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. It's about making a meaningful impact on the lives of seniors while simultaneously achieving professional growth and financial success.
Every episode is designed to inspire, educate, and empower agents to not only grow their business but also to discover their 'why' and achieve a fulfilling career. Hosted by the energetic and insightful Dallas Keithley, this podcast stands as a guiding light for insurance agents aiming to elevate their Medicare business, one strategic play at a time. Tune in to join Dallas and his guests on this journey toward becoming a standout agent in the Medicare insurance world.
What Medicare Agents Should Be Tracking During AEP
AEP is here—but do you actually know what you're working toward?
In this episode of the Medicare Sales Playbook, Dallas and Matt break down how to set AEP goals that give you something to do TODAY instead of just a number you hope to hit by December.
They walk through how to reverse-engineer your production goals, determine the activity needed to reach them, and focus on the things you can actually control throughout AEP.
You'll also hear why protecting your existing book should come first, how to use AEP to generate referrals and future cross-selling opportunities, and why you can't stop building your pipeline just because you're busy.
Plus, Dallas and Matt discuss some of the less obvious things agents should be tracking—from referrals and cross-sell appointments to personal habits, energy, and the rewards that keep you motivated when AEP gets tough.
In this episode:
How to reverse-engineer your AEP goals
Why activity-based goals matter
Protecting your existing clients first
Setting retention and new business goals
Tracking referrals and cross-selling opportunities
Continuing to build your T65 pipeline during AEP
Creating rewards that actually motivate you
Staying healthy and connected with your family during a busy season
Why tracking this AEP makes you better prepared for the next one
Don't just aim for "more apps." Know what you're trying to accomplish, determine what it takes to get there, track it, and go to work.
Subscribe to the Medicare Sales Playbook for more strategies, conversations, and practical tools to help you build a stronger Medicare business.
Connect With Us:
Website: https://medicaresalesplaybook.com/
Instagram: https://instagram.com/themedicaresalesplaybook
TikTok: https://www.tiktok.com/@medicare.sales.pl
Facebook: https://facebook.com/medicaresalesplaybook
1 Oct 2026
The AEP Mindset That Could Help You Keep More Clients
AEP can get busy fast. Appointments stack up, production goals are staring you in the face, and it's easy to start thinking about everything you need to accomplish.
But who is AEP really about?
In this episode of the Medicare Sales Playbook, Dallas and Matt challenge agents to shift the focus away from production and back toward the people sitting across the table.
They discuss why agents should still review PDP clients—even when there may be little or no commission involved—how rushing through appointments can damage client relationships, and why retention should be just as important as writing new applications.
You'll also hear practical strategies for managing a packed AEP calendar, creating room for meaningful conversations, using assistants effectively, and measuring success beyond the number of apps submitted.
Most importantly, Dallas and Matt remind agents that Medicare gives them a unique opportunity to make a real difference in someone's life.
If you're heading into AEP focused only on production, this episode may change the way you approach the season.
Subscribe to the Medicare Sales Playbook for more Medicare sales strategies, training, and conversations designed to help you serve clients and build a stronger business.
Connect With Us:
Website: https://medicaresalesplaybook.com/
Instagram: https://instagram.com/themedicaresalesplaybook
TikTok: https://www.tiktok.com/@medicare.sales.pl
Facebook: https://facebook.com/medicaresalesplaybook
24 Sept 2026
How to Survive and Grow Through Your First AEP
Your first AEP can feel overwhelming before it even begins. How many appointments should you have? How many applications should you write? Are you supposed to know every plan, carrier, portal, and answer before you walk into your first appointment?
In this episode of the Medicare Sales Playbook, Dallas and Matt break down what new Medicare agents should actually focus on during their first Annual Enrollment Period.
Instead of measuring your success against experienced agents with years of clients, referrals, and repetitions behind them, focus on what you can control: your activity, your preparation, and your improvement.
Dallas and Matt discuss how to build a simple AEP scorecard, why activity-based goals matter more than production goals early in your career, how to prepare before appointments, what to do when an appointment goes sideways, and why becoming a better agent by the end of AEP may be more important than any single production number.
They also talk about the reality of those tough days—the appointments that don't close, the moments when you question whether you're cut out for the business, and even the inevitable gas-station Pop-Tart meal between appointments.
If you're heading into your first AEP, this episode will help you approach the season with better expectations, a clearer plan, and a healthier way to measure your progress.
Connect With Us:
Website: https://medicaresalesplaybook.com/
Instagram: https://instagram.com/themedicaresalesplaybook
TikTok: https://www.tiktok.com/@medicare.sales.pl
Facebook: https://facebook.com/medicaresalesplaybook
Who has been a guest on Medicare Sales Playbook
Names identified in recent episode analyses. Showing up to five guests.
Leonora Mansour
Tim Colson
Mike Hall
Andrew Saul
Caitlin Sheffy
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
YouTube views
314,157
Score snapshot 15 Sept 2025
Apple Podcasts (US)
5.0 / 5
6 ratings
Spotify
5.0 / 5
18 ratings
Podcast Authority Score: 75 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
96
Social presence
0
YouTube
86
Engagement
51
Contact Medicare Sales Playbook
Guest appearances
Books guests
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