Client Stories, 1,000 Client Blueprint & Travel Insurance: Real Insights That Matter

0:00 This program is designed to provide general information with regards to the subject matters covered. This information is given with the understanding that neither the hosts, guests, sponsors, or station are engaged in rendering any specific and personal medical, financial, legal counseling, professional service, or any advice. You should seek the services of. Competent professionals before applying or trying any suggested ideas. Attention to individuals, families and caregivers. It's Medicare Hour and More with Peter right here on k for HD Radio. This is the podcast for all types of insurance solutions while specializing in Medicare because we Medicare. Here's your host, Peter R.

0:49 Joseph. Good morning, good morning, good morning. So good to see you guys this morning. This is episode ten. I can't believe we are on episode ten. Excited about that. We are going to have a great show today. We've got a next guest coming up who's been on our show before, Ryan Dawson, and he'll be coming on a little bit later. We are going to show that clip too of the breaking one thousand clients and how to retain your clients. So for agents that are listening in, this is a great way for you guys to grow your business. Give you the secrets of how we've been so successful in keeping our clients with us and growing our business. So I'll be excited to show that video of the interview with Christian brindle On later on. I want to remind you guys, we are live on K four HD Radio. You can download that app. We are also live on Facebook on Joseph Insurance Broker, LLC, as well as our YouTube channel at Medicare Minute with Peter.

2:02 You can always comment on any of those live streams and we will comment back and answer your questions. So I hope you guys do chime in so we can ask you some questions. All right, So today, you know we're gonna get ready for summer vacation, right Actually, our family is getting ready to go on an RV trip to Yellowstone, so we're excited about that. But you know, with any kind of travel overseas or here in the United States, you want to have travel insurance. Even with Medicare, it doesn't cover you completely, and you want to make sure that you're covered. You know, in terms of trip cancelations, COVID is still an issue in a lot of places.

2:48 If your baggage gets lost anything like that, or you know you're in a place that needs to be emergency evacuated because of some situation. You want to be covered, and travel insurance is very inexpensive. So I'm going to show you this clip and then we'll talk about a little bit more. Hey, what's up everybody. This is Christian Brindle coming to you with somebody doing big time things in the insurance industry. I'm here with my dude, Peter Joseph out in California. We've never done one of these before. I found that kind of interesting when I was kind of checking on it in preparation of this earlier today. I'm like, man, I feel like maybe we've done one of these before, but we never have so long overdue.

3:29 I appreciate you taking the time, my friend. I appreciate you making the time for me. This is great, Hey, the pleasures all mine. The kind of the topic of the day for this video today is what does it take to break a thousand clients as an agent? That really entail for anybody that might not be familiar with you, Peter, give us a little bit of an introduction for you, if you would, How long have you been in the industry. How did you get into the industry? What is your origin story? So I'm actually coming up on ten years almost probably about I think six months out right now, So basically been in the nonprofit sector for about twenty four years before I got into this industry. The reason I switched vocations is because we as a family were burnt out by a lot of the politics based in the nonprofit sector.

4:19 You don't know, you actually move around a lot quite a bit, and I didn't want to put that through with my family move in city to city, not being established. My wife has a great job with the state, and so I wanted some more stability on my side of things, and I wanted to continue to help people out, and so I decided to transition over into this industry. Someone put a wig in my ear saying, hey, you know, seniors are so confused by the medical process. They need people like you who have a servants heart, who wants to really folks and really help them along the journey. Be patient. Obviously, you know our seniors love to tell stories, and so I felt like this would be a great niche and a great fit for my skill set. So I started basically becoming an agent. First, I went through quite a few companies. I was with New York Life on the life insurance side first, and then that's where I met a person who was doing medicare and so she introduced me to her agency and I got involved with them and had my start there. And then I was doing also a farmer's insurance on the side. So I wanted to continue in that P and C realm, maybe being like a one stop shop in the future for all the clients, and so that's why I kept my P and C license active. But Farmers wasn't a great fit. When you're a captive agent, you don't have a lot of freedom and you have a pluthroa of brokers and barriers to select from. So that's where I decided to leave. And then I decided to you know what, I'm going to create my own agency. I felt like

5:50 I had a lot of experience under my belt by that point, so I started as a sole proprietor, created a corporation here in California, and then started recruiting after that. So along the way started getting licensed in multiple states, so it wasn't just in California, and it ended up being at thirty three states currently right now that were licensing and been growing ever since CB. I mean, it's been great. It's an amazing industry. Yeah, a lot of challenges, but I've been loving it every step of the way. And we hit that one thousand client mark probably I think about four months ago at this point. So excited about that. And that's where I'm at right now. So we do have about twenty five agents with me. A lot of them are Ubis, but yeah, that's where we're at right now.

