Topflight Founder and CEO Joanna Wyckoff joined David Denning on The Modern Insurance Agent Podcast to talk about how independent Medicare agents can reinvent themselves as full-service life and health agents, and how AI and smart marketing are changing what it takes to compete.

Joanna shares her journey from the Air Force and Social Security to building a Medicare FMO from scratch in under two years, without private equity or an inherited downline. She explains why she leads with value instead of recruiting, why agents need to use their entire license, and how she uses AI tools to save time, catch missed commissions, and run her business more efficiently.

In this episode:
00:00 – Intro
01:21 – Meet Joanna Wyckoff
03:12 – From the Air Force and Social Security to insurance
08:17 – Starting the Insurance Ladies Facebook group
16:39 – Building an FMO by leading with value
19:32 – How carrier changes are affecting agents
24:51 – Why agents can’t just be Medicare agents anymore
25:47 – Getting past the stigma around sales
33:22 – Helping clients fill coverage gaps
36:58 – Advice for agents making the full-service shift
42:46 – How AI and automation are changing the business
50:53 – The biggest myth about Medicare compliance
53:09 – The long-term value of renewals
58:23 – Where to connect with Joanna

Credits [Special Episode]:
This episode originally aired on The Modern Insurance Agent Podcast, hosted by David Denning of Jumpstart Go.

All rights and credit belong to David Denning and The Modern Insurance Agent Podcast. Listen to more episodes and find the show notes at jumpstartgonow.com/podcast

For agent education purposes only. This is not intended for Medicare beneficiaries.

Subscribe for more real talk on growing your insurance business.

Questions or a topic you want covered? Reach out, we read everything.

Host: Joanna Wyckoff
Guest: David Denning
Insurance Business Babes is owned by Cmed LLC.

Your clients might qualify for PACE, and they may not even know it.

Joanna sits down with Samantha, a licensed agent, PACE expert, NABIP Medicare Advisory Group member, and founding board member of Trusted Healthcare Alliance, to explain the Program of All-Inclusive Care for the Elderly (PACE). It isn’t Original Medicare and it isn’t Medicare Advantage. It’s a separate program built for people who need nursing home level care but want to stay at home.

In this episode:

→ What PACE is and who qualifies (55+, nursing home level of care, living in a service area)

→ The 11-role interdisciplinary care team that coordinates everything

→ Prescriptions with no formulary, transportation from trained staff, meals, respite care, and DME

→ How agents can contract with PACE organizations and still get paid

→ Why agents shouldn’t fear “losing” clients to PACE

→ Caregiver burnout, loneliness, and the case for helping people age in place

If you serve dual-eligible or high-need clients, this conversation changes how you think about your role.

Chapters:
00:30 Meet Samantha
01:09 What is PACE?
03:13 Prescriptions & benefits
05:20 The 11-role care team
10:39 How agents get paid
13:13 Who qualifies
17:43 What PACE covers
29:22 How PACE is funded
32:02 Medicare-only enrollment & cost
33:30 Loneliness & aging in place
42:27 Marketing rules for PACE
48:00 Why agents should embrace PACE

#Medicare #PACE #InsuranceAgents #MedicareAgent #DualEligible #AgingInPlace #InsuranceBusinessBabes
Subscribe for more real talk on growing your insurance business.

Questions or a topic you want covered? Reach out, we read everything.

Host: Joanna Wyckoff
Guest: Samantha
Insurance Business Babes is owned by Cmed LLC.

Your PDP clients need a plan review this AEP, but what if you can't (or don't want to) do every one yourself?

Joanna and Kathe sit down with Melinda Caughill of HeyMOE, a Part D plan comparison tool built to help Medicare beneficiaries review their drug plans with confidence. Melinda breaks down how agents can point clients to a self-serve option without losing the relationship.

In this episode:

- What "HeyMOE" actually stands for

- How clients use HeyMOE and why it catches errors [Medicare.gov](http://medicare.gov/)

doesn't- Drug entry flags: levothyroxine tablets vs. capsules, metformin combos, OTC drugs, and Part B drugs

- Brand vs. generic toggles and seeing real-time savings

- Why comparing 20 local pharmacies can save clients hundreds

- How the agent affiliate program and dashboard work

- Client data privacy: does Hey Moe sell consumer data?
> > Chapters
> > 00:00 Intro: three PDP review options for your clients
> > 02:30 Welcome, Melinda Caughill
> > 03:18 What "HeyMOE" stands for
> > 04:16 How HeyMOE works for clients
> > 05:32 Signing up as an agent affiliate
> > 08:09 How the affiliate fee works
> > 09:48 Plan data and suppressed plans
> > 11:45 Drug entry guardrails
> > 18:37 2027 drug rules and biosimilars
> > 19:51 GLP-1s and the bridge program
> > 22:42 Part B drug flags
> > 25:22 Viewing your clients' results
> > 30:00 Pharmacy savings across 20 locations
> > 35:20 Future pricing for current subscribers
> > 39:38 Does HeyMOE sell client data?
> > 42:00 Wrap-up
Become a HeyMOE affiliate: https://certifiedmedicareagents.com/heymoe
Subscribe for more real talk on growing your insurance business.

Questions or a topic you want covered? Reach out, we read everything.
#InsuranceBusinessBabes #MedicareAgent #MedicareSeminars #InsuranceMarketing #AgentLife

Host: Joanna Wyckoff and Kathe Kline
Guest: Melinda Caughill
Insurance Business Babes is owned by Cmed LLC.