How to Get More Medicare Clients Through Relationships & Referrals

What if you could build a thriving Medicare business without constantly buying leads?

In this episode of the Medicare Sales Playbook, Dallas Keithley sits down with Kelsey Hentzen and Don Chapman of the Askins Insurance Team to unpack how they've grown their businesses through relationships, referrals, seminars, and deep involvement in their local communities.

Kelsey and Dawn share how they've added roughly 100 clients per year while building a business around serving seniors—not just selling to them. From volunteering at senior centers and participating in community events to asking existing clients for introductions, their strategy starts with one simple question:

"How can we help?"

You'll also hear how they:

Get into senior centers and other community organizations

Generate referrals without making the conversation feel awkward

Turn community service into long-term relationships

Cross-sell naturally by listening to what clients actually need

Work seminars together while fairly dividing opportunities

Balance growing Medicare businesses with raising families

Use mentorship, teamwork, and support to accelerate their success