6:39 I love it well. I mean, congratulations on you know, hitting that thousand client mark, as you know, right being in the industry for a decade, right, And there's kind of two points I wanted to make, like number one, how few agents make it in this business for a decade plus. It's a small number of people. And then number two, it's probably even a smaller number of people that write a thousand apps. I've always said for anybody watching this, I've told NEWB agents that've worked with us this for years now. If you can write one app, you can write one hundred apps. If you can write a hundred as, you can write a thousand apps. So it all starts with just getting started, and then getting your wins and your milestones under your belt and just keep plugging away and good things can happen hard work and consistency like you've shown.

7:23 So, reflecting back, I guess on your. Business, what do you feel like has been the biggest contributing factor to you breaking through a milestone like that writing a thousand apps? What do you think has been if you had to talk about one or two things, you're like, okay, that right there, that helps me get there? What do you think it would be? So there are two main things for me. One is you can either call it consistency or perseverance. Especially in this industry, things get kind of crazy and wild and rules change all the time and you have to adapt. You have to be a kind of person who's going to be patient and right through it. The second thing is mentorship. So and I'm not here to you know, to kiss your vite and that's that. But honestly, yes, I and UCB have been instrumental, especially I would say in the last two years of my growth, just being active in the seventh figure forum of Facebook, interacting with colleagues, knowing what's the right thing to do and what's the wrong thing to do, trial and error, So those things are key. I did have other mentors along the way, Fortunately I found out the hard way that they weren't the best mentors and they took advantage. And so there are people in this industry that will take advantage of you, and you want to make sure you align yourself with the right people. So those are the two key things.

8:38 Now, I think it makes a lot of sense. The consistency part of it, I think is so big because there's an old saying and I couldn't even tell you said. It's probably one of those sayings that like has been said by one hundred different famous people, and like you, no one actually knows where it originated. It goes something along the lines of people overestimate what they can do in a year and underestimate what they can do in a decade. And I think that's very true, just by that hard work, that dedication, and it's not just the hard work of showing up every day, it's the hard work of finding a better way to do your processes than you did before, right, and that consistency and definitely. Mentorship is a huge part of it as well. It helps if you have some guidance along the way and that way not as much of a guessing game.

9:22 Question I had for you, Peter, is the last couple of years since we've started working together, you've probably seen a lot of disruption going on in the medicare space in particular. Right, there's talks of things going on in CMS even lately. Right when you're working with new agents and they. See all of the hooplaw, I guess behind it all, what is your message to them about keeping them positive and keeping them believing in the industry. My phrase is always stay calm and don't freak out. I mean, I've been through it all in ten hours, and you've seen even more. So. Obviously, it is challenging, and there are times where I throw my hands in the air and go, what the heck is going on? Right?

10:04 But honestly, out of all the products that we offer, medicare has been the most lucrative for us time and time again. I've seen just overall renewals going up every year. Yeah, commissions get cut on certain plans, but you work around it and you offer clients other plans that would fit for them. It's not difficult if you understand that these things are going to come to fruition every year. We're going to get hit by a storm, and it's not going to be pretty at times. But if you stick through it, I promise you those renewals and that income will continue to flow in. So it's even stronger than I would say in my experience with the P and C industry right now, California is like the wild wild West, and it's been horrendous in terms of trying to write policies out here. I've not found that difficulty at all in the medicare space. So it's completely different animals, completely different ballgame. And so I tell my agents, especially the new ones, you know, stick with me, Just give me a year and you'll come out the other side feeling blessed and very happy.

11:10 I love it. I love it, and I think that's a great point to make, right that comparison for all that might be going on in the medicare space, do you compare it to some other lines of insurance P and C in particular, especially in California. Right, I don't think that there's any market that it's quite like California in that way. Right, It's like, oh, there's a lot of opportunity here by comparison, and I think that's a great kind of message for agents to understand when you take a new B agent, Peter, is there some tips that you typically give them to tell them, Okay, if you do X, Y and Z and you'll be successful. What are those things you think for a new agent to be successful? What do they really need to do that? It's like a non negotiable, So I.

11:51 Think they have to have their hands in a lot of places. And what I mean by that, I've shared my own experience with new agents by sharing how you know, when I first started out, it was all grassroots. I did a lot of work with the Chamber of Commerce here locally. I became an ambassador of relationships with small businesses in the area and through that well renowned here in the city of Gino and Gino Hills, which was huge. It helped us lay the groundwork to go to the next step. The next step would be going to a reputable lead source. So whether it's live transfers, we use lead heroes. There's a little cap for you guys, but honestly it works, and especially with this new thing that you guys have done in the past two years of the preset appointments. That's been golden and we've had people actually show up, actually answer to the phone, and that's huge.

12:44 So those leads are a little bit more solid than the leads where you're getting data kind of fed to you and you have to make those initial phone calls. So having a lead source is key. And then the next step for us was we created Facebook ads and so that was a great source of leads. You want to work with a company that knows what they're doing. You know, I worked with I can't remember her name right now, you can help me, Shanya was it? Yeah, SHAWNA Thorson, Yeah, yeah, yeah, so we love Shawn a friend of the channel. Yeah for sure. So I bought her program and it helped me tremendously on terms of how to set up our Facebook ads and what to look for, how to target audiences, what questions to ask.

13:27 Yeah, I think that makes a lot of sense in terms of what it really takes to be successful. I think when you first get started, our advice is very much in sync with what you said there. You know, you need to get in front of people, and all business costs you time or money, right, Like, sometimes when you don't have enough money to pay for marketing or buy leads or anything like that. You get out of the community, you do some of that ground and pound stuff, and then once you got some more cash flow coming in and you don't have as much time to do that, necessarily, the leads start making a ton of sense and running your own ads and everything like that. Here's a fun question I think that I was like to ask when people start getting licensed in multiple states, because we're licensed in forty. Six ourself, right, is there any state. Licenses that you could tell people if they want to get licensed in a bunch of states.

14:11 This one's a pain in the butt. That's a great question. I would say the ones where you have to either get it notarized, which I think is Georgia, Florida, you have to get fingerprints. California is the same. My non resident agents think it's a pain in the butt. It's pretty expensive out here too, in California in comparison. Yeah, so I would say definitely, Florida and Georgia come to mind. Yes, I think those are great ones to put up in York too. New York is oh my gosh, especially if you're a corporation. I had to jump through hoops to get my license there. It was crazy. Yeah, I don't know what it's looking like these days, but it was probably like five or six years ago that we got our New York corporation license and took us six months and we paid. They have a fee you can pay to expedite the process.

14:58 But paid the fee. It's still too I was like, can I have my feedback? I'm like, can I have that back? Because I'm like, gosh, yeah, No, those are great ones. George is tough, California is tough. Florida is tough because of the fingerprints and everything like that. Good thing about Florida is perpetual, so that's nice. Another one that comes to mind, if I don't know if you've dealt with these yet, is any state that has a registered agent program? Have you ran into that? Like, what, do you have a state in mind? Yes, so, Virginia, Okay, Montana, and Michigan are the three that come to mind for me, and there's a few others. So registered agent programs essentially. What you need is you need an address that you can put down on the ground in the state, obviously, and it can't just put down some random address. It has to be like a legit address that they verify and they call that your registered agent. You know, somebody that's on the ground that you're a registered agent. Obviously you get non resident licensed in Virginia for your corporation, you don't have an address there.

15:53 I learned this the hard way. I had my my license termed for Virginia and I had to reapply and go through it all over again because I didn't know about this. So there's businesses, actual businesses that will be your registered agent for a fee every year. It's like fifty to sixty seventy eighty bucks a year. Wow, it's like a shakedown. It's ridiculous. Yeah, seriously, So those are always a hoot. But yes, New York has got to be at the top of the list as well. Yeah, in terms of difficulty, Peter, when you work with a new agent, and maybe there's not a preference, but do you typically advise them that they're better off starting off selling over the phone or face to face or does it really matter? Does it more depend on them and what they prefer. I think it depends on them. But honestly, in my experience bringing the agents on, they do better when they do face to face. I feel like on the phone they get nervous, they sound very monotone, and so they don't sell themselves very well on the phone, and so I would say if they can, you know, obviously, if they're in a rural area, it's a little bit difficult they're in a you know, suburban, most populated area, than going out there and being face to face setting up relationships with Mike assisted living facilities or senior community center as that's key.

