Most insurance conferences are glorified trade shows. Carriers push products, lead vendors sell leads, and agents walk out with nothing they can actually use. The IAD Sales Summit was built to be different, and the agents who attended felt it immediately.

Chris Orestis and Filip Lundstedt join the Direct Insurance Podcast the day after the IAD Sales Summit to break down what made it different, what agents walked away with, and what is coming next for Insurance Advisors Direct.

In this episode:

• Why most insurance conferences are conventions in disguise, and what a real one looks like
• How the IAD Sales Summit delivered actionable ideas agents could implement within 90 days
• Why nobody was staring at their phones, and what that says about the content
• How the conference workbook challenged agents to honestly assess where they really are versus where they think they are
• The 7 Whys process, and why drilling down to the real reason behind a decision changes everything
• Why knowing your numbers and what they point to beats throwing statistics at people
• How IAD plans to go deeper in future events, beyond sales into building a complete business
• Why the goal is to train agents to be complete business people, not just product pushers

About the guests: Chris Orestis is the President of Retirement Genius, an information and resource platform that helps people build a well balanced retirement. Filip Lundstedt is an insurance agency owner and AI implementation expert who helps agents build smarter, more efficient practices using artificial intelligence. Both presented at the IAD Sales Summit.

Connect with us:

Website: www.iadbrokerage.com

Phone: 800-381-0977

YouTube: www.youtube.com/@iadbrokerage

Facebook: www.facebook.com/InsuranceAdvisorsDirect

LinkedIn: www.linkedin.com/company/insurance-advisors-direct-agency

TikTok: www.tiktok.com/@insuranceadvisorsdirect

That wraps up Season 3!

New episodes return next season, so subscribe and you will not miss the start of Season 4!

Medicare Advantage is contracting fast. Carriers are pulling out of markets, cutting benefits, and reducing commissions. The agents who built their entire practice around Medicare Advantage with no plan B are about to feel it in their paycheck.

Harley Gordon, attorney and creator of both the CLTC and the new Certified Medicare Supplement Professional designation, joins the Direct Insurance Podcast to break down what agents need to do right now to protect their practice, and why moving from product selling to advice giving is the only sustainable path forward.

In this episode:

• Why Medicare Advantage is undergoing massive changes, and what it means for agent commissions
• The Certified Medicare Supplement Professional designation, and how it elevates an agent's practice
• How to shift from selling Medicare products to conversations about IRMAA, long term care, hospital indemnity, and final expense
• Why agents who stop talking about products and start giving advice get more referrals
• How one agent generates 93% of his revenue from centers of influence referrals
• Why financial advisors, estate planning attorneys, and CPAs will send you business if you speak their language
• How an extended care event disrupts a financial advisor's entire business model, and why that opens the door
• Why production rose 25% when agents completed the CLTC course

About the guest: Harley Gordon is an attorney in Massachusetts and co-founder of the National Academy of Elder Law Attorneys. He created the Certified in Long Term Care (CLTC) professional designation and the new Certified Medicare Supplement Professional designation to help agents build deeper, more profitable practices based on advice rather than product sales.

Connect with us:

Website: www.iadbrokerage.com

Phone: 800-381-0977

YouTube: www.youtube.com/@iadbrokerage

Facebook: www.facebook.com/InsuranceAdvisorsDirect

LinkedIn: www.linkedin.com/company/insurance-advisors-direct-agency

TikTok: www.tiktok.com/@insuranceadvisorsdirect

New episodes every week. Subscribe so you never miss one.

Most agents try to sell long term care insurance by leading with statistics, risk, and charts. That works on two types of people: those who already know they need it, and those who have watched a family member go through it. For everyone else, especially healthy men with no prior experience, it almost never works. The conversation has to change completely.

Harley Gordon, attorney and creator of the Certified in Long Term Care (CLTC) designation, joins the Direct Insurance Podcast to break down why selling long term care as a product is the wrong approach, and what the conversation that actually closes looks like.

In this episode:

• Why traditional long term care sales fail with the most common type of prospect
• How to shift the conversation from risk based to consequence based
• Why the sale has nothing to do with the client and everything to do with his family
• A live role play of the CLTC conversation that closes without feeling like a sale
• Why a client can say he will never need care and still buy the policy
• How the CLTC designation teaches agents to create a plan instead of sell a product
• Why insurance agents deliver checks when everyone else delivers bills
• How a documented 25% increase in production followed agents completing the CLTC course

About the guest: Harley Gordon is an attorney in Massachusetts and co-founder of the National Academy of Elder Law Attorneys. He created the Certified in Long Term Care (CLTC) professional designation, which has become an industry standard for agents and advisors who want deeper, more effective conversations about extended care planning.

Connect with us:

Website: www.iadbrokerage.com

Phone: 800-381-0977

YouTube: www.youtube.com/@iadbrokerage

Facebook: www.facebook.com/InsuranceAdvisorsDirect

LinkedIn: www.linkedin.com/company/insurance-advisors-direct-agency

TikTok: www.tiktok.com/@insuranceadvisorsdirect

New episodes every week. Subscribe so you never miss one.