Juan Batista has held sales roles for 20 years. But for the last 13 years, as a Medicare specialist, he would tell you that his job has shifted to helping and educating versus selling. As an agency leader in Central FL, Juan also spends time assisting and developing the other producers within his agency. And he loves every part of it.

Juan began his sales career in the telecommunications industry. His naturally competitive spirit made him a good fit, but he was also quick to learn from top producers at the company. He studied their approach, matched their work ethic, and quickly joined those he studied.

Getting Noticed
In 2007, Juan’s sister recognized how he was excelling in the role, and suggested he come work with her at Wellcare’s Medicare Team. Juan was intrigued and decided it was time for a change. He took to it immediately and enjoyed the time and experiences gained there.

“I loved it the moment I came into the insurance industry. I loved working with seniors. I loved working in the field. I could just go out and meet with people, and help them find what’s best for them.”

Juan quickly embraced the role of approaching prospects as more of a consultant than a salesperson. He again studied what the top agents were doing and found himself implementing many of their strategies.

By 2009 he’d qualified for the company’s President’s Club.

A Wanted Man
Juan began to get in a groove at Wellcare, but soon a new Medicare plan was moving into the Central Florida market, and he was given an opportunity to help them launch, which Juan accepted.

After two years, he was then offered an advancement opportunity with yet another new Medicare plan, entering the ultra-competitive Florida Medicare market. By 2018, Juan was becoming an expert in the field of Medicare Advantage marketing.

Confidence grew, and Juan was making a great career for himself. However, he began to observe independent agents helping seniors in ways that he could not. As a captive agent, he was unable at times to provide the most appropriate product for the prospective client.

“My main goal was to help people, and found that my plan wasn’t always what was best for them,” he said.

Juan decided to take the leap and become an independent agent. He decided he wanted to approach his life and business with a new mindset and launched “Fresh Start Health Plans” operating as a producer and agency principal.

In just two years, Juan has grown the agency to 15 producers. He likes to bring in a good balance of new and experienced brokers, and pair them together as a developmental tool for those just starting out in the business.

“I have surrounded myself with good people and have been careful with who I bring into our agency. I want to make sure that the culture we have is a family culture, and people look out for one another,” he said.

Juan is a big proponent of provider marketing and encourages his team to build relationships with physician offices. To be successful, it is a matter of consistency.

“You have to be there once or twice a week in order to maintain that relationship,” he said.

With current conditions as they are, office visits and other traditional marketing techniques are getting harder to come by. So, Juan is turning his attention to the internet and social media. He recently had an Instagram influencer make a commercial for his agency that quickly garnered over 100,000 views and shares. He has already received a few leads from the endeavor. He also has a website being built.

“For this AEP, we will have to rely on technology more than ever,” he said.

No matter what the situation, Juan studies the landscape and adjusts accordingly.

“I’m a student of this business. I’m always learning.”
 

Date: Thursday, August 20
Time: 3PM EST