17:05 Yeah, Yeah, I think that's great advice. You know, I want to be respectful of your time, Peter. We could talk for another hour, but I wanted to make sure that I wanted anybody that was watching here today that might need some guidance in their business, they might need some mentorship. You're licensed in a lot of places, you said thirty three states, so there's a lot of places you can work with agents on. How can agents best get in touch with you? And what does it look like when agents come on board and partner with Peter Joseph as their mentor. Yeah, there's a couple of ways. They can call me direct on our business line. If I don't answer, we do have an office administrator that answers and she'll get the message to be quickly. That number is nine oh nine two one seven two six three zero. You can always go to our website and on our calendly link.

17:49 There is a place for agents that want to onboard with us to make an appointment with me, so they could do. It's Josephinsurancebroker dot com. They just go there, go on the calendar and then set an appointment with us and first steps on onboarding. A lot of our NEWB agents haven't even taken their a hip. They're licensed. Obviously we've run into, we haven't run into two many situations where they're not licensed. So we take them step by step. We have a protocol, like a one page PDF of steps they need to take to get to the level where they get contracting done. They're a hip done sources like E and O. We have like a discounted link for them. So we walk them through everything and then they do a one on one training with me to just see where they're at in terms of their knowledge and what they need to get their feet wet and get going. And then we do actually a weekly zoom training with all our agents. Since I've got agents all over the US. That's the easiest way for us to conduct trainings, and then we actually push them as well to do ESI in their seven figure university.

18:55 It is amazing what you can get off of that site in terms of videos and training things that we wouldn't be able to offer. So and that's free for those that contract with the right contracts when they start so plethorough ways to be successful in our agency. I love it. Yeah, I look at it as such a value based filled package, you know, because not only do they get the mentorship of you, they get to work with you. You work with them directly, they get to attend your trainings and get access to your resources. But then they get all of the access to all of the resources behind the scenes that we provided ESI. They get invited to my weekly trainings, they get invited into the university to your point seven figure CRM lead heroes discounts. O the whole banana there.

19:36 So it's a really great value based combination in terms of a benefit package. So, guys, if you are watching this and you want to break into the business and you just don't know how, you want to work with somebody that is going to give you the time of day, that's going to work with you, that's going to guide you in the right direction, somebody that's been doing a long time, somebody that's been successful. Peter is your guy, so make sure to reach out to him on that and you get to work with USI as a result as well. Can't get too much better than that, Peter. Is there any particular states that you guys are focused on quite a bit? A number of states? I know it's probably not realistic to go through all the states your license and when you're not in but is there any particular ones that you guys have you know, a good bit of experience in.

20:18 I would say, well, obviously California. We're always looking for local agents, so anyone in southern California, this would be an opportune place for you to hop on board. Texas we've got some seasoned agents out there that we can connect you with, and Washington got some agents out there that we can connect you with as well. And then I would say the last state would be Michigan. We do have some seasoned agents out there, so we're always looking at ways where Obviously I'm out here in California, and if you're in Michigan. We want to make sure you connect with living people face to face versus me over zoom. So that's another avenue that we set up for you, guys, where we connect you with other agents in our agency.

21:00 I love it. Thank you, my friend for doing this. This was a lot of fun. I appreciated the conversation and. I did too again soon. Yeah, it was great. Thanks CB, everybody. Thanks so much for watching all the way to the end. If you enjoyed this conversation and you'd like to see more like it, the only way we're gonna know that is if you smash the like button for the YouTube algorithm. It's gonna help so many more people find this video who desperately need to hear this information. Comment your thoughts down below. How many questions you have for myself repeater, Make sure to subscribe. We put out weekly videos to help you great business and until next time, we'll be back with somebody doing big time things. Thanks everybody, and here's to your massive success.

21:42 Awesome, awesome. I hope you guys enjoyed that clip. If you guys are an agent listening in and you are interested in joining our agency, you're out here in southern California or the other states we mentioned. Please reach out to us again Josephinsurancebroker dot com. You can send an appointment with me and we'll get you on board. All right, without further ado, I do want to make sure Ryan's been waiting a little bit, so we want to get Ryan Dawson on here. Ap Ryan. How are you, man? I'm good. How are you good? Good? I'm hanging in there, man, welcome back to the show. I appreciate you making the time again before us. So we're gonna instead of making it educational, we're gonna keep it real this time. We're gonna have some banter and uh see what you're up to. Man. So, so what's new since the last time you came on board?

