Why Bundling Insurance Sales Can Transform Your Business and Help Your Clients

On the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff sat down with Kari Harvey from Physicians Mutual to shed light on one of the most effective – yet often overlooked – strategies in the insurance industry: bundling sales. Whether you’re a seasoned agent or just getting started, this episode was jam-packed with actionable tips to boost your income and deliver more comprehensive value to your clients.

What Is Bundling and Why Should Agents Care?

Bundling, as Kari explained, involves offering clients a package of multiple insurance products during one sales appointment rather than trying to cross-sell them at a later date. For Kari and many successful agents, a typical bundle for Medicare-aged clients might include a Medigap plan, dental coverage, cancer protection, and final expense insurance. The key is to mimic what people are used to from employer benefits – then fill in the gaps they may face in retirement.

Offering the bundle right at the start of the appointment, rather than as an afterthought, is crucial.

“If you're not talking about it in the first five minutes, you're not going to sell it in the last five,” Kari emphasized. When you lead with a needs analysis and ask clients what coverage matters most to them as they transition, you’re not selling – you’re helping.

Tactical Tips for Streamlining the Appointment

Kari’s approach is all about efficiency and confidence. She recommends segmenting your presentation into 5-7 minute blocks: start with understanding needs, move into education, then present the package as a seamless “set it and forget it” solution. Rather than overwhelming clients with line-item visuals of every product and price, Kari bundles the offer and describes in clear language how all their important concerns will be covered for one monthly premium.

Cross-Selling to Existing Clients: Maintaining & Growing Your Book

The episode also explored how to continue serving existing clients through annual reviews. Even if the initial sale wasn’t bundled, Kari and the hosts discussed ways to revisit needs by introducing new products (“I have a new product I’d love to show you…”) or sharing real-life examples of how certain coverage, like a cancer policy, has helped other clients.

The Big Takeaway

Bundling is about solving the whole client’s needs in a way that increases retention, cross-sale opportunities, and overall satisfaction. As Kari put it, “You are the only person who can protect your book… you have to be the solution to all their insurance needs.” For agents looking to make a bigger impact and income, bringing up additional coverages early and confidently is a must.

Hungry for more strategies and real-world insurance success stories? Catch the full episode of Insurance Business Babes for more gems from Kari Harvey and the team!

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

Unlocking Success Through Networking: Lessons from Insurance Business Babes Podcast

Networking Groups: Beyond the Stereotypes

On Episode 83 of the Insurance Business Babes podcast, Kathe Kline and Joanna Wyckoff tackled the power — and misconceptions — surrounding networking groups in the insurance industry. While some online conversations dismissed groups like BNI (Business Network International) as ineffective, both Kathe and Joanna shared personal stories that shattered these preconceptions. Kathe credited BNI for jumpstarting her Medicare career, highlighting how meeting diverse professionals led to surprising and lucrative referrals — even from seemingly unrelated fields like makeup sales. Joanna, initially skeptical, later founded her own networking group tailored to serve the senior community after learning there’s value in casting a wider net.

Changing Perspectives Through Experience

A recurring theme in their discussion was the importance of keeping an open mind about networking. Joanna noted that experiences and exposure can dramatically alter opinions — what she once dismissed as unhelpful proved valuable after participating and seeing results. For both hosts, BNI’s structured approach, which encourages weekly meetings and relationship-building, transformed their understanding of what effective networking looks like. Kathe reflected on how BNI pushed her to think beyond “passing out business cards” and instead nurture authentic connections, which ultimately led to more referrals and deeper trust with partners.

The ROI of Giving to Get

Both Kathe and Joanna emphasized the “go-giver” mentality promoted by networking organizations like BNI: success comes by helping others without immediate expectation of return. Kathe learned to focus not just on her own business, but on how she could refer clients to her contacts, making her a valuable part of her network and solidifying long-term relationships. Over time, this approach resulted in ongoing leads from unexpected places.

Professional Organizations: Advocacy and Opportunity

Beyond local groups, they discussed joining national organizations such as NAHU (now NABIP) and HAFA. Joanna, an executive board member, highlighted how these associations advocate for agents, lobby for industry-wide improvements, and create peer-to-peer support. Even when frustrated with industry setbacks, both hosts agreed that being "in the room where it happens" gives you influence and insider knowledge impossible from the sidelines.

Final Takeaway: Diversify Your Networking

The episode’s clear message: don’t limit yourself to networking solely within insurance circles or writing off groups too quickly. Getting involved — whether through BNI, industry associations, or niche local groups — will accelerate your business growth, strengthen your skillset, and broaden your opportunities in ways you might never expect. As Kathe concluded, networking remains one of the best investments you can make in your insurance career.

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

Navigating Industry Volatility: How Insurance Agents Can Thrive in a Changing Medicare Landscape

The latest episode of the Insurance Business Babes podcast brings together host Kathe Kline, co-host Joanna Wyckoff, and industry powerhouse Neil Reich for an honest discussion of the current turbulence in the Medicare insurance world. With plan exits, shrinking commissions, regulatory uncertainties, and unprecedented price hikes, agents must now adapt, diversify, and deepen relationships to stay successful.

Industry Upheaval: What’s Changing in Medicare Advantage

According to guest Neil Reich, the past year has brought volatility unlike anything he’s seen in his 27-year career. Major Medicare Advantage carriers like Humana and Aetna have pulled out of some markets due to soaring medical loss ratios, leaving consumers scrambling for alternatives and further concentrating business among remaining giants like United. Commission structures are shifting, and the legal landscape is uncertain, with the Department of Justice and new CMS rules causing ongoing anxiety about the future of FMOs (Field Marketing Organizations).

Diversification Is Essential

Neil isn’t deterred by the disruption—instead, he emphasizes the need for insurance agents to diversify their offerings. His new agency, Care Connect Advisors, has quickly added Medicare Supplement plans, Index Universal Life, final expense, hospital indemnity (with popular guaranteed-issue options for ages 64-70), cancer, dental, and even annuities to the product mix. This mirrors Kathe and Joanna’s advice that now, more than ever, agents should be “multi-product” — cross-selling to better serve clients and protect their own earnings in the face of shrinking Medicare Advantage opportunities.

Relationship Building and Technology: The Agent’s Goldmine

Staying connected to clients is a major theme. The podcast highlights how agents are successfully blending manual outreach (calls and texts to educate and cross-sell) with automation (drip campaigns, retention videos, and CRM tools). Touchpoints aren’t just for selling—they reinforce trust, increase retention, and open natural conversations about needs like hospital indemnity or annuities.

The Path Ahead: AI, FMOs, and the Advisor Mindset

While regulators mull the impact of overrides and marketing practices, agents are also looking to the future with AI poised to disrupt the sales process. Still, both Neil and the hosts remain optimistic: FMOs like Spark are evolving, offering powerful tech and support. The key message? Agents must evolve from “order takers” to true advisors—guiding clients comprehensively through industry changes and personalized solutions.

In summary, claim your power as an agent by diversifying your product line, leveraging smart tech, nurturing relationships, and embracing your advisory role. In a shifting Medicare world, these strategies are more essential—and more rewarding—than ever.

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

Understanding the New Medicare Preauthorization Pilot: What Agents Need to Know

If you’re an insurance agent, advisor, or just someone who loves to stay on top of Medicare changes, episode 85 of the Insurance Business Babes podcast is a must-listen.

Hosts Joanna Wyckoff and Kathe Kline dive deep into Medicare’s new pilot program for prior authorizations on certain Part B services—sparking lots of questions (and a bit of anxiety) among agents and clients alike. Here’s a summary and further commentary on what you need to know.

What’s Changing and Where?

This new prior authorization program doesn’t signal an immediate, nationwide overhaul; for now, it’s a six-year pilot launching in 2026, affecting just six states: New Jersey, Ohio, Oklahoma, Texas, Arizona, and Washington. Importantly, it targets only specific services, not everything under Part B. As Joanna reassured, “It’s not a complete change across the board,” so there’s no need to panic—yet".

Which Services Are Included?

There’s a preliminary list of 17 service categories that will require prior authorization, including procedures like knee arthroscopy, spinal fusion, epidural steroid injections, implants for sleep apnea, and expensive wound care products. Many of these (like knee scopes and advanced wound care) have been flagged for possible overuse and abuse in the past.

Kathe pointed out how this pilot likely aims to rein in unnecessary spending, similar to how the system already handles powered wheelchairs or certain prosthetics nationwide.

Impacts for Agents and Clients

Joanna stressed the need for communication: If you have Med Supp clients in the affected states, you should proactively reach out to prepare them—before they hear from a competitor. It’s crucial to clarify that Med Supp plans still can’t require their own prior authorizations; the requirement comes from Medicare itself.

For now, most “normal” Part B services won’t require pre-auth, and providers demonstrating “clean requests” may even earn exemptions. AI programs will help process authorizations, but final decisions should still involve a human touch.

