 What is up 8% nation? I'm Cody askings and I'm extremely excited about our special guest To for the price of one today a miss Olivia Richardson and Mike Gatorna the Medicare cafe team Presented by senior marketing specialist. What's up guys? Thanks for being on great. Thank you. Thanks for having us And I'm actually really impressed that you got Mike's last name correct because he can't pronounce it correctly half the time So it is for you as well. That's true I've enjoyed getting another two of these guys and I'm telling you what you want to be 8% nation hang out with them So I'm telling you what they go back and forth They get after each other. They're hilarious. I can only imagine what you guys are going to deliver live from stage I'm super excited about that. Oh, yeah, if you've ever seen a train wreck you are in for a treat You guys will be just as surprised as we are so really excited for it That's the best way to roll. That's the best way to do it. Well, thank you guys so much for doing jumping on this Thank you for being a part of the conference For those that don't know the Medicare cafe team presented by senior marketing specialists out of Columbia, Missouri just north of us just a few hours north of us down here in Springfield They are going to they're sponsoring They have a booth and these guys the Medicare cafe team are leaving a keynote live from stage in the Ad Nissan stadium Talking about monetizing Medicare and how agents can turn Medicare clients into financial leads so so so for those that don't know because Obviously, I knew about you guys you guys do you guys do like a Medicare cafe show every week, right? Yeah, which is so so cool unique. I love that. I love the I love the duo aspect. I mean it's The personality just the randomness. It's it's amazing. So once you give us our audience a little history about the two of you So that they can learn a little bit more about you Well, no age before beauty It's visible wisdom in my All right, so the Medicare cafe started real quick during a EP we know that as trainers a lot of agents have a lot of time They're out there selling and producing business. So we started doing short webinars just on quick tips throughout AP we call it actually a AP coffee break and then in January It just kind of kept on going into the life of its own and then the Libya got bored one day and came over Yeah, that's pretty much what happened and it just have grown from there So that's how the AP or the AP coffee talk turned to make your cafe. It's turned into what we have today I was a field agent for in Kansas City for many years and With a friend of mine We realized that there was this hole in the market where you get contracted and then your training was here Go sell this and those it so we started training platform that grew and then it's spiraled into senior marketing specialists And here I am today So my background is a little bit different Obviously, I don't have the years of experience and trauma that Mike has but I joined almost in your marketing specialist back in 2013 and before that I was into sales actually to door-to-door campaigning for politics Which I could if anybody ever has some time for a coffee or beer. I have lots of stores to share I'm sure everybody else here does and really got into it did an internship a senior marketing specialist loved it and Didn't leave I don't know they have ever been fired, but I am still getting paid So I'm still here all these years later and loving it And I have to say with Medicare cafe Mike and I have both been a part of have both attended these trainings that are just Somebody staying up in the front of the room with a business suit on, you know, just really monotone and you know And you know the content is great And you know what they're telling you would really help you build your business But at the same time if you're not excited about it, what do you get you're not gonna do anything, right? So Medicare cafe does come up and people either I like to say either love or hate our style I think the majority people love the style, but it is Open comedic. It is a lot more casual. It's very casual because again if I have to sit and listen to another This is Olivia Richardson was doing marketing specialist. Let me tell you how great. It's it's not working. It's not what we I would leave. I mean, I wouldn't even finish it So so this is a way for us to be able to train do what we're really passionate about help agents out there in the field Be successful, but then also kind of put our own spin on it. And it's something that we actually really enjoy Drinking yes, a lot of drinking coffee coffee drinking Drinking coffee drinking exactly or or strawberry refreshers from Starbucks Well, I'm telling you what you guys have a lot of fun, but I think I think one question a lot of our audience probably wants to know is hey you seem like almost like a Just brother sister type, you know always really cool always fun Do you guys ever fight do you guys ever bicker is is it as there's just always just Older sister here she is I Am the responsible No, we wait, I don't think really but we disagree we definitely disagree We're fighting about how we fight We do we do think or we get called might but we used to get called the husband and wife of insurance of the Medicare field that No, so we now get referred to as the brother and sister of the insurance field and or the Medicare market and we spend so much time together because of What we do and because of you know, we had the same interests and things, you know of that nature I'm sounding a really terrible dating site I'm not I'm not happy with where I'm taking this conversation But it is the fact that we we get along for the most part if we don't get along It's because Mike eventually realizes that he's wrong and that we ought to listen to what I have to say to begin with So I just basically taking me let it pass and then we just keep on going because it she's not worth fighting with Well People would never know because it seems like you guys go on great So I love but you know what if you're if you're if you're that close and you're around each other all the time You know what we got a we got off to ask you about some of those stories once we're at Nissan Stadium Yes, absolutely. We'll share them and then some So so how long how long again have you guys been doing Medicare cafe now in three years now about three Years I can as it when it started as a peak coffee break I think that was about three years ago and it just Spiled from there. So I think we're pushing on year three starting next year Yeah It was and it started off as a place just for people to kind of get together