22:34 Well, yeah, first, thanks thanks for having me on. As far as what's new, you know, I'm attending the Active Living Expo this weekend with my wife, so I'm looking forward to that. But yeah, where's that taking place? By the way, It's in Spokane, So it's at the Mirraboo Park Hotel in the Spokane Valley. So yeah, I'm looking looking forward to. I gotta I got a my advert. I got an advertisement in there promoting Dawson Insurance Group. So that's that's pretty cool, awesome. I didn't have to put any work in it. They they did it for me, so that was nice.

23:15 Nice. Nice. Are you How long are you there for? Probably going to be there about four hours, So I'm still trying to decide if I should hand anything out. I'm gonna obviously hand out as many business cards as possible, just mainly I think it's going to be a good mark or a good networking opportunity. There's going to be a lot of like senior living places, and I think AARP is going to be there, so I'm mostly just looking looking to network with those people, and of course if meet any potential beneficiaries. Okay, okay, yeah, hopefully hopefully you meet some carriers too, other than do you know if like Humana is going to be there or any other carry or is it just ARP.

24:02 I know that United is sponsoring an agency or agent to be there, and I've tried reaching out to the local Human A rep in the area, and he he first like was really responsive and then he's just kind of been ghosts. Not not to call anybody out or anything. No, no, no, yeah, awesome. Well I'm not wallfish in a big pond, you know. Yeah, well you're gonna get bigger, my friend, you are definitely gonna get bigger. So hey, if you guys are out in the state of Washington, you know, check Ryan out at that venue again. What's that date again, Ryan. Let's see here May sixteenth, So this Saturday?

24:42 Awesome? Awesome? So hey man, so you know we're talking about Medicare. You know, what's what's one thing that people think they understand but actually don't about Medicare. What what are some conversations you've run into. Oh, wow, that's a good one. There's a lot, Yeah, there is, right. I'd say the most common misconception is just the different parts of Medicare, Like no one has any idea what it is or what they have. So a very common like phone call I'll get after I enroll, someone is like what do I have? And I'm like, we just spent an hour on the phone, you know, going over everything. And I think it's mostly like because they they get their Medicare card in the mail and then they get the paperwork from Social Security and it's it's telling them you need to set up Part D coverage, and then I think it has like their their bill, their Part D bill, right their their their premium, and so we go through the whole process of like picking a plan. Majority of my clients are on Medicare Advantage and so, which is known as Part C, and so they they call me and they say, well, do I have prescription coverage? I mean, they're just things like that, and so it's that that's a pretty common misconception. Another thing that I'm running into is I have lost a

26:14 couple gotten them back, but they'll they'll see like a TV commercial and so they'll call like the number on the TV. These people will tell them that like everything's covered, so they'll get them like in a different plan. It'll be like a Part B give back plan. For some reason, I lose a fair amount of people on the Part B givebacks. Yeah, yeah, And then it's never explained to them that, like typically on the Part B give back plans, the deductible or the max out of pocket is extremely high. On average, it's around nine thousand dollars higher copays, you get less benefits. So the dental is usually a lot worse vision things like that. So people just don't realize that to get something you're losing something at the same time for sure.

27:07 For sure. And then just to piggyback on that, I mean, if people don't know CMS started replacing Medicare IDs, I know people are aware of that because of fraud, and so I've had situations where people call me and they give me their medicare idea and it doesn't populate at all, and it's because they didn't realize they got a new card and so they have to call in and get a new ID and it just messes everything up. So keep that in mind, guys. Obviously CMS is starting to replace those, so you want to make sure that you've got the most up to date Medicare ID for you, guys. So what frustrates you the most in this industry right now?

27:47 Ryan, The most frustrating thing I think I'm dealing with right now is just marketing, And it seems like Facebook is just it's just like you'll go through You'll have one week where your Facebook ads are like running really well, and then the next week it just kind of like falls apart essentially. So that's one thing that's really frustrating. I Mean, this morning, I woke up in the CRM that I'm using all of a sudden, a feature that I was using is disabled, So now like none of my automations are running. So it's you know, it's just a part of being a business owner. There's always things that are going to be popping up, and you always need to just be in a mindset of solving the problem and just never giving up, you know.

28:39 Yeah, and I think you know a lot of businesses, it's not just us, but a lot of industries I heard are frustrated with Facebook. I just think it's the algorithm changes all the time, their platform changes all the time, and so we kind of have to keep up and figure things out. But yeah, I definitely understand the frustration there. What do you think I think, you know, we talked about how people don't really understand medicare, you know, health insurance in a nutshell, people just don't understand it. Like, what what do you think is like the most confusing part of health insurance?

