May 5, 2026

Medicare Evolution & 1,000 Client Blueprint: Elena Scofield & Christian Brindle

Medicare Evolution & 1,000 Client Blueprint: Elena Scofield & Christian Brindle
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Season 1

Episode 9 of MedicareHour & More with Peter features Elena Scofield sharing 26+ years of Medicare insights, industry changes, and expert guidance. Plus, Christian Brindle breaks down how agents can reach 1,000 clients using proven systems, marketing strategies, and daily habits. Packed with growth tactics, real-world experience, current events, and sports—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,

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legal counseling, 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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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 in Medicare. Because we Medicare. Here's your host,

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Peter R.

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Joseph Bay, Good morning, Good morning, Good morning, and I

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hope everyone's doing well. Sorry we're starting a little bit

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later today. It's my fault. I have got some So

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what we usually do, We do have guests that come

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on live from time to time, but we also have

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guests that have to tape their sessions earlier, and so

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we want to make sure we get those videos set

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and so it's taken us a while to upload those

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for today's show that we are excited to have you

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guys join us. We have an exciting show today. Just

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remember we are live on K four HD Radio as

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well as our Facebook page Joseph Insurance Broker LLC, as

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well as our YouTube channel. It's at Medicare Minute with Peter,

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So do find us on there. You can make some comments,

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ask questions and we will respond back in real time.

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We are excited to have you guys. So today we're

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going to have a couple of clips. One is going

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to be a clip about how I broke through one

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thousand clients. If you don't know, I've been doing this

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for about almost ten years now. I can't believe it's

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been ten years, and it's it's taken a while to

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you know, get that status going and to get the

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amount of clients retained. It's been a lot of hard work.

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But we want to, you know, obviously share that success

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story with all of you guys. We do have our

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audience to our agents as well that listen in and

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so if you're interested in joining our agency, that video

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is definitely for you. We also will have an interview

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with Elena Schofield. She is the owner and CEO of

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Scofield Insurance Consulting out on the East Coast and so

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she's got a lot of knowledge twenty six years experience

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in the medicure space. I'm excited to have her on

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the show as well. So we're going to show the

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Elena video first and take it from there. Good morning

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everyone that we want to welcome Elena to our show

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Medicare Hour and More. We are so glad that you've

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joined us this morning. Elena, You've built an incredible career

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twenty six years in the insurance space, public speaking, Forbes Recognition,

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Who's Who, Women of Influenced, and recently featured in Influential

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Women magazine Wow. So what is great is Elena and

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I actually connected through social media. So that's how strong

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this space is. We all have similar colleagues in this industry.

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The reason I'm bringing Elena on is because she has

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so much knowledge in this space. I think it's important

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for our audience to hear what you have to share

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about your experiences and your opinions on what's going on.

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All right, so thank you so much for making time

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for us this morning.

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My pleasure.

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All right, you're not having me, Peter. So Elena, let's

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let's take it all the way back. How did you

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get started in this business.

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Great question. So let's go down to let's see trip

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down memory lane. Nineteen ninety seven. I got licensed with

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Health and Life and yeah, I was young and just

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ambitious to get started. I was hired by Connecticure and

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I did pretty well. Then I moved on to Kaiser Permanente.

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And this is when Medicare Part C was created. The

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Balanced Budget Act created Part C and so it was

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new and new to Connecticut. I jumped all over it.

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I did quite well at Kaiser. I was their top agent,

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and I loved just helping people because that's really what

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we're doing.

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Right.

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So from Kaiser. Kaiser is a staff model, so it

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was not popular here in Connecticut, Peter. The staff models

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are more popular where you're located out West California, Colorado.

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But in Connecticut, Connecticut, the beneficiaries liked their own doctors.

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They don't like to change. So Kaiser left West Hartford

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and went back to I believe, back to California. So

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I left the Medicare space for a little bit, but

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I stayed within the insurance space. I started to sell

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long term care insurance.

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Wow.

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And so that's when the products were not as expensive

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as they are right now again I'm helping people. I

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love it. I did quite well. I think I went

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in March of what was it, two thousand, they gave

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me a word for top sales. So I said, you

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know what, I'm going to stay in the insurance space,

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even though the Medicare Part C business had kind of

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quieted down for the most part. Well after that, let's see,

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let's go to two thousand and three, and that's two

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thousand and three we're going to when Part D was

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made into law, and so I started working out Wellcare,

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and Wellcare was known mainly for decent products, HMO products,

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Part D products. So that was an experience for me

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because it was quite different. Each company offers its good

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and bad right, right, And so as much as I

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love helping people, sometimes the D snip segment of the population,

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I tend to change over five dollars, right. So that

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created an issue with rapid disenrollments and such. So now

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we're going to let's see twenty ten ACA. Okay, so

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the Affordable Care Act. Well, before we go to the

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Affordable Care Act, I want to share that from Keiser

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I did, or I'm sorry, from wealth Care. I went

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to ETNA and at ETNA, I got the best training

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for delivering profitable medicare presentations and Medicare one on ones,

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so I you know, polished my skills and I honed

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in on just presenting the best that I could, and

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public speaking I love to do. So I thought, you know,

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this is great, because isn't it better to get in

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front of an audience that has twenty thirty forty people?

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Right and back then, well back when I worked at Kaiser,

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it was like forty fifty people and we could offer

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dinners back then, right right during a sales presentation. So

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I did.

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Quite well, awesome, awesome.

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And I loved it. I said, you know what, this

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is it. This is my passion because now I'm helping

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people doing public speaking and I get to entertain them too.

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Yeah for sure.

