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12 Innovative Strategies for Agents to Expand and Elevate Their Medicare Business

Posted by www.psmbrokerage.com Admin on Wed, May 01, 2024 @ 08:35 AM


Growing and scaling a business as a Medicare agent requires creativity, especially in a competitive market. Here are several innovative and effective strategies to help expand your client base and increase revenue:

1. Educational Workshops and Seminars

Host free educational workshops and seminars on topics relevant to Medicare, such as changes in Medicare plans, benefits, or eligibility criteria. These sessions position you as an expert in the field and provide a platform to connect with potential clients. Download our guide on how to market in your local community.

2. Partnerships with Local Businesses and Community Centers

Forge partnerships with local businesses, community centers, and retirement homes to offer informational sessions or one-on-one consultations. This can broaden your reach and establish a trustworthy presence in the community.

3. Utilize Social Media Platforms

Create and maintain active social media profiles tailored to the senior demographic. Use these platforms to share useful content, answer FAQs, and broadcast live Q&A sessions. This not only educates but also engages potential clients. Learn more on how you can leverage social media as an insurance agent.

4. Content Marketing

Develop a content marketing strategy that includes blogging, newsletters, ebooks, and infographics. Focus on topics that are beneficial to your target audience, such as understanding Medicare options, managing healthcare costs in retirement, and the latest updates in Medicare policies. Check out the PSM Marketing Hub for marketing ideas.

5. Referral Programs

Implement a referral program that rewards existing clients for referring new customers. This could be in the form of discounts, gift cards, or special services. Word-of-mouth is a powerful tool in the senior market.

6. Customized Email Campaigns

Use email marketing to send personalized communications to your leads and clients. Segment your email list to ensure that the content is tailored to the recipients’ needs and interests, increasing engagement and conversion rates.

7. Expand Your Offerings

Consider obtaining certifications to sell additional products related to healthcare, such as long-term care insurance, dental and vision plans, or supplemental health insurance. This allows you to offer more comprehensive solutions to your clients’ needs.

8. Networking with Healthcare Providers

Network with doctors, nurses, and other healthcare providers who interact with seniors. They can refer patients who might need assistance with Medicare plans. Ensure you leave business cards and brochures that they can easily give to potential clients. Sample provider outreach letter available here.

9. Utilize Client Testimonials and Case Studies

Showcase testimonials and case studies on your website and in your promotional materials. Real-life success stories can significantly enhance credibility and reassure potential clients of your expertise and commitment.

10. Host Webinars

Offer regular webinars on important Medicare topics. This approach not only reaches those who are unable to attend in-person meetings but also allows you to engage with a broader audience from the comfort of their homes.

11. Collaborate with Financial Planners

Partner with financial planners who may have clients approaching the age of Medicare eligibility. This collaboration can be mutually beneficial, as you can refer clients to each other based on the needs of the seniors you serve.

12. Local Sponsorships and Advertising

Sponsor local events or advertise in community newsletters and on local radio stations. Choose venues and media that are popular with the senior demographic to ensure your message reaches the right audience.

By implementing these strategies, you can effectively grow and scale your Medicare agency, reaching more clients and providing valuable services that meet the complex needs of the senior market. Download Checklist.

We are always here to help

We provide robust leadership, advanced sales tools, effective sales strategies, dedicated training, outstanding mentorship, and beyond. From your first application to receiving your commissions, our consistent support guarantees you'll always feel connected and supported.

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Tags: Final Expense, Annuities, Hospital Indemnity, Medicare Advantage, Medicare Supplement, Referrals, cross marketing, cross selling, dental plans

Mastering Cross-Selling

Posted by www.psmbrokerage.com Admin on Mon, Apr 29, 2024 @ 12:47 PM


For insurance agents specializing in the senior market, cross-selling additional products to Medicare enrollees is a powerful strategy to enhance value for clients while boosting your business’s profitability. With the right approach, you can effectively address the comprehensive needs of seniors, who often require more than just health insurance to feel secure.

Here’s a look at how you can excel in cross-selling by expanding your portfolio beyond basic Medicare plans.

Understanding the Needs of Your Clients

Seniors have unique needs and concerns that extend beyond healthcare. Issues such as long-term care, dental health, vision, and even financial security are critical. By understanding these needs, you can tailor your cross-selling strategies to offer comprehensive solutions that resonate deeply with your clients.

