In this episode, we have the pleasure of welcoming Dayna Schafer, who shares her effective approach to working with Duals. Dual eligibles are individuals who qualify for both Medicaid and Medicare. Dayna places great importance on understanding her clients' specific needs and growing by community events so that people know and trust her. She talks about how rewarding her work is and the significant impact she can have on her clients' lives.

We also delve into the topic of leveraging Google reviews and Medicare seminars to grow her book of business. Dayna explains how Google reviews contribute to establishing credibility and generating online interest, while the seminars provide valuable information that piques curiosity and leads to setting up one-on-one appointments. 

The Medicare Agent Podcast is hosted by Sarah Jacobson, CEO and Co-Founder of FairStreet. In each weekly episode of this podcast, you’ll hear from experienced Medicare agents about how they built their successful Medicare businesses and how they get new clients for their Medicare businesses.

FairStreet is a startup FMO and CRM for Medicare agents to run and scale their businesses. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. FairStreet is free to use.

Learn more at - https://www.thefairstreet.com/

Guest BIO:

Dayna Schafer is a Medicare agent based in Tampa, Florida, with over 10 years of experience in the industry. She specializes in working with the Dual population, which includes individuals eligible for both Medicaid and Medicare. With a book of business consisting of approximately 400 Medicare clients, Dana primarily focuses on Medicare Advantage and Dual Eligible beneficiaries.

In addition to her work in Medicare, Dayna also assists clients in the individual market and group health insurance. She has built a successful business by prioritizing client retention and providing personalized service tailored to their specific needs and preferences.

Host BIO:

Host Bio:

Sarah is the co-founder and CEO of FairStreet, a startup powering top independent Medicare insurance agents. FairStreet’s all-in-one platform enables agents to grow efficiently by streamlining the process of enrolling clients into Medicare and supercharging how agents interact with their clients year-round. Before FairStreet, Sarah led technology teams across insuretech and healthcare companies, including at Square and Stride Health. Sarah completed her undergrad and MBA at Stanford University.

Timestamps with key takeaways:

[00:05:12] Starting in Medicare

[00:08:38] Administrative assistant during AEP

[00:12:03] Boots-on-the-ground growth strategy

[00:16:06] Google My Business platform

[00:20:05] Designing a custom mailer 

[00:24:06] Choosing the perfect venue for seminars

[00:27:29] Retention as a business reward

Entities mentioned:

Medicare Agent Podcast, Florida, Medicaid, Medicare Advantage, senior living facility, educational seminars, aging, employer groups, Medicare marketing, book of business

In this week’s episode we interview Carol McClure from Seattle Washington. Carol started selling Medicare 6 years ago after building up a massive under 65 book of business and becoming a dedicated partner for Washington’s ACA exchange. She speaks about how she went from reactive to proactive when it came to Medicare, the pros and cons of having a physical storefront, and how she manages her time and scales the business as it’s grown so quickly. 

The Medicare Agent Podcast is hosted by Sarah Jacobson, CEO and Co-Founder of FairStreet. In each weekly episode of this podcast, you’ll hear from experienced Medicare agents about how they built their successful medicare businesses and how they get new clients for their medicare businesses.

FairStreet is a startup FMO and CRM for Medicare agents to run and scale their businesses. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. FairStreet is free to use.

Learn more at - https://www.thefairstreet.com/

Guest BIO:

Carol McClure is a Medicare agent based in Seattle, Washington. She has over 550 Medicare clients and a huge under 65 book of business. McClure started her career as a special education teacher before working for large insurance companies and eventually starting her own agency. She became passionate about promoting the Affordable Care Act during her involvement in the Obama campaign. McClure has successfully transitioned from reactive to proactive selling and has built awareness among her existing clients. She also emphasizes the benefits of having a physical storefront for insurance agents, such as increased visibility and the ability to meet clients in person. Despite the challenges of managing a large book of business, Carol is proud of her ability to simplify Medicare for her clients.