like our motto is is where agents get together Drink Java and talk shop. So the place for kind of again this busy as fourth quarter is busy for everybody Regardless of what field you're in or what industry you're in So this was something that Mike started just for everybody to kind of come together Get caught up on what was going on for the week, you know senior marketing specialist We work with 10,000 agents nationwide So this was something that it was a place for somebody to come in sit down for 15 20 minutes And just kind of get the updates and so it's grown from that we have a wonderful following with a great group of agents that work with us and So we really have been enjoying it the whole time. Mm-hmm Crazy cool. I mean think about you know being able to impact 10,000 That's what's cool about what we do nowadays with the way you guys doing something modern fun You know, I mean, it's it's almost it almost reminds me of like Like a like a like a funny comedic TV show, you know about insurance for insurance agents It's like, you know, it's just so neat, you know, it's almost like the office for insurance for for Medicare Right I'm at least an Andy like I think Stanford or ever have you know The office is such a popular show around especially around our office and a lot of offices that you know, I absolutely Think of the I think it's a definitely a definitely a compliment to for the insurance industry. So I think it's cool Also What for those that maybe haven't seen it when is your weekly show? Is it live? Is it free? Is it posted? I'll let you take it every Tuesday 10 o'clock central We have we use the go-to webinar platform for that and then every Friday at noon We do Facebook live on our Facebook page So we twice a week on the Facebook live is only about what maybe by the seven minutes The Tuesday event is about 20 to 30 minutes give or take and we encourage agents to ask questions You know get involved. We don't want to be a Duo dialogue if you would we'd rather have a two-way conversations with the agent. So that's our goal and it works pretty well Otherwise Mike and I could talk to somebody until they're blue in the face We don't know how to stop so it is really nice Go-to webinar does allow us to have that platform to where people can communicate with us We answer questions I Encouraging that of course Facebook the same thing people go on there and interact and it's awesome We fully understand that nobody wants to talk to insurance agents other than other insurance agents so you gotta give them a place to go and talk and share stories and communicate and Breathe a little life in this industry because like Libby said we've been to trainings that you just start looking in the help wanted section Yeah, I can't do this anymore. So we're trying to keep agents in the field by our our training and oh so far So good one terrible joke at a time. Yes Well, they know what's cool is you guys are giving back and like you said helping agents stay in the field About 92% of insurance agents fail and so I love that you guys Something to give back have fun and make it entertaining and cool. I mean I'm excited to see you guys to meet you guys because I've even got some personal questions because from a social from a social aspect Seem like yeah, yeah, maybe not too personal, but you guys You guys seem like so social and such have great personalities, you know, it's like I don't know I don't know if it was always like that from the date from day one or if it's just But Chemistry, right? I mean well Mike and I both come from a sales background both in our respective fields And so we do realize that in order to be successful in this field You do kind of have to have a really welcoming personality. I'm going to be nice to us first. Oh welcoming Personality that that can take that back and forth and Mike and I also have really thick skin So we always have this saying that if you can find a way to offense us will buy you a beer Yes, that's something that that's not a challenge. I'm not challenging anybody Yes, but if you happen to offend as we'll buy you there They have to have thick skin in any sales field, especially the senior market because let's face it these people have earned their stripes They've seen a lot of things and sometimes they come up with some pretty interesting things to say So if you can if you have thin skin in this game, you're going to be part of that 92 percent so we're focusing on the 8 percent and to get people from that 92 percent into that 8 percent And I think your conference is a perfect place to do that. Absolutely so much out. We're gonna we're gonna we're gonna play a little game I'm gonna I'm gonna throw some random bits you guys Tell us for a second. All right, so I want you to describe the other individuals. So Olivia described Mike Mike described Olivia You go first This is a horrible idea in one word. I want you to describe each other. I'm excited. I'm excited to see this too One word. Do you have a do you have a bleep button? Any chance I don't know DJ All right, so No, ready rock paper scissors. No, I don't have time. You've had a lot of this before right you've had No, you've never done this. I try to think about Mike at least the amount of possible cause the amount of time I have to spend with them if I'm not with them. I don't want to have to think about him One word to describe your name on my hands or don't forget it That's not me one way to describe you I'd say is one word one word to describe you busy Regardless, if that's your mouth being busy or your brain being busy or you personally being busy, you're a very busy person Thank you. Yeah, I could I went I went nice I'm gonna go nice because I think you're very genuine Because you don't shoot go anything for agents But you let them know exactly what you think whether or not if they want to hear it You let them know exactly what they stand and you also give them the path they need to go on to be successful. So He was nicer to you I was wondering I'm like, okay, who's gonna go nice Who's gonna take a little jab who's gonna have a little phone with it. That's so three words. So I can't use that Yeah, so I had to use genuine I like that. That's good. That was fun. Thank you guys, especially random to come up that off the cuff I guess you've been around enough. You tell you about this later. Don't worry Yeah, send me the bill That we could talk about medicare cafe you guys how awesome you are, you know, how fun this is. I mean, this is Yeah, exactly. Just how good looking you are how smart you are, you know, how then and Telling you what it's it's been fun. I can only imagine how much fun it's gonna be to have you