Author Archives: Christopher Westfall

SAP 023: Medicare Results Finishing 2015

How did we end 2015?

Chris Westfall’s office (personal production) ended 2015 in record territory. Referrals from existing clients and new clients getting onto Medicare for the first time led to record numbers.

Chris has qualified for the Mutual of Omaha Rome trip in April and AETNA’s Iceland trip in May.

And we’re off to a great 2016, already!  Listen to the podcast audio below:



Medicare Training for Agents

Medicare Supplement Underwriting Training

SAP 022: Just Activity? Or Successful Results

Over the years, Chris has learned the difference between just being busy for busy sake vs. doing things that will achieve the best, possible results for our time investment in this business.

Many agents still believe that writing applications all day is their only mission, and they’ll write an application on anyone that says, “Yes.” Those anxious folks that are very eager to get going with you should be the ones you spend the most amount of time trying to find out why they are disqualified from the beginning.

The art of asking the right questions, in this case – all of the health questions, before moving into an application setting AT ALL, is critical if you want to have enough time to spend with those that are qualified.


Medicare Training for Agents


SAP 021:Taking Imperfect Action Now!

Chris has learned in his business the value of taking (imperfect) action NOW.

Here, Chris shares some thoughts as he was driving two hours back to his home after a very successful meeting with a group of seniors.

Listen to the message!


SAP 020:How and When to Fire a Client, and Q&A

When should you pull the plug on working with a client?

Chris Westfall’s answer is: “As soon as possible!”

Chris asks his employees, “How much STUFF do we take from people?”
(rude, obnoxious, angry, bitter)  and the answer should be “None”.

If an existing client is angry about something that happened with their coverage, we endeavor to find a solution and help them through the situation as best we can. If someone just wants to be rude because that is their nature, it’s best not to take them on as a client to begin with.

In this podcast, Chris answers the question, “3 out of 4 of my last Medicare cases were declined. What’s going on?”

And, “What is the difference of getting contracted through an FMO vs. going direct to a carrier?”

For more detailed analysis, see the webinars at

Listen to the Podcast:


SAP 019:Tangible Follow-up Requirement with Seniors

Chris Westfall on the importance of tangible follow up when working with seniors

Selling insurance over the phone and being able to help seniors across the country is great. However, many agents forget that personal touch that means so much to the senior generation.

In this podcast, Chris talks about the immediate effect of providing tangible follow up when seniors are confronted with various choices in the market as to whom they will do business.

Listen to the Podcast:


SAP 018:Medicare Supplement Sales – Getting Started

Chris Westfall on getting started with Medicare Supplements

Over 200,000 seniors are turning 65 each month in the United States. This is a HUGE opportunity for those agents who know how to get in front of this “silver tsunami”!

In this podcast, Chris Westfall talks about marketing to seniors using various methods and what he has learned since getting his insurance license in 1995 up to today.

Here are some great, free resources from Hubspot on creating INBOUND marketing:

The Bad News: Traditional marketing is broken. Blasting your message out to the masses — via cold-calling, print advertising, T.V., non-solicited email etc. — is becoming less effective and more costly.

The Good News: To walk you through the entire process of taking your business to the inbound level, we’ve put together this inbound marketing kit comprised of our top resources.

The kit contains: an introductory guide to internet marketing, blog post templates, a search engine optimization (SEO) guide and a whole lot more.

Listen to the Podcast:


SAP 017: Before you even get started, what it takes.

Chris Westfall on what it takes to be successful

What is the first, most important factor before starting this or any business?
It all begins between your two ears.

“What you think determines how you act and that determines what you get.” – James Schramko

Here is “The Self Confidence Formula” from Napoleon Hill’s Think and Grow Rich:

First. I know that I have the ability to achieve the object of my Definite Purpose in life, therefore, I DEMAND of myself persistent, continuous action toward its attainment, and I here and now promise to render such action.

Second. I realize the dominating thoughts of my mind will eventually reproduce themselves in outward, physical action, and gradually transform themselves into physical reality; therefore, I will concentrate my thoughts for thirty minutes daily, upon the task of thinking of the person I intend to become thereby creating in my mind a clear mental picture of that person.

Third. I know through the principle of autosuggestion, any desire that I persistently hold in my mind will eventually seek expression through some practical means of attaining the object back of it, therefore, I will devote ten minutes daily to demanding of myself the development of SELF CONFIDENCE.

Fourth. I have clearly written down a description of my DEFINITE CHIEF AIM in life, and I will never stop trying, until I shall have developed sufficient self-confidence for its attainment.

Fifth. I fully realize that no wealth or position can long endure. Unless built upon truth and justice therefore, I will engage in no transaction which does not benefit all whom it affects. I will succeed by attraction to myself the forces I wish to use, and the cooperation of other people. I will induce others to serve me, because of my willingness to serve others.

I will eliminate hatred, envy, jealousy, selfishness, and cynicism, but developing love for all humanity; because I know that a negative attitude toward others can never bring me success.

I will cause others to believe in me, because I will believe in them and in myself.

I will sign my name to this formula, commit it to memory and repeat it aloud once a day, with full FAITH that It will gradually influence my THOUGHTS and ACTIONS so that I will become a self-reliant, and successful person.

Listen to the Podcast: