April 1, 2026

Behind the Scenes & Medicare Trends: Service, Strategy, and What Clients Need to Know

Behind the Scenes & Medicare Trends: Service, Strategy, and What Clients Need to Know
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Season 1

Episode 4 of MedicareHour & More with Peter features Glenn Jurado on customer service and operations at Joseph Insurance Broker LLC, plus industry leaders Christian Brindle and Glen Shelton of Everything Senior Insurance and Lead Heroes. Learn Medicare trends, agent insights, client support strategies, and business growth tips. Includes current events, sports talk, and trusted resources—because it’s more than Medicare. We Medi CARE!

MedicareHour & More With Peter! is broadcast live Tuesdays at 9AM PT on K4HD Radio - Hollywood Talk Radio (www.k4hd.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). MedicareHour & More With Peter! TV Show is viewed on Talk 4 TV (www.talk4tv.com).

MedicareHour & More With Peter! Podcast is also available on Talk 4 Media (www.talk4media.com), Talk 4 Podcasting (www.talk4podcasting.com), iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.

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WEBVTT

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This program is designed to provide general information with regards

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to the subject matters covered. This information is given with

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the understanding that neither the hosts, guests, sponsors, or station

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are engaged in rendering any specific and personal medical, financial, legal, counseling,

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professional service, or any advice.

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You should seek the services.

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Of competent professionals before applying or trying any suggested ideas.

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That's interesting.

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Attention to individuals, families and caregivers. It's Medicare Hour and

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More with Peter right here on k for HD Radio.

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This is the podcast for all types of insurance solutions

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while specializing Medicare because we Medicare.

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Here's your host, Peter R. Joseph Hey, Hey.

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Good morning, good morning, good morning. I'm great to see

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you guys. This is episode four. We are plugging along

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on excited about today's episode. We've got some great guests today.

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Glenn Gerardo is my office administrator. She's a virtual assistant

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out in the Philippines. She's gonna be coming on shortly.

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And then we've got Glenn Shelton and Christian Brindle. They

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are partners and owners of Everything Senior Insurance and lead Heros.

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They are the reason I'm in this business. They've given

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me a ton of support. They're also are sponsors, so

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we're excited to have them on later on.

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I would say Happy.

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Caesarshavas Day, but obviously that cannot be said anymore if

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you haven't heard. Unfortunately, he's been abasing girls for years.

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They found out, and so they are changing that name

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to Farmer's Day, I believe. So that was a quick

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quick change. But yes, it is that holiday today, So

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if you guys are off, I'm glad you guys are

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taking it easy today. Hopefully you guys are listening in

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if you're a client of ours, a prospect, an agent,

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hopefully you get tidbits of nuggets of information that you

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can use for yourselves. So first up, I am going

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to have Glenn Gerardo in pretty soon. I think she's

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going to be hopping on here in a few minutes.

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She's the backbone of our customer service and operations here

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at Joseph Insurance Broker. If you can't get a hold

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of me, you'll get a hold of her. We're going

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to make her number available here as well. When we

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do interview her, you basically will contact her the same

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way you contact me. You come on our website. Her

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email address is a little bit different, but it is

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going to be Glenn G. L e n n dot

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administrator at Josephinsurancebroker dot com. So you can email her

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that way, and then we'll have her phone number up

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as well. So I will start talking about Medicare Parts

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C today before we get her on, so hopefully she'll

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hop on here in a couple of months. So Medicare

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Parts C, we've talked about.

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The hold on.

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This is her right now, Give me one second. She's

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having a hard time, all right, let me get her

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radio link up. Give me one second, you guys, she's

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having a hard time get on. So I'm gonna send

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her this email real quick. Just bear with me, all right,

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all right, So while I'm trying to get her on, Uh,

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we've been covering a few things in the last few episodes.

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We did Medicare Parts A, B, C, and D. We

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did talk about the enrollment periods of Medicare and you

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know again it's.

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OK.

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And then we.

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Did talk about.

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How to enroll into Medicare and going into Social Security Office,

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going on as to say dot gov or actually mailing

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in which I don't recommend or calling in, which I

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don't recommend calling in. Right now, social Security staff is understaffed,

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so you don't want to do that because you'll be

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waiting on the phone for hours and well, she might

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not be able to come on here. I don't know

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what's going on. I'm going to send it to her

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one more time. All right, So today we're going to

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talk about what Medicare parts he is, and then we

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are going to talk about supplements next time as well.

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You kind of talk about the differences, the pitfalls, and

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the benefits for each side of things. So Medicare Parts

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C it's also called Medicare Advantage. That is the plan

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that most folks go in. You know, on our clientele,

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we've got about eleven hundred clients, I would say about

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sixty percent on Medicare Advantage.

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The other forty.

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Percent are Medicare Supplement. So what's the difference. Well, Medicare

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Advantage is basically it covers parts A, B, C, and D,

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so Part C covers everything. It's all in one versus

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Medicare Supplement. It's like an all a cart system. So

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that's kind of how you tell the difference. So it's

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a bundle plan that includes your hospital Part A, your

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medical Part B, your prescription drugs Part D, and then

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also offers extra benefits, so like your dental, your vision,

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your hearing. Sometimes it gives you the over the counter allowance.

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All right, So we're gonna stop there. Glenn is on,

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so we're gonna bring her on here. Hey Glenn, how

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are you?

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Hi?

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Hi, I'm good. Sorry.

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I was actually looking for the for the invitation earlier,

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but then unfortunately it was nice them.

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I figured, yeah, I know a lot of times it

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goes into stay out, no problem, no problem.

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How you doing this morning?

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I'm good, I'm good. Thank you so much. I so

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nice to be here.

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Yeah, I know, we're glad to have you. So Glenn

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is my office administrator. Like I said earlier, she's the

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backbone of our customer support. She's the one who makes

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all the phone calls to set our appointments. Make sure

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that you guys are doing okay with your plans, make

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sure you're not missing anything. So Glenn, do you want

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to tell us a little bit about yourself, where you're from,

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kind of your career, what you did before this?

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Of course, course, Hello, everyone, I'm actually Glenn. I'm of course,

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I'm thirty five and I'm actually a mom of.

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Three beautiful kids from Sibi, Philippines.

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I'm actually a former school head and English teacher for

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eleven years, so technically this is my first time. This

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is my first time to be in virtual assistants world.

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There, awesome, awesome.

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Have you had a hard time learning this role or

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has it been easy for you?

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What kind of things have you actually?

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Actually no, this is actually the very first time that

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I'm having this role with you. So for for for

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from my eleven years as a teacher, it's plainly education background.

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So this is technically my first time to be in

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a virtual assistance world. Okay, okay, yeah, okay, So do

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you remember the phone number that people can call you

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out on our Ring Central app?

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Do you have that phone number with you by chance?

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Yeah?

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Yeah, that is nine O nine Wait one moment, nine

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O nine.

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Three two five three eight four zero.

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Okay, So I'm going to put this as a banner

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so people can find your information there.

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Oh right, So.

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If you want to get a hold of Glenn and

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you can't get a hold of me, you know her

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email address is going to show up here just momentarily.

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It's going to be Glenn dot administrator at j Justice

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Insurance Broker dot com. Her phone number direct is going

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to be nine oh nine three two five three eight

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four zero.

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Glenn is it?

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I know you're in the Philippines. What's the time over

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there right now?

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It's actually twelve am.

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Oh my goodness, wow wow. So Glenn works hard for us.

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She's on our time, so whether it's like in the

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middle of the night, I mean, she's making those.

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Phone calls and.

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So. But if you guys have any questions in terms

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of you know, your plan is missing something, you're not

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having your ID card. We've been training Glenn on how

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to reach out to insurance terriers for you on your

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on your behalf. She has been very helpful to our clients.

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Our clients love the fact that they can get a

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hold of someone versus just me. So I'm not a

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one man show here. So, Glenn, is there anything you

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want to say to our clients?

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Well with with in terms of this is actually my

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very first time to be in an insurance company.

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Yeah, yeah, but you're doing great.

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You're doing great though I'm in my my my former

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background is more on education. I just want to ensure

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you that my it has always been in helping people

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learn and feel empowered. So just for you to know

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as I enter this world, it's actually a choice is

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driven by by by family. So in this insurance with

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with you, working with you, it's not that different from

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from teaching. So just like any classroom setting, I'm here

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to listen of course, so our clients, whether I'm calling

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a lead or helping a client fix a problem, just like.

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Tyler Jones.

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Yes, yes, I ring the same educated as patients through

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every call.

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So there's that for sure, for sure.

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And yeah, Glenn does a great job of listening to

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you guys and walking you through the steps. You know,

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if she doesn't know anything, she'll check in with me.

