Success doesn’t usually happen overnight for a Medicare sales specialist. But Jeremy Frost shows us it doesn’t have to take a lifetime either.

Just ten years ago, Jeremy decided to get licensed and started calling on “old leads that nobody wanted to work.” Today he is a founding partner of Sunshine Senior Services, a full-service insurance agency with hundreds of brokers in its downline, and offices in St. Louis, Missouri and Clearwater, Florida.

Jeremy was working in the mortgage industry when his twin brother Jared told him about the huge opportunity that Medicare Advantage presented. Jared, and their future business partner, Rob, were working for Essence Healthcare, a Medicare Advantage carrier with a large presence in St. Louis.

Jeremy started working for an independent agency, turning the cold leads into over 40 sales during his first AEP.

Finding His Place
Jeremy stayed with the agency for over a year, but he was not comfortable with the unethical practices he witnessed. So, he decided to join Jared and Rob as a captive Essence agent. He learned his craft there for five years. Then he, Jared, and Rob decided to team up and start their own agency, giving them the ability to offer clients a wider range of options.

“I wanted more than just working for one company. One size doesn’t fit all, and I wanted to be able to offer everything.”

The three spent nearly a year making plans for the agency. There were important aspects that they all agreed upon, such as high ethical standards, honesty, and a commitment to always do what was best for the client. They also wanted to make sure they parted on good terms with Essence, and the agency maintains a strong relationship with the carrier to this day.

With a little luck and a lot of hustle, the agency flourished in its early years. As fate would have it, just weeks prior to the partners leaving Essence, the carrier announced plans to pull out of a nearby county. The three immediately had hundreds of clients in the area they could call on. Add to that a furious work ethic, and the agency was off and running.

“The first AEP, I wrote close to 300. The second AEP, I wrote over 400,” said Jeremy.

And just like that, Jeremy already has the enviable task of trying to enroll less than 100 for the upcoming AEP. That’s a problem many brokers and agency leaders would love to have.

“I would be more excited if every agent we have would write 100 or more MA’s, and I don’t hit 100. Because that’s when you really start to build a strong team,” he said.

New Markets, New Opportunities
This team is not shy about seizing opportunities. Brother Jared and his wife had been interested in moving to Florida. Through a business contact in Missouri, they made a connection with an MA carrier in the Tampa Bay area. Before Jeremy knew it, the agency was already making expansion plans.

“One thing led to another, and my brother was moving to Florida three months after we quit our jobs.”

With a team of managers, support staff, and an ever-evolving training program, Sunshine Senior Services continues to look for opportunities in new markets. With the right brokers in place, the sky is the limit.

What do Jeremy and team look for in a broker? That’s easy; honesty and a strong work ethic.

“The number one thing our agency strives on is being ethical,” he said. “I don’t care if you have bad news, good news, or no news, you always call someone back as soon as possible… plus, the owners will always answer their phone if you’re in a home, and you’re with somebody, and you have questions.”

There is little doubt that many more brokers will find a path to prosperity through Sunshine Senior Services. As Jeremy states, “You’re not going to make big bucks in your first year. But if you can see the big picture, and you build your book of business, it’s very lucrative. Any agent that works at Sunshine, if they’re working hard, should be making six figures within three years.”