Episodios

  • Stress-Busting Mindset Strategies During Medicare’s Busy Season
    Jul 14 2025

    Unlocking Success in Insurance: The Power of Mindset with Mitch Weisbergh

    On episode 82 of the Insurance Business Babes podcast, host Kathe Kline welcomed mindset expert Mitch Weisbergh for an insightful discussion on the transformative power of mind shifting, particularly as it applies to professionals in the insurance industry. Here’s a breakdown of the key takeaways and practical strategies shared during their conversation.

    The Role of Mindset in Insurance

    Kathe set the stage by highlighting that Medicare insurance agents are, by nature, educators. Most clients aren’t “sold” on Medicare—it’s a necessity—so the true service comes in guiding and educating clients through complex decisions. Mitch Weisbergh, known for teaching educators (and now professionals of all backgrounds) how to change their mindsets and approach challenges creatively, emphasized how improving one’s mindset isn’t just helpful, but critical for success and satisfaction.

    Handling High-Stress Seasons

    A major challenge for insurance agents, especially during the Annual Enrollment Period (AEP), is managing overwhelming workloads and stress. Mitch clarified that stress arises from our brain’s limbic system, impairing creativity and critical thinking. To counteract this, he offered three evidence-based strategies:

    1. Self-Awareness: Recognize when stress is mounting. Sometimes simple awareness can spark change.

    2. Positive Self-Talk: Replace “I can’t” with “Perhaps I can” to reframe challenges into opportunities.

    3. Mindfulness and Distraction: Take breaks, meditate, listen to music, or enjoy quick walks. These reset the brain, enhancing executive function and decision-making.

    Embracing Meditation for Wellbeing

    Despite skepticism in some circles, meditation has scientific backing—even being practiced by elite athletes for focus. Mitch recommends both a morning meditation session and short mindfulness breaks during the day to reduce stress and improve performance. Simple techniques like focusing on breath or tactile sensations can help even the busiest agents reclaim calm and clarity.

    Breaking Out of Limiting Loops

    Mitch urged listeners to recognize self-limiting beliefs—often just outdated responses from our “survival brain.” By questioning rigid thinking and staying open to alternative solutions, agents can unlock new levels of growth, resilience, and service quality.

    Final Thoughts and Resources

    To dive deeper, Mitch recommends his book, Mind Shifting: Stop Your Brain from Sabotaging Your Happiness and Success, and his website mindshiftingwithmitch.com, offering practical tips for changing the way we think, work, and thrive.

    Listen to the full episode for more actionable insights!


    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    30 m
  • Finding, Screening, and Training Virtual Assistants
    Jul 7 2025

    How to Successfully Hire and Manage a Virtual Assistant for Your Insurance Business

    Running an insurance practice means juggling countless tasks, and as your client roster grows, so does the need for reliable support. In this week’s episode of the Insurance Business Babes podcast, hosts Kathe Kline and Joanna Wyckoff dive deep into hiring virtual assistants (VAs)—sharing years of hands-on wisdom from building their own teams. Here are the best nuggets from their conversation, expanded for our blog readers.

    Why and When to Hire a Virtual Assistant

    Most insurance agents hit a breaking point as their client base approaches 300 or more. When that happens, administrative work starts eating into sales time, client service suffers, and time off becomes a dream. As Joanna says, “We girl boss a little too hard to the sun and you start getting overwhelmed.” If you’re constantly frazzled or avoiding your ringing phone, it’s time to bring on support—before burnout sets in.

    Where to Find Qualified Virtual Assistants

    Both hosts swear by onlinejobs.ph, a popular platform for hiring VAs from the Philippines. Filipino VAs are known for excellent English, polite customer service, and strong work ethic. Kathe recommends paying a little extra for the six-month support/transition package, giving the VA a local contact to help them adjust and ensuring smoother onboarding for you.

    Other options include Upwork (especially if you need part-time help), or hiring services like Hire Heroes, which pre-screen and prepare candidates for the insurance industry.

    Screening and Selecting the Right Candidate

    To avoid sifting through hundreds of resumes, Joanna suggests:

    • Requesting a video introduction to gauge English proficiency, personality, and customer-facing skills.

    • Asking for a portfolio if you’re hiring for specialized skills (like marketing).

    • Giving clear, specific application instructions to spot high attention to detail.

    Kathe is a fan of assigning paid trial tasks to top candidates. This hands-on approach shows who’s truly capable and reliable.

    Training & Managing Your Virtual Assistant

    Before hiring, spend time recording your processes using screen capture tools. This library of “how-to” videos becomes a training goldmine for your VA—and any future hires. Kathe reminds us never to do one-on-one trainings without recording: “Chances are, you’re going to have to hire another virtual assistant someday.”