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But she's doing a great job. She's even learning all

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the things about medicare. We handed her a medica a

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new handbook, and she's been of setting up on that,

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understanding the different you know, enrollment periods and what works

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and what doesn't for people. Right, So Glenn, we appreciate you.

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Thank you so much for hopping on. I know it's

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really late there in the Philippines, but fine, all right,

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So Glenn, this is Glenn. We am glad to see

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a face to the name. Finally, for our clients that

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are listening in again, her info is on the bottom scrolling,

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So if you need to contact her directly for any

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administrative stuff, if you're not understanding your health plan, you're

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missing an ID card, you know, you're behind on your

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premium payments, anything like that, please reach out to her.

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If even if you need to make an appointment with

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me a reviewer plan, please reach out to her and

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she'll send an appointment for us.

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All right, Glenn, thank you so much. I appreciate you

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coming on.

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Peter, thank you, thank you.

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All right, we'll talk soon.

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Take care, Yeah, thank you?

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Am I all right?

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Well, I appreciate her coming on at midnight over her time.

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But that is a little bit about Glenn. Again, a

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lot of the agencies now do use virtual assistants. Her

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English is really good, so you know, don't worry about

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any kind of accents or anything like that. She's very knowledgeable.

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She's been with us for about six months now and

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she's done a terrific job helping support our company. And

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we will probably be bringing on a couple more assistants,

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one here in the US, as well as another virtual

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assistant down the road as we continue to grow. All right,

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so I do want to show you a quick commercial

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break before we move on. This will just talk about

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how you can trust our company.

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Frankly, obviously not you, but there are people sadly within

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your industry who aren't just say, as dependable and trustworthy

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as others. Exactly why is that so important to make

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sure that when you're working with someone that you do

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get someone who is trustworthy and dependable to tell us

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some of the horror stories if they're not.

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Well, you definitely want an agent who is knowledgeable in

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medicare to be in your corner. There have been situations

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I've heard of from colleagues too. They just try to

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sell the plan so that they can get their commission

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and then they basically don't contact them ever again after

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that point. And with my clients, they are my clients

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for life. I care imensely about them. I'm always checking

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in with them, making sure they're doing okay and they're

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happy with what they've got and if not, then we

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can switch them over. But there are horror stories of

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people pretending to be medicare agents getting seniors information and

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then unfortunately seniors are paying out money that they shouldn't

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be paying out, so I definitely want to protect them

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from that. All right, So just a short clip when

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I first started out, Yes, that was me, believe it

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or not. I actually have lost one hundred and forty

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one pounds over nine years. So that was when we

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first started out. Our business Biz TV Los Angeles wanted

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to interview me and talk about our successes, and so

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I hopped on for an interview, and one of the

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questions was about the trust factor. And obviously there's a

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lot of scams in every industry out there, and so

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you guys want to be careful. There are red flags.

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You never want to just give out your Medicare number

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to anyone. You want to be with a trusted advisor

248
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because if they have that information, they can basically change

249
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your plan. And so we have a lot of complaints

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that happened because people change their plans without their authority,

251
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our discretion, and so that's unfortunate. We don't want that

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to happen. They claim that they're a Medicare broker and

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they really aren't, or they're just trying to make a

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quick buck and move on to the next client. We're

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all about not transactional, but building relationships with our clients

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and making sure that you know we are with you

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all the way through. Even when you're switching plans. When

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you're having problems with your plans, we don't go M

259
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I A. We are always available for you, guys. So

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it's important again to not give your information to people

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you don't know. Okay, that is really important. You want

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to make sure that you find if the person is

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really licensed. You want to do some research on that

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person's company, make sure that they're legitimate. All right, So

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thank you for listening in on that commercial. We're going

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to continue talking about Medicare Parts C until we move

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on to our next guests. Again, like I said, we

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talked about Medicare Parts A, B, C, and D. Talked

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about the enrollment periods. We talked about how to roll

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into care. We've had some great guests over the past

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few weeks as we continue to do this show. So

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let's continue on on Medicare PARTSY. Like I said, this

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is like an all in one Medicare plan versus all

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our cards system with Medicare supplement. So there's like in

275
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network coverages versus out in network coverages. There's ppo plans,

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and there's HMO plans, believe it or not. Unfortunately, here

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in California, PPO plans are kind of going out the door.

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They're becoming obsolete, you know, they're not becoming as beneficial

279
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to insurance carriers. So unfortunately, the majority of plans out here,

280
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at least in southern California, are on the HMO side.

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So what makes HMO different from a PPO. Well, in

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HMO you have to get an authorization usually to see

283
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a specialist from your primary care doctor. You have to

284
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be in network. You can only go to an emergency

285
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room facility or a urgent care if it is truly

286
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an emergency. Otherwise you have to stay in network. Otherwise

287
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those costs will go through the roof. So you've got

288
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to make sure that you are in network. Now, HMO

289
00:17:13.799 --> 00:17:17.160
plans you have a choose an in network PCP. Doctor

290
00:17:18.119 --> 00:17:22.720
coverage is limited, unfortunately, but there are lower premiums and

291
00:17:22.799 --> 00:17:24.559
out of pocket costs, and a lot of the Medicare

292
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advantage plans, especially out here in California, are very competitive

293
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and so you're not paying any premium on those Medicare

294
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advantage plans. The only thing you're paying is what everyone

295
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pays for Part B. Usually it's that baseline of two

296
00:17:38.519 --> 00:17:41.920
hundred and two dollars per month and then that's it.

297
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You're not paying anything more. With a supplement side, you

298
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are paying extra. We'll talk about that next week. But

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with the advantage plan, most of the time you are

300
00:17:50.160 --> 00:17:54.279
not playing paying anything extra for those extra benefits. Now,

301
00:17:54.319 --> 00:17:57.960
of course, with a PPO plan, you can choose any

302
00:17:58.000 --> 00:18:01.440
in network provider without a referral. You have coverage for

303
00:18:01.559 --> 00:18:04.160
out of network. It's a little bit higher costs, but

304
00:18:04.240 --> 00:18:07.279
you can see doctors out of network, and then there's

305
00:18:07.359 --> 00:18:11.400
higher premiums but with greater flexibility. So people like to

306
00:18:11.400 --> 00:18:14.200
tend to be on the PPO side, especially if they

307
00:18:14.200 --> 00:18:18.839
would budget for it. So that's the difference between the

308
00:18:19.039 --> 00:18:23.559
HMO and PPO. Again, HMO you must stay in network,

309
00:18:23.720 --> 00:18:27.759
need referrals for specialists, and it's lower costs but more restrictions.

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00:18:28.079 --> 00:18:30.480
PPO you can go in or out of network, no

311
00:18:30.640 --> 00:18:34.559
referrals needed, and more flexibility, but a higher costs. And

312
00:18:34.599 --> 00:18:39.319
then there's what's called special needs plans. Those are specifically

313
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Medicare advantage plans for those that have chronic needs, whether

314
00:18:43.680 --> 00:18:47.759
it's like diabetes or heart conditions or lung conditions. The

315
00:18:47.799 --> 00:18:55.839
plans are are basically honed in on those illnesses, so

316
00:18:55.880 --> 00:18:59.240
that prescription drugs are a little bit cheaper on those

317
00:18:59.240 --> 00:19:02.640
plans usually, and there's better coordination of care on those

318
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plans if you're dealing with one of those illnesses. And

319
00:19:06.799 --> 00:19:09.720
then there's what's called dual eligible that means you're both

320
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on full Medicare and full Medicaid. Here in California, it's

321
00:19:13.440 --> 00:19:17.680
called medical. And then there's institutional care as well. There's

322
00:19:17.720 --> 00:19:21.400
those different plans that's based on if you're in a

323
00:19:21.440 --> 00:19:25.880
skilled nursing facility or an institution of some sort. So

324
00:19:25.960 --> 00:19:28.680
those are the different kinds of Medicare advantage plans that

325
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are out there. Most of you, like I said, especially

326
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out here in Southern California, which is our audience, are

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going to be on a HMO plan. Now, what are

328
00:19:38.680 --> 00:19:42.400
the key benefits of a Medicare advantage plan. Well, many

329
00:19:42.440 --> 00:19:46.039
plans are zero premium, and like I said, you still

330
00:19:46.039 --> 00:19:48.759
pay that part B premium which is two two a month,

331
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and then maximum out of pocket protection that's what's called MOUP.

332
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It's a little bit different than what a deductible is.

