Medicare Sales Playbook

Welcome back to Medicare Sales Playbook! In this episode, Matt Smith sits down with Josh Burns—agency owner of Capstone Insurance & Financial Group in Brandon, MS—for a powerful conversation on building culture, recruiting the right agents, and thriving as an independent agency.

Josh shares his journey from martial arts school operator to captive agent, and ultimately, to a successful independent Medicare-...

In this powerful episode of the Medicare Sales Playbook, Dallas sits down with business builder and elite recruiter David Price to discuss how he went from growing up in poverty to earning over $1 million in just 36 months as a licensed insurance agent. David shares how he scaled his business, built high-performing teams, and why Medicare is his next big move.

✅ Learn how to go from producer to business ow...

Get ready to laugh, cringe, and learn as Dallas Keithley and "Medicare" Matt Smith get real about how they stumbled into the Medicare world and what their first year in the insurance business really looked like. From getting fired to awkward seminars, avoidance behavior to game-changing breakthroughs — this episode covers it all. If you're a new agent wondering if you're doing it wrong... you’re not alone.

In this episode of the Medicare Sales Playbook, Dallas Keithley and Matt Smith dive deep into what it really means to invest in yourself as a Medicare agent. From the importance of reading and ongoing self-education, to mentorship and time ownership, this episode is your blueprint for leveling up your business and personal growth.

You’ll also hear details about our upcoming FREE half-day Medicare Bootcamps...

🎙️ In this episode of the Medicare Sales Playbook, Dallas Keithley and Medicare Matt Smith break down everything you need to know about hosting successful Medicare seminars. From securing the perfect venue to nailing your follow-up game, this episode is a step-by-step masterclass on generating consistent leads outside of AEP.

Whether you're a new agent trying to get in front of more clients or a seasoned ...

 In this episode of the Medicare Sales Playbook, hosts Dallas Keithley and Matt Smith dive deep into the real reasons Medicare prospects say “no”—and how you can turn those temporary objections into sales success.

Learn the 3 A’s of Objection Handling:
✅ Agree with the client
✅ Answer the real concern
✅ Ask the right follow-up
Discover how to identify whether an objection is based on Need, Like, or Cost—an...

🎙️ Dallas Keithley sits down with Amy Bock, Regional Sales Manager at GTL, to talk about how to become a complete coverage agent. In this power-packed conversation, Amy breaks down how to confidently educate clients on ancillary products, fill coverage gaps, and retain clients for the long haul.

✅ Learn how to sell with confidence
✅ Get comfortable having uncomfortable conversations
✅ Discover how to posi...

In this inspiring episode of the Medicare Sales Playbook, host Dallas Keithley sits down with rising star Caroline Trecartin, who shares her incredible journey from pre-med student to top-producing life insurance agent—and her bold leap into the world of Medicare sales. 💥

Caroline opens up about the tough conversations with her dad, what it was like to leave behind a "secure" career path, and how she buil...

In this high-impact episode, we sit down with Brian Thompson of Peritia Advisors—a Medicare pro who’s built a powerhouse agency from scratch and isn’t slowing down. Brian shares how cross-selling has transformed his business, his four-product rule for every appointment, and how understanding personality types can make or break a sale.

We’ll talk about: 

✔️ Why cross-selling is a must (and how ...

🔥 Welcome back to the Medicare Sales Playbook! In this powerful episode, host Dallas Keithley sits down with Christina Perez, founder of Perez Financial Group, to unpack her 17-year journey in Medicare sales and how she’s built a thriving agency from scratch. Christina shares actionable insights for new agents and growing agencies, including:

✔️ How to go from ZERO clients to a thriving Medicare book of b...

Welcome back to the Medicare Sales Playbook! 🎉 In this special episode, we celebrate one year of delivering top-tier Medicare sales insights! 🏆 Thank you for sticking with us for 52 episodes—we truly appreciate your support! 🙌

This week, Dallas Keithley is joined by Andrew Saul, Sales Director at Physicians Mutual, for an eye-opening discussion on Medicare Supplements vs. Medicare Advantage. They dive i...

Retention is the key to long-term success in Medicare sales! In this episode of the Medicare Sales Playbook, hosts Dallas Keithley and “Medicare”  Matt Smith break down the best strategies to keep your clients for the long haul.

💡 Topics Covered in This Episode:
✔️ Why client retention is more cost-effective than new client acquisition
✔️ How to build strong relationships with clients from the very first ...

Are you effectively using Medicare math to help your clients make informed decisions? In this episode of the Medicare Sales Playbook, host Dallas Keithley and guest Matt Smith break down how to explain Medicare Supplement plans and compare them to Medicare Advantage options.

🔢 Topics Covered:

• How to calculate and present Medicare costs to...