The Medicare People Podcast: Recent Episodes
FairStreet
The Medicare People Podcast teaches independent medicare agents and brokers how to manage, market and grow their businesses more effective. On this podcast we have veteran medicare business owners share their knowledge so that you can learn from their mistakes, and build a thriving book of business.
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, Paul DaCosta shares his process of using direct mail and educational seminars to build a booming Medicare business in Augusta, Georgia. He shares how he uses targeted direct mail and hosts weekly educational Medicare seminars for people turning 65 locally.
Many agents consider direct mail and in-person educational seminars too “old school”, but Paul shows how effective these techniques can be if you apply a scientific, data-driven approach. He breaks down what goes into an effective seminar, from choosing the venue to crafting the perfect direct mail sequence.
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 what they wish they knew when they started out.
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 about Fairstreet at the link - www.thefairstreeet.com
Key topics + chapter markers:
(9:01 Target specific demographics in marketing
(17:00) Invest in business connections and partnerships
(23:32) Plan for the unexpected when doing live events
(25:52) Knowing your material and venue
(30:13) Forming relationships with venues
Caroline Hou joins the Medicare Agent Podcast to give a crash course on Medicare carrier contracting. She explains the contracting process for new agents, including AHIP, carrier certifications, and choosing an FMO (Field Marketing Organization). Next, she breaks down the process of switching FMOs and how to streamline getting a release from your upline. Lastly, she shares the most common contracting mistakes and how to avoid them.
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 what they wish they knew when they started out.
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 about Fairstreet at the link - www.thefairstreeet.com
Key topics + chapter markers:
(05:06) How do FMOs fit into the story of contracting
(10:26) New agent process for contracting through FMO
(00:15:21) How to switch FMOs
(22:19) Best time of year to switch FMOs (avoiding AEP)
(27:10) Open release policy explained
Lori is the founder of Balanced Rock Insurance, a 26-year-old business that provides group health insurance and Medicare services. Lori shares her story about how she got into the Medicare insurance space, the extensive amount of training and certification needed to become a Medicare agent, and her experience with the complexity of CMS compliance and the number of plans available. She also speaks of the importance of software and automation to make running the business much easier.
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 a successful business and what they wish they knew in the early days. FairStreet is a startup FMO and CRM for Medicare agents to run and scale their business. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. Learn more at www.thefairstreeet.com.
Bullet points of key topics + chapter markers
(5:58) Use automation to streamline Medicare
(12:03) The ins and outs of navigating insurance
(16:19) Clients are more tech savvy than you think
(25:30) Make life easier with software
Michele Trimble shares her path to becoming a successful independent Medicare agent. With over 30 years of experience in the industry, Michele struck out on her own to build an independent agency focused solely on Medicare. In this episode, Michele talks about how she got started in Medicare, the process of writing a business plan and launching her own agency, and why having a great software system led to her agency's success.
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 a successful business and what they wish they knew in the early days. FairStreet is a CRM for Medicare agents to run and scale their business. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. Learn more at www.thefairstreeet.com.
Bullet points of key topics + chapter markers
3:48 Creating the business plan
10:40 Referral business grows exponentially
21:43 Efficient data management is key
30:19 Persistence leads to success
Rebecca tells her story of how she got into the insurance industry and eventually found her passion for helping people 65+ with Medicare. Rebecca takes the time to break down Medicare for her clients and delivers parts of her actual “Medicare 101” talk on the podcast. She also shares her journey starting out with a larger Medicare agency before making the leap to create her own Medicare business in partnership with a financial planner.
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 a successful business and what they wish they knew in the early days. FairStreet is a CRM for Medicare agents to run and scale their business. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. Learn more at www.thefairstreeet.com.
Bullet points of key topics + chapter markers
07:26 Medicare and financial planning go hand-in-hand 17:25 Explaining Parts A and B 20:02 Explaining Medicare Advantage vs. Medicare Supplement 22:22 Explaining Part D 26:09 Explaining Medicare Advantage 39:36 The importance of educating clients
In this episode, we interview Caleb Reynolds in Austin, Texas about how he started his own Medicare agency after leaving HealthMarkets. He talks about the challenges of starting an agency and training new agents, and walks through the step-by-step process of starting an agency.
(06:27) Leaving HealthMarkets
(13:01) The nuts and bolts of setting up an agency
(17:03) Training downline agents
(25:57) Use technology to simplify, not complicate
The Medicare People 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 a successful business and what they wish they knew in the early days. FairStreet is a CRM for Medicare agents to run and scale their business. You can collect prescriptions, quote & enroll, create custom intake forms, record calls and so much more. Learn more at www.thefairstreeet.com
In just six years, Charline Covington-Plerqui has built a massive Medicare agency entirely on referral partnerships, personal touch, the right software, and a lot of hard work. She shares how she became the local go-to Medicare referral partner for group health agents and financial planners. She later breaks down her AEP process step-by-step to share how she services hundreds of clients as the only licensed agent in her agency.
Charline began her insurance career in 2002. She quickly rose through the ranks, working for several different major insurance carriers, brokerages, and general agencies. In her role as an account manager for large groups, she saw a need for education and guidance for employees transitioning from group insurance to Medicare. And so, in 2014, she launched her own agency, PTI Consulting.
Ashley Corr is the owner of Myriad Insurance in Richmond, VA. Previously a group health insurance broker, Ashley stumbled into Medicare when someone offered to sell him a Medicare book of business. In this episode Ashley talks through his transition from group health insurance into Medicare. He goes on to explain the financial impact of 65+ year old employees on a group insurance policy and why every group health agent should offer Medicare services.
Chad Norgard started Norgard Insurance Group in 2006 and grew into one of the largest Part D producers in the state of Florida. In this episode Chad shares how he built his agency in the early days and why selling Part D plans has become an important part of his business strategy. He retraces his journey from the military to working at a carrier to striking out on his own, and why he turned down a $1M+ offer to buy his business.