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Yeah. So you know the seniors love it. I love

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on them, give them gifts, education and it's all for free.

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You know, they absolutely loved it. So now Etna in

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twenty thirteen, that's when I left UTNA, and that's when

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ACA was already in effect, the Affordable Care Act, and

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I went to Excess Health and I was top broker

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in twenty fourteen. I did really well and at Access Health.

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A lot of the people that I helped at Access

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Health stayed with me. I kept my book of business.

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They followed me to this day. I have over one

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thousand clients and a lot of the people that I

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met through Access Health, they were p sixty five. Well

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they were turning sixty five in a few years, so

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I was able to capture them right from under sixty

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five to then going transitioning to Medicare. So that was

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a beautiful thing. So my books started to grow exponentially,

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and I just said, okay, twenty fifteen, I said, that's it.

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That was my defining moment when I was able to

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deliver medicare experience to my ACA clients and I knew

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that I was able to do both and you give

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the best that I could do. So that's it.

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Wow, Well that's a lot, So I mean, yeah, appreciate

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everything that you share. I mean, that's You've been all

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over the map. You've been with a lot of major carriers,

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so you definitely have a lot of experience in this space.

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What do you think, like, you know, you've been doing

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this for twenty six years. What's the biggest shift right now?

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You think in the Medicare industry space, what's what do

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you feel like is going on maybe the last year

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or two that we should be aware of.

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So with all the changes since doctor Oz came on board,

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which I'm not political, but there's a lot of changes

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that happened, Medicare advantage for me was my baby, and

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I built a huge book off of Medicare advantage plants,

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and I did some Medicare stops also, and I did

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some ancillary also known as necessary plants, that's what we're

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calling them now. So I did that, but Medicare Advantage

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I started seeing a shift in twenty twenty four where

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the plans started to pull commissions at the last minute

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twenty twenty four and AEP twenty twenty five in Connecticut,

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especially where I was sitting at a table no Lie

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October thirty first, getting ready to you know, button up

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the sale with two ladies. On November first, I get

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an email, you know, we're that's it, We're pulling commissions

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and I'm not going to mention the carriers because you

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know who they are. Yeah, And so that started happening,

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and I didn't have many carriers to offer. I really

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didn't Connecticut, was you know, we had some national carriers here,

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but they started to pull that and so I had

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to start pivoting and start thinking on my feet, Okay,

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if I can't offer this, I mean, I'm going to

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offer what I can and what's best for the client,

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because that's what brokers are supposed to do. That's what

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I did all my life. But then you have to

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really balance it out and say, well, if this carrier

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is in pain and that carrier is in pain, and

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I'm left with XYZ carrier, what do I do? So

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I started to just really think hard about it and say, okay,

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meds up plus the necessary plans plus Denlin Vision is

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now the way to start shifting focus.

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Yeah.

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So in twenty twenty five, my book was mostly many

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cure Advantage, but I'm selling a lot more medsups now.

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Wow, okay, that's interesting. I know. I mean every state's

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going to be different. You know, out here in California

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it's so competitive. We're still I mean, I do sell

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some of the ancillary products or the necessary products, but

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because max out of pockets are so low out here,

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it's it's a hard sell because people think, well, I'm

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not going to be paying too much out of pocket

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on these plans, right, so I don't really need to

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worry about cancer or heart issues or you know, anything

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like that.

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So I get it. Yeah, Connecticut knacks out of pocket

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sixty seven hundred and.

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This is a big difference in out here. It's like

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two hundred dollars. I mean that's a huge Yeah, it's

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a big difference.

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Yeah, we live in a very it's an expensive state.

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It is.

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Cops are very high for the seniors, so it's tough

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for them, it really is.

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It is. And I you know when because we sell

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thirty three states, so we you know, and I know

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you're probably licensed in how many states are your licensed in?

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Fourteen fourteen? So I know, you know, when I come

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across a state, I'm like, wow, there's not many plans

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out in your area. When I'm looking at California, it's

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like a pluth row. I mean, it's it's crazy what

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it is. Yeah, we are.

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I'm kind of jealous.

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Yeah yeah. Yeah. So so for audience understands, every market

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is different and a broker has to they have those challenges.

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You've got to maneuver and pivot and figure out what's

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the best for your client.

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So yeah, and that's sure.

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That yeah, yeah, for sure, for sure. So just in

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your experience, what's the biggest mistake beneficiaries make you think

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when they're going into the medicure space.

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That's a great question. So what I'm finding is that

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my clients will call me and say, Elena, could you

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help my sister out? And this just happened recently and

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during OEP, and I said, sure, what's going on? She goes, well,

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she picked a plan by herself, without a broker, without

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an agent, because she thinks she could do it. Well,

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come to find out, she didn't do her homework and

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it didn't cover some of her clients. And so, I mean,

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it didn't not cover some of her providers, and she

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didn't know that. She just she just chose a plan.

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And I said, well, you know I could help her.

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I'll research all her doctors, her medications. That's what I do.

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And I asked why would she do that? She goes, well,

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she just worked all her life and she's parentallegal and

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she thinks she could do it. But I have clients

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that are dentists, doctors, lawyers, and they say to me,

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this is complicated. I don't want to do it here

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you take it sure for sure?

242
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Well, and you know, and you realize too, that we

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don't get paid like by the client. We get paid

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by the insurance carrier. So a lot of my clients

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always go, so what do you charge? We don't charge

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you anything and for your benefit, right.

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And they don't realize when the company pulls the commission.

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You know, they don't realize this is education and it's

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free knowledge that they're getting.

