Author Archives: Christopher Westfall

SAP 009: Cancelling a Medicare Supplement Policy

“When a new one is approved, how do you go about cancelling the OLD Medicare Supplement policy?”

This was a question from a member at

Listen to the podcast where this is answered

“How do you cancel a Medicare Supplement policy?”

Questions answered include:

  • When should you cancel a new Medicare Supplement policy?
  • Do you call, or does the client call the old company?
  • Is a form required to cancel an old policy?
  • Can they get their old policy back?
  • Is there any grace period?

SAP 008: Company Ratings and Medicare Supplements

“Is it true that company ratings are not that important due to companies already being vetted and approved by Medicare to sell supplements?

… and has a Medicare Supplement company ever gone under?
If so, does Medicare cover their liabilities?”

This was a question from a member at

I am very seldom asked about the company’s letter rating, when I help seniors with their Medicare Supplement plan. It is important to know the distinction between what is important and what is not important.

Listen to the podcast where this is answered:


SAP 007: Is it legal to cold call for Medicare sales?

Can I legally call someone and talk about Medicare Supplement plans?

This is a question that was asked by a new agent this week.

The agent said she had heard that you can lose your license, pay a fine, etc. for cold calling someone about Medicare plans.

What the agent is referring to is the marketing of Medicare Advantage Plans.
You can find the marketing rules from CMS about Medicare Advantage plans here.

However, in most all states, it is perfectly legal to telemarketing / cold call, door knock, and approach seniors about Medicare Supplement plans. Only two states, that I know of, have restrictions on the marketing of Medicare Supplement plans.

Those states are Ohio and California.
Near the end of this podcast, I have several suggestions for various new ways to market Medicare Supplement plans through centers of influence.

Those referenced interviews are found at

How to sell medicare by phone

SAP 006: Telemarketing for your own sales

How much calling is involved when starting as just me?

One of the biggest challenges I faced was letting go of the telemarketing to someone else.

It was the best decision I ever made, though.

I would call around 400 numbers a day. I would break it up into 2 hour segments.
One in the morning and one in the afternoon.
Continue reading

Westfall as a Deputy Sheriff

SAP 005: From Deputy Sheriff to Medicare Specialist

From Cop to Running My Own Shop


If I can go from being a sergeant with the sheriff’s office, ordering around criminals AND other deputies, to working with seniors on their financial plans, then YOU can do it, too.

In law enforcement, we were taught to take command of the scene.
Command presence is all you need, 90% of the time, to show up with posture and start making things happen. WIth sales, that’s a 180 degrees different.

As an insurance agent working with seniors, you must develop the skills of a salesperson.
You have to focus on active listening instead of having the solution right off the cuff.

No one cares how much you know until they know how much you care.” – Author Unknown

Success or Failure is a Choice

SAP 004: What makes an agent successful?

What is the difference between a successful agent and a failure in this business?

The answer: A decision.

More help on prospecting can be found at

If you have planned well and set good goals, you can have confidence that you know where you want and need to go. If you have done what you need to do to prepare yourself to win, you do not have to worry. You will have no justification to worry about failure. You can expect to win! Good action today will produce good living tomorrow ~ Zig Ziglar


When can you enroll in a Medicare Supplement?

SAP 003: When can you enroll in a Medicare Supplement?

Answering the question:

“When can someone sign up for a Medicare Supplement plan?”

So often, seniors, and even agents, believe that seniors can only sign up with Medicare Supplement plans during one period during the year. That is not true.
They can sign up for a new Medicare Supplement plan 365 days per year, as long as their health, or a special election period, allows.


Questions answered in this podcast were submitted by members

How to sell Medicare Supplements in other states

SAP 002: How can I market Medicare Supplements in other states?

Answering the question:

“How can I sell Medicare Supplements in other states?

Agents that are adept at selling by telephone understand that they are not limited to the scope of their local marketing area. They soon want to expand their marketing to more lucrative areas of the country. This can be very easily done and this episode goes through the considerations of selling in other states.

Get the non-resident licensing here –

List of Fees for each state –

Questions answered in this podcast were submitted by members of

sell Medicare by phone logo nontrans


SAP 001: Welcome to the Senior Agent Podcast


In this first episode, the following question is answered:
“Should I become a captive agent or an independent agent? What’s the difference?”

Chris Westfall runs a very successful Medicare agency out of Charleston, South Carolina, where he has thousands of clients across 46 states, helping all of his clients by telephone.

These are questions submitted by members at