333
00:19:56.279 --> 00:19:58.920
So most of you, when you're under sixty five are

334
00:19:58.920 --> 00:20:01.480
on a health plan that had deductible, you had to

335
00:20:01.480 --> 00:20:05.240
meet that deductible before a lot of your insurance would

336
00:20:05.359 --> 00:20:09.240
kick in with the benefits. Well, with maximum out of pocket,

337
00:20:09.359 --> 00:20:12.400
that's a little bit different. Your co payments are still

338
00:20:12.400 --> 00:20:15.400
going to be zero across the board, your hospitalization is

339
00:20:15.440 --> 00:20:21.160
still going to be zero across the board, and your

340
00:20:23.079 --> 00:20:28.119
when you there are certain copayments like if you have cancer,

341
00:20:28.279 --> 00:20:31.119
your chemotherapy a lot of times on these plans are

342
00:20:31.119 --> 00:20:34.000
about twenty percent. Those are the things that are going

343
00:20:34.079 --> 00:20:38.480
to apply to that medical maximum out of pocket costs.

344
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So for example, some plans have like a two hundred

345
00:20:41.480 --> 00:20:44.680
and ninety nine dollars maximum out of pocket. So if

346
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you take an ambulance that's like one twenty five co payment,

347
00:20:48.119 --> 00:20:52.000
an emergency room visit which is one twenty five, that

348
00:20:52.160 --> 00:20:55.279
two fifty total would go towards that two ninety nine.

349
00:20:55.640 --> 00:20:57.200
So all you'd have left for the rest of the

350
00:20:57.240 --> 00:21:00.240
year is forty nine dollars. So that's crazy. I mean

351
00:21:00.279 --> 00:21:03.559
that means for all your costs out there, the max

352
00:21:03.599 --> 00:21:05.440
you'd ever pay out of pocket, it's two hundred and

353
00:21:05.519 --> 00:21:09.359
ninety nine dollars. If God forbid, something happens to you. Now,

354
00:21:09.480 --> 00:21:12.480
for a lot of plants outside of California, the maximum

355
00:21:12.440 --> 00:21:15.039
out of pocket is a lot higher. It tends to

356
00:21:15.039 --> 00:21:17.039
be about thirty five hundred all the way up to

357
00:21:18.079 --> 00:21:21.200
eight thousand dollars sometimes, and so a lot of times

358
00:21:21.240 --> 00:21:24.839
you want to basically group your Medicare advantage plan with

359
00:21:24.880 --> 00:21:29.680
what's called a critical illness plan, so that kicks in

360
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so that you're not having to pay as much for

361
00:21:32.200 --> 00:21:36.359
your out of pocket. There's critical illness for cancer, for

362
00:21:36.559 --> 00:21:40.680
heart conditions, and those are low premium, so you end

363
00:21:40.799 --> 00:21:43.400
up paying very littlely per month and it covers that

364
00:21:43.559 --> 00:21:46.960
eight thousand dollars out of pocket maximum. But again that's

365
00:21:46.960 --> 00:21:49.319
for a lot of folks that are outside of California.

366
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The ones that are here in southern California, the maximum

367
00:21:52.960 --> 00:21:55.880
out of pocket is very very low in comparison, So

368
00:21:57.160 --> 00:22:00.319
you know, most folks that we deal with don't combine

369
00:22:00.759 --> 00:22:03.599
those plans with an ancillary plan. That's what we call

370
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it a critical plan because the maximum out of pocket

371
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is so low.

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And then there's extra benefits that we talked about.

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So a lot of these Medicare advantage plans will include

374
00:22:15.559 --> 00:22:19.680
dental vision, hearing, over the counter allowance where you can

375
00:22:19.759 --> 00:22:22.960
go into like a CBS or Walgreens and buy anything

376
00:22:23.039 --> 00:22:26.880
with a debit card that you can use for anything

377
00:22:26.880 --> 00:22:30.119
in the pharmacy section, so band aids, supplements. They'll even

378
00:22:30.119 --> 00:22:32.200
give you a catalog of what you can order. You

379
00:22:32.240 --> 00:22:34.480
can order online and get it delivered to your door.

380
00:22:35.400 --> 00:22:39.680
GM memberships, so silver seekers. A lot of companies are

381
00:22:39.759 --> 00:22:42.680
using what's called one Pass that can be used for

382
00:22:43.000 --> 00:22:46.759
a lot of different gym facilities like here out here

383
00:22:46.799 --> 00:22:50.160
in southern California be twenty four hour Fitness, LA Fitness,

384
00:22:51.119 --> 00:22:54.720
Orange Theory Fitness is actually on that plan for the

385
00:22:54.720 --> 00:22:59.079
one pass if you're affiliated with that. And then it

386
00:22:59.119 --> 00:23:03.200
does include programs if you have surgery and you get

387
00:23:03.200 --> 00:23:06.880
released back at home, they do have meal programs that

388
00:23:06.960 --> 00:23:11.240
are usually free. And then transportation, which is is huge

389
00:23:11.279 --> 00:23:15.000
for our seniors. A lot of times it's hard to

390
00:23:15.000 --> 00:23:17.400
get to a doctor's appointment or go to a pharmacy

391
00:23:17.440 --> 00:23:21.279
to get your prescription drugs. So transportation is facilitated through

392
00:23:21.359 --> 00:23:25.480
the Medicare advantage plan. And then again most plans will

393
00:23:25.759 --> 00:23:29.160
partner part D and bundle that and part y covers

394
00:23:29.160 --> 00:23:33.119
your prescription drugs. There are Medicare advantage plans without party

395
00:23:33.240 --> 00:23:36.599
those are just called Medicare advantage and so instead of

396
00:23:36.680 --> 00:23:42.480
Medicare Advantage MapD plans that include Part D Medicare advantage

397
00:23:42.519 --> 00:23:44.759
without part DY. A lot of the times that's used

398
00:23:44.759 --> 00:23:50.160
for our veterans, whether they're on Trycare for Life or VA,

399
00:23:50.880 --> 00:23:53.759
because they get their prescriptions done through the VA, they

400
00:23:53.839 --> 00:23:56.359
don't necessarily need that Part D and so they'll just

401
00:23:56.359 --> 00:24:01.200
get on a simple Medicare advantage plan without the party again.

402
00:24:01.279 --> 00:24:05.400
And then HMO networks, they've got coordinated care especially strong

403
00:24:05.440 --> 00:24:09.079
with them talks communicate with each other within the network,

404
00:24:09.680 --> 00:24:13.119
so that is really important, all right. So we're gonna

405
00:24:13.440 --> 00:24:16.240
stop there and then continue on to part see at

406
00:24:16.279 --> 00:24:21.319
our next episode, I'm gonna see if our next two

407
00:24:21.359 --> 00:24:26.200
guests are coming on board. Christian and Glenn. They are

408
00:24:26.240 --> 00:24:30.240
the reason I'm here today. They are a great support

409
00:24:30.279 --> 00:24:34.200
to our business. They've helped us grow, They've given us

410
00:24:34.400 --> 00:24:38.000
tremendous support. They are one of our main sponsors everything

411
00:24:38.039 --> 00:24:41.839
Senior Insurance and lead heroes. I'm gonna let them tell

412
00:24:41.880 --> 00:24:45.599
you a little bit about their companies. And no, they're

413
00:24:45.599 --> 00:24:48.480
not here yet, so we'll continue to wait on board

414
00:24:48.480 --> 00:24:49.119
for them.

415
00:24:50.480 --> 00:24:52.720
But just to tell you a little bit about themselves.

416
00:24:53.880 --> 00:24:57.240
They are very knowledgeable about the trends here in the

417
00:24:57.279 --> 00:25:02.160
medicare universe, medicare industry. Uh, they know the controversy is

418
00:25:02.240 --> 00:25:05.319
going on. They know the ins and outs of what

419
00:25:05.359 --> 00:25:08.200
you guys need to know as clients as well as agents.

420
00:25:08.599 --> 00:25:13.880
They help us, you know, support our agents as well

421
00:25:13.960 --> 00:25:16.480
and give us the tools that we need to continue

422
00:25:16.519 --> 00:25:20.680
on servicing our clients. So I see that Glenn is on,

423
00:25:21.000 --> 00:25:25.880
So I'm gonna have Glenn hop on. We'll wait for

424
00:25:25.960 --> 00:25:26.839
Christian a little bit.

425
00:25:28.640 --> 00:25:33.559
Hello, Glenn, how are you man good? How are you, Peter.

426
00:25:34.119 --> 00:25:36.359
I'm doing well. I'm doing well. I'm so glad to

427
00:25:36.400 --> 00:25:39.240
have you on, buddy. It's been a long time.

428
00:25:39.319 --> 00:25:42.440
Kevin ho it has yeah, man, how about the start

429
00:25:42.480 --> 00:25:44.039
of the year for these Dodgers.

430
00:25:44.279 --> 00:25:46.759
They look pretty good bye, they look awesome.

431
00:25:46.880 --> 00:25:51.039
They look awesome. I'm excited about about that. Are you

432
00:25:51.039 --> 00:25:52.799
You're not a Mariners fan, are you? Because you're from

433
00:25:53.119 --> 00:25:55.160
that area, you know.

434
00:25:55.440 --> 00:25:59.079
So I'll keep this as brief as possible not to

435
00:25:59.160 --> 00:26:04.680
completely derail the show. Here was it was never made,

436
00:26:05.000 --> 00:26:08.960
was never like very in, very into baseball. My son

437
00:26:09.200 --> 00:26:13.000
got really into baseball maybe four or five years ago.

438
00:26:13.119 --> 00:26:15.759
So I started to really follow baseball because of his

439
00:26:15.960 --> 00:26:18.319
passion for it.

440
00:26:18.119 --> 00:26:20.920
At the time. Being in the Northwest, you know.

441
00:26:20.920 --> 00:26:23.160
The Manners was kind of our team, so I started

442
00:26:23.200 --> 00:26:25.680
to follow the Mariners. He really fell in love with

443
00:26:25.720 --> 00:26:29.799
the Dodgers, though, so that's his favorite team. We we

444
00:26:29.839 --> 00:26:32.880
went down there a few years ago. The stadium is

445
00:26:32.880 --> 00:26:35.480
incredible too. I've been to I've been to a handful

446
00:26:35.599 --> 00:26:41.599
stadiums now and I love the Dodgers stadium. Loved the team,

447
00:26:41.759 --> 00:26:44.960
and that's my son's favorite team. So but I am

448
00:26:45.400 --> 00:26:48.079
by by nature though, based on where I'm at when

449
00:26:48.119 --> 00:26:50.759
I started following baseball, I am a Mariners fan. It's

450
00:26:51.119 --> 00:26:53.839
it's a tough, tough fan base to be a part

451
00:26:53.880 --> 00:26:57.160
of because there's been such They had a great year

452
00:26:57.240 --> 00:26:59.680
last year. Obviously we were hoping for more where I

453
00:26:59.720 --> 00:27:01.920
was hope and to face you guys, you know in

454
00:27:02.240 --> 00:27:04.039
the World Series there, but I was.

455
00:27:04.480 --> 00:27:08.200
I thought it was one game, Yeah, I know, uh

456
00:27:08.319 --> 00:27:09.559
it was. That was brutal.

457
00:27:09.559 --> 00:27:12.079
I was just laying on the floor, man, just laying

458
00:27:12.079 --> 00:27:17.079
on the floor Game Game seven, just sprawled out, dead

459
00:27:17.119 --> 00:27:18.559
to the world for an hour.

460
00:27:19.759 --> 00:27:22.960
Now you following March badness at all? Are you?

461
00:27:23.079 --> 00:27:23.519
NFL?

462
00:27:24.240 --> 00:27:29.599
Absolutely? Yeah? Yeah, we have a company bracket we got.

463
00:27:29.799 --> 00:27:32.799
I'm probably in like four different brackets and having a

464
00:27:32.839 --> 00:27:36.119
great time with that. I love basketball. Coached my daughter's

465
00:27:36.160 --> 00:27:37.000
team this year.

466
00:27:38.079 --> 00:27:38.440
We did.

467
00:27:38.519 --> 00:27:41.119
We had a pretty good season and it's been so

468
00:27:41.200 --> 00:27:41.640
much fun.

469
00:27:41.680 --> 00:27:44.880
Following the College Chans, we actually went the here in Portland.

470
00:27:45.920 --> 00:27:50.079
They had one of the first and second round turns,

471
00:27:50.119 --> 00:27:53.160
so we actually went to the first six games in

472
00:27:53.200 --> 00:27:53.720
our region.

473
00:27:54.279 --> 00:27:57.240
Got to see those. Super fun, such a great time.

474
00:27:57.839 --> 00:27:58.400
That awesome.

475
00:27:59.400 --> 00:28:02.119
All right, so we're still waiting for CB, right, is

476
00:28:02.160 --> 00:28:03.880
he on? I don't know.

477
00:28:03.960 --> 00:28:06.960
Yeah, I don't think he's here yet, but you should

478
00:28:07.000 --> 00:28:07.759
be here any moment.

479
00:28:08.200 --> 00:28:10.400
Okay, Okay, Well why don't you tell us a little

480
00:28:10.440 --> 00:28:13.400
bit about yourself, Glenn? For so our audience is made

481
00:28:13.480 --> 00:28:17.839
up both of clients and agents. Yeah, obviously you're dealing

482
00:28:17.880 --> 00:28:21.480
with both sets, so you know, I know you and

483
00:28:21.599 --> 00:28:23.720
Christian are both partners. I was telling the audience that

484
00:28:24.519 --> 00:28:26.920
I'm here because of you guys. You guys have been

485
00:28:26.920 --> 00:28:31.880
a tremendous support for me and my agency. Hands down,

486
00:28:31.960 --> 00:28:33.720
the knowledge that you give us, the tools that you

487
00:28:33.720 --> 00:28:36.920
give us are amazing, and I'm so thankful to both

488
00:28:36.920 --> 00:28:38.960
of you guys. So why don't you share a little

489
00:28:38.960 --> 00:28:41.079
bit about you and then we'll wait for CEB to

490
00:28:41.079 --> 00:28:41.359
come on.

491
00:28:42.640 --> 00:28:47.319
Absolutely, and you know, Peter, we appreciate you and work

492
00:28:47.359 --> 00:28:48.359
with you, appreciate.

493
00:28:48.000 --> 00:28:49.119
You having us on today.

494
00:28:49.599 --> 00:28:52.160
To give anyone listening or watching this a little backstory

495
00:28:52.160 --> 00:28:55.319
about myself. I got started an insurance almost fifteen years

496
00:28:55.359 --> 00:28:58.000
ago now, which is really hard to believe. I feel

497
00:28:58.079 --> 00:29:02.640
ancient when I say that, but I came from the

498
00:29:02.680 --> 00:29:05.640
sales world and I was really looking for a better

499
00:29:05.759 --> 00:29:10.400
opportunity for myself and for my family, and that led

500
00:29:10.400 --> 00:29:15.160
me to a life insurance brokerage that was near me,

501
00:29:15.559 --> 00:29:19.440
and that was my first entry point into the insurance world.

502
00:29:20.319 --> 00:29:23.720
At the time, our focus and offerings.

503
00:29:24.720 --> 00:29:28.200
Was mortgage protection life insurance, so that's life insurance kind

504
00:29:28.200 --> 00:29:31.920
of designed to pay off the house in the event

505
00:29:32.720 --> 00:29:36.079
that something were to happen, you know, to a husband or.

506
00:29:36.079 --> 00:29:37.079
A wife or a spouse.

507
00:29:38.359 --> 00:29:40.640
And then we also did some final expense life insurance

508
00:29:40.680 --> 00:29:42.759
as well, so you know, final expense life insurance if

509
00:29:42.759 --> 00:29:44.759
you don't know what that is. That's designed to help

510
00:29:44.799 --> 00:29:47.119
pay for a funeral costs if you don't have anything

511
00:29:47.240 --> 00:29:51.160
set up or in place, which unfortunately a lot of

512
00:29:51.519 --> 00:29:55.880
seniors are in this position. They don't have any life insurance,

513
00:29:55.880 --> 00:29:58.599
they don't have maybe a savings that could pay for

514
00:29:58.680 --> 00:30:02.200
a funeral, they don't have a funeral prepaid. And so,

515
00:30:02.720 --> 00:30:06.039
you know, the alternative if they don't purchase a final

516
00:30:06.079 --> 00:30:10.559
expense life insurance policy is passing the hat around after

517
00:30:10.640 --> 00:30:14.960
their death. And I've talked to many families on kind

518
00:30:15.000 --> 00:30:18.799
of both sides of this scenario. Families where they've been

519
00:30:18.839 --> 00:30:22.400
able to have that cushion of a life insurance policy,

520
00:30:22.440 --> 00:30:24.160
and I've talked to families where they did have to

521
00:30:24.200 --> 00:30:26.720
pass the hat around. And what I can tell you

522
00:30:26.799 --> 00:30:29.559
is the last thing you want to be doing is

523
00:30:31.039 --> 00:30:38.359
stressing your family about their own financials as you are,

524
00:30:38.680 --> 00:30:41.000
as they're having to grieve, you know, the.

525
00:30:40.920 --> 00:30:42.079
Passing of you.

526
00:30:42.799 --> 00:30:45.920
So that was really my entry point into the senior

527
00:30:45.920 --> 00:30:50.880
insurance space. You know, I got very accustomed to final Expense.

528
00:30:50.960 --> 00:30:53.240
I sold a lot of it over the course of

529
00:30:53.279 --> 00:30:58.000
two or three years. Ultimately that led me into starting

530
00:30:58.319 --> 00:31:02.359
a lead generation company called lead Heroes, and our focus

531
00:31:02.559 --> 00:31:06.559
was really connecting seniors who need help finding these insurance plans,

532
00:31:06.559 --> 00:31:10.359
whether it's a Medicare plan or a life insurance plan

533
00:31:10.440 --> 00:31:13.480
like final Expense and how in connecting them with an

534
00:31:13.519 --> 00:31:15.920
agent that can help them, whether that's a local agent

535
00:31:16.039 --> 00:31:18.000
or an agent that's licensed in their statement and they

536
00:31:18.039 --> 00:31:21.000
could be selling over the phone. Again, as an agent

537
00:31:21.039 --> 00:31:24.640
who sold myself for many years, I realized very quickly

538
00:31:24.680 --> 00:31:29.079
that this was a very important part of the agent process, right,

539
00:31:29.200 --> 00:31:33.319
is how can an agent stay in contact with as

540
00:31:33.400 --> 00:31:35.119
many prospects as possible?

541
00:31:35.759 --> 00:31:35.920
Right?

542
00:31:35.960 --> 00:31:38.359
I mean you probably just I'm sure you've heard the saying,

543
00:31:39.400 --> 00:31:43.680
you know, leads are the lifeblood of an agent, right,

544
00:31:43.720 --> 00:31:45.799
I mean you don't have people to talk to, how

545
00:31:46.079 --> 00:31:47.400
can you write policies?

546
00:31:47.519 --> 00:31:47.720
Right?

547
00:31:48.319 --> 00:31:48.759
For sure?

548
00:31:48.920 --> 00:31:49.440
For sure?

549
00:31:51.559 --> 00:31:55.880
Yeah, we've our agency has used you guys in lead

550
00:31:55.920 --> 00:31:59.559
heroes especially, you know, they've got this new systemic agents

551
00:31:59.559 --> 00:32:02.920
are less in where they have preset apployments. That's been

552
00:32:03.160 --> 00:32:06.119
huge for us. And having people actually show up or

553
00:32:06.319 --> 00:32:10.079
answer their phones. I've not heard of that before in

554
00:32:10.119 --> 00:32:14.200
any other lead company. So that's that's been a good

555
00:32:14.279 --> 00:32:15.200
tool for us to use.

556
00:32:17.599 --> 00:32:24.039
Yeah, it's been an incredible tool for you know, both

557
00:32:24.079 --> 00:32:28.079
agents at ESI and agents outside of ESI that that

558
00:32:28.119 --> 00:32:31.079
we work with. Obviously, there's lots of benefits of working

559
00:32:31.119 --> 00:32:34.240
with everything Senior Insurance, you know, we're able to pass

560
00:32:34.279 --> 00:32:36.960
along resources and discounts that we're not able to offer

561
00:32:37.039 --> 00:32:41.960
to other agents or agencies, but that ultimately, you know,

562
00:32:42.039 --> 00:32:45.759
the journey from there of you know, becoming an agent

563
00:32:45.880 --> 00:32:48.680
selling insurance for years and then starting to get focused

564
00:32:48.680 --> 00:32:51.319
on the marketing side and growing a marketing company.

565
00:32:51.160 --> 00:32:53.079
Which ultimately led to Christian I E.

566
00:32:53.119 --> 00:32:57.400
Merging our businesses together in twenty twenty four, which has

567
00:32:57.440 --> 00:32:59.079
really just been an accelerator for.

568
00:32:59.039 --> 00:32:59.680
Both of us.

569
00:32:59.799 --> 00:33:04.160
You know, combining essentially the marketing side with the agency

570
00:33:04.240 --> 00:33:07.200
side and being able to grow these businesses together has

571
00:33:07.480 --> 00:33:08.759
has really been fantastic.

572
00:33:08.799 --> 00:33:09.440
So for those of you.

573
00:33:09.440 --> 00:33:11.920
Who don't know who I am, or maybe you're new

574
00:33:11.960 --> 00:33:16.079
to the industry, just a quick little background on you know,

575
00:33:16.160 --> 00:33:17.039
how I got here.

576
00:33:18.000 --> 00:33:21.960
Awesome, awesome, and then what you know you mentioned everything

577
00:33:22.000 --> 00:33:22.720
senior insurance.

578
00:33:22.720 --> 00:33:25.640
For those who don't know, what's the place.

579
00:33:25.400 --> 00:33:27.640
Of an FMO in the medicure space.

580
00:33:30.240 --> 00:33:34.480
And this is a fantastic question because a lot of people,

581
00:33:34.480 --> 00:33:37.680
I think don't know what that means, right FMO or

582
00:33:38.000 --> 00:33:40.119
it's also kind of interchangeable with IMO.

583
00:33:40.599 --> 00:33:43.480
There's a lot of these three letter.

584
00:33:45.039 --> 00:33:49.759
You know, acronyms, these these abbreviations that you'll hear thrown around,

585
00:33:49.759 --> 00:33:53.000
and part of the problem is it will be.

586
00:33:55.000 --> 00:33:56.039
Interchangeable.

587
00:33:56.519 --> 00:33:59.880
People will use some of these terms without necessarily no

588
00:34:00.000 --> 00:34:05.720
knowing exactly what that means. I mean, there's GA, MGA SGA, IMO,

589
00:34:05.720 --> 00:34:10.320
FMO NMO right. I mean for years, I would hear

590
00:34:10.360 --> 00:34:12.159
these terms, and I would think I would kind of

591
00:34:12.199 --> 00:34:14.239
know what it meant, and I'm you know, I'm just

592
00:34:14.320 --> 00:34:17.239
kind of trying to guess based on the context, right

593
00:34:17.360 --> 00:34:24.400
a situation. So but again for those if you're new

594
00:34:24.480 --> 00:34:26.480
or if you're not sure what some of these acronyms are,

595
00:34:27.679 --> 00:34:31.800
it's essentially a hierarchy where you have somebody who's working

596
00:34:31.840 --> 00:34:34.320
with you to help grow your agency or grow your

597
00:34:34.320 --> 00:34:37.719
book of business, and they a lot of times are

598
00:34:37.760 --> 00:34:41.480
the intermediary between you and the insurance carrier. You know,

599
00:34:42.079 --> 00:34:46.559
the insurance carrier can only have so many direct relationships.

600
00:34:47.119 --> 00:34:49.480
Some of these carriers are bigger than others, some of

601
00:34:49.519 --> 00:34:52.599
them will have more direct relationships than other carriers do.

602
00:34:53.079 --> 00:34:54.920
But at the end of the day, they have limited

603
00:34:55.000 --> 00:34:58.280
resources and limited direct partnerships available.

604
00:34:58.320 --> 00:35:00.559
So how can they get you.

605
00:35:00.440 --> 00:35:04.159
Know, all of their training and all of their insurance

606
00:35:04.840 --> 00:35:08.719
contracts out to the masses without having all of these

607
00:35:08.760 --> 00:35:12.639
direct relationships. It comes through this this hierarchy of opportunity,

608
00:35:13.000 --> 00:35:17.960
through the iMOS, through these fmos. So and again explain

609
00:35:18.000 --> 00:35:19.760
what some of these stand for. And the main ones

610
00:35:19.800 --> 00:35:22.320
you'll really hear are FMO and IMO. So FMO is

611
00:35:22.440 --> 00:35:28.079
field marketing organization, IMO is independent marketing organization. In my opinion,

612
00:35:28.199 --> 00:35:31.000
IMO and FMO are kind of interchangeable. I think you

613
00:35:31.000 --> 00:35:34.519
could kind of use those in either way. But the

614
00:35:34.559 --> 00:35:38.639
idea is that an FMO will give you access to

615
00:35:38.800 --> 00:35:40.880
all carriers, even if you're a brand new agent and

616
00:35:40.920 --> 00:35:43.599
you're not able to qualify for a direct relationship to

617
00:35:43.719 --> 00:35:48.719
that carrier. And the hope is that that relationship will

618
00:35:49.679 --> 00:35:55.199
also offer you know, resources such as you know, training marketing.

619
00:35:56.519 --> 00:35:57.199
It could be.

620
00:35:58.599 --> 00:36:02.239
Referral partners and you know, helping you recruit your agency.

621
00:36:02.239 --> 00:36:06.000
It could be access to software tools, quoting tools, CRMs.

