The Insurance Playbook

Medicare agents work hard to write new business — but if clients keep switching plans, poor retention can quietly destroy your growth.

In this episode of the Insurance Playbook Podcast, we break down practical Medicare client retention strategies agencies can use to protect their book of business, improve accretion, reduce chargebacks, and keep more clients on the books.

We cover:

• Why Medicare clients switch plans
• The most important retention touchpoints throughout the year
• How pre-effective-date calls can improve accretion
• Why onboarding matters during the first 90 days
• OEP retention strategies
• Birthday, quarterly, and pre-AEP check-ins
• How to identify clients who are about to leave your book
• How MAPD Tool helps agencies spot future inactive clients and prepare better retention conversations

The goal isn't simply to sell more Medicare policies. It's to stop the "leaky bucket" and protect the business you've already worked hard to build.

Learn more about MAPD Tool at MAPDtool.com.

If you're a Medicare agent or agency owner focused on Medicare client retention, reducing chargebacks, and building a stronger book of business, this episode is for you.

fter 53 years in the insurance industry, Rick Bersnak has seen it all — from $800-a-month paychecks to million-dollar books of business. But his real secret? He built his entire career by specializing in what others ignored — niche markets and “uninsurable” risks.

In this episode of The Insurance Playbook Podcast, host Brinton Atkinson sits down with Rick Bersnak to unpack how he turned oddball accounts into consistent revenue, why “peddling policies” is the wrong approach, and what it really means to build trust and longevity in insurance.

🎯 You’ll hear:

• How to pick profitable insurance niches (even without prior experience)
• Why generalists struggle while niche producers thrive
• The art of selling people — not products
• How to stay passionate and successful after 50+ years in the business

Whether you’re a brand-new agent or a seasoned producer, this episode will challenge how you think about sales, service, and the future of insurance.

🎧 Listen now and learn why the riches are still in the niches.

Former Florida Senator Jeff Brandes joins The Insurance Playbook to break down how Florida’s property insurance market went from collapse to comeback. From the inside of the legislature to the boardroom of Patriot Select Insurance, Brandes brings a rare perspective on how policy, politics, and premiums intersect.

We cover:
• What caused Florida’s insurance crisis
• How assignment of benefits and litigation reshaped the market
• Why 17 new companies entered Florida in 2024–2025
• The role government plays in both fixing and breaking insurance

If you’re an agent, agency owner, or industry insider, this episode gives you the play-by-play on one of the most important insurance turnarounds in the country.

🎧 The Insurance Playbook — powered by Spark AI Partners.

Most people file an insurance claim at some point in their lives — but few actually get the full amount they’re owed. In this episode of The Insurance Playbook, I sit down with Brian Evans, CEO of Eastern Public, to talk about how public adjusters help level the playing field for policyholders.

Brian shares how he went from construction to fighting for consumers — including the story of a historic opera house flooded just weeks before opening night — and what it taught him about how claims really work.

We break down:

• Why so many claims are underpaid
• When it makes sense to bring in a public adjuster
• Hidden coverages most people miss (code upgrades, mold caps, temporary housing, and more)
• How to navigate the process without leaving money on the table

Whether you’re an agent, broker, or policyholder, this episode will give you a whole new perspective on the claims game.

🎧 Subscribe to The Insurance Playbook for more real stories, smart strategies, and insider tips to help you win in the insurance world.

After tragedy hit early, Ruben Sneor turned protection into a mission—spending 30+ years building a trusted, client-first insurance agency. He shares why listening beats selling, how teams outperform lone wolves, and how to design plans that cover every what-if. We get into guarantees vs market hypotheticals, upgrading clients into better products, hybrid long-term care, buy-sell and key person strategies, infinite banking, and building a culture of advisors over product pushers. Sponsored by Spark AI Partners.

From “never insurance” to leading her own Medicare agency, Aubrey Fitzloff has built an inspiring career rooted in resilience, relationships, and discipline. In this episode of The Insurance Playbook Podcast, Aubrey shares how she went from an admin assistant to a respected insurance agency owner—and how her martial arts training gave her the confidence to succeed in a male-dominated industry.

We talk about:

• Why relationships and referrals beat buying leads
• How to survive the first 2–5 years as an insurance agent
• The role of mentorship and networking in building a book of business
• Advice for women in insurance stepping into leadership
• The parallels between martial arts and insurance success

Whether you’re a new agent, a woman entering the industry, or a seasoned professional, Aubrey’s story is proof that resilience, empathy, and hard work can build a thriving insurance career.

In this episode of The Insurance Playbook Podcast, we sit down with Dylan Priest, a seasoned salesman who went from hustling door-to-door to building a fast-growing insurance agency.

Dylan opens up about:

• His journey from dish network, alarms, and mortgages to life insurance
• How a near-fatal motorcycle accident reshaped his perspective and fueled his mission
• Why sales skills are the backbone of every successful insurance agency
• The creation of OneUp Financial and how it’s helping new agents succeed without massive upfront costs
• The importance of ethics, numbers, and building trust in insurance sales

If you’re an aspiring insurance agent, entrepreneur, or salesperson, this episode offers a raw and practical look at what it takes to scale in the insurance industry and beyond.

Follow Dylan: dylanpriest.biz
Follow The Insurance Playbook Podcast for more insights, strategies, and real stories from the field.

On this episode of The Insurance Playbook Podcast, we sit down with Tareq Purmul, a 20+ year insurance veteran and founder of his own agency for nearly two decades. Tareq shares how he went from biotech sales to building a successful commercial lines agency, and why education, retention, and adaptability have been the keys to his long-term success.

We dive into:

• Why commercial insurance offers endless opportunities
• The power of referrals and cold calling in today’s market
• Real client stories that show the value of the right coverage
• How AI and technology are reshaping the insurance industry
• The one piece of advice Tareq would give to new agents

If you’re an agent, broker, or business owner looking to stay ahead in a fast-changing industry, this episode is packed with insights you can use right away.

From frozen shrimp to financial security, Dan Keil’s career journey is anything but typical. After thriving in the seafood and mortgage industries, Dan found his true calling in insurance — helping families safeguard their wealth and agents grow their businesses.

In this episode of The Insurance Playbook Podcast, Dan shares:

• How he transitioned into insurance and found long-term success
• The sales and marketing strategies that create lifelong clients
• Why referrals and relationships drive sustainable growth
• How modern insurance products like annuities and life policies protect families better than ever
• What separates top producers from average agents in today’s industry

If you’re an insurance professional looking to sharpen your playbook — or someone curious about how to build trust, protect assets, and grow wealth — this episode is packed with insights you won’t want to miss.

From smashing helmets in the NFL trenches to shielding families from financial risks, Eddie Grant brings the same grit and protection mindset to the world of insurance and retirement planning.

In this episode of The Insurance Playbook Podcast, Eddie reveals:

• The hidden flaws of 401(k)s most people never hear about
• Why guarantees matter more than hypotheticals in building lasting wealth
• How to use annuities, insurance, and smart planning to outplay the IRS
• His “what-if” strategy that prepares clients for life’s biggest curveballs

Eddie’s story proves that the right playbook—on the field or in finance—can protect your future and create generational wealth.

If you’re an agent, advisor, or anyone serious about securing financial freedom, this episode is a must-listen.