    Embrace cultural differences—be explicit with expectations, offer positive feedback, and always have clear agreements regarding pay, 13th month bonuses, and holidays. Tools like Hubstaff or TimeProof help with accountability by capturing regular screen shots of your VA’s work.

    Compensation & Retention

    Pay competitively, offer regular bonuses, and recognize holidays. Both Kathe and Joanna emphasize generosity—helping your VA feel valued pays dividends in loyalty and performance. Clear key performance indicators (KPIs) and regular check-ins keep everyone on the same page.

    Final Thoughts

    The sooner you invest in hiring and training a VA, the sooner you’ll reclaim your time for sales, strategy, and some well-deserved balance. As Kathe says, “Your life will change for the better from that point forward.”

    Ready to take your insurance business to the next level? Don’t wait—start your hiring journey today!


    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    43 m
  • Breaking Down Fixed and Indexed Annuities for Medicare Agents
    Jun 30 2025

    Breaking Down Fixed and Indexed Annuities for Medicare Agents

    In episode 80 of the Insurance Business Babes podcast, host Kathe Kline is joined by Tiffany Washington, whose unique journey from optometry to Medicare insurance provides valuable lessons for insurance professionals at every stage.

    Tiffany began her insurance career as a Licensed Only Agent (LOA), not fully understanding the differences between being an LOA and an independent agent. Her turning point arrived after three years with the same company, when she realized a new contract would leave her without ownership of her existing book of business. Despite having 627 clients, Tiffany made the tough decision to start over as an independent agent, underscoring the importance of contract transparency and owning your clientele from the onset.

    A central focus of this episode is the prospect of cross-selling fixed annuities. Kathe highlights both the opportunities and risks: while annuities can offer clients principal protection and guaranteed income—serving almost like a self-made pension—they come with complexities in terms of product types (like fixed and indexed annuities) and beneficiary options.

    New agents are urged to master the basics and prioritize clear client communication, especially when discussing accumulation versus annuitization phases or navigating beneficiary selections.

    Both Kathe and Tiffany agree on the significance of protecting your reputation and client base. Kathe advises agents to stay client-focused, never sell products with high surrender charges unless they're genuinely in the client’s best interest, and ensure Errors & Omissions (E&O) insurance is properly updated before offering annuities.

    Tiffany’s takeaway: always put yourself in the client’s position and document everything.

    Whether you’re considering adding annuities to your offerings or deciding between meeting clients in-person versus virtually, keep your business model flexible and your ethics at the forefront. As Kathe concludes, focusing on clients’ needs—and not just the commission—builds both trust and long-term success in the insurance world.


    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    41 m
  • Don’t Wait: Why Early Certifications Are Essential for Insurance Agents in a Disruptive Year
    Jun 23 2025

    The Rush for Early Certification

    In Episode 79 of the Insurance Business Babes podcast, hosts Joanna Wyckoff and Kathe Kline emphasize a time-sensitive issue for agents: annual certification season is here, and this year, it’s more important than ever to get it done early. With sweeping industry changes, particularly around MAPDs, and PDPs, waiting until the last minute could seriously jeopardize your business. Delays in certification reporting can easily make agents “not ready to sell” when the season kicks off, resulting in missed opportunities and unhappy clients. As Kathe puts it: “You cannot wait this year, folks. There are so many changes.”

    Smart Strategies for Getting It Done

    Procrastination is the enemy. Joanna recommends blocking certification time into your calendar now—before life inevitably intervenes. Whether it’s illness, a family emergency, or a tech blackout, leaving certifications to the last minute is risky. Schedule recurring blocks, tackle certifications carrier by carrier, and consider a Google Sheet to keep track of your progress. For those juggling multistate contracts, breaking it into manageable pieces is a lifesaver. And don’t forget to use this opportunity to update all your carrier contact information.

    Organizing for Sanity: Tech & Email Hacks

    Overwhelmed by the flood of carrier emails and events? Joanna suggests setting up a dedicated carrier-only email account to keep critical messages visible while filtering out the noise. The duo also discuss leveraging AI and tools like Fixer.AI to sort, filter, and even auto-respond to routine communications—though no tool is perfect, and human oversight remains essential.

    Weatherproof Your Business

    Life happens: tornadoes, internet outages, demanding clients, or simple burnout. Both hosts remind agents to plan for the unexpected, leaving margin in your schedule so last-minute problems don’t snowball into missed deadlines. Embrace automation, use online booking links for client appointments, and practice with new technology before AEP so you aren’t scrambling during the busiest time of the year.