Popular Cross-Sell Products to Consider:

  • Dental, Vision, and Hearing Plans: These are amongst the most sought-after benefits by seniors yet are not covered by Original Medicare. Offering standalone DVH plans that cover these services can significantly enhance your client's quality of life and can be a deciding factor for seniors choosing to work with you.

  • Hospital Indemnity Insurance: Offering hospital indemnity plans allows insurance professionals to meet the evolving needs of healthcare consumers, provide valuable supplemental coverage, and offer added financial protection in times of medical uncertainty.
  • Long-term Care Insurance: As seniors age, there’s an increasing likelihood of needing long-term care services, which are not covered by Medicare. Long-term care insurance can help cover the cost of care at a facility or at home, protecting your clients’ savings and providing peace of mind.

  • Final Expense Insurance: This insurance helps cover the costs associated with a funeral and burial, a concern for many seniors who wish to ensure their final expenses are not a burden to their families.

  • Annuities and Financial Planning Services: Many seniors are concerned about outliving their savings. Annuities provide a steady stream of income during retirement, while financial planning services can help seniors manage their resources more effectively.

Tips for Effective Cross-Selling

  • Educate Your Clients: Many seniors are not aware of their vulnerabilities and the full range of available insurance products that can address them. Educational meetings, workshops, and informative content can help them understand their options and the benefits of additional coverage.

  • Build Trust Through Transparency: Seniors are particularly sensitive to sales tactics that might come off as pushy or deceitful. Be transparent about costs, benefits, and whether a certain product truly fits their needs. This honesty builds trust and loyalty.

  • Bundle Products for Simplicity and Savings: Whenever possible, offer bundled products or services that provide cost savings and simplify the decision-making process for seniors. This can make additional coverages more attractive and easier to manage.

  • Utilize Technology Wisely: Use CRM systems to track client information, including existing policies and potential needs. Automated reminders and personalized messages can help keep you in touch with clients and provide them with timely, relevant information.

  • Follow-Up Regularly: Regular follow-ups keep you connected with clients, provide opportunities to reassess their current needs, and introduce new products that may be of interest as their circumstances change.

Cross-selling in the senior market offers a win-win opportunity: seniors receive a more holistic approach to their challenges, and agents enhance their service value and business growth. By understanding the broader needs of your Medicare clients and offering them relevant additional products, you position yourself as a trusted advisor dedicated to their overall well-being. Remember, the key to successful cross-selling is understanding client needs and providing real solutions that make a difference in their lives.

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Tags: Final Expense, Annuities, Hospital Indemnity, cross selling, dental plans

Help Clients Prepare, Protect, and Enjoy Retirement with RPM

Posted by www.psmbrokerage.com Admin on Mon, Apr 22, 2024 @ 11:32 AM

Retirement Plus Multiplier® (RPM) Annuity Highlights:

  • 5-, 7-, & 10-Year Durations
  • 7.00%, 7.50%, 8.00% Compensation*1
  • Inherited IRA Compatible
  • 5.00% Fixed Interest Rate**
  • 11.5% 1-year S&P 500® Point-to-Point Cap Rate Index Strategy**
  • 50% 1-year S&P 500® Point-to-Point Participation Rate Index Strategy**

*All product recommendations must be prioritized in the consumer’s best interest.
**Rates as of 1/1/2024 .

What Phase is Your Client In:

Whether your client is currently accumulating their wealth, preparing for retirement, or in retirement, RPM may be a helpful addition to their retirement strategy.

RPM offers attractive interest rates to help clients accumulate more value while preparing for retirement.

RPM's 0% floor3 helps clients protect their hard-earned assets. 

RPM allows clients to take advantage of the upside and protect against the downside related to market volatility.

playbookHelp Clients Chart a Course for Retirement with RPM's newest piece

Help guide your clients to clarity and confidence for their retirement journey with our newest tool.

This comprehensive piece helps identify and navigate key retirement planning challenges and decisions.

For agent use only and not intended for distribution to clients.

