In this episode of the Medicare Sales Playbook, hosts Dallas Keithley and Matt Smith dive deep into the real reasons Medicare prospects say "no"—and how you can turn those temporary objections into sales success.

Learn the 3 A's of Objection Handling: ✅ Agree with the client ✅ Answer the real concern ✅ Ask the right follow-up Discover how to identify whether an objection is based on Need, Like, or Cost—and how to respond to each with confidence and care.

Whether you're getting "I need to think about it," "I don't have time," or "I don't need this," you'll walk away with actual word tracks and strategy to close more sales without sounding pushy.

🔥 Plus: Bootcamp Tour Announcement! We're coming to St. Louis on May 13 and Kansas City on May 14 with our live Medicare Sales Playbook Bootcamp! This is real, practical sales training—not just another rah-rah event. Stay tuned for registration details here and on our socials!

👇 Drop your toughest objections in the comments and we might tackle them in an upcoming episode.

🎙️ Dallas Keithley sits down with Amy Bock, Regional Sales Manager at GTL, to talk about how to become a complete coverage agent. In this power-packed conversation, Amy breaks down how to confidently educate clients on ancillary products, fill coverage gaps, and retain clients for the long haul.

✅ Learn how to sell with confidence ✅ Get comfortable having uncomfortable conversations ✅ Discover how to position hospital indemnity & home healthcare ✅ Protect your clients and your book of business ✅ Increase referrals by doing the right thing

If you're ready to stop selling just Medicare Advantage and start building lasting protection for your clients, this episode is a must-watch.

📩 Connect with Amy Bock: [email protected]

In this inspiring episode of the Medicare Sales Playbook, host Dallas Keithley sits down with rising star Caroline Trecartin, who shares her incredible journey from pre-med student to top-producing life insurance agent—and her bold leap into the world of Medicare sales. 💥

Caroline opens up about the tough conversations with her dad, what it was like to leave behind a "secure" career path, and how she built a six-figure life insurance business—only to pivot into Medicare with purpose and passion. 🚀

She breaks down the importance of mentorship, how to master Medicare seminars, and why your surroundings determine your ceiling. Whether you're brand new to insurance or thinking of switching lanes, this is an episode you don't want to miss.

🔔 Don't forget to like, comment, and subscribe for more sales strategy, personal growth, and behind-the-scenes stories from the field.

In this high-impact episode, we sit down with Brian Thompson of Peritia Advisors—a Medicare pro who's built a powerhouse agency from scratch and isn't slowing down. Brian shares how cross-selling has transformed his business, his four-product rule for every appointment, and how understanding personality types can make or break a sale.

We'll talk about:

✔️ Why cross-selling is a must (and how to do it ethically) ✔️ How to increase client retention and persistency ✔️ The simple personality test that helps tailor every presentation ✔️ How Brian turns one appointment into 13 policies ✔️ The psychology behind selling—without feeling "salesy"

Whether you're new to the game or a seasoned pro, this episode will give you actionable insights to grow your Medicare business one play at a time.

📞 Interested in joining Brian's team or connecting with him? Call/Text: (319) 899-8222 📍 Based in Ely, Iowa — now building in 46 states!

💡 Like, comment, and share to help us grow this channel and reach more Medicare agents like you. Got a guest recommendation? Drop it in the comments!

🎧 Subscribe to never miss an episode of the Medicare Sales Playbook.

🔥 Welcome back to the Medicare Sales Playbook! In this powerful episode, host Dallas Keithley sits down with Christina Perez, founder of Perez Financial Group, to unpack her 17-year journey in Medicare sales and how she's built a thriving agency from scratch. Christina shares actionable insights for new agents and growing agencies, including:

✔️ How to go from ZERO clients to a thriving Medicare book of business ✔️ The importance of mentorship, being coachable, and asking the RIGHT questions ✔️ How to find clients when you have NO budget for leads ✔️ Scaling smart: When to hire, get a CRM, and build your internal team ✔️ The difference between licensed agent employees vs. independent agents

Christina also reveals her grassroots marketing strategies, the mindset shift from employee to business owner, and how to build lasting client relationships by becoming a trusted resource in your community. If you're ready to level up your Medicare sales game, this is your playbook!

👉 LIKE, COMMENT, & SUBSCRIBE for more practical sales strategies and inspiring stories to help you WIN in the Medicare market!

🔗 Connect with Christina Perez: 📞 (956) 540-7521 📧 [email protected]

Welcome back to the Medicare Sales Playbook! 🎉 In this special episode, we celebrate one year of delivering top-tier Medicare sales insights! 🏆 Thank you for sticking with us for 52 episodes—we truly appreciate your support! 🙌

This week, Dallas Keithley is joined by Andrew Saul, Sales Director at Physicians Mutual, for an eye-opening discussion on Medicare Supplements vs. Medicare Advantage. They dive into:

✅ Why educating your clients is more important than selling ✅ The biggest mistakes agents make when presenting Medigap ✅ How to differentiate yourself in the industry with an innovative approach ✅ The best-kept secret in Medicare sales—the Innovative Plan G 🏆

🔹 Are you selling with your wallet? Learn why you should never assume what your clients can or can't afford! 🔹 Retention is everything! Discover how proper research and planning can keep clients on your book for life. 🔹 Want a competitive edge? Learn about a Medigap plan no one else is talking about!

