In this episode of the Medicare Sales Playbook, Dallas Keithley and Matt Smith dive deep into what it really means to invest in yourself as a Medicare agent. From the importance of reading and ongoing self-education, to mentorship and time ownership, this episode is your blueprint for leveling up your business and personal growth.

You’ll also hear details about our upcoming FREE half-day Medicare Bootcamps in St. Louis (May 13) and Kansas City (May 14), designed to give you practical tools you can immediately apply in your business.

• The ROI of betting on yourself

• Three ways reading can rewire your productivity

• How mentorship creates momentum

• Building gravitational pull in your business

• Why owning your calendar can make or break your success

• The difference between a hype man and a mentor

• Practical takeaways you can start using today
  
  

🆓 Secure your seat at our free BootCamp and take your Medicare sales to the next level:
👉 https://medicaresalesplaybook.com/bootcamps/

👍 Like, Subscribe & Comment – let us know what you're reading, how you're investing in yourself, and what topics you'd love to hear on the next show!

🎙️ In this episode of the Medicare Sales Playbook, Dallas Keithley and Medicare Matt Smith break down everything you need to know about hosting successful Medicare seminars. From securing the perfect venue to nailing your follow-up game, this episode is a step-by-step masterclass on generating consistent leads outside of AEP.

Whether you're a new agent trying to get in front of more clients or a seasoned pro refining your outreach system, this episode is packed with humor, hard-earned lessons, and real marketing strategies that work.

🔑 Topics Covered:

• Why seminar marketing still works in 2025

• How to attract turning-65 prospects (even the "plate lickers")

• Secrets to high-converting Medicare seminar presentations

• Response rates, cost breakdowns, and timeline tips

• Why follow-up is everything
  
  

📅 BootCamp Dates Mentioned:
➡️ May 13 – St. Louis
➡️ May 14 – Kansas City
…and more cities to come!

💬 Want help launching seminars in your market?
👉 https://medicaresalesplaybook.com/
📥 Join the waitlist for our next Telesales BootCamp: https://medicaresalesplaybook.com/bootcamps/

In this episode of the Medicare Sales Playbook, hosts Dallas Keithley and Matt Smith dive deep into the real reasons Medicare prospects say “no”—and how you can turn those temporary objections into sales success.

Learn the 3 A’s of Objection Handling:
✅ Agree with the client
✅ Answer the real concern
✅ Ask the right follow-up
Discover how to identify whether an objection is based on Need, Like, or Cost—and how to respond to each with confidence and care.

Whether you're getting “I need to think about it,” “I don’t have time,” or “I don’t need this,” you’ll walk away with actual word tracks and strategy to close more sales without sounding pushy.

🔥 Plus: Bootcamp Tour Announcement!
We’re coming to St. Louis on May 13 and Kansas City on May 14 with our live Medicare Sales Playbook Bootcamp! This is real, practical sales training—not just another rah-rah event.
Stay tuned for registration details here and on our socials!

👇 Drop your toughest objections in the comments and we might tackle them in an upcoming episode.

🎙️ Dallas Keithley sits down with Amy Bock, Regional Sales Manager at GTL, to talk about how to become a complete coverage agent. In this power-packed conversation, Amy breaks down how to confidently educate clients on ancillary products, fill coverage gaps, and retain clients for the long haul.

✅ Learn how to sell with confidence
✅ Get comfortable having uncomfortable conversations
✅ Discover how to position hospital indemnity & home healthcare
✅ Protect your clients and your book of business
✅ Increase referrals by doing the right thing

If you’re ready to stop selling just Medicare Advantage and start building lasting protection for your clients, this episode is a must-watch.

📩 Connect with Amy Bock: abock@gtlic.com

In this inspiring episode of the Medicare Sales Playbook, host Dallas Keithley sits down with rising star Caroline Trecartin, who shares her incredible journey from pre-med student to top-producing life insurance agent—and her bold leap into the world of Medicare sales. 💥

Caroline opens up about the tough conversations with her dad, what it was like to leave behind a "secure" career path, and how she built a six-figure life insurance business—only to pivot into Medicare with purpose and passion. 🚀

She breaks down the importance of mentorship, how to master Medicare seminars, and why your surroundings determine your ceiling. Whether you're brand new to insurance or thinking of switching lanes, this is an episode you don’t want to miss.

