Medicare Sales Playbook

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The Medicare Sales Playbook is more than just a podcast; it's a mission to transform the way agents approach Medicare sales, focusing on utilizing one's unique talents, embracing hard work, and fostering a sense of community.

🔥🎙️ Episode 77 is LIVE 🔥🎙️ How to Raise the Stakes, Cross-Sell, and Win in Medicare SalesTommy Overton’s story is one of...
08/28/2025

🔥🎙️ Episode 77 is LIVE 🔥🎙️

How to Raise the Stakes, Cross-Sell, and Win in Medicare Sales

Tommy Overton’s story is one of grit, resilience, and determination. From building a 12,000-agent final expense division to betting on himself and starting over in Medicare sales—only to face a life-threatening health scare—Tommy’s journey is nothing short of inspiring.

In this episode, Tommy shares:
âś… How he rebuilt his career from scratch after a setback
âś… The importance of mentors who actually get in the trenches with you
✅ Why betting on yourself (even when it’s scary) can pay off big
âś… The mindset shift that helped him overcome obstacles and keep moving forward
âś… How cross-selling and referrals have transformed his business

This isn’t theory—Tommy is out there writing business, running Medicare seminars, and leading by example. His story will challenge you to raise the stakes in your own business and never stop learning.

Reach out to Tommy!
FB: Overton Agency
IG: Overton_Agency

Website: https://overtonagency.com/
👉 Don’t miss this powerful conversation!

Tune in now: https://bit.ly/45GQdao

08/27/2025

Each October, show up after Oct 1 with printed plan changes and a simple one-pager for dental/vision/hearing offices. Explain what’s different from last year and reassure them: if patients need to switch plans, you’ll help them move and stay with that provider whenever possible. This turns you into their go-to Medicare resource—and a steady referral stream.

đź”— Full Episode Link Here: https://youtu.be/Qf5J_gBeqQo

08/26/2025

Want referrals without asking awkwardly? Host a client appreciation event. Ty explains how a simple coffee-and-bingo morning creates community, deepens trust, and fills your pipeline with new prospects.

đź”— Full Episode Link Here: https://youtu.be/Qf5J_gBeqQo

08/25/2025

Dentists, vision clinics, and hearing offices often don’t realize how Medicare changes affect their patients—until it’s too late. By showing up each year with the new plan details, you position yourself as their go-to expert and referral partner.

đź”— Full Episode Link Here: https://youtu.be/Qf5J_gBeqQo

08/22/2025

Not every plan that looks “better” on paper is the right choice for your client. Ty explains why side-by-side comparisons matter and how to help clients decide based on what’s truly important to them — not just what looks good in the brochure.

đź”— Full Episode Link Here: https://youtu.be/Qf5J_gBeqQo

08/21/2025

Clients only see the negatives when Medicare plan changes roll in. As agents, it’s our job to flip that narrative and show them options. If you don’t, another agent will. This is how you stay top of mind when seniors talk about their healthcare at the community center.

đź”— Full Episode Link Here: https://youtu.be/Qf5J_gBeqQo

🔥🎙️ Episode 76 is LIVE 🔥🎙️ Selling Medicare: The #1 AEP Playbook for Medicare Agents Welcome back to the Medicare Sales...
08/21/2025

🔥🎙️ Episode 76 is LIVE 🔥🎙️

Selling Medicare: The #1 AEP Playbook for Medicare Agents

Welcome back to the Medicare Sales Playbook! 🎙️ In this episode, Dallas Keithley sits down with Ty James, VP of Medicare at Lasting Mark, to break down how agents can dominate AEP by having a solid plan, protecting their book, and creating referral pipelines.

👉 What you’ll learn in this episode:
• How to prep for AEP as a new agent (and avoid rookie mistakes).
• Why your first job is protecting your current clients—and how to do it efficiently.
• The power of letters, calls, and client events to keep clients engaged.
• How to build referral partners with dentists, pharmacies, and local providers.
• Smart strategies for getting referrals from existing clients (without crossing compliance lines).
• Why educating clients—not “selling”—is the key to long-term retention.

This conversation is packed with actionable advice for both new and seasoned agents gearing up for AEP. Whether you’re running your first or your fifteenth season, Ty shares proven methods to help you maximize production while building lasting client relationships.

Tune in now: https://bit.ly/4oM4HNq

08/20/2025

Here’s a secret — nobody understands everything about Medicare. In this clip, we reveal why the people who seem like they have it all figured out are just pretending… and why asking your questions is the fastest way to learn.

đź”— Watch the full episode here: https://youtu.be/CW9MirqnHOA

08/19/2025

Sometimes you drive across town, sit with a client, and realize you can’t ethically move them. This clip dives into why that’s not wasted time — and how handling it right can turn into a steady stream of quality referrals.

đź”— Watch the full episode here: https://youtu.be/CW9MirqnHOA

08/18/2025

If your only reason to build a team is to make more money, don’t do it. In this clip, we share why team building must be rooted in wanting others to succeed — and how those wins will inspire you more than any override check ever could.

đź”— Watch the full episode here: https://youtu.be/CW9MirqnHOA

08/15/2025

No one builds a lifelong career doing the exact same thing they started with. In this clip, we talk about the reality that everything you’re doing today could fail tomorrow — and that’s okay. The real skill is learning to adapt, pivot, and thrive no matter what comes your way.

đź”— Watch the full episode here: https://youtu.be/CW9MirqnHOA

08/14/2025

In Medicare sales, your integrity is everything. Sometimes doing the right thing means helping a client even if you don’t make a dime. In this clip, we discuss why transparency about unpaid business can lead to the best referrals you’ll ever get — because nothing builds trust like putting the client first.

đź”— Watch the full episode here: https://youtu.be/CW9MirqnHOA

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