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It is for sure. Yeah. So well that's a great

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example that you brought up. So I'm glad you brought

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that up. You know, we we think it's easy to

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do it by ourselves, but it's not complicated. It's not.

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And you need to know prescription costs, formularies, doctors, you

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name it, right.

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And they always assume that the formula is going to

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be the same from year to year or carrier to carrier.

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That's not the case. And I tell him that during

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my educational classes, and they look at me. I said, no,

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just because you know X y Z your diabetic drug is,

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you know, on Ethna's formula like novologue. Let's take, for instance,

262
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but make a be offered at United Healthcare vice. First

263
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of all, they have their own formulas and they they're

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kind of shocked.

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Yeah, so true. Now that's a great plena. So here's

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a here's a big conversation topic. What should clients really

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be thinking about when they start their process is you

268
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know you're because we've already been talking about advantage party supplements.

269
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There's so many different scenarios that you can choose from

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00:18:20.839 --> 00:18:23.720
right right. What are things that they need to be

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aware of or what are some red flags out there?

272
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So, as you know, Peter, a lot of the Medicare

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advantage plans are eliminating a lot of these extras like

274
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the OTC over the counter the food card is basically

275
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going away unless you have a chronic illness. And so

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these are all things that are happening. A lot of

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a lot of clients are calling me saying, what happened

278
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to my OTC? H did go away? Remember? I sent

279
00:18:58.039 --> 00:19:02.319
you the summary of benefits? And of course stay forgat right,

280
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do a thorough presentation. I send them the documents, whether

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it's PDF or the book, and they will forget, so

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you have to tell them again. And during OEP I

283
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always reiterate these things. I'm like, yeah, okay, did you

284
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get your card? Yes, Lena, I got my card.

285
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Thanks.

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Did you review your benefits? Your OTC's gone way? Oh

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it is they're shocked or dental what it's just preventive. No,

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this is how they react and oh you forgot. Okay,

289
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so let's take a look at some dental options. Do

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you want to try perhaps dental supplement to cover your

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dental needs?

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Yes?

293
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And then I position myself and I pivot to the

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necessary plans. Let's cover some of those high copys. Because

295
00:19:59.640 --> 00:20:04.119
in Connecticut, hospital co pays went way out. I don't

296
00:20:04.160 --> 00:20:07.440
know how Cali, but in California there's through the roof.

297
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Yeah, yeah, no, I mean California is uh, it's still

298
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mainly zero's across the board, believe it or not. Hospital, yeah,

299
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can you believe that? I guess it is so competitive

300
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out here. But you know, the reason too is cost

301
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of living. I've know in Connecticut, Connecticut is an expensive state.

302
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But here in California too, cost of living is is nuts.

303
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A lot of my clients are leaving California because of that.

304
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So going to.

305
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Austin, Texas, yeah exactly.

306
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Yeah, so it's kind of give or take. You know,

307
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cost of living is so high. That's probably why these

308
00:20:44.680 --> 00:20:47.359
plans are so low in terms of costs and copays

309
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and all that they're they're able to do that for

310
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whatever reason. So but yeah, it's a bit difference.

311
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Difference.

312
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It is, it is, it is for sure for sure.

313
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All right.

314
00:21:00.359 --> 00:21:03.079
So before I go into our next question, I'm going

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to share my screen here. Okay, you did get a

316
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pretty cool award. Let's see if I can show it here.

317
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There we go. Can everyone see that?

318
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Oh? Thank you? Yeah, I mean, week.

319
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That is a great accomplishment. So yeah, I shared earlier

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when we first started. I mean, you've gotten so many accolades.

321
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They've definitely done so much good work, Elena, And obviously

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you care mentally about your clients. We can tell by that.

323
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And then you were saying you might be in the

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Wall Street Journal coming up soon too, right.

325
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Yeah, that was confirmed today.

326
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Wow, Well congratulations on that. Obviously, you know you're getting

327
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these awards. What sets you apart from other agencies out there?

328
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Other agents? What you know? Is there something you're doing

329
00:22:00.920 --> 00:22:04.039
that other agents aren't doing, or some agencies aren't doing

330
00:22:04.160 --> 00:22:05.799
that are making you more successful?

331
00:22:07.640 --> 00:22:13.039
That's a great question. I don't know. I'm gonna say

332
00:22:13.079 --> 00:22:19.000
this my work ethic is. My husband says, I don't

333
00:22:19.039 --> 00:22:23.039
know anybody that works harder than you. I worked fourteen

334
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hours a day straight during this past AEP, no joke,

335
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you know. I get up, I do my meditation, I

336
00:22:31.640 --> 00:22:36.200
do my exercises, and I hit it hard. And this

337
00:22:36.319 --> 00:22:43.680
particular year was crazy because we had PPOs pulling out

338
00:22:44.279 --> 00:22:50.039
and plans stopping commissions, so I had to pivot and

339
00:22:50.240 --> 00:22:55.920
juggle many balls in the air. So work ethic. I

340
00:22:55.960 --> 00:22:58.559
don't know how their people work, but that's how I work.

341
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And throughout the year year I'm doing Medicare dinner events

342
00:23:06.240 --> 00:23:10.400
or just Medicare one on ones, and I do them

343
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throughout the year, and that's how I get my pipeline

344
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full all the time. So I get I do some

345
00:23:19.279 --> 00:23:24.400
print ad, I've got billboards, but I'm constantly out in

346
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the community just giving my presentations and my clients refer

347
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to me. I have business partners that refer to me,

348
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so I'm always going.

349
00:23:37.799 --> 00:23:40.000
Yeah, for sure, for sure.

