Welcome back to Medicare Sales Playbook! In this episode, Matt Smith sits down with Josh Burns—agency owner of Capstone Insurance & Financial Group in Brandon, MS—for a powerful conversation on building culture, recruiting the right agents, and thriving as an independent agency.

Josh shares his journey from martial arts school operator to captive agent, and ultimately, to a successful independent Medicare-focused agency owner. From starting over multiple times to managing 1,000+ clients and growing a team of hand-selected agents, Josh's experience is rich with insights every Medicare and life insurance agent should hear.

🔥 Topics Covered:

• Captive vs. Independent agency transition

• What Josh looks for when recruiting new agents

• How he trains his team for success in Medicare seminars

• How his agency wrote $650K+ in annuities at a single event

• Why the right culture trumps headcount

If you're building an agency or looking to grow in the Medicare space, this episode will give you the tools and motivation to take your next step.

🌐 Learn more at: https://www.medicaresalesplaybook.com

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