29:19 I mean it's a lot. I mean that's yeah, we could talk about that all day. I kind of want to. So, so the first thing that popped up in my head when you said that, well, just health insurance in general, like not just Medicare. Yeah, just I mean, yeah, we could go into Medicare, but just health insurance in general too. I mean health insurance in general. I mean a lot of people just don't know how to properly use their health insurance. So I think the fact that there's so many different like networks, there's PPOs, HMOs, epos, that that makes it really confusing for people. I think one of the biggest misconceptions that I run into is that the PPO is somehow a better plan just because it's a PPO.

30:11 And so another really big misconception is that, like people don't realize that all of the insurance carriers offer hundreds of different plans, I mean, if not thousands, So every single plan is different, right, So people might think like, oh, my employer plan with blue Cross is going to be the same Blue Cross that they get through the marketplace. Or Now that's a great point. I mean, people get confused about just because the carrier name is there, it doesn't mean it's going to be the same across the board. Right, Employer groups have way different benefits than what's out in the marketplace, and so people have to be aware of That's that's a great point. Do you think do you have like a situation where you think someone's made a horrible choice about Medicare. You don't have to give me a name, that they made a drastic, horrible decision in their healthcare choice or Medicare choice, whatever one you want to pick, and had a hard time coming back from that.

31:20 Do you have a situation in mind of a person that's made a mistake. Well, last month I had a client who was on a d snip full full Medicaid and he of course got the letter in the mail from Medicare or Social Security saying he's going to have a Part B premium, and then he called and canceled his Medicare decentent plan a day before it was going to go in effect. Oh geez, So I had that scenario. I have another scenario that happened that I just dealt with. Some How this lady's plan she was we went with the Humana give back plan. Somehow she was switched into a different Humana plan that's non commissionable with a fifteen dollars premium, three star rated plan. I have no idea how that happened.

32:19 Super upset because she got I think that that plan offered a OTC card the give back plan didn't, so she got the OTC card in the mail. We were able to get her back into the part by give back plan, but then she went to go use the OTC card because she's extremely confused, and so that that kind of caused like a whole nother plethora of problems and confusion for the member. I think. Just all of the marketing and all the advertisements that people see, it just makes it so hard for the benefit fisheries and navocate.

33:02 For sure. For sure, do you want to tell people how you came across our agency and how you joined us. I mean, obviously we met through social media, but what attracted you to kind of our model and what's made you kind of stick around these last few months? Yeah, I mean, so I got into insurance in twenty eighteen. I got really I feel like I got really lucky with the employer that I worked for because in the beginning, like I've always naturally been really good at sales, but I still had a lot to learn because it's an emotional rollercoaster that not everybody can can make it. And I was really blessed with the I guess like the group of people that also worked there, and the manager.

33:59 You know, he was the manager at the time, and then he became the owner and I was able to get like mentored by him. The reason why I'm going that back into my journey is because I think it's really important to find good like leaders and mentors in this space. And also it does come down on you as well, So you got to be willing to grow and take constructive criticism, and a lot of people just can't do that. So kind of fast forward to twenty twenty five. I had always kind of wanted to go independent. I did have an opportunity where, you know, that person was going to bankroll in a office for me in Washington, and it just kind of came to just a situation where I just didn't think that that was the right decision for me and my family anymore, and so I went independent. So before I actually made the jump, I started researching the whole industry. So I think I started out on like insurance forms. Have you ever been on I think it's like insurance forms dot com, Peter, Yeah, Yeah, So I think I started there. I actually ordered Christian Brindle's book. I think I mentioned that the last time I was Yeah, on the on the pod. I think.

35:30 I think when I initially or you reached out to me because I posted in the in one of the Facebook groups, I had initially told you no, thank you. Yeah. Yeah, So I think the reason why I decided to go with you, I mean, I I do see value in having the support that you do offer. So I think just having like a I don't know if community is the right word, but just somebody who's like a phone call away that can that can help you with with scenarios. I mean I didn't have any Medicare experience in the beginning, but I was able to kind of leverage all the other skills that I had to kind of fake my way through it in the beginning. So yeah, I mean having you there as a resource resource has been very helpful.