    Final Thoughts: Adapt and Thrive

    The insurance landscape is shifting dramatically, with premium increases and commission changes on the horizon. Now is the time to diversify product offerings, sharpen your workflow, and cement your status as a trusted advisor. As Joanna says: “Work smarter, not harder.” Get those certifications done early, stay organized, and set your business up for success in this challenging new environment.

    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    29 m
  • The End of Grocery Cards: What D-SNP Agents Need to Know and Do Next
    Jun 16 2025

    How Medicare Special Needs Plans Are Changing—and How Agents Can Support Clients Now

    Recent shifts in Medicare Special Needs Plans (SNPs), especially those affecting dual-eligible (D-SNP) beneficiaries, are causing ripples both for insurance professionals and the vulnerable individuals they serve. In this episode of Insurance Business Babes, Kathe Kline and Joanna Wyckoff break down what's ahead and offer actionable strategies for agents to stay ahead of these changes.

    Understanding the Major Benefit Reductions

    Beginning in 2026, CMS regulations will roll back many popular ancillary benefits for D-SNPs—including the much-loved grocery card. While chronically ill SNP beneficiaries (C-SNPs) may still qualify for these extras, dual-eligible clients will see notable losses. For many low-income individuals, these grocery benefits made up a crucial portion of their monthly "income," so the impact will be significant.

    Why This Matters: Client and Agent Implications

    The removal of grocery and ancillary benefits doesn’t just hurt consumers; insurance agents relying on those “perks” to showcase plan value will need to adjust their approach. The focus will have to return to the medical coverage itself—maximum out-of-pocket costs, plan networks, and real medical needs—rather than the shiny add-ons.

    Compliant Communication: Getting Ahead of the Curve

    Regulation limits how and when agents can warn clients about specific plan changes. However, Kathe and Joanna recommend proactive and compliant communication:

    • Send out educational newsletters focusing on national policy or regulation shifts, not plan specifics, to maintain compliance.

    • Create video content raising awareness about upcoming regulatory changes, with clear calls-to-action for annual reviews.

    • Segment your outreach using a CRM to target only affected D-SNP clients, avoiding unnecessary concern for unaffected beneficiaries.

    Building Resourcefulness for Clients

    Losing financial help through Medicare plans means clients may turn to other social supports. Agents can add value by compiling local and national resources—food banks, utility assistance, community gardens, and home-sharing services—to include in their outreach.

    Time to Be the Trusted Advisor

    As we move towards AEP and beyond, insurance professionals must reclaim their role as consultants rather than benefit brokers. Proactively supporting clients through these changes—with information, empathy, and local resources—will protect your book of business and earn long-term trust.

    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    31 m
  • Stay Ahead of Medicare Industry Changes Tools and Tactics for Agents with Dalton Miller
    Jun 9 2025

    Preparing for AEP: Embracing Technology and Proactive Strategies in the Insurance Industry

    Host Kathe Kline and guest Dalton Miller dove headfirst into the changing landscape of Annual Election Period (AEP) preparation and why insurance agents must stay ahead of industry trends—especially in today’s rapidly evolving environment. Here’s a breakdown of the key takeaways and how you can apply them to your business.

    The Countdown to AEP Is On: Get Ahead Early

    Dalton opened the conversation with a reality check—there are fewer business days than you think before AEP kicks off. The urgency is real. Agents waiting until the last minute risk being overwhelmed, particularly as changes around prescription drug plans (PDPs) from regulatory shifts like the Inflation Reduction Act are generating more client questions, confusion, and inbound phone calls.

    Turning Industry Challenges Into Opportunities

    Rather than seeing incoming calls as disruptions, savvy agents seize them as opportunities. Dalton pointed out that proactive outreach—whether in-person appointments or virtual consults—can turn client confusion about drug costs into relationship-building moments. Agents who capitalize on these touchpoints not only help clients, but also strengthen retention and potentially restart commission cycles with plan changes.

    Tech Tools: Your Secret Weapon for Efficiency

    From automated scheduling links to drug list collection surveys like RetireFlo, technology is non-negotiable. Kathe stressed the time-savings and organizational benefits of tools like calendar links and integrated form submissions for medication lists. If you’re not using technology, you’re likely doing double work and risking costly errors. Importantly, Kathe and Dalton both emphasized the need for HIPAA-compliant CRMs. Not only does this protect client data, but it future-proofs your continuity if you switch FMOs.

    Be Proactive, Communicate, and Set Boundaries

    A recurring theme was proactive communication. Don’t be shy—send out birthday cards, newsletters, or helpful updates. Let your book of business know you are their first call. Importantly, set boundaries: make it clear when you’ll review Med Supps and PDPs, and educate clients on why you don’t do everything during AEP. This manages workload and builds compliant, loyal relationships.

    Final Word: Start Now and Beat the Rush

    Dalton, channeling Paul Revere, reminded listeners: “AEP is coming!” The key is to establish streamlined, compliant systems now—before the wave hits. Tools that save time, reduce manual work, and improve client experience aren’t just luxuries—they’re business necessities. In the words of Kathe, “Why are you doing double work? Let technology set you free.”

    Ready to thrive this AEP? Invest in tech, standardize your client communication, and start prepping now—you’ll thank yourself come October.


    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    50 m
  • Why Top Producers Network Differently: The Impact of Exclusive Sales Trips
    Jun 2 2025

    A Royal Experience: The Power of Insurance Sales Incentive Trips

    In the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff dove into the unique world of insurance sales incentive trips—what they’re really like, how they differ from standard industry conferences, and the unexpected lessons learned along the way.

    Winning the Trip: More Than Just Numbers

    Joanna recently qualified for Physicians Mutual’s prestigious sales convention as an IMO, a milestone she reached within just a few short years of launching her agency, Top Flight. She described the event as “phenomenal,” highlighting luxury treatments, thoughtful gifts, upscale dining, and—perhaps most importantly—the chance to interact directly with company leadership, including the CEO. This kind of recognition and access proves invaluable, affirming the significance of consolidating business with supportive carriers.

    The Difference Between Paid Conferences and Qualifier Trips

    Unlike large events you pay to attend, qualifier incentive trips have a distinct energy: attendees are all top producers. This changes the tenor of the conversation—from business talk and networking, to genuine relationship-building. As Joanna noted, “Most of the people wanted to just get to know you as a person.” These environments foster deeper connections, peer learning, and opportunities to exchange high-level ideas.

    Key Takeaways: Loyalty, Support, and Referrals

    A surprising insight from Joanna’s experience was the advantage of funneling business to a limited number of strong, supportive carriers. Spreading applications among many companies may dilute recognition and support. Kathe talked about her own MDRT days, emphasizing the business boost gained from sharing personal touches (like hand-written postcards from conferences) and getting to know clients beyond their policies. Relationship-centered business not only makes for enjoyable work but also leads to more and better referrals.

    The Real Value: Community and Growth

    Whether you’re striving to qualify for a trip or investing in paid industry events, the Insurance Business Babes remind us: get out there, network, build real relationships, and always be open to new ideas. These are the keys to both personal satisfaction and business success in insurance.

    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    33 m
  • Secret Sunfire Tool! How explaining it could have prevented an upline switch
    May 26 2025

    Technology Transforming the Insurance Business: Insights from the Insurance Business Babes Podcast


    Big Changes and Hard Decisions In the most recent episode of "Insurance Business Babes," Kathe Kline and Joanna Wyckoff offered an honest look into the critical decisions agents face—and how technology is rapidly reshaping insurance workflows.


    Kathe shared her journey of moving her business to Top Flight after years with a large organization that incentivized her with significant marketing dollars. But as her marketing needs evolved and desired operational changes (like making her assistant an LOA) decreased her benefits, it became clear a transition was necessary—especially when the promise of better technology was on the table.

    Battling Tech Overload and Disjointed Systems Kathe discussed the costly and frustrating attempt to piece together different tech tools like Connecture and RetireFlo to streamline Plan D (PDP) processes. The discovery that critical carrier data and functions—like syncing client medication lists—were not universally available added to the complexity and inefficiency. Her experience highlights a pain point many independent agents face: technology fragmentation and the challenge of staying informed about what’s possible with evolving systems.

    The Sunfire Revelation A key takeaway from the episode is the game-changing functionality of Sunfire’s "secret" Blaze Sync URL. This under-the-radar feature lets agents send clients a unique survey link, so clients can update their medication lists themselves—automatically populating Sunfire with accurate data. The catch? Very few agents seemed to know about it, due to gaps in communication from uplines and the sheer flood of carrier and FMO emails that overwhelm most inboxes.

    Improving Communication in the Industry Kathe’s frustration—and Joanna’s insight as an upline—underscores an industry-wide issue: critical updates get lost in the barrage of impersonal emails and irrelevant invites. Their solution? Uplines must invest in real personal communication, not just mass shotgun email blasts.

    Conclusion This episode reminds us that while insurance tech is advancing rapidly, cultivating genuine relationships and customized support is just as essential. Whether you’re an agent or an upline, cutting through the digital noise and focusing on meaningful solutions can make all the difference—for your business and your clients.

    This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

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    49 m