Check out our latest newsletter!
“Serving Those that Serve Others”
(844) 696-3975 · AskHPM.com
EDITION 2 Q4 2025
THE DISRUPTION DRIVE A Guide to Q4 Growth
Welcome to the busiest, most disruptive and, with some luck, the most prosperous time on our calendars.
This is my 20th year in health insurance sales, so I’m well aware that Q4 is a hectic period for our industry. That fact is comforting and concerning. On a positive note, the cyclical nature of our work helps agents prepare for October through December in advance every year. However, this particular Q4 promises to be highly volatile, perhaps at the same rate as we saw in the previous four or five years or even higher. The recent passage of the One Big Beautiful Bill will affect Medicare, the Affordable Care Act (ACA) business, and how people enroll. The most significant change to the ACA will be the verification requirements for citizenship and residency, which will inevitably decrease qualifications. Agents need to pay close attention to the impact of the bill and the new rules with the Centers for Medicare and Medicaid Services and the ACA as they go into the open enrollment period. While it will undoubtedly be another disruptive season for Medicare, I suspect there will be richer benefits than last year, which could lead plans to become more competitive and agents having much more work in the coming months. So, what does this all mean for your business? Well, one thing is for sure: You will have a lot to tackle and manage this quarter, but you do not have to do it alone. Here at Health Plan Markets, we’ve developed a robust collection of tools and resources to help you better navigate the road ahead. First, our weekly Monday morning conference calls, which will continue through the enrollment period, will provide up-to-the-
minute news and guidance on how to make the most of the week ahead. Additionally, our blog at JoinHPM.com/hq will feature regular articles with essential content, and our HPM Shop for Medicare has excellent AI capabilities that enable you to perform plan comparisons quickly. I urge you to utilize our resources as often as possible and contact us with any questions or concerns. This isn’t a time to stay on the sidelines; you must stay active in the game. Most importantly, you should contact current and prospective clients as soon as possible and avoid favoring one category. I can’t stress enough how important it is to balance your growth potential with retention. As you work to expand your client list, never let your existing ones feel abandoned. Also, remember that consumers have become increasingly savvy in recent years, and their expectations are rising along with competitive saturation. Technology has enabled consumers in virtually every industry to receive information and services quickly, and they’re not about to accept anything less. You have no choice but to be more responsive than ever before. Addressing all the changes occurring in health care and fulfilling clients’ needs may be a hefty task right now, but the good news is that disruption equals opportunity. I wholeheartedly believe that the agents who align themselves with change and remain in the race will win a lot of business this quarter, and we’re here to help you get there. This could be the best quarter you’ve ever had; all you need to do is stay informed, take advantage of our resources, and let us know if you need anything.
WHAT DO YOU THINK OF OUR NEW NEWSLETTER? PLEASE CONTACT US AT SUPPORT@ASKHPM.COM WITH FEEDBACK AND SUGGESTIONS FOR FUTURE CONTENT.
Let’s make this Q4 not just manageable, but remarkable.
—Justin Jacobs
(844) 696-3975 • 1
Workload and Wellness Tips for Avoiding a Multitasking Meltdown
A full plate may mean good business, but it rarely leads to a clear mind.
that you can’t be disturbed if the door to your home office is closed, and encourage them not to let your absence at dinner dampen their spirits.
Now that you’re knee-deep in the most demanding time of year, you may feel overwhelmed by the tasks presented to you. After all, you’re pushing to sell products while maintaining empathetic and supportive relationships with clients experiencing health concerns, and you’re juggling goals and deadlines within a small window of opportunity. When family obligations and the coming holiday season are added to the mix, thriving through Q4 can seem insurmountable. Here are two tips for mastering the logistical long game while maintaining a healthy work-life balance. Be fair to your family. When 12- to 16-hour workdays are common, your loved ones may wonder where you went! When work demands make you a lone wolf, keep your family in the loop on your commitments and ask for their understanding and support, especially if they’re new to the Q4 crunch. Make sure they know when you require complete concentration on your work, for example,
Keep your calendar calm. Being productive should be your highest priority, but putting aside personal matters to maintain your work performance can be hazardous. Even the most exceptional agents deserve a haven from the hustle, and scheduling time away well in advance will help you get away from the grind without guilt. Block off all upcoming personal trips and holiday events immediately, as no client wants to hear you need to cancel a meeting because you forgot you were going on vacation. Additionally, setting reasonable and non- negotiable boundaries with your clients, such as informing them that you’re unavailable on Sundays, can help you better incorporate much-needed rest into your routine.
You should strive to be as accessible as possible to your clients, but it is equally important to be present for your loved ones and yourself. UNLOCK MORE SALES WITH WARM LEADS! Supercharge Your Medicare Advantage & ACA Production
Brokers, the easiest way to grow your book of business is by connecting with prospects who are already looking for you. That’s exactly what the HPM Inbound Leads system delivers! Instead of cold calls and wasted hours, you’ll be working real opportunities: individuals who have shown interest and are ready for guidance. With pricing starting at just $17 per lead, this is one of the highest-ROI tools available right now. Since they are calling in, you don’t have to wait to enroll prospects. Skip the “hunt” and go straight to helping clients Increase your closing ratios by working with motivated leads Save valuable time and focus on enrolling, not chasing GETTING STARTED IS SIMPLE: 1. Scan the QR Code in this newsletter 2. Or visit HPM HQ > Marketing > HPM Inbound Leads 3. With just a few clicks, you’ll have fresh leads flowing into your pipeline, giving you the edge to hit (and exceed!) your sales goals this season.
