Insurance Business Babes

AEP is in the air and Kathe and Joanna are not entirely thrilled aboutit. In this episode, the ladies get into what's frustrating about thisseason (carriers releasing first looks in late September, non-commissionableplans, and plans being suppressed off Medicare.gov entirely) and whatagents can actually do about it. Then they shift to the part most agentsskip: getting yourself ready before October 15th hits. What they cover: - Why waiting on carrier first looks has agents stuck in "hurry upand wait" - Directing clients to Medicare.gov for PDP reviews and what to expectfrom the accuracy - Guaranteed issue confusion, and why unlicensed guidance costs consumersreal money - Why your business address should not be your home address (especiallyfor women)- Pre-AEP admin: license renewals, CE hours, FFM certification, carregistration. Do it now - Health prep that protects your season: doctor appointments, mealprepping, grocery delivery, and walking while you work If your birthday falls during AEP, this one's especially for you. --------------------------------------------------------------- Subscribe for more real talk on growing your insurance business. Questions or a topic you want covered? Reach out, we read everything. Host: Joanna Wyckoff & Kathe KlineInsurance Business Babes is owned by Cmed LLC.

Most agents are sitting on a book of business they never go back to. In this episode, Joanna and Laura pick up last week's conversation and get specific: How do you call a client you enrolled years ago and offer them something new without feeling like a product pusher? The answer starts before the sale. Laura walks through how she sets the expectation at the very first meeting: she's not there to sell a plan, she's there for the whole person. That framing is what makes the second, third, and fifth conversation possible years later. They cover: Why the relationship has to start at the seminar table, not at renewal Getting your phone number into the client's phone before they ever need you How to read a client's medication list as a roadmap to coverage gaps Painting the picture: what recovery actually looks like after a stroke, and why family isn't a plan Using real client stories instead of product pitches Getting a benefit into the client's hands fast so they never second-guess the decision Tagging and organizing your book so you know exactly who to call next Why the no-shows on your seminar list are still leads you paid for The mindset shift: you're an entrepreneur offering solutions, not a salesperson pushing product Where life insurance and annuities fit for agents feeling squeezed on Medicare commissions Laura's core argument: if you don't offer it, nobody will. And the client pays for that silence later. Subscribe for more real talk on growing your insurance business. Questions or a topic you want covered? Reach out, we read everything. Guest: Laura Winningham Host: Joanna Wyckoff & Kathe Kline Insurance Business Babes is owned by Cmed LLC.

You may as well be lighting your marketing budget on fire if you're not following up. While Kathy's away, Joanna sits down with special guest Laura Winningham to unpack the follow-up system that separates agents who fill their calendars from agents whose RSVPs go cold. Laura shares her exact playbook from calling every lead before the event and using storytelling techniques that build instant trust, to capturing the cross-selling opportunities (cancer, home health care, life insurance) most agents miss. In this episode: Why calling leads before the event sets the first impression and outperforms waiting for an inbound call How storytelling (not the ABCs) is what actually sells you in a seminar Reading the room: tailoring your pitch to teachers, federal workers, and union members The "Cancer Alley" hook and other stories that make prospects lean in Real client stories: the $10,000 deductible surprise, the wired-jaw dental gap, and the scooter that got denied How the Heartland home health care rebate mechanism works (and why clients love it) Using VAs and automations without losing the personal touch The permission-to-contact rule: why no-shows and old leads are still fair game Why your existing client list is a goldmine you're not mining hard enough Guest: Laura Winningham Host: Joanna Wyckoff Insurance Business Babes is owned by Cmed LLC.

Kathy's on a break this episode, so Joanna brings the show straight from a Monday Morning Live training session, joined by COO Kevin and guest trainer Emily Henderson, one of the team's top producers. Emily walks through a live role-play demo of exactly how she presents a Medicare Advantage plan review to a client, using Kevin as her practice client "Mr. Jones." This episode is a masterclass in presentation structure: Emily shows how to walk a client through a summary of benefits line by line, premiums, deductibles, MOOP, hospital copays, specialist visits, and extra perks while identifying "the holes" in the plan as she goes, not after the sale is done. Joanna jumps in with the reasoning behind the technique: why you have to bring up gap coverage while the client is still feeling the "pain point," and why staying silent about it isn't neutral, it's a disservice. In this episode: A full live walkthrough of how to present a Medicare Advantage summary of benefits How to identify plan "holes" in real time instead of circling back later Why bringing up hospital copay, dental, and cancer gap coverage during the pain point works better than pitching it afterward The "you're the expert" mindset: why offering gap coverage is a responsibility, not a sales tactic A simple way to reframe cost: showing clients they're often paying just a few dollars a month for extensive protection If you've ever struggled with how to naturally bring up ancillary coverage without sounding like you're upselling, this episode gives you the exact language and structure to do it. Follow Insurance Business Babes so you never miss an episode. Hosted by Kathy Klein & Joanna Wyckoff

Medicare season doesn’t end when enrollment periods end—it’s time to start building for AEP. In this training, Joanna Wyckoff explains how top Medicare agents use the months leading up to AEP to fill their calendars, nurture existing clients, cross-sell additional products, uncover overlooked plan benefits, and build valuable referral partnerships. Learn how to reverse-engineer Medicare plan benefits to find dentists, DME providers, vision centers, gyms, realtors, and other community partners, while using events and ongoing outreach to create a steady pipeline of prospects. The focus is simple: get active now, build relationships, provide value, and create the foundation for a successful AEP. Topics covered: Preparing for AEP Early Building a Full Activity Calendar Cross-Selling Your Existing Book of Business Reverse-Engineering Plan Benefits Building Referral Partnerships Community Engagement & Events Building a Prospect Pipeline Finding Special Enrollment Opportunities The Core Strategy