350
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So if you're not doing that, you're not going to

351
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get the business because it's not working during AEP. I

352
00:23:49.240 --> 00:23:54.279
mean we're not part time worker, no, but some agents

353
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think this is a part time gig. No, it's not.

354
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It's full time.

355
00:24:00.359 --> 00:24:02.119
Well, and I love I love one. What you see

356
00:24:02.160 --> 00:24:05.160
on the social some agents going, oh, AP's done, now

357
00:24:05.160 --> 00:24:08.599
I can relax. Well, unfortunately, no you can't.

358
00:24:08.799 --> 00:24:12.680
No, I was at CAPCON. I haven't done my vacation

359
00:24:12.880 --> 00:24:17.000
yet because I'm busy now with just catching up because

360
00:24:17.359 --> 00:24:21.359
after my fall and CAPCN, so it's been hectic. So

361
00:24:21.440 --> 00:24:26.519
it's it's constant, and you know it because you're very successful.

362
00:24:26.960 --> 00:24:29.279
I don't know what the other people are doing. But

363
00:24:30.039 --> 00:24:34.359
this takes a lot of effort. You got to work smarter,

364
00:24:34.880 --> 00:24:39.440
not harder, and you have to build trust amongst the

365
00:24:39.480 --> 00:24:43.319
community and amongst your clientele for sure.

366
00:24:43.599 --> 00:24:46.839
For sure. Well, Elena, we're going to have you know,

367
00:24:46.960 --> 00:24:49.200
obviously we're not live right now, but we're going to

368
00:24:49.279 --> 00:24:53.440
have a banner scrolling across the bottom sharing your information.

369
00:24:54.440 --> 00:24:56.519
What's your website? How do people get a hold of you?

370
00:24:57.720 --> 00:25:03.240
My website is Gofield and Sure Consulting dot com. Okay,

371
00:25:03.680 --> 00:25:08.200
and you'll see all of my services plus all the

372
00:25:08.279 --> 00:25:09.599
accolades on there.

373
00:25:10.200 --> 00:25:13.720
Awesome, awesome, And you're servicing fourteen states? Is that correct?

374
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Correct?

375
00:25:15.000 --> 00:25:17.359
And do you have agents that work underneath you?

376
00:25:18.279 --> 00:25:25.519
There are agents. There's three in Connecticut. Okay, that's what

377
00:25:25.640 --> 00:25:29.599
I had during AEP so okay, perfect, okay.

378
00:25:29.920 --> 00:25:32.119
Okay, I just want to make sure I didn't want

379
00:25:32.119 --> 00:25:34.720
to interrupt our whole session by this. But obviously you know,

380
00:25:34.960 --> 00:25:37.079
people aren't seeing it right now, but we'll have that

381
00:25:37.160 --> 00:25:42.000
information out for you, folks. Elena is a trusted colleague

382
00:25:42.039 --> 00:25:45.960
of ours. We inherently trust her, and she's been in

383
00:25:46.000 --> 00:25:48.839
this space for twenty six years. So if you're out

384
00:25:48.880 --> 00:25:51.480
on the East Coast and you need a great agent,

385
00:25:51.759 --> 00:25:54.480
Elena is your person, all right, So I just I

386
00:25:54.480 --> 00:25:58.119
wanted to say that before we continue to that of course,

387
00:25:58.240 --> 00:26:02.880
of course. All right, so you've obviously built a personal

388
00:26:03.039 --> 00:26:07.440
strong brand. What advice would you give other agents to

389
00:26:07.720 --> 00:26:13.200
establish and become an agency like yourself? Wow?

390
00:26:13.440 --> 00:26:16.440
Okay, So when I read that question, I had to

391
00:26:16.480 --> 00:26:20.200
think for a minute. This business is not built in

392
00:26:20.279 --> 00:26:26.880
a day. So a trusted brand you have to, you know,

393
00:26:27.359 --> 00:26:32.640
just set your values and your mission and everything you do,

394
00:26:33.400 --> 00:26:39.039
whether it's privately or publicly, has to reflect your mission

395
00:26:39.079 --> 00:26:44.359
statement and your values that you hold dear. Because if

396
00:26:44.400 --> 00:26:48.559
you don't reflect that, they're not going to trust you,

397
00:26:48.880 --> 00:26:52.720
They're not going to come to you. And my clients

398
00:26:53.200 --> 00:26:57.240
see me on Facebook and they see my website and

399
00:26:57.319 --> 00:27:02.000
everything matches every thing I say. They go to the

400
00:27:02.039 --> 00:27:05.400
website to confirm it, or they see me at a

401
00:27:05.440 --> 00:27:10.279
senior center, so they know Elene is not BS in US.

402
00:27:10.519 --> 00:27:14.000
Yeah for sure. Now that is that is really important

403
00:27:14.559 --> 00:27:17.279
that you got to be consistent across the board, right

404
00:27:17.880 --> 00:27:18.240
you do?

405
00:27:19.039 --> 00:27:23.000
Yeah? You can't be posting pictures of you at the bar,

406
00:27:23.839 --> 00:27:28.359
you know, being drunk and acting like stupid.

407
00:27:28.759 --> 00:27:33.200
Yeah, no, I agree. I agree. Oh well, so, as

408
00:27:33.200 --> 00:27:37.160
we shared earlier too, you've been you know, admired and

409
00:27:37.200 --> 00:27:40.359
recognized as among one of the most influential women in

410
00:27:40.400 --> 00:27:43.240
our industry. So what advice do you have for women

411
00:27:43.319 --> 00:27:45.759
building a career in this space? What is something that

412
00:27:45.799 --> 00:27:48.720
you would let them know that they can apply themselves.