Looking Ahead

Though limited for now, both hosts agreed agents should keep a close eye on this pilot. The landscape could shift significantly if results push Medicare to roll out prior authorizations nationwide. Stay informed, keep your clients prepared, and remember—clear, early communication keeps your relationships strong.

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

Unlocking Success in Insurance: The Power of Mindset with Mitch Weisbergh

On episode 82 of the Insurance Business Babes podcast, host Kathe Kline welcomed mindset expert Mitch Weisbergh for an insightful discussion on the transformative power of mind shifting, particularly as it applies to professionals in the insurance industry. Here’s a breakdown of the key takeaways and practical strategies shared during their conversation.

The Role of Mindset in Insurance

Kathe set the stage by highlighting that Medicare insurance agents are, by nature, educators. Most clients aren’t “sold” on Medicare—it’s a necessity—so the true service comes in guiding and educating clients through complex decisions. Mitch Weisbergh, known for teaching educators (and now professionals of all backgrounds) how to change their mindsets and approach challenges creatively, emphasized how improving one’s mindset isn’t just helpful, but critical for success and satisfaction.

Handling High-Stress Seasons

A major challenge for insurance agents, especially during the Annual Enrollment Period (AEP), is managing overwhelming workloads and stress. Mitch clarified that stress arises from our brain’s limbic system, impairing creativity and critical thinking. To counteract this, he offered three evidence-based strategies:

1. Self-Awareness: Recognize when stress is mounting. Sometimes simple awareness can spark change.

2. Positive Self-Talk: Replace “I can’t” with “Perhaps I can” to reframe challenges into opportunities.

3. Mindfulness and Distraction: Take breaks, meditate, listen to music, or enjoy quick walks. These reset the brain, enhancing executive function and decision-making.

Embracing Meditation for Wellbeing

Despite skepticism in some circles, meditation has scientific backing—even being practiced by elite athletes for focus. Mitch recommends both a morning meditation session and short mindfulness breaks during the day to reduce stress and improve performance. Simple techniques like focusing on breath or tactile sensations can help even the busiest agents reclaim calm and clarity.

Breaking Out of Limiting Loops

Mitch urged listeners to recognize self-limiting beliefs—often just outdated responses from our “survival brain.” By questioning rigid thinking and staying open to alternative solutions, agents can unlock new levels of growth, resilience, and service quality.

Final Thoughts and Resources

To dive deeper, Mitch recommends his book, Mind Shifting: Stop Your Brain from Sabotaging Your Happiness and Success, and his website mindshiftingwithmitch.com, offering practical tips for changing the way we think, work, and thrive.

Listen to the full episode for more actionable insights!

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

How to Successfully Hire and Manage a Virtual Assistant for Your Insurance Business

Running an insurance practice means juggling countless tasks, and as your client roster grows, so does the need for reliable support. In this week’s episode of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff dive deep into hiring virtual assistants (VAs)—sharing years of hands-on wisdom from building their own teams. Here are the best nuggets from their conversation, expanded for our blog readers.

Why and When to Hire a Virtual Assistant

Most insurance agents hit a breaking point as their client base approaches 300 or more. When that happens, administrative work starts eating into sales time, client service suffers, and time off becomes a dream. As Joanna says, “We girl boss a little too hard to the sun and you start getting overwhelmed.” If you’re constantly frazzled or avoiding your ringing phone, it’s time to bring on support—before burnout sets in.

Where to Find Qualified Virtual Assistants

Both hosts swear by onlinejobs.ph, a popular platform for hiring VAs from the Philippines. Filipino VAs are known for excellent English, polite customer service, and strong work ethic. Kathe recommends paying a little extra for the six-month support/transition package, giving the VA a local contact to help them adjust and ensuring smoother onboarding for you.

Other options include Upwork (especially if you need part-time help), or hiring services like Hire Heroes, which pre-screen and prepare candidates for the insurance industry.

Screening and Selecting the Right Candidate

To avoid sifting through hundreds of resumes, Joanna suggests:

• Requesting a video introduction to gauge English proficiency, personality, and customer-facing skills.

• Asking for a portfolio if you’re hiring for specialized skills (like marketing).

• Giving clear, specific application instructions to spot high attention to detail.

Kathe is a fan of assigning paid trial tasks to top candidates. This hands-on approach shows who’s truly capable and reliable.

Training & Managing Your Virtual Assistant

Before hiring, spend time recording your processes using screen capture tools. This library of “how-to” videos becomes a training goldmine for your VA—and any future hires. Kathe reminds us never to do one-on-one trainings without recording: “Chances are, you’re going to have to hire another virtual assistant someday.”

