicaresalesplaybook.com/crosssellingsheet

🎥 Subscribe for more episodes every week: strategies, systems, and real stories from top-producing agents across the country.

In this heartfelt episode of The Medicare Sales Playbook, Dallas Keithley and "Medicare" Matt Smith open up about the power of words — how what we say to others (and to ourselves) shapes our thoughts, actions, habits, and ultimately, our legacy.

They share real conversations about staying positive, breaking free from negativity, and building a legacy that goes beyond production numbers or business success. This one's for anyone who's ever felt stuck, critical, or isolated while trying to make it in sales — or in life.

🧠 Topics We Cover:

• Why negativity feels smart (but actually pushes people away)

• How to recognize and replace negative inner dialogue

• The ripple effect: how words become thoughts, thoughts become actions, and actions become your habits

• Why your work isn't your identity — and what truly defines your legacy

• A reminder that you are not alone in the struggle

💬 Need someone to talk to? Reach out — we're here for you. 📱 "Medicare" Matt Smith: (417) 593-2125 📧 [email protected]

Join us for our Last Wednesday Webinar each month at 4PM CST, and sign up for Tuesday Tips by emailing Dallas directly.

👉 Subscribe for more practical, real-life conversations for agents and entrepreneurs navigating the Medicare world — and beyond.

Accountability isn't about beating yourself up — it's about owning your growth.

In this episode of The Medicare Sales Playbook, Dallas Keithley and Matt Smith get real about what it takes to grow — in business, faith, and life. From personal stories of failure and frustration to lessons learned through reflection and perseverance, this conversation will challenge you to stop blaming circumstances and start building consistency.

You'll discover: ✅ Why failure is a requirement for success — not a disqualifier. ✅ How to shift from self-degradation to self-reflection. ✅ The 3 things accountability is not (and why they matter). ✅ How to choose your "hard" — work hard now or suffer later. ✅ Why comparison kills progress — and how to focus on your own lane.

If you've ever felt stuck, tired, or frustrated during AEP, this episode is for you. It's your reminder that success in the Medicare business doesn't come from luck or leads — it comes from looking in the mirror and taking ownership.

👇 Watch now, take notes, and subscribe for more real talk from agents who've been there.

📅 Join our next "Last Wednesday Webinar" to dive deeper into topics like this Email Dallas at [email protected] 📩 Want to get connected? Email Dallas at [email protected]

#MedicareSalesPlaybook #InsuranceAgents #Accountability #AEP #MedicareMarketing #Leadership #FaithAndBusiness

How to Get Your First 100 Medicare Clients (Without Burning Out) Host Dallas Keithley sits down with Caleb "the Medicare Coach" Caldwell to unpack the real playbook: drop the ego, find a true mentor, become a student of the game, and keep the message simple so seniors understand and say yes. Caleb shares the story behind his why—faith, family, and fitness—and exactly how he went from brand-new to building momentum fast.

What you'll learn

• The first 100 clients blueprint: mentorship → immersion → activity → simple offers

• How to make Medicare understandable (not a flex-fest) so trust rises and sales stick

• Seminars, clinics, and partnerships that actually get you in front of people

• Cross-selling without being pushy (serve the person, not just the plan)

• Discipline > motivation: the 4 pillars—faith, fitness, family, finances

Links & resources

• 👉 Register for our Last Wednesday Webinar (free): [email protected]

• 📩 Contact Dallas: [email protected]

• 📱 Follow Caleb: IG @calebacaldwell | TikTok @CalebTheMedicareCoach

• 📚 Mentioned: How to Win Friends & Influence People (Carnegie); The Comfort Crisis (Michael Easter); Real AF podcast (Andy Frisella)

Work with us / Get help Want help building your first 100 or simplifying your seminar strategy? Email Dallas at [email protected]. We'll point you to the exact tools, scripts, and training.

We're here to help honest, hungry agents level up—no hype, just real tactics that help seniors and grow your business.

#MedicareSales #InsuranceAgent #SeminarMarketing #CrossSell #AgentTraining

Ready or not… AEP is here. In this episode of Medicare Sales Playbook, Dallas Keithley and "Medicare" Matt Smith break down a practical game plan for agents heading into Annual Enrollment Period—mindset first, then simple, legal-safe marketing moves you can do today, plus how to use downtime wisely and anchor your work to a deeper "why."