413
00:27:49.839 --> 00:27:56.480
So the insurance space is was always predominantly male oriented,

414
00:27:57.839 --> 00:28:01.400
and now women are up and coming. So what I

415
00:28:01.440 --> 00:28:05.039
say to you women out there that are young babies

416
00:28:06.039 --> 00:28:10.240
getting into the space is you have to work diligently

417
00:28:12.519 --> 00:28:19.200
and just collaborate with as many professionals as possible, whether

418
00:28:19.279 --> 00:28:25.519
you're your FMO, other agents, you know, people like you

419
00:28:25.599 --> 00:28:29.519
and I that just met. You have to collaborate and

420
00:28:29.559 --> 00:28:34.559
build trust within the industry itself and people that will

421
00:28:34.599 --> 00:28:39.279
then start to take you seriously. Yeah, you have to,

422
00:28:40.279 --> 00:28:44.720
but you've got to be up on your compliance medicure

423
00:28:44.799 --> 00:28:49.480
rules and rags. You have to be you know, your exams.

424
00:28:49.599 --> 00:28:53.440
You have to do it all. Don't think that you know,

425
00:28:53.680 --> 00:28:58.279
oh it's AEPL just work really hard. Then, No, you've

426
00:28:58.319 --> 00:29:02.720
got to be out there making the connections with professionals.

427
00:29:04.079 --> 00:29:08.079
Well, so how important are those relationships for you, Lena,

428
00:29:08.160 --> 00:29:11.319
not just with clients but other professionals. What kind of

429
00:29:11.359 --> 00:29:14.799
things have you gleaned? You know, obviously we're you know,

430
00:29:14.880 --> 00:29:17.519
I'm going to the Medicarians conference next week. You've been

431
00:29:17.519 --> 00:29:21.960
there last year. Yes, you just came back from a conference.

432
00:29:22.480 --> 00:29:26.839
You know, we're constantly studying, right, So what's important? What

433
00:29:26.880 --> 00:29:30.039
are things that you glean from these conferences, from meeting

434
00:29:30.079 --> 00:29:31.720
with professionals in your industry.

435
00:29:32.200 --> 00:29:37.759
So I always learn from other people. I listen more

436
00:29:37.839 --> 00:29:41.400
than I speak, and I just take tons of notes

437
00:29:42.319 --> 00:29:46.079
at Medicarrians That's what I did, and I got to

438
00:29:46.119 --> 00:29:50.400
see a lot of my colleagues, well respected colleagues. I

439
00:29:50.519 --> 00:29:55.880
learned from other people. My FMO also great relationship that

440
00:29:55.920 --> 00:30:00.000
I've built with them. They've also done some great trains,

441
00:30:01.160 --> 00:30:06.799
So I hold that dear to my heart because they

442
00:30:06.880 --> 00:30:12.000
have really moved me up my FMO help me get

443
00:30:12.079 --> 00:30:15.960
to where I am. So if you don't build good relationships,

444
00:30:16.279 --> 00:30:20.160
you're not going to make it in this business.

445
00:30:19.839 --> 00:30:22.720
That's a good point. And I hope our agents that

446
00:30:22.759 --> 00:30:26.559
are listening, whether they're my agents, your agents, or just

447
00:30:26.759 --> 00:30:29.880
agents wanting to know how to grow. I hope you

448
00:30:29.960 --> 00:30:33.000
heard Elena loud and clear, because that is really important.

449
00:30:33.519 --> 00:30:35.039
Yeah, don't burn your bridges.

450
00:30:35.440 --> 00:30:39.839
Yeah, oh, exactly exactly. There is so much business out there.

451
00:30:40.240 --> 00:30:43.240
You know, there's no reason for us to fight against

452
00:30:43.279 --> 00:30:46.559
one another. We're all in this together, right, right.

453
00:30:46.640 --> 00:30:49.799
It's better to collaborate than compete. And that was one

454
00:30:49.799 --> 00:30:51.960
of your questions.

455
00:30:51.680 --> 00:30:55.759
That was that was you nailed it right there. So

456
00:30:55.960 --> 00:31:01.160
how do you balance a national presence with being grounded

457
00:31:01.880 --> 00:31:05.440
and connected locally? I mean, obviously you're in fourteen states,

458
00:31:05.720 --> 00:31:08.920
you go to these national conferences, but I'm sure you

459
00:31:08.920 --> 00:31:11.599
have a huge foothold in your own community. So how

460
00:31:11.599 --> 00:31:13.960
do you balance all that?

461
00:31:13.960 --> 00:31:17.799
That's great question too, How do I balance? I just

462
00:31:18.839 --> 00:31:23.480
I'm very organized and I'm good with time management, so

463
00:31:25.079 --> 00:31:28.759
I know that my community here in Connecticut. They know me.

464
00:31:29.440 --> 00:31:33.599
I get tons of referrals from them, and my professional

465
00:31:33.640 --> 00:31:36.759
business partners, I get a load of referrals from them,

466
00:31:37.240 --> 00:31:42.640
So I am constantly there also helping them. Like I

467
00:31:42.720 --> 00:31:45.920
have my P and C guid, I give him tons

468
00:31:45.920 --> 00:31:51.039
of referrals and key reciprocates. My clients do the same

469
00:31:51.079 --> 00:31:55.559
for me. So I'm always in the community helping, helping,

470
00:31:56.160 --> 00:32:01.200
and then nationally, I just tried to stay on top

471
00:32:01.279 --> 00:32:04.720
of all these conferences, like I was at miss Medicare

472
00:32:04.799 --> 00:32:09.920
in twenty twenty four, Capcom this past year, Medicarreans last year.

