Insurance Business Babes

Joanna Wyckoff and Kathe Kline each work in the Medicare space, but they run their businesses very differently. Tune in each week to find out what they are talking about and how they can help your Medicare and ACA business grow. Do you want us to talk about something on the show? Send us an audio message (you are giving us permission to use it on the show) at https://s.bcast.fm/insurance-business-babes.

Insurance Business Babes is a business podcast hosted by Kathe Kline, with 111 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Kathe Kline hosts Insurance Business Babes, a business show with 111 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Insurance Business Babes

  Preparing for AEP Reviews with Emily Henderson and Kevin

  Aug 31, 202628 min

  Kathy's on a break this episode, so Joanna brings the show straight from a Monday Morning Live training session, joined by COO Kevin and guest trainer Emily Henderson, one of the team's top producers. Emily walks through a live role-play demo of exactly how she presents a Medicare Advantage plan review to a client, using Kevin as her practice client "Mr. Jones." This episode is a masterclass in presentation structure: Emily shows how to walk a client through a summary of benefits line by line, premiums, deductibles, MOOP, hospital copays, specialist visits, and extra perks while identifying "the holes" in the plan as she goes, not after the sale is done. Joanna jumps in with the reasoning behind the technique: why you have to bring up gap coverage while the client is still feeling the "pain point," and why staying silent about it isn't neutral, it's a disservice. In this episode: A full live walkthrough of how to present a Medicare Advantage summary of benefits How to identify plan "holes" in real time instead of circling back later Why bringing up hospital copay, dental, and cancer gap coverage during the pain point works better than pitching it afterward The "you're the expert" mindset: why offering gap coverage is a responsibility, not a sales tactic A simple way to reframe cost: showing clients they're often paying just a few dollars a month for extensive protection If you've ever struggled with how to naturally bring up ancillary coverage without sounding like you're upselling, this episode gives you the exact language and structure to do it. Follow Insurance Business Babes so you never miss an episode. Hosted by Kathy Klein & Joanna Wyckoff

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  Insurance Business Babes

  AEP Starts Now: Build Your Pipeline, Relationships & Referral Network

  Aug 24, 202631 min

  Medicare season doesn’t end when enrollment periods end—it’s time to start building for AEP. In this training, Joanna Wyckoff explains how top Medicare agents use the months leading up to AEP to fill their calendars, nurture existing clients, cross-sell additional products, uncover overlooked plan benefits, and build valuable referral partnerships. Learn how to reverse-engineer Medicare plan benefits to find dentists, DME providers, vision centers, gyms, realtors, and other community partners, while using events and ongoing outreach to create a steady pipeline of prospects. The focus is simple: get active now, build relationships, provide value, and create the foundation for a successful AEP. Topics covered: Preparing for AEP Early Building a Full Activity Calendar Cross-Selling Your Existing Book of Business Reverse-Engineering Plan Benefits Building Referral Partnerships Community Engagement & Events Building a Prospect Pipeline Finding Special Enrollment Opportunities The Core Strategy

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  Insurance Business Babes

  Growing Your Insurance Business the Right Way: LOAs, Hiring & Work-Life Balance

  Aug 10, 202626 min

  Joanna just landed her first Licensed Only Agent (LOA) and she's breaking down exactly how to do it right. In this episode of Insurance Business Babes, Joanna and Kathy dive deep into: What LOAs can (and can't) do with your book of business Client ownership, non-solicit agreements & protecting your Medicare agency Why she hired a licensed service assistant instead of a traditional LOA Bringing on a COO with military leadership experience Balancing rapid business growth as a single mom in the insurance industry The au pair decision that's changing her work-life balance before AEP Whether you're a Medicare agent scaling your team, considering your first LOA hire, or just trying to figure out how to build support systems that actually work. This episode is packed with real talk on hiring, trust, and running a growing insurance business without burning out. Tune in for an honest conversation about leadership, boundaries, and what it really takes to scale in the Medicare space. #InsuranceBusinessBabes #MedicareAgent #LOA #InsuranceAgency #WomenInInsurance #MedicareAdvantage #AEP #InsuranceLeadership #WorkLifeBalance #SmallBusinessHiring

