Turning Learning into Action: How Insurance Agents Can Avoid Becoming “Professional Students”

On episode 91 of the Insurance Business Babes podcast, co-hosts Kathe Kline and Joanna Wyckoff dive into a common industry trap: the “professional student” mentality. Too often, agents focus so much on certifications, designations, and learning that they miss opportunities to actually put knowledge into practice. Let’s unpack their key insights and action steps for moving from student-mode into thriving in the insurance business.

The “Professional Student” Trap

Joanna kicks off the episode sharing her own struggles with the urge to collect more and more industry credentials, thinking she had to know everything before she could start prospecting. Many new (and even experienced) agents fall into this cycle, believing that “one more certification” is all they need before hitting the field. Kathe quickly reassures listeners: after getting certifications like AHIP, agents already know far more than nearly all clients and prospects. Don’t let analysis paralysis stop you from reaching out and serving people.

Prospecting: Don’t Wait for AEP

Many agents mistakenly wait until the Medicare Annual Enrollment Period (AEP) to start prospecting. Joanna and Kathe emphasize that plenty of business can (and should) be written before October 15th. Key Special Election Periods (SEPs)—like loss of group coverage, moving to a new county or state, and qualifying health conditions (like diabetes or cardiovascular disease)—create year-round sales opportunities.

Action tip: Build relationships with local apartment complexes, real estate agents, and doctors’ offices to tap into movers and newly-eligible clients.

Sell What You Can, When You Can

Agents shouldn’t overly limit themselves. If you’re already certified for products like dental, life, cancer, or hospital indemnity insurance, Joanna advises selling to any eligible prospect—even outside the Medicare world. Using small sales as a funnel, you can create lasting business relationships, positioning yourself for larger products down the road.

Always Keep Learning (But Don’t Let It Stop You!)

While you should keep learning and stay updated—like checking CMS regulations or understanding the nuances of SEPs—remember Joanna’s message: “Get out there and sell something!” Mistakes are natural, but your willingness to take action (and ask questions when you’re unsure) will set you apart.

Ready to level up? The key is balance: keep learning, but let your action lead the way. Listen to the full episode for all of Kathe and Joanna’s actionable insights!

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