473
00:32:10.240 --> 00:32:13.519
So I tried to go to many of them. I

474
00:32:13.559 --> 00:32:17.279
hope to go to HAFA because they're doing great work.

475
00:32:18.920 --> 00:32:22.759
If people aren't aware of halfa what is halfa? Like?

476
00:32:22.759 --> 00:32:23.240
What do you? Oh?

477
00:32:23.279 --> 00:32:28.799
I'm sorry? Okay. So in our space Health Agents for America,

478
00:32:29.880 --> 00:32:35.000
Renel Nolan is the CEO. She fights like a bulldog

479
00:32:35.759 --> 00:32:41.759
and constantly on the hill fighting for agents compensation. So

480
00:32:42.039 --> 00:32:48.480
shout out to Renell. Yes, and Nabib does also fight

481
00:32:48.559 --> 00:32:54.079
for us, but also is for the carrier's carrier reps

482
00:32:54.119 --> 00:32:57.599
as well. So I'm a member of both.

483
00:32:58.079 --> 00:33:03.519
Okay, perfect, perfect, all right, So let's put some serious

484
00:33:03.559 --> 00:33:06.160
stuff aside. Real quick, what kind of things do you

485
00:33:06.200 --> 00:33:08.400
like to do personally outside of work when you're not

486
00:33:08.519 --> 00:33:09.039
doing this?

487
00:33:10.160 --> 00:33:14.799
Wow? So I love to travel, so vacations are important,

488
00:33:15.079 --> 00:33:18.759
and I'm planning, you know, to see my son in

489
00:33:18.759 --> 00:33:21.920
Fort later deal and then possible from there.

490
00:33:22.319 --> 00:33:23.680
Yeah, very cool, very cool.

491
00:33:24.279 --> 00:33:27.400
And last year where were we tricks and Caicos?

492
00:33:27.759 --> 00:33:30.079
Hey, I was there two years ago. Oh my goally

493
00:33:30.599 --> 00:33:33.799
that place is. My family loved it. It was amazing.

494
00:33:34.359 --> 00:33:37.000
I felt like I was on Giligan's Island. It was

495
00:33:37.039 --> 00:33:37.920
so remote.

496
00:33:38.240 --> 00:33:39.160
I know.

497
00:33:39.240 --> 00:33:43.240
I love the fact that three steps out of the

498
00:33:43.319 --> 00:33:46.640
hotel room I was on the ocean. Yeah, it was beautiful.

499
00:33:46.799 --> 00:33:49.440
It was very beautiful. Yeah, I agree. I agree.

500
00:33:49.720 --> 00:33:52.839
The year before I was in Costa Rica, so I

501
00:33:52.920 --> 00:33:58.440
did the jungle thing now favorite. I like the monkeys,

502
00:33:58.880 --> 00:34:03.279
but like other Yeah, the monkeys were cute. They would

503
00:34:03.359 --> 00:34:07.599
jump into the garbage and pick up their food. Oh

504
00:34:07.680 --> 00:34:09.960
my gosh, that was cute. Yeah.

505
00:34:11.599 --> 00:34:12.360
Yeah.

506
00:34:12.519 --> 00:34:15.599
So I love to travel, I love jazz music, I

507
00:34:15.639 --> 00:34:21.039
love to exercise, and I love art. So now I'm

508
00:34:21.079 --> 00:34:23.960
creating lots of AI art, which I love.

509
00:34:23.840 --> 00:34:27.599
To Oh awesome, awesome, that's very unique, very cool. Yeah,

510
00:34:28.440 --> 00:34:30.519
all right, all right, So we're going to have a

511
00:34:30.599 --> 00:34:34.599
rapid fire here with you. You can answer, you don't

512
00:34:34.639 --> 00:34:36.639
have to say why. You can if you want, but

513
00:34:37.320 --> 00:34:40.480
you can just keep it short. So first thing, one

514
00:34:40.519 --> 00:34:45.280
word to describe today's medicare industry chaotic. I would agree

515
00:34:45.320 --> 00:34:47.920
with that. Biggest myth about medicare.

516
00:34:48.400 --> 00:34:49.679
That it covers everything.

517
00:34:51.119 --> 00:34:55.119
Yep, most underrated opportunity for agents right now.

518
00:34:56.840 --> 00:35:00.960
I believe that they're not selling enough of the ancillary

519
00:35:01.079 --> 00:35:03.679
or necessary plans.

520
00:35:03.639 --> 00:35:06.480
For sure, and I think they're not doing the client

521
00:35:06.639 --> 00:35:08.039
justice by doing that, right.

522
00:35:08.480 --> 00:35:12.039
Right, they're not because there's so many gaps, like the

523
00:35:12.039 --> 00:35:15.280
hospital copas, which they're very high in Connecticut, not so

524
00:35:15.360 --> 00:35:20.639
much in Cali. But and hospital indemnity plans are so important.

525
00:35:22.800 --> 00:35:25.599
You know, I just sold a nice heart attack plan

526
00:35:26.199 --> 00:35:29.840
along with the hospital indemnity. So those are great plans

527
00:35:30.719 --> 00:35:32.280
to help your client.

528
00:35:32.679 --> 00:35:35.719
Yeah, yeah, yeah, and they're going to love you for it.

529
00:35:37.559 --> 00:35:40.199
They will, they will, Now, I know I have a

530
00:35:40.199 --> 00:35:42.559
feeling I know the answer to this. But social media

531
00:35:42.599 --> 00:35:44.880
are referrals, which builds stronger trust for you.

532
00:35:45.599 --> 00:35:46.199
Referrals.