1As of January 1, 2024, all agents licensed in or selling products in the states of Alabama, Arizona, Arkansas, Colorado, Delaware, Florida, Georgia, Hawaii, Illinois, Iowa, Kansas, Kentucky, Maryland, Massachusetts, Mississippi, Montana, Nebraska, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Texas, Virginia, Washington, West Virginia, and Wyoming must follow the regulations of those states as seen here. Commission rates are MGA street level for owners of issue age 0-75. All product recommendations must be prioritized by the consumer’s best interest.

2Drawing held during or after webinar. One attendee selected per webinar and gift card awarded after webinar.

3If Rider is purchased, principal will not decrease due to market performance but could decrease due to the rider fee.

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All product recommendations must be prioritized by the consumer’s best interest.

The Fixed Interest Rate is guaranteed for the first Contract Year and the carrier declares a Minimum Guaranteed Rate for each issue year that the Fixed Rate cannot fall below for the life of the contract. The minimum guaranteed rate for contracts issued in 2024 is 3.00%.

Retirement Plus Multiplier® Annuity’s crediting strategies are tied to a corresponding index and are not direct investments in the market. Crediting strategies can offer potential growth based on the underlying index performance, not market performance. 

Riders and features are not available in all states and are subject to change without notice. See annuity contract, agent field guide, rate sheet, and statement of understanding for additional details. See the annuity Contract for all final terms and conditions. All forms are available on the agent portal at acl.admin-portal.org.

The “S&P 500®” is a product of S&P Dow Jones Indices LLC or its affiliates (“SPDJI”), and has been licensed for use by Atlantic Coast Life Insurance Company. Standard & Poor’s® and S&P® are registered trademarks of Standard & Poor’s Financial Services LLC (“S&P”); Dow Jones® is a registered trademark of Dow Jones Trademark Holdings LLC (“Dow Jones”); and these trademarks have been licensed for use by SPDJI and sublicensed for certain purposes by Atlantic Coast Life Insurance Company. Retirement Plus Multiplier® is not sponsored, endorsed, sold or promoted by SPDJI, Dow Jones, S&P, or their respective affiliates and none of such parties make any representation regarding the advisability of investing in such product(s) nor do they have any liability for any errors, omissions, or interruptions of the S&P 500®.

The Goldman Sachs Aging of America Dynamic Balance Index (the “Index”) is a Goldman Sachs owned index. This fixed indexed annuity is not sponsored, endorsed, sold, guaranteed, underwritten, distributed or promoted by Goldman Sachs & Co. LLC or any of its affiliates with the exception of any endorsement, sales, distribution or promotion of this product that may occur through its affiliates that are licensed insurance agencies (excluding such affiliates, individually and collectively, “Goldman Sachs”). Goldman Sachs makes no representation or warranty, express or implied, regarding the suitability of annuities for your financial situation generally, or fixed indexed annuities or the investment strategy underlying this fixed indexed annuity particularly, the ability of the Goldman Sachs Aging of America Dynamic Balance Index to perform as intended, the merit (if any) of obtaining exposure to the Goldman Sachs Aging of America Dynamic Balance Index or the suitability of purchasing or holding interests in this fixed indexed annuity. Goldman Sachs does not have any obligation to take the needs of the holders of this fixed indexed annuity into consideration in determining, composing or calculating the Goldman Sachs Aging of America Dynamic Balance Index.




Tags: Annuities, acl

Join PSM Brokerage and Elevate Your Career as an Independent Agent!

Posted by www.psmbrokerage.com Admin on Wed, Apr 17, 2024 @ 10:09 AM


Join PSM Brokerage now to offer a robust portfolio of Medicare Plans, Life Insurance and Annuities and leverage the expanding market demand.

If your sales skills are top-notch and you have a focused, goal-driven mindset, you're precisely the partner we're seeking. We provide robust leadership, advanced sales tools, effective sales strategies, dedicated training, outstanding mentorship, and beyond.

2-Apr-01-2024-05-54-23-0374-PMWorking with PSM Brokerage (PSM) offers a unique opportunity for insurance agents focusing on the senior market.

As a reputable FMO, we provide:

  • Unparalleled access to a wide range of products, including Medicare Advantage, Medicare Supplements, and other senior-focused insurance plans from leading carriers.
  • A comprehensive support system, which includes personalized training and mentoring that empowers agents to excel and grow in their careers.
  • Direct commission payments from carriers, ensuring that agents are rewarded promptly for their hard work.
  • Ownership of your book of business, allowing for long-term client relationships and sustained growth.
  • Added perks such as exclusive access to cutting-edge quoting and enrollment tools, discounted leads, free marketing services, and website development.
  • Agency building support as well as succession planning ideas, and exit strategies.