622
00:36:06.440 --> 00:36:08.679
The list kind of goes on and on. Now, obviously,

623
00:36:08.880 --> 00:36:13.239
every FMO and every IMO is different. And Christian did

624
00:36:13.280 --> 00:36:14.760
a really great but I don't know if you saw

625
00:36:14.800 --> 00:36:18.760
a video he recently published on his YouTube channel about

626
00:36:18.960 --> 00:36:20.360
legacy fmos.

627
00:36:20.480 --> 00:36:21.760
Did you have did you have a chance?

628
00:36:21.840 --> 00:36:24.559
Yeah, yeah, yeah, yeah, that was great.

629
00:36:24.679 --> 00:36:25.199
That was great.

630
00:36:25.679 --> 00:36:28.960
Yeah, how how do people find his YouTube channel?

631
00:36:30.280 --> 00:36:37.159
Yeah, if you just search Christian Brindle on YouTube, it'll

632
00:36:37.159 --> 00:36:37.920
pop right up.

633
00:36:38.480 --> 00:36:38.880
Awesome.

634
00:36:39.159 --> 00:36:40.880
He's got some great information on there.

635
00:36:41.880 --> 00:36:42.360
He does.

636
00:36:42.639 --> 00:36:45.159
And I'll tell you, guys firsthand from working with him

637
00:36:45.199 --> 00:36:47.719
as long as I have, he puts a lot of

638
00:36:48.199 --> 00:36:52.760
time and energy into providing this type of information through

639
00:36:52.760 --> 00:36:58.159
his YouTube channel. So, but to kind of circle back

640
00:36:58.199 --> 00:37:04.119
to this legacy FMO conversation, the older way of and Joseph,

641
00:37:04.159 --> 00:37:06.239
you've been in the business for a while, so you've

642
00:37:06.320 --> 00:37:11.920
probably had maybe a few different IMO FMO relationships. I

643
00:37:12.320 --> 00:37:16.719
myself personally have had many IMOFMO relationships over the years,

644
00:37:17.239 --> 00:37:20.239
so I'm sure you probably understand where this whole thing's

645
00:37:20.280 --> 00:37:23.679
coming from. But the old school way, or the legacy

646
00:37:23.800 --> 00:37:26.639
FMO model, a lot of times all they would do

647
00:37:27.000 --> 00:37:31.480
is say, hey, Joseph. You know, hey, mister Joseph, here's

648
00:37:31.519 --> 00:37:36.119
your access to this carrier. And that's it, right. All

649
00:37:36.119 --> 00:37:38.800
they're doing is saying, we're going to get you connected

650
00:37:38.800 --> 00:37:44.719
where you can offer Etna, Mutual of Oohmaha, United Healthcare, Humana,

651
00:37:44.880 --> 00:37:45.519
and there you go.

652
00:37:46.559 --> 00:37:47.679
And that was it, right.

653
00:37:47.760 --> 00:37:52.800
There wasn't really any additional benefits, right, I mean, did

654
00:37:52.840 --> 00:37:54.880
you have any relationships like that before.

655
00:37:55.920 --> 00:37:59.639
Yeah, well, before I met you guys, actually was with

656
00:37:59.840 --> 00:38:05.360
a FMO. She was like a one person show. She

657
00:38:05.480 --> 00:38:08.239
kind of held us back quite a bit. I started

658
00:38:08.280 --> 00:38:12.239
asking questions about different levels in the organization of how

659
00:38:12.280 --> 00:38:15.480
I can move up, and she started telling me that

660
00:38:15.559 --> 00:38:21.239
there were no such things as m gas with different carriers,

661
00:38:21.239 --> 00:38:23.360
only with SCAN and United Healthcare. And I was like,

662
00:38:24.000 --> 00:38:26.480
that doesn't seem right, and it didn't sit well with me,

663
00:38:27.719 --> 00:38:30.880
and so I learned the hard way that this was

664
00:38:30.920 --> 00:38:34.840
not the place for me. You know. She was basically

665
00:38:34.880 --> 00:38:38.960
the top level, and that's why she couldn't create any

666
00:38:39.159 --> 00:38:42.039
MGA levels underneath her. She was basically her.

667
00:38:42.480 --> 00:38:44.280
That was the top level for her.

668
00:38:45.320 --> 00:38:49.480
So it was brutal and and she took it personally

669
00:38:49.480 --> 00:38:53.639
when I left and went to you guys. You know, unfortunately,

670
00:38:53.719 --> 00:38:56.960
it was one of those things where you got to

671
00:38:57.039 --> 00:38:59.119
look at it as a business and what's best for

672
00:38:59.199 --> 00:39:03.800
me and our company. It's not a personal attack. It's

673
00:39:03.920 --> 00:39:05.320
just the way it is, right.

674
00:39:06.719 --> 00:39:09.840
Absolutely, and that is you know, that's part of the business,

675
00:39:09.880 --> 00:39:13.199
right Sometimes it is agents look for a new home,

676
00:39:13.360 --> 00:39:16.360
so but that is again that's kind of part of

677
00:39:16.360 --> 00:39:21.320
the legacy model is kind of safeguarding that type of information.

678
00:39:21.519 --> 00:39:25.719
I think here in twenty twenty six, the new playbook

679
00:39:25.760 --> 00:39:28.119
and the exciting playbook is being able to be as

680
00:39:28.159 --> 00:39:31.800
transparent as possible, being able to show you know, all

681
00:39:31.840 --> 00:39:35.239
this information and at ESI everything senior turns. I know,

682
00:39:35.320 --> 00:39:38.119
Christ and I are are big proponents of this is

683
00:39:38.199 --> 00:39:40.440
you know, hey, this is how this works. You know,

684
00:39:40.559 --> 00:39:45.159
this is how these pieces come together. And you know, ultimately,

685
00:39:45.159 --> 00:39:49.320
if someone were to outgrow you know, our organization, it's

686
00:39:49.320 --> 00:39:50.760
not something where we would stop them.

687
00:39:50.760 --> 00:39:50.920
You know.

688
00:39:51.159 --> 00:39:54.360
Releases, this is another big part of the conversation. Some

689
00:39:54.480 --> 00:39:58.920
of the older fmos won't release agents. What that means

690
00:39:58.920 --> 00:40:00.440
if you're a brand new agent, you don't know what

691
00:40:00.480 --> 00:40:03.880
that means. It means that when you try to switch

692
00:40:05.119 --> 00:40:07.880
to a different IMO or different FMO or a different

693
00:40:07.960 --> 00:40:11.519
upline if you're if your current upline will not give

694
00:40:11.559 --> 00:40:14.480
you a release to do that switch, you have to

695
00:40:14.559 --> 00:40:18.199
wait typically ninety days or longer depending on the carrier,

696
00:40:18.559 --> 00:40:20.920
to self release. So you basically have to go to

697
00:40:20.960 --> 00:40:24.679
the carriers and say, hey, I'm switching who my relationship

698
00:40:24.719 --> 00:40:27.559
my upline is. They will not give me a release,

699
00:40:27.559 --> 00:40:29.760
so I'm going to do a self release. If your upline

700
00:40:29.800 --> 00:40:32.400
had just signed a paper that said, hey, we're going

701
00:40:32.440 --> 00:40:36.719
to release you, you could have moved over essentially immediately

702
00:40:36.760 --> 00:40:39.440
to wherever you wanted to go. And so again, that's

703
00:40:39.480 --> 00:40:42.719
that's kind of part of that legacy FMO conversation. You know,

704
00:40:42.800 --> 00:40:46.039
if all theyre if all your organization that you're working

705
00:40:46.079 --> 00:40:50.360
with is doing is giving you access to contracts, giving

706
00:40:50.400 --> 00:40:53.960
you access to applications that you can write, they're not

707
00:40:54.280 --> 00:40:57.320
providing any type of resources or benefits or access to

708
00:40:57.320 --> 00:41:00.840
tools or technology or marketing. And on top of it,

709
00:41:00.880 --> 00:41:03.360
if they have a history of not releasing agents, I mean,

710
00:41:03.800 --> 00:41:07.119
run for the hills, right Yeah, sure, but so many

711
00:41:07.199 --> 00:41:08.880
better organizations out there.

712
00:41:08.960 --> 00:41:12.679
So well, I thank you guys my great job of

713
00:41:12.960 --> 00:41:16.159
training our agents as well. I mean, obviously, you know

714
00:41:16.199 --> 00:41:18.159
I do a lot of training for my agents. We

715
00:41:18.199 --> 00:41:21.760
do weekly zoom trainings and check in and like that.