SCAN ME! HPM Inbound Leads system
⚡ Don’t wait! Every day you delay is another sale missed.
Fuel your success with the HPM Inbound Leads System today!
2 • AskHPM.com
Published by Newsletter Pro • NewsletterPro.com
A CLICK TO CLARITY Why You Need to Use This QR Code
Here’s why you need to use our HQ QR code today: 1. Contracting (What plan do you need?) 2. Enrollment Tools
• HQ has a link to the HPM Shop. • HQ has a link to HealthSherpa.
3. Commission Tools 4. HQ Marketing
• Catalog (pre-approved, customizable CMS flyers) • Direct Mailer • Event Request Form to help market your event • Event Swag
Beyond the Boom BUILD SUCCESS AFTER THE BUSY SEASON
5. Learning
• Carrier Training • HPMu
• Monday Call Link • Training Calendar • Webinars 6. Resources to help you receive the latest updates on the industry 7. Spark Platform Also, look forward to the new HQ Lead Program coming before AEP 2026!
SCAN ME! HPM HQ
Busy seasons don’t last unless you let them.
Even as the last three months of 2025 bring plenty of work, top-producing agents may still have free time when the Annual Enrollment Period (AEP) ends. After taking well-earned time to breathe, you can use these welcome windows of opportunity to build your book of business further. Here are three ways to use downtime to develop more sales. Start at the start. If you’re fortunate enough to find open spaces in your calendar toward the end of the year, calling all your clients again couldn’t hurt. If a client expresses how satisfied they are with the great work you did for them, ask for a referral. If you offer to review a client’s plan in person, ask if they can bring along a friend. Maintaining a satisfied client base creates a greater network for new leads, as your clients are apt to recommend you to people they know if you’ve done a great job. Tweak your 12-month plan. Although specific times are busier than others, successful agents understand that selling is a year-round responsibility. If you start seeing daylight at the end of a particularly demanding period, use that time to visit with physicians who may have leads for you. You should also consider embracing your community more and checking around for neighborhood events to attend. There’s never a shortage of fairs, festivals, holiday events, and other gatherings that can place you in direct contact with new clients to serve. An afternoon or evening spent strolling through a local spot and informing people there’s still time for you to help them with their insurance needs can be infinitely more effective than calling folks from your office phone. Let us lift you. Numbers don’t lie, and HPM’s recordkeeping indicates that agents who use our services — from our AEP survey reporting to our Customer Relationship Management (CRM) system — move through their book of business more efficiently during Q4. Please contact us today for guidance and support in clearing your current workload faster and securing more business than ever before.
HPM TRAINING CALENDAR It’s never too late to learn! Please join us at these weekly and monthly HPM training events. (Note: All events are held in Eastern Standard Time.)
MONDAY 9 a.m.: “Monday Morning With Justin” and a Special Guest (Virtual)
WEDNESDAY 9:30 a.m.: “Ask Al” (Virtual)
FRIDAY 9:30 a.m.: “HPM Selling Tools With Tom Ryan” (Virtual)
LAST THURSDAY OF EVERY MONTH Advisor Training (In-Person) Various locations around Orlando.
Keep one foot in the field and one foot in the classroom! Challenge yourself to learn every week! Contact us at Support@AskHPM.com if you need specific training.
SCAN ME! Training Calendar
(844) 696-3975 • 3
PRST STD US POSTAGE PAID BOISE, ID PERMIT 411
PO Box 162916 Altamonte Springs, FL 32716 (844) 696-3975 AskHPM.com
Inside This Edition
“Serving Those that Serve Others”
1 2
Compete, Connect, Conquer
Schedule With Sureness Discover the Power of Warm Leads
3
Post-Peak Power Essential Events: Engage, Explore, Expand
4
Turn Rejection Into Returns
TURNING “NO” INTO NEXT STEPS:
Mastering Medicare Sales Objections
• “I’m happy with my current plan.” → Acknowledge loyalty, then highlight what’s new this year and offer a quick comparison. • “I’m healthy, I don’t need it.” → Stress prevention, financial protection, and peace of mind. • “Just send me info.” → Provide a summary, but suggest a quick call to personalize details. With preparation and practice, objections become stepping stones, not stumbling blocks. Remember: Stay calm, lead with empathy, and always connect back to value.
Objections aren’t rejections, they’re opportunities. When a prospect pushes back, it often means they’re engaged and simply need more clarity or reassurance. By shifting your mindset, you can turn resistance into trust and momentum.
WHY OBJECTIONS HAPPEN • Lack of Trust: “Do I believe this person?” • Lack of Need/Value: “Why do I need this?” • Lack of Urgency: “Why now?” • Cost Concerns: “Can I afford this?” • Resistance to Change: “I’m comfortable where I am.”
THE LAARC METHOD 1. Listen: Don’t interrupt. Let them fully explain. 2. Acknowledge: Show empathy: “I understand how you feel.” 3. Ask: Clarify to uncover the real concern. 4. Respond: Address their issue with benefits, value, or comparisons. 5. Confirm: Check that their concern is resolved. HANDLING COMMON OBJECTIONS • “It’s too expensive.” → Reframe around value and savings vs. future costs. • “I need to think about it.” → Create urgency around enrollment deadlines and offer a short follow-up.
4 • AskHPM.com
Published by Newsletter Pro • NewsletterPro.com
Page 1 Page 2 Page 3 Page 4Made with FlippingBook Ebook Creator