GET ‘CLOSED!’ Inside HPM’s New Podcast
There’s a seemingly endless supply of podcasts on YouTube, but HPM has one that will make your life as an agent easier, more efficient, and more supported than ever before. Launched in October and hosted by HPM’s Justin Jacobs, “Closed!” is a series devoted to helping agents “win without burning out.” Jacobs offers practical (and often frank) real-world advice and perspectives on everything from time management to providing lifetime value to clients. Designed to help agents embrace a better work-life balance in a competitive and often complex marketplace, the first handful of “Closed!” episodes posted during Q4 explore ways agents can successfully tackle the ups and downs of the Annual Enrollment Period (AEP). Archived on HPM’s official YouTube channel (YouTube.com/@ healthplanmarketsorlando) , and worth a watch regardless of the time of year, these Q4 videos explore subjects including (but not limited to) the following: • The top five mistakes agents make during AEP
• The downside of “window time” • Scaling visibility without violations • How to maintain energy during a challenging cycle
“Closed!” topics slated for Q1 include client services, improving retention, and turning client concerns into opportunities for greater loyalty. Whether you watch them in your free time or on your lunch break, every episode will give you wisdom and inspiration to guide you to your next success. Excel with ease and work without wearing out. Scan the QR code to subscribe to the HPM YouTube channel, and open your mind to “Closed!”
• The most critical metrics to follow • Daily habits that define elite agents • How to organize your clients for speed and service • Working in your underwear (yes, working in your underwear) • Objections handling during Medicare sales
Retention Strategies Are Your Key to Success
KEEP CLIENTS COMING BACK TO YOU
Building a strong Retention Strategy is essential to growing your customer base, not only to keep existing clients but also to generate steady referral opportunities that fuel year-round sales. Why a Retention Strategy Matters 1. Protect your AEP Book of Business. Stay connected with new customers through consistent follow-ups to reinforce trust and prevent avoidable disenrollments. 2. Create a steady stream of referrals. A retention-focused mindset encourages brokers to regularly ask satisfied clients for referrals, one of the most effective ways to drive new business. 3. Reduce compliance risks. High disenrollment rates can trigger compliance concerns for both agents and health plan partners. Strong retention is correlated with fewer issues, creating a healthier business environment for everyone involved. 4. Minimize rapid disenrollments. Ongoing engagement significantly lowers the likelihood of members disenrolling within the first 90 days. Early touchpoints help address confusion before it becomes a cancellation. 5. Secure consistent renewals. Loyal clients lead to stable renewals and dependable renewal income, giving you long-term peace of mind.
Taking exceptional care of your customers is the foundation of sales growth. Clients depend on you to explain their coverage, guide them through renewals, and help avoid unexpected costs. Regular check-ins, clear explanations of plan changes, and timely reminders build trust and reinforce your role as a reliable advisor. Use the ‘Touch Base in 3’ approach: Connect with clients three days after enrollment to ease concerns and prevent cancellations before the effective date. From there, follow a 30-60-90-day outreach cadence to maintain engagement during the critical early period. Fast, respectful issue resolution is equally important. When clients encounter billing problems, network confusion, or claim denials, your ability to step in and advocate for them can transform a stressful moment into a loyalty-building experience. These moments often determine whether a client stays long term. HPM’s CRM system supports your retention efforts with built-in automation for lead capture, client and task management, digital SOAs, automated touch campaigns, and more, making it easier than ever to stay connected. At its core, retention is about building lasting relationships rooted in reliability and care. When brokers communicate proactively, personalize recommendations, and stay engaged throughout the year, clients feel genuinely valued, not just insured. The result: stronger loyalty, more referrals, and a thriving book of business built on trust.
2 • AskHPM.com
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