533
00:35:47.599 --> 00:35:50.559
Yeah. And then if you had to start over today,

534
00:35:50.599 --> 00:35:52.000
what would be your first move?

535
00:35:54.000 --> 00:35:54.719
Be independent?

536
00:35:56.840 --> 00:35:59.920
Yeah? Yeah, because that was why would you say that? Well,

537
00:36:00.119 --> 00:36:01.599
what's the difference.

538
00:36:04.920 --> 00:36:09.920
When I was captive, I could only offer, you know,

539
00:36:10.519 --> 00:36:16.280
their portfolio products. So I was very limited. And when

540
00:36:16.320 --> 00:36:20.280
I was out doing educational events, they would come to

541
00:36:20.320 --> 00:36:23.800
me and say, oh, is that all you offer? And

542
00:36:23.880 --> 00:36:28.159
so that was that was a bummer because I wanted

543
00:36:28.199 --> 00:36:30.119
to offer other products but I couldn't.

544
00:36:31.280 --> 00:36:36.840
I was captive, definitely, all right, And then what is

545
00:36:37.000 --> 00:36:41.960
one habit that's contributed most to your success?

546
00:36:42.000 --> 00:36:46.159
Being disciplined? Very structured and disciplined.

547
00:36:47.920 --> 00:36:52.320
Awesome? All right, so we are going to have this

548
00:36:52.480 --> 00:36:58.480
final takeaway, Elena. I appreciate really you're making the time

549
00:36:58.519 --> 00:37:02.480
for us. We've we've had it was, Hey, we've had

550
00:37:02.480 --> 00:37:06.119
some great conversations. I wanted to make this interview a

551
00:37:06.159 --> 00:37:08.199
little bit longer because I only have you once on

552
00:37:08.239 --> 00:37:11.480
our show, So okay, I want to make sure you're you're.

553
00:37:12.440 --> 00:37:14.719
I'll be glad to be on again if you Yeah,

554
00:37:14.760 --> 00:37:15.639
we'd love.

555
00:37:15.519 --> 00:37:17.920
To have you, you know, down the road, whenever you're free.

556
00:37:17.960 --> 00:37:21.079
I know, especially that you know we're all busy, but

557
00:37:21.840 --> 00:37:24.440
you've already shared quite a bit of information that I

558
00:37:24.480 --> 00:37:26.440
think is going to be helpful to our audience. So

559
00:37:26.559 --> 00:37:27.599
thank you. So much for that.

560
00:37:28.159 --> 00:37:30.119
Oh, you're welcome, of course.

561
00:37:30.400 --> 00:37:36.000
So if you're a client or an agent, what if

562
00:37:36.039 --> 00:37:39.159
someone's listening today wants to make better decision in today's

563
00:37:39.159 --> 00:37:43.159
betecure landscape, what's the one thing they should focus on.

564
00:37:44.760 --> 00:37:50.960
Finding a good broker or agent. Don't do this by yourself.

565
00:37:52.559 --> 00:37:55.159
I agree. You don't want to shorthand this process at all.

566
00:37:55.880 --> 00:38:01.880
Absolutely not. Yeah, it's difficult to navigate for for sure.

567
00:38:02.800 --> 00:38:05.360
All right, Elena, Well, thank you so much again for

568
00:38:05.400 --> 00:38:06.480
coming on our show.

569
00:38:06.880 --> 00:38:10.360
Oh it's a pleasure, Peter, great conversation.

570
00:38:11.119 --> 00:38:14.519
We obviously love to have colleagues like yourself with the

571
00:38:14.599 --> 00:38:17.760
expertise sharing that knowledge with others that are listening in

572
00:38:18.679 --> 00:38:23.239
This is our seventh episode that we're doing and it's

573
00:38:23.320 --> 00:38:26.239
taken off. We've had over twenty two hundred views on

574
00:38:26.280 --> 00:38:28.480
a couple of our episodes, so that's excellent.

575
00:38:28.599 --> 00:38:31.880
Congrats, thank you, Thank you so great that. Peter.

576
00:38:32.280 --> 00:38:34.920
Well, it's it's people like you that make the show work.

577
00:38:35.000 --> 00:38:38.199
So I appreciate you. And is there any last words

578
00:38:38.199 --> 00:38:40.679
that you want to say before we hang up.

579
00:38:41.559 --> 00:38:44.639
No, just keep up the great work. And if anybody

580
00:38:44.840 --> 00:38:49.079
is in Connecticut and wants to find me, go to

581
00:38:49.159 --> 00:38:51.559
Schofield and Shareconsulting dot com.

582
00:38:52.519 --> 00:38:54.880
Thank you so much, and we will have that information

583
00:38:55.079 --> 00:38:59.679
during the interview process while it's being broadcast live. So

584
00:38:59.840 --> 00:39:02.039
just look at that banner scrolling on the bottom. It

585
00:39:02.079 --> 00:39:06.199
will have Elena's information, her phone number, her website, and again,

586
00:39:06.239 --> 00:39:09.400
if you're on the East coast, please please please look

587
00:39:09.440 --> 00:39:11.000
her up. Thanks so much.

588
00:39:12.800 --> 00:39:15.679
Hi, great, you too, thank you.

589
00:39:19.639 --> 00:39:23.079
Oh right, well, I hope you enjoyed that clip. We

590
00:39:23.199 --> 00:39:25.400
just had her on one time, and so we wanted

591
00:39:25.400 --> 00:39:29.199
to make sure that we got her plenty of airtime.

