Introduction:
If you’re a new or struggling Life & Health insurance agent, you don’t need more hype or vague motivation, you need a real system. One that shows you how to consistently find prospects, which products to start with, and when to scale your skills and offerings. Most importantly, you need a system that will help you replace your current income and get past the your first 6–12 months as a licensed agent.
Backed by years of real-world agency experience, this 5-year guide has helped agents across the country go from unsure to unstoppable. Whether you’re focused on Medicare Supplement, Final Expense, Hospital Indemnity, or eventually Annuities, this guide gives you the exact path to follow.
This is one of the most cost-effective ways to find people turning 65 near you. It shows you mapped households with T65s so you can door knock or drop compliant flyers.
Important Compliance Note:
You cannot use this app to prospect for Medicare Advantage under CMS rules. You can use it for:
Medicare Supplement
Final Expense
Hospital Indemnity
Cancer, Heart, Stroke
Life Insurance
App Store Link:
iOS: Turning 65 Locator
Android: Turning 65 Locator
Shadowing a local top producer for even half a day can shave months off your learning curve.
Ask:
Can I observe how you open and close?
Can I listen to a call or sit in on a meeting?
What’s your daily activity goal?
You don’t need to reinvent the wheel—borrow their playbook and adapt it to your market.
Especially in rural or underserved areas, door knocking is still incredibly effective. Use the T65 Locator or local list services to build your routes.
Resources on Compliance and Scripts:
Senior expos, retirement planning nights, community breakfasts, and library Q&A sessions are all opportunities to build a presence.
You’re not there to hard-sell—just build awareness and collect contact info. The goal is to stay top of mind and follow up.
Prospect daily
Knock 100+ doors a week or attend 2 local events
Reach 10–20 new prospects weekly
Master 1–2 products (Med Supp, HIP, or Final Expense)
Schedule 3–5 appointments weekly
Most agents quit right before they hit stability. If you’ve made it to year two, the key is consistency.
You’re still prospecting daily, but now your early clients are generating monthly renewals.
This is the time to build systems:
Use a CRM like GoHighLevel or HubSpot Free CRM
Automate birthday reminders, annual policy reviews, and follow-ups
Track retention and lapse rates
Pro tip:
Don’t stop working just because you’re “doing okay.” Keep pushing until your renewals alone cover your basic living expenses.
By now you should be doing annual reviews. Use them to:
Identify gaps (no cancer coverage, no final expense)
Upgrade policies (Plan N to Plan G, $250/day HIP to $500/day)
Ask for referrals (every satisfied client knows someone)
Training Resource:
How to Run a Medicare Policy Review – RitterIM
You’ve mastered a few products, built a client base, and have income coming in whether or not you close a deal today. Now it’s time to:
Add ancillary products (dental, vision, cancer, accident)
Learn how to sell over the phone or via Zoom
Train or mentor junior agents
Explore adding back-office support or hiring a virtual assistant
At this stage, referrals should start to flow in.
Incentivize:
Leave-behind cards
Client thank-you programs
Google reviews in exchange for birthday calendars, coffee gift cards, etc.
Referral Training Resource:
10 Proven Referral Tips for Insurance Agents – EverQuote
You’ve earned trust. You’ve built relationships. Now it’s time to add higher-value conversations to the mix.
Annuities, MYGAs, IULs, and legacy planning can 5x your revenue per client.
When is someone ready for an annuity conversation?
They’re retiring or recently retired
They’ve rolled over a 401(k) or IRA
They’re worried about market loss
They want guaranteed income
By year five, your personal brand matters.
Build a Facebook Business Page
Launch a simple website or landing page
Record 60-second product explainer videos
Claim your Google Business Profile
If you commit to this path, you won’t just survive in the insurance industry—you’ll thrive. You’ll own your time. You’ll build real equity in your book. And you’ll stop worrying about chargebacks, slumps, or commissions drying up.
Print this. Follow it. Track it. Teach it.
And 5 years from now, you’ll be glad you didn’t jump ship in month six.
Brokers Fidelity
Phone: 913-374-1550
Email: hello@brokersfidelity.com
Address: 400 S Kansas Ave, Topeka, KS 66603