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:


SAP 016: Chris Westfall Interview on “The Lead Jerk” Show

Chris Westfall did a guest interview of the “Lead Jerk” with Matt Lowery.

Matt Lowery, aka “The Lead Jerk” did an interview with Chris Westfall about the world of Medicare Supplements and, specifically, offering them successfully to seniors by telephone.

Chris has been a licensed agent since 1995 and began offering Medicare Supplements in 2008.
By leveraging technology, he figured out how to calm the fears seniors initially have when conducting business by phone and has successfully built a practice with thousands of clients and over 1,000 agents under contract in 42 states.

In this interview, Chris talks about how he got started with Medicare Supplements and the transition from a phone-only sale into an internet-enhanced presentation that builds trust and allows the senior to save money by obtaining the best possible Medicare Supplement plan.

Listen to the Podcast:

Secret to Closing the Sale

SAP 015: Secret to Closing the Sale

What is the closely guarded secret to closing the sale?

You’d be surprised. You’d also be surprised to know HOW MANY agents out there never get around to asking for the sale. Not once.

They put all of the facts out there. They make a case for moving the business. They show how easy the process WOULD be. Then, they provide absolutely no opportunity to take action. These agents feel, and I’ve literally heard this from them, “Well, if they are interested they’ll call me back!”

See the book referenced in the Podcast here:

For more specific best-practices training on How to Sell Medicare Supplements by Phone, visit

 Listen to the Podcast:

Medicare Training for Agents

SAP 014: Should an Agent Have a Website and Facebook Page?

Answering the question, “Should I work on a website, Facebook page, etc.?”

The answer is yes, but it is absolutely critical to understand when to do this important business activity. We have seen far too many agents suffer the consequences of “busy work” in their enterprise, which does not help any seniors nor sell any policies.

Busy work exists soley to distract the agent from the unpleasant reality of having to talk to a live human being, and it should be recognized, and avoided during business hours.

Listen below:


SAP 013: Focus on Activity or Focus on Result?

Should a sales person focus on activity in their day or focus on a daily result?
One brings tremendous business, and one brings much stress.

Watch the video or listen below:


SAP012: Local Marketing for Medicare Supplements

How can you market in your local community for Medicare Supplements?

How can you reach seniors close to home for very little money out of pocket?

Campbell has done just that, in a small town in Georgia. He has built a significant residual income in the process and now works from referrals. Listen to our follow-up interview with Campbell, two years after he started his local marketing campaign. This interview was conducted the week of December 8th, right after the Annual Election Period for Medicare, and Campbell was tired!

How to cold call for Medicare sales - from

SAP 011: Cold Calling for Medicare Supplement Sales

Can you successfully learn cold calling for Medicare Supplements?

In a recent webinar, Chris Westfall interviewed Joe from Florida. Joe is a relatively new agent to Medicare Supplements and has started, just a few months ago, cold calling for Medicare Supplements.  He is doing very well and shares some of what he has learned.

Listen to the podcast, and view more material at

Joe obtained his discounted price on the predictive dialer, demographic suggestions and recommended states to sell in, from