592
00:39:29.440 --> 00:39:33.039
And you know, obviously we all go through different journeys

593
00:39:33.079 --> 00:39:36.159
in this business, but we're all here to help you

594
00:39:36.199 --> 00:39:40.079
guys out in the Medicare journey. We are running out

595
00:39:40.079 --> 00:39:42.800
of times since that interview was long, so we are

596
00:39:42.880 --> 00:39:46.320
going to show the next clip next week of how

597
00:39:46.360 --> 00:39:49.159
to Break a Thousand Clients, my interview with Christian Brindle.

598
00:39:49.519 --> 00:39:52.199
I do want to share just a few of our sponsors.

599
00:39:52.519 --> 00:39:57.440
Schofield and Sure Consulting is one of them. Everything Senior

600
00:39:57.480 --> 00:40:04.800
Insurance Lead Heroes, Johnny Alagna, realtor with exp He's a

601
00:40:05.360 --> 00:40:09.960
big sponsor of ours. All these sponsors make this show

602
00:40:10.039 --> 00:40:13.639
possible and we you know, give you all thanks, and

603
00:40:13.760 --> 00:40:18.320
kdos I Shop. There's another one. It's a mystery shopping company.

604
00:40:18.760 --> 00:40:21.199
So you know, definitely look at our past episodes and

605
00:40:21.239 --> 00:40:24.280
look at these resources where you can use them for yourselves.

606
00:40:24.840 --> 00:40:27.800
We only bring guests on that are reputable and that

607
00:40:27.840 --> 00:40:30.760
we inherently trust and that we've done work with, or

608
00:40:30.760 --> 00:40:33.119
that our colleagues have done work with, and so we

609
00:40:33.199 --> 00:40:35.559
want to make sure that you hear that loud and clear.

610
00:40:36.239 --> 00:40:38.559
We wouldn't bring anyone else on our show that we

611
00:40:38.639 --> 00:40:43.760
don't trust. So but just to close out, I, you know,

612
00:40:44.400 --> 00:40:47.880
I hope you guys are getting a lot of great

613
00:40:47.920 --> 00:40:53.119
information about the Medicare process and the industry. It's definitely

614
00:40:53.159 --> 00:40:58.480
a chaotic process. It changes every year because of the

615
00:40:58.519 --> 00:41:02.840
CMS regulations that we have. Just this next year, I mean,

616
00:41:02.840 --> 00:41:06.360
what we learned from the Medicaaran conference is that we

617
00:41:06.480 --> 00:41:08.800
used to have to wait forty eight hours before we

618
00:41:08.840 --> 00:41:12.519
could conduct an appointment with you guys. That is actually

619
00:41:12.559 --> 00:41:14.559
going to be going away next year, which will be

620
00:41:15.119 --> 00:41:20.440
awesome because that just confuses you guys immensely. Why do

621
00:41:20.440 --> 00:41:22.280
you have to wait forty eight hours? It just doesn't

622
00:41:22.320 --> 00:41:26.480
make sense. And so that'll be nice that we can conduct.

623
00:41:26.760 --> 00:41:29.119
What's called the scope of appointment gives us permission to

624
00:41:29.119 --> 00:41:31.239
talk to you about the benefits right then and there

625
00:41:31.559 --> 00:41:34.199
when we meet with you. So we appreciate that that

626
00:41:34.480 --> 00:41:38.559
is going away. We also are going to be hopefully

627
00:41:38.639 --> 00:41:44.920
seeing you know, some good things coming out. It might

628
00:41:44.920 --> 00:41:49.039
be a shaky market again this next open enrollment period,

629
00:41:49.440 --> 00:41:51.119
but that's why you want to go with a trusted

630
00:41:51.159 --> 00:41:55.119
agent like myself. You can look at all our resources

631
00:41:55.119 --> 00:41:59.599
on josephinsurancebroker dot com. You can send an appointment with us. Again,

632
00:41:59.679 --> 00:42:03.280
all our consultations are free. We want to make sure

633
00:42:03.280 --> 00:42:06.400
that you understand the ins and outs of this industry

634
00:42:06.440 --> 00:42:09.360
and in the ins and outs of this process, and

635
00:42:09.440 --> 00:42:12.119
so any questions that you might have, we would be

636
00:42:12.159 --> 00:42:14.280
more than happy to sit down with you guys and

637
00:42:14.440 --> 00:42:17.440
answer those questions. And if you're an agent who's looking

638
00:42:17.480 --> 00:42:21.000
for a new home, you know, obviously check in our

639
00:42:21.119 --> 00:42:23.800
episode for next week we will have that clip of

640
00:42:23.920 --> 00:42:27.519
the one how to break one thousand clients and how

641
00:42:27.559 --> 00:42:31.880
to keep those clients under your belt. It's all about relationships, right.

642
00:42:31.920 --> 00:42:36.159
We don't want to be a transactional broker. We want

643
00:42:36.199 --> 00:42:40.400
to be all about creating relationships and maintaining those relationships.

644
00:42:40.440 --> 00:42:43.960
That's how you grow your business. So thank you again

645
00:42:44.000 --> 00:42:48.159
for listening in and we Medicare.

646
00:42:48.920 --> 00:42:52.760
Thanks for listening. Tune into Medicare Hour and More with

647
00:42:52.920 --> 00:42:56.920
Peter every Tuesday at nine am Pacific time right here

648
00:42:56.920 --> 00:43:00.559
on k for HD Radio at k for HD dot

649
00:43:00.599 --> 00:43:05.119
com for more real life stories from experts who medicare

650
00:43:05.239 --> 00:43:10.199
about you and protecting your health, your finances, and your future.

651
00:43:10.559 --> 00:43:11.440
See you next week.