# Record-Breaking Annual Enrollment Period: Insights from the Field

🚀 Discover why some agencies are seeing their sales double in this year's Medicare Annual Enrollment Period! In this eye-opening episode, industry veterans Nick and Chris, dive into the current state of AEP and what it means for insurance agents.

Despite concerns about carrier commissions, the market shows remarkable strength with unprecedented engagement from Medicare prospects. The hosts share valuable insights on:

- Why experienced agents shouldn't be surprised by current market conditions

- The importance of adapting to evolving Medicare plan landscapes

- Real-world examples of how formulary changes impact clients

- Strategies for building a sustainable insurance business

- The truth behind the "passive income" myth in insurance

The discussion highlights the critical need for agents to think beyond immediate sales and focus on building scalable, resilient businesses in today's dynamic market.

🎧 Whether you're a seasoned professional or new to the industry, this episode offers invaluable perspectives on navigating the current AEP landscape. Tune in now to transform your approach to Medicare sales!

Key Takeaways:

• While there may be concerns about carriers not paying commissions, this does not seem to be a widespread issue in the current Annual Enrollment Period (AEP).

• Carriers often adjust their offerings to manage production targets and costs, which can impact the evolving landscape of Medicare plans.

• The importance of a service-oriented, business-savvy approach for insurance agents to build a sustainable enterprise in the face of the challenges and opportunities presented during the AEP.

Chris and Adam discuss how some agents fail because they are too afraid that they may fail that they never get started.

Adam and Chris emphasize the importance of building genuine relationships in the insurance industry over solely focusing on recruiting or making money. They believe strong relationships, fostered through open communication, knowledge sharing, and mutual support, can be immensely valuable without financial incentives. Their agency's culture encourages a collaborative, relationship-driven approach where people eagerly help and learn from one another

The speakers highlight that by genuinely supporting and empowering their team, the business will thrive. They advocate for a positive, accountable culture where everyone is invested in each other's growth and success, rather than just trying to make money off people. Building a supportive, collaborative community in business through sharing knowledge and ideas, even without direct income generation, is key

They acknowledge challenges in business relationships but emphasize working through them to deepen connections and grow. Honesty, transparency, and involving everyone in the process are crucial. The speakers stress the significance of valuing relationships, as they contribute to personal and professional growth, even during difficult transitions, and can provide valuable resources and increased income

1. Building genuine relationships in the insurance industry, rather than solely focusing on recruiting or making money, can be immensely valuable without any financial incentives involved.
2. Focusing on helping others succeed, rather than just pursuing personal financial gain, can lead to a thriving business as a result of a positive, accountable culture where everyone is invested in each other's growth and success.
3. Being upfront and open, even when it's difficult, leads to better outcomes and fewer issues down the line, and involving everyone in the process, rather than having a top-down approach, is important for fostering a supportive and collaborative community in business.

The hosts Adam and Chris discuss the importance of achieving work-life balance, especially for self-employed individuals and entrepreneurs

- They emphasize the need to prioritize quality time with family and not miss out on important moments with children, even if it means some financial sacrifices

- True success is not just about financial gain but creating meaningful connections and memories with loved ones

- The challenge is balancing the demands of entrepreneurship and being present for key events in children's lives by rearranging work schedules when needed - Maintaining a consistent routine while being flexible is advised to be involved in children's growth and development - Planning schedules meticulously, including vacation time, and being disciplined with time off is important for productivity and work-life balance

- Short-term sacrifices early on can lead to more freedom later in the entrepreneurial journey

- A structured approach with planning ahead, especially around holidays and family time, helps avoid feeling overwhelmed

- Self-employed individuals, especially in sales, may struggle with prioritizing family over work, straining relationships

- Maximizing non-business hours for productivity and quality family time, even if working late at night, is key

- Maintaining a positive mindset, perseverance, and embracing opportunities fully while carefully structuring responsibilities at work and home leads to a healthier balance

Key Lessons:

1. The importance of work-life balance for self-employed individuals, even if it means making some financial sacrifices.
2. The need to prioritize quality time with family as a measure of true success, not just financial gain.
3. The hosts' personal experiences and insights on achieving a healthy work-life balance as self-employed individuals.