Joining forces with PSM Brokerage means becoming a vital part of a collaborative and thriving community of agents. This unique community is deeply committed to mutual support, sharing knowledge, and fostering an environment where everyone can excel.


Our Mission:

We nurture, educate, and assist our agents in every way possible. We are relentless in our dedication to bring value and go above and beyond expectations. We provide best-in-class service and do it with a smile. We conduct ourselves with integrity and honesty.

We develop a culture of success with team members and agents to inspire them to reach their full potential. We will create an environment that serves our goals using honesty, humor, and humility.

We are the home for high-producing agents and high-value agencies. The fruits of our hard work are visible daily as we continue to grow and attract higher production and lasting relationships.


If you're an agent interested in taking your career to the next level and eager to thrive, we want to hear from you. PSM Brokerage is committed to empowering agents with the tools, training, and community support needed to succeed. We offer a collaborative environment where your growth is our priority, backed by a suite of resources designed to maximize your potential.

Contact us today to explore how we can work together to achieve your goals and make a meaningful impact. Reach out to become part of a team where success is shared, and every agent is valued.


PSM Brokerage was founded in 2006, in Austin, Texas. In the intervening time with almost two decades of experience, PSM has grown to a nationwide footprint, with a mission to empower agents to honestly and ethically help people live longer, healthier and more financially secure lives.

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Tags: Annuities, Medicare Advantage, Medicare Supplement, New Business Opportunities, Life Insurance

2024: Unprecedented Opportunity in Insurance as Record Boomers Hit Retirement

Posted by www.psmbrokerage.com Admin on Wed, Jan 24, 2024 @ 11:05 AM


In 2024, the insurance industry is poised to experience a significant surge in demand, thanks to a record number of Baby Boomers reaching retirement age. This demographic milestone opens up a vast opportunity for insurance sales, particularly in areas directly relevant to retirees. Products like Medicare Advantage, Medicare supplements, long-term care insurance, and life insurance policies that offer financial security and peace of mind to seniors are likely to see increased interest.

As this age group transitions into retirement, their focus shifts towards managing health expenses, securing lifelong income, and ensuring a legacy for their loved ones, making them ideal candidates for these types of insurance products.

Moreover, this shift isn't just about numbers; it's about changing needs and priorities. Financial planning services, annuities, and final expense insurance are also areas ripe for growth, as more Boomers seek to safeguard their retirement savings and plan for the future. Insurance agents and companies who can effectively communicate the value and relevance of their products to this demographic stand to benefit significantly.

The opportunity is here!

The role of an independent insurance agent catering to the senior demographic offers more than just a career; it presents a pathway to a fulfilling, flexible, and financially rewarding profession. In the face of the growing senior market, the ability to generate residual income, and the autonomy of being your own boss, this career path stands out as an excellent choice for those looking to make a positive impact while building a sustainable business. As the population ages, the need for knowledgeable, compassionate, and dedicated Medicare plan agents will only grow, making now an ideal time to step into this rewarding field.

Work with a trusted partner

We take pride in providing our agents with high quality senior insurance products that bring a sense of security and peace of mind to the nation's exploding senior population. Our experienced insurance marketing team provides our agents with a robust product portfolio, game-changing technology and unrivaled support. We look forward to showing you how we can personalize our services to help grow your business.

Related Article:


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Tags: Final Expense, Annuities, Hospital Indemnity, Medicare Advantage, Medicare Supplement

Boost Your Sales in 2024: Discover Innovative Strategies for Selling Annuities

Posted by www.psmbrokerage.com Admin on Thu, Jan 18, 2024 @ 10:15 AM

As we step into 2024, the landscape of annuity sales is evolving rapidly. Insurance agents are finding themselves at the crossroads of traditional methods and innovative strategies. In this competitive market, it's crucial to stay ahead of the curve. Whether you're a seasoned professional or new to the industry, this blog is your go-to guide for unlocking the potential of annuity sales in the coming year.

