In this episode of the Medicare Sales Playbook, Dallas and Matt unpack a simple phrase that has the power to completely transform your sales results:

"How may I serve you?"

In a world where every agent has access to the same Medicare contracts—Humana, UnitedHealthcare, Aetna—the real differentiator isn't the plan.

It's you.

This conversation dives deep into:

• Why clients are really "buying the agent," not the policy

• How observation, listening, and preparation separate average agents from elite ones

• What service actually looks like before, during, and after the appointment

• Real-world stories from airlines, restaurants, Chewy, and everyday client interactions

• Practical ways to stand out without breaking compliance—or your budget
  
  

You'll learn why being a student of the game matters, how noticing small details builds lifelong loyalty, and why the greatest return in sales often comes from giving first.

💡 Challenge of the episode:
This week, pick three people and give them something meaningful (under $5) that shows you truly listened. The return may surprise you.

If you're serious about building trust, retention, and long-term referrals in Medicare sales, this episode is for you.

👉 Subscribe for weekly Medicare training, Tuesday Tips, and Last Wednesday Webinars
👉 Watch for upcoming in-person training events across the country
👉 Join the January 28 webinar on transitioning Medicare conversations into Long-Term Care

📩 Questions or want to get on the training list?
Email: Dallas.Keithley@MedicareSalesPlaybook.com

Want to add Long-Term Care to your Medicare conversations—without getting overwhelmed or "starting from scratch"?

In this episode of the Medicare Sales Playbook, Dallas Keithley sits down with Jay Curatti (Director of Retirement Planning, Lasting Mark Retirement Group) to break down:

• What long-term care actually means (it's not just nursing homes)

• How LTC qualifies (the 2-of-6 ADLs rule) and why that matters

• Simple, natural conversation starters to transition from Medicare → LTC

• How to overcome the two biggest objections: "I'll never need it" and "I can't afford it"

• Why LTC is about options, choice, and peace of mind—not fear

• A smart way to help clients without becoming an LTC expert: the Elevate / Empower support model
  (including how agents can stay on the call, learn the process, and earn 50% of the commission)

📅 Don't miss Jay live on the Last Wednesday Webinar: January 28 @ 4:00 PM CST
Learn the full strategy, product options, and get your questions answered.

🔗 Learn more about Jay + the Elevate team: lastingmarkretirement.com

📩 Want to get added to Tuesday Tips + the Last Wednesday Webinar invite list?
Email: dallas.keithley@medicaresalesplaybook.com

✅ If this episode helped you, subscribe and drop a comment:
"What's the hardest part about bringing up long-term care with your Medicare clients?"

It's officially 2026… and this episode is the definition of "Don't Give Up. Don't Ever Give Up."

Dallas sits down with Brian & Patti Askins to unpack the real story behind how Lasting Mark was built—starting with a moment in February 2014 that rocked their world. What happens when corporate America turns the lights off overnight… while your family is depending on you… and your spouse is battling chemo?

You'll hear the behind-the-scenes leadership lessons most people never talk about:

• How Brian went from being terminated to building again from zero

• Why culture + community + value are non-negotiables if you want to grow

• Why leadership is getting in the trenches (even when it's not glamorous)

• The role Patti played from day one—and why partnership at home matters

• A reminder that tomorrow isn't promised… so build a life you don't regret
  
  

If you've been "punched in the face" by life or business, this one's for you.

✅ Connect with Lasting Mark: lastingmark.com
✅ Interested in Training Days / Bootcamps? Visit the website for upcoming cities & dates.

Subscribe for weekly Medicare sales training + real conversations with real builders.
Drop a comment: What's one thing you needed to hear heading into 2026?

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