Welcome back to the Medicare Sales Playbook! 🎙️ In this episode, Dallas Keithley sits down with Ty James, VP of Medicare at Lasting Mark, to break down how agents can dominate AEP by having a solid plan, protecting their book, and creating referral pipelines.

👉 What you'll learn in this episode: How to prep for AEP as a new agent (and avoid rookie mistakes).

Why your first job is protecting your current clients—and how to do it efficiently.

The power of letters, calls, and client events to keep clients engaged.

How to build referral partners with dentists, pharmacies, and local providers.

Smart strategies for getting referrals from existing clients (without crossing compliance lines).

Why educating clients—not "selling"—is the key to long-term retention.

This conversation is packed with actionable advice for both new and seasoned agents gearing up for AEP. Whether you're running your first or your fifteenth season, Ty shares proven methods to help you maximize production while building lasting client relationships.