The Annuity Market of 2024:

annuities 101-1Before diving into sales strategies, it's essential to grasp the current annuity market. The economic climate, influenced by factors like interest rates and market volatility, plays a significant role. Annuities, known for providing retirement income security, are more appealing during uncertain times. Recognize this as an opportunity to position annuities as a safe harbor for clients' futures. Download our Annuity 101 Guide

Personalize Your Approach

Each client's financial situation is unique. Personalization in your sales approach is key. Invest time in understanding your clients' specific needs, fears, and retirement goals. Tailoring your recommendations to match their individual circumstances can significantly increase trust and the likelihood of a sale.

Focus on Education, Not Just Sales

Today's clients are more informed and expect transparency. Instead of a hard sell, focus on educating them about how annuities can fit into their overall financial plan. Use simple language to explain complex products and be transparent about fees and potential risks.

Build Strong Relationships

Long-term relationships are more valuable than one-time sales. Keep in touch with clients through regular updates, newsletters, or personal check-ins. A satisfied client is a potential referral source. Prioritize customer satisfaction and service.


Leverage Client Testimonials and Success Stories

Client testimonials and success stories are powerful tools. They provide social proof and help potential clients relate to the benefits of annuities. Always seek permission before sharing any client's story, ensuring confidentiality and compliance with regulations.

Networking and Partnerships

Build a network with professionals like estate planners, accountants, and attorneys. These partnerships can lead to referrals and provide a holistic service to your clients. Join industry associations and attend conferences to stay connected and informed.

Selling annuities successfully in 2024 requires a blend of traditional sales acumen and innovative strategies. By embracing technology, personalizing your approach, focusing on education, building strong relationships, diversifying your product knowledge, leveraging testimonials, and establishing a strong network, you can significantly enhance your annuity sales. Remember, in the world of annuity sales, it's not just about the product; it's about providing solutions and security for your clients' future.

annuity ;letterAre you a Medicare Advisor looking to offer your clients Annuity options?

We have drafted up an effective cross-marketing letter you can use to market annuities to your Medicare clients. If you would like it personalized, please reach out to us today.


Tags: Annuities, cross marketing

F&G: How can you jump start your clients' retirement?

Posted by www.psmbrokerage.com Admin on Tue, Dec 19, 2023 @ 09:32 AM

fg updates

How can you jump start your clients' retirement?

With a New Year rapidly approaching, learn how F&G’s Performance Pro®, a fixed indexed annuity, can reignite your clients’ retirement with a 15%1 jump start.

In summary, Performance Pro offers:

Check out our latest flyer to learn how Performance Pro’s premium bonus can jump start your clients’ retirement goals today.

Questions? Request details here or call 800.998.7715

For financial professional use only. Not for use with the general public.

1For issue age 75 and under in most states. Subject to change. The premium bonus is automatically included with Performance Pro for an annual rider fee of .10%. See the Statement of Understanding for complete details.

2For a fee.

3If specific qualifications for impairment are met (see rider for details) and the Account Value is greater than zero, withdrawal payments increase by 2X (1.5X if joint contract).

“F&G” is the marketing name for Fidelity & Guaranty Life Insurance Company issuing insurance in the United States outside of New York. Life insurance and annuities issued by Fidelity & Guaranty Life Insurance Company, Des Moines, IA.

Guarantees are based on the claims paying ability of the issuing insurer, Fidelity & Guaranty Life Insurance Company, Des Moines, IA.

The premium bonus is calculated based on the first year premium and vests according to a vesting schedule over the duration of the surrender period.

This is a fixed deferred indexed annuity providing minimum guaranteed surrender values. You should understand how the minimum guaranteed surrender values are determined and the product features used to determine the values. Even though contract values may be affected by external indexes, the contract annuity is not an investment in the stock market and does not participate in any stock, bond or equity investments.

Interest rates subject to change at insurer’s discretion and are effective annual rates.

Annuities that offer a vesting bonus may have higher fees, longer surrender charge periods, lower interest crediting rates, lower participation rates, lower cap rates and higher spreads than annuities without vesting bonuses.

The provisions, riders and optional additional features of this product have limitations and restrictions, may have additional charges, and are subject to change.