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  Insurance Business Babes

  Special Guest Laura Winningham: How to Sell Deep, Handle Commission Cuts, and Stop Losing Cancer Policy Sales

  Aug 3, 202635 min

  Joanna's out this week, but Kathy is joined by a special guest, Laura Winningham, a dynamic Medicare and short-term care specialist Kathy met at one of Joanna's events. Laura brings a masterclass in mindset and sales strategy for agents navigating a shrinking-commission world. Laura opens with a message every agent needs right now: don't absorb commission cuts into your identity. Instead, pivot and the way you pivot is by selling deep to every client instead of being a "one-trick pony." She walks through her exact phone script for setting client expectations before ever quoting a plan, why she "sets the table" early so clients ask her for the gap coverage instead of the other way around, and how staying focused on one go-to product per category (instead of chasing every shiny new offering) builds real confidence and results. The conversation dives deep into a specific home healthcare/short-term care policy that pays out for prescription costs, physical therapy, and skilled nursing, including real client stories, how the prescription rebate actually works, and where agents commonly trip up on the claims process. Laura also shares the exact language she uses to reframe long-term care conversations, why she brings up cancer coverage again and again even after being told no, and the tough personal story that shaped how she talks to clients about calling out their own excuses, with love. In this episode: Why commission cuts shouldn't change how you run your business The exact phone script Laura uses to set client expectations before quoting a plan Why picking ONE go-to product per category beats offering "everything" How a home healthcare short-term care policy can pay clients back more than they pay in The claims process most agents don't explain to clients upfront Why Laura brings up cancer coverage on the first, second, and third "no" The mindset shift that turns objections into "let's get you enrolled" If you've ever hesitated to bring up a product a second time after a client said no, or you've been a one-product agent wondering how to start cross-selling, this episode is packed with real scripts and real stories you can use today. Follow Insurance Business Babes so you never miss an episode.

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  Insurance Business Babes

  Non-Commissionable Products Are Coming for MedSup Too | Here's How to Protect Your Book of Business

  Jul 27, 202631 min

  Kathy and Joanna catch up after a whirlwind few weeks, Platinum Pipeline 2.0 recap, a solo flight with baby Harmony, and Joanna finally opening her own short-term care policy after sitting on the advice for years. Then they get into the topic every Medicare agent needs to hear before AEP hits: non-commissionable products are no longer just a Medicare Advantage problem. Humana and UnitedHealthcare have already gone non-commissionable in parts of the country, Blue Cross Arizona is forcing agents to move contracts to get paid, and now MedSup carriers are starting to follow. Kathy and Joanna talk through what this actually means for independent agents, why "staying in your county" isn't a safe strategy anymore, and how diversifying by location and by product line is the only way to protect your income long-term. They also get real about the tools they've dropped (Connecture, RetireFlow), the workaround Kathy's using now that Medicare.gov data isn't reliable, and a compliance detail a lot of agents don't realize: you don't need a signed Scope of Appointment to talk about health products like dental, vision, or short-term care during a Medicare meeting. In this episode: Platinum Pipeline 2.0 recap, the speakers, the lessons, and what Joanna's implementing from it Why non-commissionable Medicare Advantage plans are just the beginning MedSup carriers going non-commissionable in states like New York Thinking beyond your county (or even your state) to protect your business Why Kathy dropped her "free quote" service using Health Sherpa and Medicare.gov The compliance rule most agents don't know about health product cross-selling Joanna's personal story on why every client, even MedSup clients, should be offered a cancer policy If you sell Medicare and you haven't thought about what happens when your best-selling plans stop paying commission, this episode is your wake-up call. Follow Insurance Business Babes so you never miss an episode.

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