This episode explores the changing landscape of Medicare plans and the challenges agents face in adapting their sales approach.

Key points:

- Benefits are decreasing while costs are rising, making the traditional "sizzle" approach of highlighting extra benefits less effective

- Focusing on dual-eligible and low-income subsidy plans may become more challenging - Selling Medicare Advantage plans without generous giveaways is difficult but necessary

- Agents need to think outside the box and consider all options beyond just zero-premium plans to find the best fit for clients

- Understanding state Medicaid eligibility levels is crucial for marketing Medicare Advantage plans to those qualifying for extra help

- Navigating high-premium "free insurance" plans requires expertise to avoid mistakes that jeopardize coverage

- Establishing authority and providing clear, tailored advice is essential when advising new Medicare enrollees

- The discussion highlights the differing mindsets between managers focused on profitability and agents needing quick cash flow, especially for new agentsKey Lessons

1. The traditional "sizzle" approach of highlighting extra benefits may not be as effective in the current Medicare landscape, where benefits are decreasing and costs are rising.
2. Salespeople need to adapt their strategies by focusing on duals and the LIS SCP program, and considering all available options, including Medicare Supplement plans, to find the best healthcare solutions for clients.
3. The complexities of Medicare Advantage plans, particularly for individuals with limited incomes, and the importance of understanding Medicaid eligibility levels and providing clear, expert advice to clients.

Adam talks about his sales week out in the field and how when it's crunch time, he seems tends to turn it up a notch and get a few more sales to end off the week strong.

Adam and Chris discuss the importance of having a presentation and also of knowing what to say and how to say it. Adam runs through his presentation and the reasoning behind why he presents the way that he does.