• Mindset that wins AEP: Acknowledge the negatives without camping on them—and lead clients with solutions, not spin.

• Appointment control: Open with positives your client experienced this year to set the tone and guide decisions.

• Social the right way: What you can say, what you can't say, and how to post without plan-specific pitfalls.

• Referrals that don't feel awkward: Turn happy clients into reviews and introductions with 5 quick questions.

• Community touchpoints: Pharmacies, dentists, audiologists, and private practices that are actually referral-rich.

• Activity > anxiety: Simple actions for slow days that still move the needle.

• Your end game: Define the "thing below the thing" so you stay focused when AEP gets loud.

• Post: "Here are 3 things I wish every Medicare client in [Your City] knew before AEP."

• Call 5 recent clients → ask 5 feedback questions → request a review → ask for 2 introductions.

• Visit 3 local pharmacies/practices; ask: Who's your typical patient? Which carriers do you accept? Who do you like working with?

• Last Wednesday Webinar (with Pat Schmidt – Elevate) → Register here: [email protected]

• Medicare Sales Playbook site & event updates → MedicareSalesPlaybook.com

• Bootcamps & training → Get notified

If this helped, subscribe, like, and comment your 'why' below—we read every one and might feature yours in a future episode.

Medicare Sales Playbook fam—y'all have been crushing it with the comments, likes, and shares. 🙌 Today, Dallas sits down with Amanda Matthews (Integrity Insurance, Littleton, CO)—a top producer turned agency owner—who reveals the exact process her team uses to book more appointments, simplify plan decisions, and retain clients for years.

Amanda breaks down:

• Time vs. Money: Leads vs. community partnerships (and why partnerships win long-term)

• Referrals on Repeat: Build one relationship → earn many clients

• The Medicare Decision Tree: A clean flow that reduces overwhelm and gets to one plan fast

• "Every Client, Every Time": The retention checklist that fuels renewals, reviews, and referrals

• How to Lead the Conversation: Ask → confirm → advance (without losing control)

🎯 Download: Medicare Decision Tree (Free) http://medicaresalesplaybook.com/decisiontree

🗓️ Monthly Deep-Dive Webinar (LIVE) Last Wednesday of every month at 4:00. To get invited, email Dallas: [email protected]

👤 Connect with Amanda

• Phone: (913) 832-2877

• Email: [email protected]

✨ If this helped, like, subscribe, and share with a Medicare agent who needs a win this week.

• Community partners create speed of trust—close rates soar when a trusted office recommends you.

• Don't dump options. Guide with questions that narrow to 1–2 choices, then 1 plan.

• Memorize → then personalize your presentation. Systems beat vibes.

• Retention is the edge: proactive service, fast callbacks, use preferred names, take notes, never punt to carriers.

• You can't out-product competitors—out-service them.

• Comment: What part of Amanda's system will you implement this week?

• Share this with your team before your next training.

• Subscribe so you don't miss the next deep-dive.

Meet Brittany Garrison (Garrison Global Management)—a Medicare agent building her book 97% over the phone. In this episode, Brittany breaks down how she wrote 40 apps with a 9-day-old newborn, drove 600+ inbound leads in 6 months using TikTok + LinkedIn, and keeps clients coming back (87% retention) with simple, human touches.

• Telesales, start to finish: disclosures, scope, recorded calls, needs analysis, enrollments

• TikTok → appointments: daily posting challenge, 3–4x/week cadence, repeating winning content, hook → value → CTA

• Lead magnets that convert: her free Medicare guide + automated email drips

• LinkedIn newsletters (sleeper channel): "Medicare Made Simple" + "Financial Advisors' Guide to Medicare"

• Multi-state licensing strategy for a phone-first model

• Retention that sticks: fridge magnet "Congrats, You're Covered," birthday/holiday mailers, check-ins

• Educate first: show MA vs. Medigap options so clients choose confidently

These are live only (not recorded). Email Dallas to get on the list: [email protected] We'll send the private join link each month. No spam. No recruiting. Just value.

• TikTok: @GarrisonGlobalMgmt

• Email: [email protected]

• Mentorship: She's open to helping agents—reach out!

• Subscribe for weekly Medicare sales tactics

• Comment: What's one tactic you'll "steal" and try this week?

• Share with a teammate who needs a telesales blueprint

Disclaimer: This content is for licensed insurance professionals and educational purposes only. Always follow CMS and carrier compliance guidelines.