Two years in, and we're still blown away by what this business can do—both for agents and the clients we serve. In this episode of the Medicare Sales Playbook, Matt Smith sits down with Gabe Cordova, owner of LifeMark Advisors in Mount Vernon, Missouri.

Gabe shares his unexpected path from full-time ministry into Medicare, including the first client who showed him exactly why this work matters. We talk about what it really takes to succeed early on (spoiler: it starts with getting in front of people), why diversifying your product focus is non-negotiable, and when it actually makes sense to start recruiting agents.

We also dig into something every agent feels at some point: this can be a lonely industry—and why building a real community (where people know you care) is often the difference between burnout and long-term success. Plus: Gabe's weekly cadence for team culture, bringing family into the business, and what's next for LifeMark as they expand into a new facility.

If you're new, stuck, or building a team—this one will hit home.

📩 Questions or want to connect? Email us: dallas.keithley@medicaresalesplaybook.com

We made it — 100 episodes of the Medicare Sales Playbook 🎉

In this milestone episode, Dallas and "Mr. Medicare" Matt Smith look back on what the last 2+ years have taught them — and the one word that keeps coming up: gratitude.

You'll hear:

• Why gratitude can change your perspective (and your business)

• A simple leadership principle: find people who are great at what you're not

• Favorite episode highlights and the lessons behind them (TikTok lead gen, activity, leadership, serving others, reinvesting, cross-selling, and more)

• A reminder that most people know what to do… but few commit to action

PLUS: Training Days are coming to cities around the country (including Phoenix, Denver, Seattle, Charlotte and more).

📩 Seen all 100 episodes? Message us your favorite moment:
Email: Dallas.Keithley@MedicareSalesPlaybook.com

In this episode of the Medicare Sales Playbook, Dallas Keithley and "Medicare Matt" get real about what separates the agents who last from the agents who flame out: a servant mindset + the ability to find (and verify) answers fast.

Dallas shares his mantra for the year—"How can I serve you?"—and they break down the "Can I?" part: What can I do to put myself in a better position to serve people today? The conversation turns practical quickly: how to use tools like ChatGPT the right way (great for brainstorming, dangerous as your final authority), why you should verify everything with trustworthy sources like Medicare.gov and CMS.gov, and how saving screenshots of official guidance can protect you (and your clients) later.

They also hit a huge leadership lesson: if you're the person everyone calls for answers, you may be building dependency—not a scalable agency. The solution? Train your people to find the resources and lean into community, mentorship, and your organization's support channels.

If you want to be more self-reliant, more confident in the field, and better equipped to handle the weird Medicare scenarios that pop up mid-appointment—this one's for you.

Key takeaways:

• How to think like a "resource finder" (not a walking encyclopedia)

• Using AI as a brainstorming tool—then verifying with official sources

• Why Medicare.gov + CMS.gov should be your go-to references

• How to avoid costly mistakes (like Part B penalty misunderstandings)

• Community > isolation: success happens with the right people around 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