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Tags: Annuities, F&G

Higher lifetime withdrawal rates for Nationwide Peak® 10

Posted by www.psmbrokerage.com Admin on Mon, Dec 11, 2023 @ 04:23 PM

nationwide logo
nationwide header

Provide your clients with even more guaranteed retirement income!

Effective December 11, 2023, Nationwide is boosting withdrawal percentages on the Bonus Income+ rider for the Nationwide Peak 10® fixed indexed annuity.

The rider gives your clients:

  •  20% initial bonus¹
  •  8% simple interest roll-up²
  • Competitive guaranteed lifetime income³

Take a look at our increased withdrawal rates:

Request Details

Important Transition Date Information

  • Contracts issued on or after December 11, 2023 will receive the increased lifetime withdrawal percentages.
  • FOR PENDING BUSINESS: Any contracts signed prior to the December 11 effective date, and in pending status on or after December 11, 2023, will receive the increased lifetime withdrawal percentages upon issuance.

FOR NEWLY ISSUED BUSINESS IN THE FREE-LOOK WINDOW: To receive the increased lifetime withdrawal percentages, issued contracts still within the free-look window will need to exercise the free-look provision. At a minimum, this process will require a new application, free-look letter of instruction and updated Certificate of Disclosure, all of which should reflect a signature date of December 11, 2023 or later. Please also check with your IMO on its free-look requirements.

natiowide logo white



(1) Credited at contract issue and based on the purchase payment; added to the Income Benefit Base.
(2) For the first 10 years or until lifetime withdrawal begins, whichever occurs first.
(3) All guarantees and protections are backed by the claims-paying ability of Nationwide Life and Annuity Insurance Company.


This material is not a recommendation to buy or sell a financial product or to adopt an investment strategy. Investors should discuss their specific situation with their financial professional.

Nationwide Peak 10 is an individual, single-purchase-payment, deferred fixed indexed annuity issued by Nationwide Life and Annuity Insurance Company, Columbus, Ohio. Please note: The contract does not directly participate in the stock market or any index. Withdrawals are subject to income tax, and withdrawals before age 59 1/2 may be subject to a 10% federal tax penalty.

Annuities have limitations. They are long-term vehicles designed for retirement purposes. They are not intended to replace emergency funds, to be used as income for day-to-day expenses or to fund short-term savings goals. Please read the contract for complete details.

Nationwide, the Nationwide N and Eagle, Nationwide is on your side, and other marks displayed in this message are service marks of Nationwide Mutual Insurance Company and/or its affiliates, unless otherwise disclosed. © 2023 Nationwide.


FAM-1581M1-AL (12/23)

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Tags: Annuities, Nationwide

Looking for the industry's best MYGA rates?

Posted by www.psmbrokerage.com Admin on Thu, Nov 02, 2023 @ 01:33 PM

MYGA Rates

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Tags: Annuities, MYGA

Product Spotlight: Safeguard Plus

Posted by www.psmbrokerage.com Admin on Thu, Nov 02, 2023 @ 01:29 PM

A Safeguard Plus® MYGA from Farmers Life Insurance Company is a single premium deferred fixed annuity that offers predictable interest earnings for a specified
time period.

Regardless of their savings timeline, clients can also benefit from:

  • Protection from the market’s ups and downs
  • Tax-deferred growth
  • Competitive interest rates that are locked in for the term they select
  • Potential to leave a legacy to loved ones at death
  • The opportunity to turn the asset into predictable lifetime income
  • The ability to customize the policy for greater protection from life’s “what ifs”2

Download Rate Sheet Effective 10/16/23

Rates subject to change. Years referenced are contract-year terms.

Request details today

Now’s the perfect time to talk with clients about how their secure savings assets are performing and to determine whether a Safeguard Plus MYGA can help meet their growth goals sooner.

1 August 2023 current CD rates, available on bankrate.com
2 Election of one or both optional riders may reduce crediting rates set forth in the contract.
These are products of the insurance industry and not guaranteed by any bank, nor insured by FDIC or NCUA/NCUSIF. Not a deposit. Not insured by a federal government agency. Restrictions apply. May only be offered by a licensed insurance agent.
Guarantees are based on the financial strength and claims-paying ability of Farmers Life Insurance Company. Policy form numbers and product availability vary by state.


SP220010AFL (8/23)


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Tags: Annuities, MYGA

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