What does it take to go from struggle… to 365 apps in a single AEP?

In this powerful episode of the Medicare Sales Playbook, host Dallas Keithley sits down with Keith Laferriere of Care Connect Insurance Advisors in Bradford, New Hampshire — and this one goes way beyond production numbers.

Keith breaks down:

• How he generated 365 apps during AEP

• His exact Medicare seminar system (4,000 mailers → ~80 attendees → 35–40% appointments)

• Why simplifying Medicare is the key to standing out

• How to thrive when carriers decommission plans

• The mindset shift that turns setbacks into opportunity

• His personal journey from addiction and adversity to leadership and impact

This isn't just about Medicare sales.

It's about:
✔ Systems
✔ Consistency
✔ Faith
✔ Accountability
✔ And refusing to let your past define your future

Keith shares his "FOCUS" framework:
Faith. Opportunity. Consistency. Utilization. Service.

If you're a Medicare agent looking to build predictable production…
If you're struggling with mindset…
If you need proof that transformation is possible…

This episode is for you.

👉 Want a copy of our Long-Term Care webinar mentioned in this episode?
Email: dallas.keithley@medicaresalesplaybook.com

👉 Interested in Medicare Sales Playbook Training Days?
Check the website for upcoming cities starting in Charlotte, NC this March.

If this episode encouraged you, comment below and let us know what stood out most.

👍 Like.
🔔 Subscribe.
📩 Share with an agent who needs this message.

Dallas Keithley is back on the mic with an episode built for agents who want to level up in the middle of chaos.

In this conversation, Dallas sits down with Casey Peterson and Lee Wilson from Teton Medicare (Idaho Falls and Pocatello, ID) — two former competitors who merged agencies and turned that partnership into massive momentum. They break down what happened during a wild AEP (including major plan disruption in their market), how they stayed calm, how they pivoted fast, and what it actually takes to build a real Medicare business that lasts.

You'll hear:

• Why adaptability is the difference between agents who survive and agents who win

• What it looked like to handle major market shifts while protecting clients and team culture

• The mindset behind betting on yourself, reinvesting, and "doubling down" on what works

• Marketing moves that produced growth (and a few that absolutely didn't)

• Why hiring help before you feel ready can change everything

• How they think about culture, recruiting, and hiring the right people

• The importance of knowing your why and building a business that still protects your family time

If you've ever felt stuck at a comfortable level — or overwhelmed by changes you can't control — this episode will help you reset your mindset, get strategic, and move forward.

📩 Questions or want to connect? Email us: dallas.keithley@medicaresalesplaybook.com
👇 Drop a comment with:
• A topic you want covered
• A guest you want us to interview
• What stood out most from Gabe's story

👍 Like • Subscribe • Turn on notifications so you don't miss the next episode

Two years in, and we're still blown away by what this business can do—both for agents and the clients we serve. In this episode of the Medicare Sales Playbook, Matt Smith sits down with Gabe Cordova, owner of LifeMark Advisors in Mount Vernon, Missouri.

Gabe shares his unexpected path from full-time ministry into Medicare, including the first client who showed him exactly why this work matters. We talk about what it really takes to succeed early on (spoiler: it starts with getting in front of people), why diversifying your product focus is non-negotiable, and when it actually makes sense to start recruiting agents.

We also dig into something every agent feels at some point: this can be a lonely industry—and why building a real community (where people know you care) is often the difference between burnout and long-term success. Plus: Gabe's weekly cadence for team culture, bringing family into the business, and what's next for LifeMark as they expand into a new facility.

If you're new, stuck, or building a team—this one will hit home.

📩 Questions or want to connect? Email us: dallas.keithley@medicaresalesplaybook.com