36:23 Also during AEP, you know, I was able to lend a hand to some of the other agents as well, So that got me like constantly. I mean I've always naturally done that. So I've always naturally just helped people in sales. I get a lot out of it, as you do as well. It's probably why you're doing this. So I think just having that community, having people who are just a phone call away is really important helping navigate the contracting process. The weekly trainings are are super valuable. And then all the other resources that you you've offered, like the doctor offices and things like that, I think are are really really valuable for new agents.

37:07 Yeah. I remember that first initial conversation and I was like, you know, I wanted to be there for you, but obviously you know you had to think things through. And I'll just say just on our podcast, Ryan's one of our star wart agents. He's very independent, does things on his own that are not comfortable but help him grow. And he's also been just a great mentor to our other agents, especially over the last AP. I remember you did hop on some calls with our agents. I appreciated that, and I think you're going to come a long way.

37:48 I think your business is going to grow exponentially. And obviously, you know we had that relationship with ESI and Christian Brindle, which you came across with his books, so I'm sure that helped too. And he's got a plothora of resources that are available to all you guys. So Ran I greatly appreciate you and your character and your friendship, and so I'm so glad you're a part of our agency. What what's one thing that keeps you grounded outside of this business? Keeps me grounded? I mean at the same time that I got into this business, I had a newborn, I got married. Uh you know, I had just gotten married, had a newborn. So kind of we've been focused. You know, my wife and I have been trying to navigate our our new life with our son and the new dynamic and the relationship, and we've definitely you know, it's been a growing and learning experience, you know. So what keeps me grounded is I'm you know, I'm doing this for my family. Also at the same time, I really really do at the core of my being, I really do like what I do. I've made the decision that this is what I'm going to do for the rest of my life. And so that you know, I'm just I'm all in. I burned the boats essentially, so kind of just you know, making that decision and just being all

39:21 in on something. I think that just removes a lot of the anxiety and self doubt. Awesome. Well, if you guys want to get ahold of Ryan, his information is is scrolling down below. Dawson Insurance group. His phone number five O nine two O nine nine one eight one. His website is Dawson Insurancegroup dot com. You know, Ryan also just moved from Texas, so you've been undergoing a lot of different changes. But you're definitely going strong, my friend. We're gonna do an ending of this with rapid fire like we did last time. So I'm gonna shoot and then you just answer away, right, all right, So this one's going to be the hardest question probably you've had, but and it's you know, we we do have prospects and clients listening in. But what is the worst type of client?

40:15 And you could be honest, you don't have to say a name, but what's the worst type of client that you've ever had? Oh? Man, I don't know if I should say this? The people who are also on who are on our dual medicaid? Yeah? Well why why why is that? Though? Why is that? I mean, why don't you share the audience? Why? Why is that? The worst type of client? I mean, okay, the worst ones, I'd say are the ones that our Q ANDB or need to be need help qualifying for Q and B because they don't have enough work credits. It's they don't know how to use a computer. They don't have a computer, they don't know how to navigate anything online. They can't send in just just simple requests like take a picture of like like I'm working with a ship organization in a state right now to help somebody, and all she needs is a picture of his Medicare card and a picture of his benefits a word letter. And I've been trying to get that from this guy for two weeks now, and you just you just can't do it. So I still at the end of the day, like I'm not judging, but I do want to help these people. And so unfortunately these people, this demographic, they need the most help. But it's like it's also a two way, two way street.

41:44 It is. And I think, you know, to piggyback on the dual plan folks as well. I think the hard part is I think agents tend to focus in on and they get inundated with phone calls, right, and so are always being attracted to the latest carrot in front of them, And unfortunately, sometimes those plans aren't the best for them. And so a lot of times with the dual situation, if you guys don't know, they can switch every month if it's an integrated plan, and so that makes it difficult for US agents to keep them on our books. So that makes it difficult. So what's what's the most overrated marketing strategy that you've heard of? Overrated?

42:32 I mean you've probably heard this before, but I think any marketing where you're marketing the food cards is just trash. You should you should stop doing that immediately. I agree. And then what's the most underrated, underrated way to get clients? I mean, I've actually gotten a few few enrollments lately from what's it called Medicare. You helped me pay for it hub? Yeah, yeah, yeah, Medicare Hub. So I've actually gotten probably four enrollments.

43:14 Okay of it. That's awesome. So it's pay for itself, that's awesome. Yeah, all right, last question, if you had to restart your business tomorrow, what would be your first move. I would probably I mean I probably would have done more grassroots marketing right in the beginning, but I couldn't do it because I was moving. So I probably would have gotten started on that immediately, and I would have gotten like my systems in place, meaning like my phone system, CRM, I would have gotten that more dialed in. I probably would have, like instead of trying to do it on my own, I maybe would have like paid somebody to help me do it. That's probably the main thing is just the system that I have right now. I just don't think it's like as optimized as it should be. Okay, but probably just mostly just the grassroots marketing. I probably would have gotten started on that sooner.