📩 Interested in learning more about Physicians Mutual and their innovative plans? 📧 Contact Andrew Saul at [email protected]

🎥 Subscribe for weekly episodes packed with insights on Medicare sales! 📢 Like, comment, and share with your fellow agents!

#MedicareSales #MedicareSupplements #MedicareAdvantage #InsuranceSales #Medigap #SalesTraining #PhysiciansMutual #MedicareAgent

Retention is the key to long-term success in Medicare sales! In this episode of the Medicare Sales Playbook, hosts Dallas Keithley and "Medicare" Matt Smith break down the best strategies to keep your clients for the long haul.

💡 Topics Covered in This Episode: ✔️ Why client retention is more cost-effective than new client acquisition ✔️ How to build strong relationships with clients from the very first interaction ✔️ The importance of taking detailed notes and remembering personal details ✔️ Proven methods for keeping clients engaged year-round ✔️ How to navigate OEP and AEP like a pro ✔️ The power of social media and client appreciation events

🔔 Don't forget to LIKE, COMMENT, and SUBSCRIBE for more actionable Medicare sales tips! 💬 How do you retain your clients? Drop your strategies in the comments!

📢 Follow Us for More Medicare Sales Strategies: 📌 Subscribe to the channel: www.youtube.com/@MedicareSalesPlaybook 📌 Follow us on social media: 📌Facebook: https://www.facebook.com/medicaresalesplaybook 📌Instagram: https://www.instagram.com/themedicaresalesplaybook/ 📌LinkedIn: https://www.linkedin.com/company/medicare-sales-playbook/ 📌TikTok: https://www.tiktok.com/@medicare.sales.pl

#MedicareSales #ClientRetention #InsuranceSales #MedicareAgents #ResidualIncome #MedicareMarketing

Are you effectively using Medicare math to help your clients make informed decisions? In this episode of the Medicare Sales Playbook, host Dallas Keithley and guest Matt Smith break down how to explain Medicare Supplement plans and compare them to Medicare Advantage options.

🔢 Topics Covered:

• How to calculate and present Medicare costs to clients

• The difference between Medicare Supplements (Medigap) and Medicare Advantage

• Why some clients prefer predictability over lower premiums

• How to overcome objections and educate, not persuade

• The power of hospital indemnity plans and how they can enhance an MA plan

• A simple strategy to move clients from Plan F to Plan G for potential savings

💡 Key Takeaways: ✔️ Learn how to break down Medicare costs so clients can clearly see their options ✔️ Understand why wealth isn't always the deciding factor in plan selection ✔️ Discover how to combat common objections with easy-to-follow math strategies ✔️ See real-world examples of Medicare cost breakdowns in action

🎯 Whether you're a new agent or a seasoned pro, this episode will help you improve your client presentations and increase your Medicare sales—one play at a time.

📩 Got questions? Drop them in the comments! 👍 Like, subscribe, and share to help more agents master the Medicare game!

Welcome back to the Medicare Sales Playbook! In this episode, Dallas Keithley and Matt Smith break down key strategies for boosting your Medicare sales, improving client conversations, and maximizing cross-selling opportunities.

🔹 Topics Covered in This Episode: ✅ How to use the IRMAA Chart to navigate premium discussions ✅ Cross-selling tips – how to introduce additional products naturally ✅ The importance of asking the right questions to uncover client needs ✅ "Eat the Frog" – tackling the toughest sales conversations first ✅ Taking control of the meeting while still letting the client lead ✅ How to confidently educate rather than just sell

💡 Whether you're a new agent or a seasoned pro, these insights will help you refine your approach and close more deals with confidence.

📢 If you found this episode helpful, don't forget to: 👍 Like this video 💬 Drop your thoughts and questions in the comments 🔔 Subscribe & turn on notifications for more Medicare sales tips

📌 Let us know what topics you want to see next! Who should we bring on the show? What's your biggest challenge in Medicare sales? Comment below! 👇

#MedicareSales #InsuranceAgent #MedicareTraining #InsuranceSales #SalesTips #MedicareAdvantage #InsuranceMarketing

Welcome back to the Medicare Sales Playbook! 🎙️ Your host, Dallas Keithley, is here with another powerhouse episode featuring the inspiring Letisha Jackson of Jackson Insurance Group! 🚀

In this episode, we dive deep into: ✅ The power of adaptability in Medicare sales ✅ How personal accountability can elevate your success ✅ The transition from insurance agent to agency owner ✅ The importance of intentionality & business planning ✅ What makes a successful insurance agency and how to build one

Letisha shares her journey from struggling to keep the lights on to building a thriving agency, all while mentoring agents and changing lives. If you're ready to take your Medicare business to the next level, this episode is for you! 💡🔥

🔔 LIKE, COMMENT, & SUBSCRIBE! Your feedback helps us bring you the content you need to grow your business!

💬 Drop your questions in the comments! We'll be answering them in future episodes!

📍 Connect with Letisha Jackson: 🌐 Website: JacksonInsuranceGroup.com 📧 Email: [email protected] 📲 Instagram: @LetishaJackson 📘 Facebook: @JacksonInsuranceGroup

🚀 Looking for mentorship and guidance in Medicare sales? Letisha is searching for 5-7 committed agents to build something incredible together in 2025. If that's you, reach out!