Liana Vila has been in the Medicare sales business long enough to have learned a thing or two about making the most of the Annual Election Period. And with the added uncertainties surrounding COVID-19 this year, she decided to write a book to help other brokers maximize their efforts this selling season.

I caught up with the author of “Are You Prepared for a Successful AEP?: What are Your Greatest Fears?” to find out more about her story.

Liana first got her health insurance license in 2000 when she was working for a large financial company. It was in 2003 when Humana began recruiting Spanish-speaking agents to fill a need in central Florida that she was introduced to Medicare product sales.

She worked as a captive agent for various carriers over the next ten years, honing her skills and growing as a Medicare sales specialist.

Helping Seniors at Work and at Home
While Liana was working hard to grow her book of business, she was working just as hard at home as a single mother and caretaker for her elderly parents. Once her mother passed, both she and her daughter moved in with her father to better oversee his needs. Being a devoted caretaker, providing mother, and a productive agent would be a lot for anyone to undertake.

After the passing of her father, and with her daughter finding her own way as an adult, Liana had an opportunity to focus on her own well-being. Liana’s passion for the Far East led her to take a position as an English teacher in China.

“I felt like I needed to do something for my health. I love Asia, and I had always wanted to go there,” she said.

For a year Liana got to travel all over Asia, soaking up experiences she carries with her to this day.

It was time for her to come back home, refreshed, and open to new opportunities. “When I returned, I was like, ‘Oh my God, I have a clean slate. What am I going to do?'" 

A Fresh Start
With a fresh slate, Liana ultimately decided to get back into Medicare product sales. But this time it would be as an independent producer. “When I came back from China, I started at zero. I had no book of business. I had a brand-new phone number. So, none of my old clients from when I was captive could contact me.”

The first year back was difficult. So much so that Liana had a part-time job to make sure enough money was coming in. But her mindset was to keep working as if she were still a captive agent, maintaining a schedule and using all the sales and marketing techniques she learned over the years from different carriers.

Now heading into her fourth AEP, having gained over 100 clients per year, Liana has decided to pay it forward and share her expertise with other brokers. Since becoming an independent broker, Liana has noticed a lack of planning and strategy among producers that were never trained in a captive setting. She felt that creating a short read that included worksheets for appointments and business planning would be helpful for newer brokers, as well as agencies looking to give their producers a kickstart for AEP.

“I felt that I wanted to share some knowledge and tips for what’s worked for me,” she said. “I’ve always enjoyed teaching and mentoring people, and seeing them grow and succeed.”

While Liana has helped lay the framework for others to succeed this AEP, she will be plenty busy implementing her own game plan. She has relationships with five provider offices, will have weekly hours at a Walgreens, and will work hours at an additional retail location provided by her upline agency.

She is prepared for telephonic enrollments, virtual enrollments, and COVID-19 compliant face-to-face appointments. And just as she hopes to motivate others to succeed, Liana receives plenty of motivation from the clients she’s blessed to serve.

“I sit down with them. I listen to their stories and their struggles and everything they’ve been through in their life, and they’re still standing. It kind of inspires me.”

To learn more about Liana’s book, CLICK HERE!