🔔 Don’t forget to like, comment, and subscribe for more sales strategy, personal growth, and behind-the-scenes stories from the field.

In this high-impact episode, we sit down with Brian Thompson of Peritia Advisors—a Medicare pro who’s built a powerhouse agency from scratch and isn’t slowing down. Brian shares how cross-selling has transformed his business, his four-product rule for every appointment, and how understanding personality types can make or break a sale.

We’ll talk about:

✔️ Why cross-selling is a must (and how to do it ethically)
✔️ How to increase client retention and persistency
✔️ The simple personality test that helps tailor every presentation
✔️ How Brian turns one appointment into 13 policies
✔️ The psychology behind selling—without feeling “salesy”

Whether you're new to the game or a seasoned pro, this episode will give you actionable insights to grow your Medicare business one play at a time.

📞 Interested in joining Brian’s team or connecting with him?
Call/Text: (319) 899-8222
📍 Based in Ely, Iowa — now building in 46 states!

💡 Like, comment, and share to help us grow this channel and reach more Medicare agents like you. Got a guest recommendation? Drop it in the comments!

🎧 Subscribe to never miss an episode of the Medicare Sales Playbook.

🔥 Welcome back to the Medicare Sales Playbook! In this powerful episode, host Dallas Keithley sits down with Christina Perez, founder of Perez Financial Group, to unpack her 17-year journey in Medicare sales and how she’s built a thriving agency from scratch. Christina shares actionable insights for new agents and growing agencies, including:

✔️ How to go from ZERO clients to a thriving Medicare book of business
✔️ The importance of mentorship, being coachable, and asking the RIGHT questions
✔️ How to find clients when you have NO budget for leads
✔️ Scaling smart: When to hire, get a CRM, and build your internal team
✔️ The difference between licensed agent employees vs. independent agents

Christina also reveals her grassroots marketing strategies, the mindset shift from employee to business owner, and how to build lasting client relationships by becoming a trusted resource in your community. If you're ready to level up your Medicare sales game, this is your playbook!

👉 LIKE, COMMENT, & SUBSCRIBE for more practical sales strategies and inspiring stories to help you WIN in the Medicare market!

🔗 Connect with Christina Perez:
📞 (956) 540-7521
📧 christina@perezfinancialgrp.com

Welcome back to the Medicare Sales Playbook! 🎉 In this special episode, we celebrate one year of delivering top-tier Medicare sales insights! 🏆 Thank you for sticking with us for 52 episodes—we truly appreciate your support! 🙌

This week, Dallas Keithley is joined by Andrew Saul, Sales Director at Physicians Mutual, for an eye-opening discussion on Medicare Supplements vs. Medicare Advantage. They dive into:

✅ Why educating your clients is more important than selling
✅ The biggest mistakes agents make when presenting Medigap
✅ How to differentiate yourself in the industry with an innovative approach
✅ The best-kept secret in Medicare sales—the Innovative Plan G 🏆

🔹 Are you selling with your wallet? Learn why you should never assume what your clients can or can’t afford!
🔹 Retention is everything! Discover how proper research and planning can keep clients on your book for life.
🔹 Want a competitive edge? Learn about a Medigap plan no one else is talking about!

📩 Interested in learning more about Physicians Mutual and their innovative plans?
📧 Contact Andrew Saul at Andrew.Saul@PhysiciansMutual.com

🎥 Subscribe for weekly episodes packed with insights on Medicare sales!
📢 Like, comment, and share with your fellow agents!

#MedicareSales #MedicareSupplements #MedicareAdvantage #InsuranceSales #Medigap #SalesTraining #PhysiciansMutual #MedicareAgent