In this episode, Adam talks about consistency

in sales numbers week by week and how he persevered through a tough sales week.

In this episode, the hosts Adam and Chris emphasize the importance of maintaining a consistent schedule and routine, especially during the fall season. They advise listeners to treat their work like a full-time career, delegate tasks when possible, and recognize that their current actions will affect their future outcomes. The key message is to respect your own schedule and be disciplined in order to thrive

The hosts also discuss the value of setting appointments and goals, and not letting the earlier darkness disrupt one's productivity. They highlight the accountability and motivation provided by the team's daily morning call, which helps them start the day focused and energized to achieve their sales targets. Additionally, the speakers discuss the importance of having structure, systems, and community for insurance agents to succeed

They encourage listeners to focus on their goals, overcome the fear of failure, and embrace the independence and potential that the insurance industry offers, while acknowledging that this career path may not be suitable for everyone. Furthermore, the speakers emphasize the importance of perseverance and resilience for new insurance agents, sharing the story of an agent who initially found success but then struggled when the job got tough. They highlight the value of their lead program, which provides new agents with support to overcome early obstacles

1. Maintaining a consistent schedule is crucial, even during the fall season when many people tend to take more time off.
2. Excessive time off can negatively impact productivity and financial stability, so it's important to treat your work like a full-time career.
3. Delegating tasks and recognizing the long-term impact of your current actions are important strategies for thriving during the fall and beyond.

This episode focuses on strategies for improving policy persistency and sales in the insurance industry.

Key points:

- Personally delivering policies or following up with clients within 30 days is crucial for retaining business. The host achieved a 93% persistency rate using this approach

- Policy deliveries provide opportunities for referrals, upsells, and cross-sells. Meticulous record-keeping of client information is important to avoid issues.

- Maintain a "lapse list" of potential clients to follow up with later

Aim for consistency in sales with a minimum of $3,500 per week.

- True Social Security billing can improve persistency and lead to better results.

- Sales can be unpredictable, so persistence in finding new opportunities is key

Closing sales on the initial visit is important, as follow-ups are often unsuccessful.

- The speaker shares a recent experience of finding suitable life insurance policies for a client with significant health issues, highlighting the importance of exploring different options.

- The key takeaway is to make the most of each interaction with a potential client, as there are no "be-backs" in this industry

Being present and prepared for every sales opportunity is crucial.

1. Achieving a 93% persistency rate by personally delivering policies or following up with clients within 30 days.
2. The importance of staying connected with clients, especially in final expense and Medicare sales, to retain their business.
3. The value of maintaining a "lapse list" to follow up with potential clients who have previously cancelled their policies.

A replay from one of "Insurance, Life, and Everything in Between"'s first ever episodes!

The podcast explores the inspiring stories and key characteristics of "underdogs" - individuals who overcome significant obstacles and defy expectations to achieve remarkable success. Using examples like the movies Rocky and Invincible, the hosts highlight how underdogs are driven by determination, resilience, and a willingness to work hard and seize opportunities despite the odds.

Key insights include:

- Underdogs give their all and make the most of their chances, even if they fall short of winning

- They possess qualities like perseverance, creativity, and passion that can help outperform established competitors

- In business, underdogs leverage their scrappiness and commitment to overcome disadvantages like lack of resources

- Embracing an underdog mindset fuels motivation and a relentless pursuit of goals - Success requires setting clear objectives, developing a strong work ethic, self-belief, and learning from mentors

- Underdogs must adapt to change, overcome fear of failure, and maintain a positive, solutions-focused outlook The podcast celebrates the inspiring stories of underdogs who defied the odds through sheer grit and determination, providing valuable lessons on achieving success against all odds.

Key Lessons

1. Underdogs are driven to give their all and make the most of their opportunities, even if they may fall just short of winning in the end.
2. An underdog in business is someone who faces significant disadvantages, such as lack of resources, experience, or status compared to their competitors, but can achieve success through determination, hard work, and a strong desire to prove themselves.
3. The key to success for underdogs is their willingness to put in the extra effort, believe in themselves, and never give up, even when faced with setbacks.