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)

In this episode we’re joined by Robert Mulcare and Julianne Horner. Robert explains how he started a Medicare division within a larger P&C agency, Simmons Insurance, and built out an entire team. Both he and Julianne belong to the Oregon NABIP chapter. They talk about the importance of finding community as an independent agent and why Medicare has become an important focus of their chapter.  

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/

Key takeaways:

[03:57] Medicare's impact on the broader insurance landscape

[08:42] The business case for adding a Medicare division

[12:09] Medicare legislative changes

[18:07] What it takes to run a Medicare conference

[20:37] Conference planning and collaboration

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.

Entities mentioned:

Medicare, Property and Casualty, NABIP, Medicare Summit, FairStreet, Aon, business development, Medicare Agency, turning 65, insurance

Synopsis of the episode:

Medicare is becoming increasingly important for insurance agencies and industry professionals. It serves as a driver for other areas of health insurance, and agencies must stay informed and adapt to changes in order to meet the growing demand for Medicare coverage. Cross-training agents in Medicare is crucial for agencies to better serve their clients and stay competitive. Additionally, being involved in Medicare provides a significant business opportunity for agencies, allowing them to expand their client base and prevent clients from seeking services elsewhere. However, it's important to recognize the broader implications of changes in the healthcare industry and adapt accordingly.

Building a strong community is key to succeeding in the Medicare industry. Joining associations and participating in community events allows agents to gain support, knowledge, and resources. It also combats feelings of isolation and provides opportunities for collaboration and advocacy. Attending conferences like the Medicare Summit facilitates knowledge sharing, networking, and staying up-to-date with industry developments. Collaboration and knowledge sharing are essential for success in the healthcare industry and contribute to the growth and success of the field.

Lastly, agents are encouraged to register for the Medicare Summit to stay informed, connect with peers, and learn from industry experts. The conference provides informative sessions, workshops, and networking opportunities to improve agents' knowledge and skills. By attending the Medicare Summit, agents can enhance their service to clients and contribute to the growth of the industry. Registration is available through the Oregon Association of Health Underwriters website, so listeners are encouraged to register now.

In this episode of the Medicare Agent Podcast, host Sarah Jacobson interviews Helaine Fingold, an attorney at Epstein Becker Green who spent nearly a decade working on Medicare regulation at CMS. Fingold specializes in Medicare Advantage and Part D, with a focus on marketing, agent broker oversight, compensation, and compliance. 

The conversation centers around the 2024 Final Rule, which introduces even more marketing regulation, and its impact on independent Medicare agents. Fingold provides historical context on CMS's approach to regulating Medicare marketing and their authority over independent agents.

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:

Helaine Fingold is an attorney from Epstein Becker Green with nearly a decade of experience in Medicare regulation from her time at CMS. She is an expert in Medicare marketing regulation and has insights on the 2024 final rule and what it means for independent Medicare agents.

Timestamps with key takeaways:

[00:05:13] Evolution of Medicare marketing

[00:13:00] Medicare marketing under scrutiny

[00:19:02] How plans enforce CMS guidance

[00:23:04] Lead generation concerns in industry

[00:28:24] TPMO disclaimer

[00:36:21] 48 hour SOA rule

Entities mentioned:

Medicare regulation, 2024 final rule, marketing regulation, independent Medicare agents, compliance.,MA, ACA programs, Medicare marketing, independent agents, CMS,plan, contracts, downstream vendors, compliance, star ratings,Medicare, marketing, scrutiny, compliance, oversight.,private fee for service plans, Medicare Advantage

Sarah Jacobson interviews Alexandra Eidenberg from The Insurance People in Chicago. Alexandra talks about her agency's growth, her focus on design and education, and how she runs a tight process so that she can focus on selling instead of administrative work. Alexandra breaks down how and what she delegates to her assistant, so she can scale her own time and focus on what she’s best at. 

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

Alexandra Eidenberg is the owner of The Insurance People agency in Chicago. She has a background in sales and previously worked in retail at companies like Gap Inc and Victoria's Secret. She also has a degree in nonprofit management and originally wanted to run a nonprofit before getting into insurance. Alexandra has sold Medicare for five years. She prioritizes good design and operates her agency with admin Aly. Some of her key points include dividing responsibilities for efficiency, personalizing for clients, staying the course with Part D, and focusing on her core genius while outsourcing the rest.

Timestamps with key takeaways:

03:52 Grow your agency with Medicare.

13:59 How to delegate in order to scale.

14:11 How good design became a superpower.

23:29 Pros and cons of supporting Part D. 

28:05 Focus on core genius, outsource rest.

Entities mentioned:

Medicare, agency, design, AEP, insurance agency, Medicare, growth, employees, sales, referral, turning 65, Medicare, original Medicare, recorded line

Mark Brownstein tells the story of how he built Emerald Medicare over the past 7 years. Mark shares how he invests in local marketing, including radio, referral partnerships, and local events, to “own his zip code” and build a thriving Medicare business. Mark talks about how he streamlined his workflows and scaled his business to 1,500 clients as the only licensed agent. 

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:

The guest, Mark Brownstein, is the owner of Emerald Medicare and has managed to acquire 300 new clients every year. He is the only licensed Medicare agent in his business and shares his expertise on local marketing, scaling the business, and maintaining his 1,500 client book business. Key points about his background and experience include growing his business through local marketing, knowing his audience and market, staying organized to succeed, providing trustworthy Medicare guidance, investing in marketing, and finding the right team.

Timestamps with key takeaways:

[00:06:00] What it means to own your zip code

[00:11:10] Streamline the process in order to scale

[00:18:15] Focus on client education

[00:22:50] Breaking down the cost of a lead in Medicare

[00:25:57] Marketing to financial planners and clinics

Entities mentioned:

Medicare, Asian podcast, Sarah Jacobson, Mark Brownstein, Emerald Medicare, New York, Fairstreet, CRM, FMO, Medicare agents, thefairstreet.com, clients, marketing, challenges, opportunities, New Jersey, Connecticut, financial planners, conflict, independent, long-term care, life insurance, final expense, niche, book of business, MedAdvantage, MediCap