44:27 Awesome, Well, Ryan, thank you so much for again making the time to come on our show. Again. We appreciate you so much. And Ryan's a great agent. You could trust him inherently. He cares immensely about his own clients and wants to make sure that he does right by you guys, and so please seek him out in the state of Washington. He's also on that border of Idaho. So if you need a Medicare agent, or if you need health insurance for under sixty five, he's doing that as well, So please reach out to him. Thank you so much for your time. I appreciate you, brother. You have a great week. Thank you too, all right, take. Care all right, So I don't I don't think we have time to show this next commercial. Bet the thing we were talking about too, was you know, this is the time for vacations, right, So we're gonna show this clip next week. Travel insurance is so so important, you guys, because our health insurance doesn't cover us completely, and so it's important for us to be mindful. Okay, all right, we can do it. So let's uh, let's show this commercial real quick.

45:49 There are many types of international health and travel insurance, but not all plans are created equal. Den'll makes sense of the clutter. Let's focus on the three main types of insurance that travelers might needvel insurance, travel medical insurance, or International health Insurance. IMG is one of the only companies out there that offers all three types of insurance for travelers, so we have a unique understanding of just how complicated it can seem. But fear not, weary travelers, We're here to help to understand which plan is right for you. Let's go through a few examples of why different travelers may need a specific type of insurance. Let's start with Pam. Pam has always dreamed of a trip to Hawaii. After years of saving, Pam finally books her dream Hawaiian vacation two weeks in the Aloha State, including a cruise around the island, snorkeling, hiking, and a stay at an all inclusive luxury resort right in the water.

46:37 Great choice, Pam. Pam spared no expense with many hot ticket accommodations, booking many of them nearly a year in advance. A lot can happen in a year, And with so much money already invested in her trip, how would Pam recover her trip cost if she needed to cancel her trip? And I Travel Insured Travel Protection Plan from IMG offers trip cancelation, trip interruption, and many other travel benefits to protect her prepaid a non refundable trip cost from the unexpected. Trapesh here has different plans for the future. He's on his way to the US to visit for a few months, and he isn't exactly the planning type. While Trapesche doesn't have many prepaid trip costs, he understands that most domestic health insurance plans do not provide coverage in international countries.

47:19 If he were to be injured on his trip, the medical bills could be overwhelming. A Patriot Travel Medical Insurance Plan from IMG offers Trapeche medical coverage for unexpected accidents and illnesses while abroad, so a broken bone won't break the bank, and in a life threatening situation, IMG could coordinate his medical evacuation to receive emergency care and eventually return him home. Vacations are great, but some people are looking for a lifestyle change. Take Way, for example. After years of traveling, Way falls in love with France and acquires a nursing position for the next five years. Way's domestic health insurance is no longer an option for her, so she finds a global medical insurance plan from IMG with the coverage levels she needs. This annually renewable international private medical insurance works in the same way as our previous domestic plan, including coverage for preventive care as well as illnesses or accidents. So whether you're a Pamela, a Trapesh or Away, make sure you're covered with the plan for IMG.

48:31 So you guys, if you ever want to quote, just go to our website Joseph Insurance Broker dot com. Forward slash personal slash Insurance, forward slash travel slash Insurance, all right, and you just go there. You can get an instant quote for all those scenarios you know. Obviously, if you're traveling somewhere, or if you're traveling for work and you're somewhere for a few years and you need real insurance, you can get Global Medical Insurance. Again, these are very inexpensive plans. I highly recommend that you get covered. So I appreciate you guys making the time. I thank you Ryan for being on our show again. You saw our clip on with Christian Brindle of gaining clients and keeping them.

49:20 We would love to have you as an agent, join our agency, so please reach out again. We do all things, not just medicare. We do travel insurance, earthquake insurance, auto home you name it, small business group benefits. We are your one stop shop and we thank you so much for trusting us with your business because we medicare. Thanks for listening. Tune into Medicare Hour and More with Peter every Tuesday at nine am Pacific time right here on KFOHD Radio at kfohd dot com for more real life stories from experts who medicare about you and protecting your health, your finances, and your future. See you next week.