716
00:41:21.880 --> 00:41:24.280
But you know, for my agents to be able to

717
00:41:24.320 --> 00:41:27.960
go to a seven figure university and look at videos

718
00:41:27.960 --> 00:41:31.639
and training there, to be able to go to the

719
00:41:31.679 --> 00:41:35.119
actual company and talk to someone over there to get

720
00:41:35.119 --> 00:41:38.159
them the help and resources they need, that's huge. And

721
00:41:38.280 --> 00:41:40.960
to have that kind of support system that takes time

722
00:41:41.000 --> 00:41:44.039
off my shoulders. So I definitely appreciate that about you

723
00:41:44.079 --> 00:41:44.599
guys too.

724
00:41:46.320 --> 00:41:47.920
Yeah, I mean that's the thing, right, I mean, we

725
00:41:48.000 --> 00:41:53.079
want to essentially help people like you, Peter who want

726
00:41:53.119 --> 00:41:55.719
to build an agency the same way we've built an agency, right,

727
00:41:55.800 --> 00:42:01.760
so being able to provide you access to that type

728
00:42:01.800 --> 00:42:07.679
of training, being able toy there he is now.

729
00:42:07.679 --> 00:42:11.119
There, he is the man of the hour. Hey man, I'm.

730
00:42:10.960 --> 00:42:13.800
Sorry if I read didn't send the right link to

731
00:42:13.840 --> 00:42:14.199
you guys.

732
00:42:14.199 --> 00:42:16.559
I don't know, no, no, it was completely my fault.

733
00:42:16.639 --> 00:42:20.519
I was in a meeting that we lost track of time,

734
00:42:20.599 --> 00:42:23.400
and my apologies for running lately. Yeah, glad to be

735
00:42:23.480 --> 00:42:24.159
here with you.

736
00:42:24.800 --> 00:42:28.000
Yeah, yeah, yeah, we've been talking about Glen and how

737
00:42:28.039 --> 00:42:31.000
he came into this and Christian, I know we only

738
00:42:31.039 --> 00:42:33.719
have a few minutes left and you guys, just just

739
00:42:33.760 --> 00:42:36.599
for you guys to know listening in. Uh, these guys

740
00:42:36.639 --> 00:42:39.920
will be back three more times throughout the year, and

741
00:42:40.000 --> 00:42:42.440
I've got some great information that they're going to share.

742
00:42:43.400 --> 00:42:46.199
You both are great sponsors in mine, so I appreciate

743
00:42:46.519 --> 00:42:50.519
you taking the time out of your busy schedules. Christian,

744
00:42:50.559 --> 00:42:51.760
do you want to tell us a little bit about

745
00:42:51.800 --> 00:42:55.880
yourself of how you got into this business and what

746
00:42:55.960 --> 00:42:56.519
you're about.

747
00:42:57.360 --> 00:43:01.440
Yeah, yeah, one hundred. Well, for those of you that

748
00:43:01.440 --> 00:43:05.119
don't know me, I'm Christian Brindle. I'm the founder and

749
00:43:05.239 --> 00:43:10.280
CEO of Everything Senior Insurance. We're a licensed Medicare specialized

750
00:43:10.280 --> 00:43:15.199
insurance agency doing business in about forty six states. I

751
00:43:15.280 --> 00:43:18.000
got into the business because, like a lot of people

752
00:43:18.079 --> 00:43:22.840
in insurance, my dad was an agent for about twenty

753
00:43:22.880 --> 00:43:24.840
five years before I ever got in. So I came

754
00:43:24.880 --> 00:43:29.519
in and got licensed at twenty one, and originally I worked.

755
00:43:29.239 --> 00:43:29.920
With my dad.

756
00:43:31.280 --> 00:43:33.960
After a couple of years of that ended up breaking

757
00:43:34.000 --> 00:43:37.519
off in a way and starting my own agency. But

758
00:43:38.559 --> 00:43:41.760
you know, I've been doing this about eleven years now,

759
00:43:41.800 --> 00:43:44.079
and one thing I can say that has never changed

760
00:43:44.119 --> 00:43:48.760
when it comes to Medicare is it's confusing, it's overly complicated.

761
00:43:49.199 --> 00:43:55.320
Both of those things continue to increase for Medicare beneficiaries.

762
00:43:55.440 --> 00:43:57.960
And there's more of a need now than I think

763
00:43:58.039 --> 00:44:04.440
ever for comp tent, honest, trustworthy agents to guide the

764
00:44:04.480 --> 00:44:08.159
consumers through the whole process, because it definitely is a

765
00:44:08.159 --> 00:44:11.079
circus and that hasn't gotten less so over the years.

766
00:44:11.119 --> 00:44:14.000
So yeah, that's just like a ten thousand foot view

767
00:44:14.000 --> 00:44:14.440
about us.

768
00:44:14.440 --> 00:44:18.239
You know, we we you know, we have two sides

769
00:44:18.239 --> 00:44:20.039
of our business. So we have a side where we

770
00:44:20.400 --> 00:44:22.519
work with customers and consumers, and then we have a

771
00:44:22.559 --> 00:44:24.400
side of our business where we work with agents. And

772
00:44:25.639 --> 00:44:28.039
you know, it's a lot of fun to be able

773
00:44:28.079 --> 00:44:30.719
to provide a lot of positive impact on both fronts

774
00:44:30.719 --> 00:44:33.760
for everything Senior Insurance. So we love what we're doing

775
00:44:33.840 --> 00:44:37.280
and there's a lot of bright futures ahead I think

776
00:44:37.320 --> 00:44:38.960
for us awesome.

777
00:44:39.079 --> 00:44:42.039
And you guys are based out of Utah, right, yes.

778
00:44:41.920 --> 00:44:45.719
Sir, yes, sir, So for anybody not familiar with Utah,

779
00:44:45.719 --> 00:44:48.320
we're probably fifteen minutes outside of Salt Lake in a

780
00:44:48.360 --> 00:44:51.760
suburb called Sandy, but we service the full state of

781
00:44:51.880 --> 00:44:56.000
Utah and we also service forty five other states in

782
00:44:56.039 --> 00:45:00.119
addition to Utah, so we're very much a national agency,

783
00:45:00.119 --> 00:45:03.239
but we also have baked in that little local agency

784
00:45:03.360 --> 00:45:05.480
charm as well, so we kind of got the best

785
00:45:05.480 --> 00:45:07.599
of both worlds awesome.

786
00:45:07.679 --> 00:45:10.719
And if agents are listening in and you guys want

787
00:45:10.719 --> 00:45:14.880
a new home, how would they find you guys? Obviously,

788
00:45:14.920 --> 00:45:17.880
glend you've got the lead hero system as well if

789
00:45:17.920 --> 00:45:20.800
people are looking for leads too, So what are the

790
00:45:20.800 --> 00:45:22.639
ways that they can contact you both.

791
00:45:24.719 --> 00:45:26.199
Yeah, well I can go first.

792
00:45:26.280 --> 00:45:29.679
I mean, if anybody wants to inquire about.

793
00:45:29.840 --> 00:45:33.119
Working with Everything Senior Insurance on the agent front of things,

794
00:45:33.360 --> 00:45:36.360
they can go to our website E Senior Insurance dot

795
00:45:36.400 --> 00:45:39.239
com or they can just google Everything Senior Insurance and

796
00:45:39.360 --> 00:45:42.880
they can find us pretty easily. They can email into us.

797
00:45:42.960 --> 00:45:47.800
We have an info at E Senior Inns dot com

798
00:45:47.800 --> 00:45:49.639
email address they can email or they can give us

799
00:45:49.639 --> 00:45:53.519
a call. Just mention our office number. I guess it's

800
00:45:53.519 --> 00:45:56.559
eight O one two five five five three four zero. Again,

801
00:45:56.599 --> 00:45:58.880
that's a one two five five five three four zero.

802
00:45:59.400 --> 00:46:01.280
So that's how they can get in touch with the

803
00:46:01.440 --> 00:46:04.320
SI on that front. But I'll let Glenn answer on

804
00:46:04.320 --> 00:46:05.400
the lead hero side.

805
00:46:07.119 --> 00:46:07.440
Yeah.

806
00:46:07.480 --> 00:46:07.599
So.

807
00:46:08.280 --> 00:46:12.039
And also, guys, if you're a life health agent out.

808
00:46:11.880 --> 00:46:14.639
There and you're looking for being a part of a community,

809
00:46:15.159 --> 00:46:18.119
we have a really large community called some Figure Medicare Agent,

810
00:46:19.119 --> 00:46:22.239
so you can find that on Facebook. We also have

811
00:46:22.360 --> 00:46:26.559
a website that kind of parallels that called sevenfigure dot com.

812
00:46:26.960 --> 00:46:29.360
It's just as simple as it sounds. S E V

813
00:46:29.519 --> 00:46:32.199
E n F I g U R E dot com.