Embrace cultural differences—be explicit with expectations, offer positive feedback, and always have clear agreements regarding pay, 13th month bonuses, and holidays. Tools like Hubstaff or TimeProof help with accountability by capturing regular screen shots of your VA’s work.

Compensation & Retention

Pay competitively, offer regular bonuses, and recognize holidays. Both Kathe and Joanna emphasize generosity—helping your VA feel valued pays dividends in loyalty and performance. Clear key performance indicators (KPIs) and regular check-ins keep everyone on the same page.

Final Thoughts

The sooner you invest in hiring and training a VA, the sooner you’ll reclaim your time for sales, strategy, and some well-deserved balance. As Kathe says, “Your life will change for the better from that point forward.”

Ready to take your insurance business to the next level? Don’t wait—start your hiring journey today!

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

Breaking Down Fixed and Indexed Annuities for Medicare Agents

In episode 80 of the Insurance Business Babes podcast, host Kathe Kline is joined by Tiffany Washington, whose unique journey from optometry to Medicare insurance provides valuable lessons for insurance professionals at every stage.

Tiffany began her insurance career as a Licensed Only Agent (LOA), not fully understanding the differences between being an LOA and an independent agent. Her turning point arrived after three years with the same company, when she realized a new contract would leave her without ownership of her existing book of business. Despite having 627 clients, Tiffany made the tough decision to start over as an independent agent, underscoring the importance of contract transparency and owning your clientele from the onset.

A central focus of this episode is the prospect of cross-selling fixed annuities. Kathe highlights both the opportunities and risks: while annuities can offer clients principal protection and guaranteed income—serving almost like a self-made pension—they come with complexities in terms of product types (like fixed and indexed annuities) and beneficiary options.

New agents are urged to master the basics and prioritize clear client communication, especially when discussing accumulation versus annuitization phases or navigating beneficiary selections.

Both Kathe and Tiffany agree on the significance of protecting your reputation and client base. Kathe advises agents to stay client-focused, never sell products with high surrender charges unless they're genuinely in the client’s best interest, and ensure Errors & Omissions (E&O) insurance is properly updated before offering annuities.

Tiffany’s takeaway: always put yourself in the client’s position and document everything.

Whether you’re considering adding annuities to your offerings or deciding between meeting clients in-person versus virtually, keep your business model flexible and your ethics at the forefront. As Kathe concludes, focusing on clients’ needs—and not just the commission—builds both trust and long-term success in the insurance world.

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

The Rush for Early Certification

In Episode 79 of the Insurance Business Babes podcast, hosts Joanna Wyckoff and Kathe Kline emphasize a time-sensitive issue for agents: annual certification season is here, and this year, it’s more important than ever to get it done early. With sweeping industry changes, particularly around MAPDs, and PDPs, waiting until the last minute could seriously jeopardize your business. Delays in certification reporting can easily make agents “not ready to sell” when the season kicks off, resulting in missed opportunities and unhappy clients. As Kathe puts it: “You cannot wait this year, folks. There are so many changes.”

Smart Strategies for Getting It Done

Procrastination is the enemy. Joanna recommends blocking certification time into your calendar now—before life inevitably intervenes. Whether it’s illness, a family emergency, or a tech blackout, leaving certifications to the last minute is risky. Schedule recurring blocks, tackle certifications carrier by carrier, and consider a Google Sheet to keep track of your progress. For those juggling multistate contracts, breaking it into manageable pieces is a lifesaver. And don’t forget to use this opportunity to update all your carrier contact information.

Organizing for Sanity: Tech & Email Hacks

Overwhelmed by the flood of carrier emails and events? Joanna suggests setting up a dedicated carrier-only email account to keep critical messages visible while filtering out the noise. The duo also discuss leveraging AI and tools like Fixer.AI to sort, filter, and even auto-respond to routine communications—though no tool is perfect, and human oversight remains essential.

Weatherproof Your Business

Life happens: tornadoes, internet outages, demanding clients, or simple burnout. Both hosts remind agents to plan for the unexpected, leaving margin in your schedule so last-minute problems don’t snowball into missed deadlines. Embrace automation, use online booking links for client appointments, and practice with new technology before AEP so you aren’t scrambling during the busiest time of the year.

Final Thoughts: Adapt and Thrive

The insurance landscape is shifting dramatically, with premium increases and commission changes on the horizon. Now is the time to diversify product offerings, sharpen your workflow, and cement your status as a trusted advisor. As Joanna says: “Work smarter, not harder.” Get those certifications done early, stay organized, and set your business up for success in this challenging new environment.

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