Host Bio:

Sarah is the co-founder and CEO of FairStreet, a startup powering top independent Medicare insurance agents. FairStreet’s all-in-one platform enables agents to grow efficiently by streamlining the process of enrolling clients into Medicare and supercharging how agents interact with their clients year-round. Before FairStreet, Sarah led technology teams at Square and Stride Health. Sarah completed her undergrad and MBA at Stanford University.

Timestamps with key takeaways:

[00:07:22] Starting with under 65 and adding in Medicare.

[00:09:02] How to stay organized at scale.

[00:16:08] Pros and cons of a physical storefront.

[00:18:29] The value of in person appointments.

[00:22:43] How clients find Carol.

Entities mentioned:

Medicare, Seattle, ACA, Washington Health Plan Finder, health insurance, Medicare CRM, Calendly, Medicare agent, under 65 insurance.

In this episode we hear from Tammy Cravotta about how she leveraged her background in home health to build Medicare relationships with assisted living facilities and grow her business to 1,000 clients and 10 downline agents. Tammy shares why she started her own agency and why she eventually made the decision to bring on downline agents. She also shares about how she preps for AEP (hint: it’s a year-round process!). Sarah and Tammy talk about the ongoing nature of AEP preparations and the importance of following CMS guidelines and rules. 

The Medicare Agent Podcast is hosted by Sarah Jacobson, CEO and Co-Founder of FairStreet. In each weekly episode of this podcast, you’ll hear from experienced Medicare agents about how they built their successful medicare businesses and how they get new clients for their medicare businesses.

FairStreet is a startup FMO and CRM for Medicare agents to run and scale their businesses. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. FairStreet is free to use.

Learn more at - https://www.thefairstreet.com/

Guest BIO:

Tammy Cravotta is a Medicare agent from Tampa, Florida. She has been in the insurance industry since 2014 and primarily works with Medicare insurance, but also has some ACA clients and small groups. Tammy has a downline of 10 agents and a book of business with 1,000 clients. She is known for her expertise in helping seniors in assisted living and individuals coming out of rehab. Tammy emphasizes the importance of being unafraid to try and learn, having a supportive network, and being careful with who you bring into your fold. She is also passionate about compliance and training new agents in the Medicare business.

Host Bio:

Sarah is the co-founder and CEO of FairStreet, a startup powering top independent Medicare insurance agents. FairStreet’s all-in-one platform enables agents to grow efficiently by streamlining the process of enrolling clients into Medicare and supercharging how agents interact with their clients year-round. Before FairStreet, Sarah led technology teams across insuretech and healthcare companies, including at Square and Stride Health. Sarah completed her undergrad and MBA at Stanford University.

Timestamps with key takeaways:

[03:58] Career change into insurance

[07:38] Building relationships with assisted living facilities

[11:15] Starting your own agency

[16:41] AEP prep and communication strategy

[20:40] 2024 Final Rule

[23:58] Recruiting a downline agency

[00:25:49] How to train new agents

Entities mentioned:

Medicare, agency, clients, downline agents, assisted living, small group insurance, Medicare, employees, downline agents, marketing, insurance agents, relationships, Medicare compliance

Quotes:

"No one woke up one morning and said, I want to be an insurance agent." (00:02:29-00:04:43)

"AEP prep really does begin in January for a lot of agencies…But it's a continuous process as opposed to a defined sprint." (00:18:08-00:20:35)

"I think just to believe enough in yourself to do something greater than what you ever thought possible. That is that is it's remarkable, really." (00:13:43-00:16:10)

"The buildings themselves don't like insurance agents because most insurance agencies want to put them on a Medicare Advantage plan that doesn't work with their building." (00:06:51-00:09:08)

"I got to a point in my former FMO that I wanted to do more, but I sort of didn't fit in the mold that they were looking for. And I thought, well, I'll just go make my own mold." (00:09:00-00:11:21)