814
00:46:32.719 --> 00:46:35.360
That's kind of a link tree website where you can

815
00:46:35.559 --> 00:46:38.440
hit seven figure dot Com and see everything that Christian

816
00:46:38.480 --> 00:46:41.960
and I have going on, whether that's the summit which

817
00:46:42.000 --> 00:46:44.239
is coming up here in just a few months.

818
00:46:44.280 --> 00:46:45.800
We just had a planning meeting yesterday.

819
00:46:45.840 --> 00:46:49.039
We're really excited about to get everyone out to Salt

820
00:46:49.119 --> 00:46:52.760
Lake this summer. We have higher Heroes or Virtual Assistant

821
00:46:52.760 --> 00:46:56.079
platform Lead Heroes, which I talked a little bit about.

822
00:46:56.119 --> 00:46:59.199
That's kind of our lead generation, an appointment setting platform,

823
00:46:59.599 --> 00:47:03.280
and then everything Senior Insurance. You can find access to

824
00:47:04.679 --> 00:47:07.760
the agency through there as well. So that's probably the

825
00:47:07.760 --> 00:47:09.639
best way if you're trying to trying to learn more

826
00:47:09.639 --> 00:47:12.039
about what we're doing, or how to get ahold of us,

827
00:47:12.119 --> 00:47:13.840
or maybe you want to work with one of our businesses,

828
00:47:13.880 --> 00:47:17.320
that's probably the best place to go is sevenfigure dot Com.

829
00:47:17.360 --> 00:47:20.679
Awesome, Awesome, All right, Well, we got one minute left,

830
00:47:20.760 --> 00:47:23.159
so I don't want to This is a big question.

831
00:47:23.400 --> 00:47:29.119
So in a nutshell, what's the biggest Medicare change for

832
00:47:29.159 --> 00:47:32.840
this year? Just something that our clients should be aware of.

833
00:47:34.599 --> 00:47:37.719
You know, I think for me this might feel like

834
00:47:37.760 --> 00:47:44.440
a cheat answer, but I think the compounding effect of

835
00:47:45.480 --> 00:47:49.599
funding that Medicare advantage plans need right now that they're

836
00:47:49.639 --> 00:47:52.760
probably not all getting to the degree that they would

837
00:47:52.800 --> 00:47:55.400
want to for their margins to work. For those of

838
00:47:55.480 --> 00:47:57.800
you that don't know, like Medicare, advantage plans are heavily

839
00:47:57.840 --> 00:48:00.199
dependent on government funding. That's how they can offer zero

840
00:48:00.280 --> 00:48:02.760
dollar premium plans and low premiums in most areas in

841
00:48:02.800 --> 00:48:05.800
the country. And the last couple of years, there's been

842
00:48:05.840 --> 00:48:09.360
some legislation pass like the Inflation Reduction Act that's caused

843
00:48:09.360 --> 00:48:12.280
them to have to be responsible for a large amount

844
00:48:12.360 --> 00:48:16.239
of additional costs when it comes to prescription drug coverage.

845
00:48:16.239 --> 00:48:18.800
And then in addition to that, Medicare is proposing an

846
00:48:18.920 --> 00:48:21.719
under one percent increase on their funding, which doesn't even

847
00:48:21.719 --> 00:48:25.280
match inflation. I don't think that's actually what we'll actually see,

848
00:48:25.320 --> 00:48:29.400
but time will tell. So I think because of those things,

849
00:48:30.000 --> 00:48:31.880
what you're going to see and what we've seen the

850
00:48:31.920 --> 00:48:33.760
past couple of years already, but I think this year

851
00:48:33.800 --> 00:48:35.960
will be a continuation of that is a lot of

852
00:48:36.000 --> 00:48:38.320
plans will terminate at the end of this year.

853
00:48:38.519 --> 00:48:39.960
We've seen that the last couple of years.

854
00:48:39.960 --> 00:48:43.440
It's been record margin of plans terminating in various areas

855
00:48:43.480 --> 00:48:46.559
all over the country. But if a plan doesn't terminate,

856
00:48:46.639 --> 00:48:49.119
I think if you have a plan right now that

857
00:48:49.280 --> 00:48:52.800
is heavy on what I would call ancillary benefits, so

858
00:48:53.000 --> 00:48:56.840
dental coverage, vision, hearing, gym memberships, all the extras, the goodies,

859
00:48:57.000 --> 00:49:01.639
the food cards. Expect that stuff to get slashed. And

860
00:49:01.679 --> 00:49:04.440
what's going to be more of a priority is your

861
00:49:04.480 --> 00:49:09.679
provider networks, your medical benefits, your max out of pockets,

862
00:49:09.719 --> 00:49:14.800
your hospital copays. It's going to get back to more of.

863
00:49:12.559 --> 00:49:16.360
The essentials on these Medicare advantage points.

864
00:49:16.360 --> 00:49:18.079
I don't think you'll see as much of the goodies,

865
00:49:19.360 --> 00:49:21.880
and I think that's just what everybody should expect coming

866
00:49:21.920 --> 00:49:23.960
into open enrollment. But it doesn't mean you can't still

867
00:49:24.000 --> 00:49:29.199
find fantastic plan options going forward awesome, which.

868
00:49:31.000 --> 00:49:33.239
I know we're over time here, but i'll just throw

869
00:49:33.280 --> 00:49:37.480
in add to that doesn't mean that those goodies right

870
00:49:37.559 --> 00:49:40.480
aren't available. This is a great opportunity to offer ancillary

871
00:49:40.480 --> 00:49:44.679
plans right when Medicare advantaged plans have started to kind

872
00:49:44.719 --> 00:49:48.440
of pivot and go in this direction, which I completely

873
00:49:48.480 --> 00:49:50.679
agree with everything Christian just said. I think that's what

874
00:49:50.719 --> 00:49:53.119
we're looking at going into play in your twenty twenty seven.

875
00:49:53.639 --> 00:49:55.800
That means that as agents, we need to be better

876
00:49:55.800 --> 00:50:00.320
about offering these ancillary plans to our clients because it

877
00:50:00.360 --> 00:50:03.519
gives them the coverage that they need and they don't

878
00:50:03.519 --> 00:50:06.079
need to worry about these holes that are starting to

879
00:50:06.119 --> 00:50:09.000
appear potentially with their Medicare advantage plans.

880
00:50:10.079 --> 00:50:12.920
Awesome, Well, thank you so much both of you guys.

881
00:50:12.960 --> 00:50:14.559
I appreciate you so much.

882
00:50:14.760 --> 00:50:15.519
You don't even know.

883
00:50:15.719 --> 00:50:18.599
And we're going to see these guys back here in

884
00:50:18.639 --> 00:50:21.079
a few months, so thank you so much. If you

885
00:50:21.159 --> 00:50:23.079
guys want to get a hold of Glenn our Christian,

886
00:50:23.559 --> 00:50:26.320
just go to the websites that they mentioned or call

887
00:50:26.400 --> 00:50:28.840
them on the phone number that Christian mentioned. This is

888
00:50:28.880 --> 00:50:32.519
again live on Facebook as well as YouTube. Thanks so

889
00:50:32.599 --> 00:50:33.920
much you guys. I appreciate you.

890
00:50:34.239 --> 00:50:36.719
Thanks Peter, Thanks Peter, all right, take care.

891
00:50:39.920 --> 00:50:42.280
All right, So we did go a little over time,

892
00:50:42.639 --> 00:50:44.800
but hopefully that information.

893
00:50:44.480 --> 00:50:45.880
Was helpful to all of you guys.

894
00:50:47.159 --> 00:50:51.400
We definitely would not be here today without those two individuals,

895
00:50:51.400 --> 00:50:54.719
So thank you so much, Glenn and Christian. Hopefully you've

896
00:50:54.719 --> 00:50:56.920
got a little bit more information about Glenn our office

897
00:50:56.920 --> 00:51:00.920
administrator as well. We love the fact that we can

898
00:51:00.960 --> 00:51:04.599
support all these businesses here live on our show and

899
00:51:04.960 --> 00:51:06.159
we Medicare.

900
00:51:08.039 --> 00:51:11.920
Thanks for listening. Tune into Medicare Hour and more with

901
00:51:12.079 --> 00:51:16.079
Peter every Tuesday at nine am Pacific time, right here

902
00:51:16.079 --> 00:51:20.280
on K four AD Radio at KFOURHD dot com. For

903
00:51:20.559 --> 00:51:25.320
more real life stories from experts medicare about you and

904
00:51:25.480 --> 00:51:30.000
protecting your health, your finances, and your future, see you

905
00:51:30.039 --> 00:51:30.679
next week