In this episode of The Medicare Sales Playbook, host Dallas Keithley welcomes Brian Askins, CEO of Lasting Mark, for his third appearance on the show — and this one's packed with wisdom. Together, they dive deep into why 92% of insurance agents fail, how to build a real marketing plan, and the exact steps that separate struggling agents from six-figure earners.

Brian breaks down the 5-step roadmap to a million-dollar Medicare business — including how to leverage cross-selling, elevate referrals, and fund your growth through smart marketing. Whether you're brand-new or ready to scale, this episode shows you how to stop playing the insurance lottery and start running a business that lasts.

👉 In this episode, you'll learn:

• Why most agents never build traction — and how to avoid their mistakes

• The truth about recruiting without a marketing plan

• How to cross-sell and elevate to retirement planning

• The simple system that fuels six-figure growth

• What Brian would do today if he were starting over with $5K/month
  
  

🎯 Key Quote:

"If the horse is dead — dismount. Get off it, find the right team, and get moving again." — Brian Askins

📧 Want access to the Tuesday Tips or Last Wednesday Webinars?
Email: dallas.keithley@medicaresalesplaybook.com

📧 Want access to the Medicare Sales Playbook Cross Selling Sheet: https://medicaresalesplaybook.com/crosssellingsheet

🎥 Subscribe for more episodes every week: strategies, systems, and real stories from top-producing agents across the country.

In this heartfelt episode of The Medicare Sales Playbook, Dallas Keithley and "Medicare" Matt Smith open up about the power of words — how what we say to others (and to ourselves) shapes our thoughts, actions, habits, and ultimately, our legacy.

They share real conversations about staying positive, breaking free from negativity, and building a legacy that goes beyond production numbers or business success. This one's for anyone who's ever felt stuck, critical, or isolated while trying to make it in sales — or in life.

🧠 Topics We Cover:

• Why negativity feels smart (but actually pushes people away)

• How to recognize and replace negative inner dialogue

• The ripple effect: how words become thoughts, thoughts become actions, and actions become your habits

• Why your work isn't your identity — and what truly defines your legacy

• A reminder that you are not alone in the struggle
  
  

💬 Need someone to talk to?
Reach out — we're here for you.
📱 "Medicare" Matt Smith: (417) 593-2125
📧 dallas.keithley@medicaresalesplaybook.com

Join us for our Last Wednesday Webinar each month at 4PM CST, and sign up for Tuesday Tips by emailing Dallas directly.

👉 Subscribe for more practical, real-life conversations for agents and entrepreneurs navigating the Medicare world — and beyond.

Accountability isn't about beating yourself up — it's about owning your growth.

In this episode of The Medicare Sales Playbook, Dallas Keithley and Matt Smith get real about what it takes to grow — in business, faith, and life. From personal stories of failure and frustration to lessons learned through reflection and perseverance, this conversation will challenge you to stop blaming circumstances and start building consistency.

You'll discover:
✅ Why failure is a requirement for success — not a disqualifier.
✅ How to shift from self-degradation to self-reflection.
✅ The 3 things accountability is not (and why they matter).
✅ How to choose your "hard" — work hard now or suffer later.
✅ Why comparison kills progress — and how to focus on your own lane.

If you've ever felt stuck, tired, or frustrated during AEP, this episode is for you. It's your reminder that success in the Medicare business doesn't come from luck or leads — it comes from looking in the mirror and taking ownership.

👇 Watch now, take notes, and subscribe for more real talk from agents who've been there.

📅 Join our next "Last Wednesday Webinar" to dive deeper into topics like this Email Dallas at Dallas@MedicareSalesPlaybook.com

📩 Want to get connected? Email Dallas at Dallas@MedicareSalesPlaybook.com

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