guys at this thing What was it about? Because guys, it's nuts to think 20 days 10 hours 45 minutes and 20 seconds from now We'll be hanging out at Nissan stadium and NFL stadium in Nashville together with Grant Cardone, Ray Lewis You guys will be on stage in front of a thousand people No Actually, I own quite a few Grant Cardone books actually so one of my favorite books on him is 10 times So it's just You know, I was this kind of star. I'm a I I'm afraid that if I do meet him a person I'm gonna be like that, you know that that fan that's like Hi He's gonna be like what the hell is this person doing here? I am so excited. Honestly, personally speaking. I was so excited I'm just know that we're gonna share a stage with people like Ray Lewis and Grant Cardone That it's such an honor. Honestly, I don't know that I ever expected a place in my life to share Even a pamphlet and have my name somewhere near their name So I'm so excited and so honored for that But I think what I'm most excited about is the energy That's gonna be there because this time of year again, like I mentioned no matter what industry you're in This time of year is exhausting and it can really weigh on you and you're worried about how you're gonna come up With into the year finances and Christmas and so this in time of year can really I think serious or second Sorry, but this time of year can really weigh on somebody's mind So to have somewhere where you have that energy and just somebody telling you this is how you're going to be successful This is how you can make this the best Year of your life and the best this is a place where you can change your life direction into a positive way The energy that you guys are going to bring with the speakers and just all the Stuff that you guys have been doing to promote it. I'm that's what I'm most excited about is to kind of see How people enter that arena and then more importantly how they leave that arena Let's face it. This industry Medicare and financial planning is not as that they known for its high energy and charisma So I'm glad to see that we're going to be part of an event that changes that stigma Thank you so much. That's really cool. That really means a lot. That's that's awesome Man, I was getting goosebumps and getting excited and getting jacked up over here. Just thinking about all that You're so shadow You guys got to figure out what what what song you want to you want to dance out to I may I may say Everybody's expecting the medicare cafe team to come out on stage bust in a move. All right or am I wrong? Oh, we got some it's final countdown. It's I don't have Yeah, I already have the choreography planned. I don't know if Mike will be there or not, but I'm ready. There we go I love it. I love it. Hey, tell me this. What was it about this thing that that you know, we've talked for a while about this I was super honored to get for you guys to get involved in this. I really was I was super excited What was it about this that really caught your attention and made you your whole team And your entire office a huge office, by the way, want to really get behind this to get involved Well, you know, like Olivia mentioned, it's the high energy and Also, it's the fact that medicare is not really seen by the financial community As a viable source to either income or leads and we're looking to change that because A lot of these people and we will talk about this when we're at the 8% nation is they Don't have the guidance they did when they were working when they're working They had Karen and hr telling them what to do with their health insurance and also what to do with their financial planning Look company matches 3% you do 3% and then they retire and no one's there to help them. They're just stuck And I don't I think the financial planners get stuck in that You know that hey, I'm going to look at their 401ks roll out over but oh health insurance. Oh, you're on your own still So the fact that they could be a resource either have a resource As a partner an agent in the field or be resource themselves for them to show agents how that opportunity exists I think it would be very exciting I think also just the opportunity to recruit nerds because like mike mentioned nobody wants to talk about insurance Last year another insurance agent or professional And with the opportunity that comes with medicare with the baby boomer generation coming up We see that the things that mike and I get excited about Literally, it's our poor spouses and significant others are just like just go talk to mike I don't want to talk about this stuff So we want to get people to get excited about the things that we're excited about because Of the opportunity that it does bring regardless if you or want to be the resource yourself Or if you want to find a partner to be that resource for you just the opportunity that comes with that Is it's extremely exciting? So to be able to spread that message about what medicare can do for your book of business is really exciting Yeah Certainly growing again. It's crazy Medicare is more and more popular every single day And it's because of people like you and the fact that there's not tens of thousands of people Coming in every single day. It's just crazy You're getting bigger too. I mean it's just such a I think a lot of agents don't realize how big of an opportunity it really really is I think they see like that that bottom dollar and it's you know When I why would I sell this whenever I can make so much money over here? And what we like to focus on again the holistic view of clients and and what is it? You know, what is it that is being thrown in your client space on a daily basis as professionals in this industry? You need to be aware of that things that are affecting your client's budget things that are affecting their pocketbook Things that are affecting their life and health care obviously affects the lives of of people especially over the h65 so To be able to educate people on that to get some excited about it because again It's so easy medicare. Blah. I don't want to talk about anymore So easy to get in that mindset so to realize that hey, there is so much Potential in this and you can be a medicare Expert and not be a stick in the mud horrible person that just this is a sad human being It doesn't have to be that way Yeah, but a lot of people see they they see insurance agents has you know got lawyers use car salesmen and insurance agents So we're trying to raise them up and make them more professional I know we do it comically, but through your client's eyes. It's just you ask professional as other Other experts in their lives. Yeah, well and what's what's what's neat? You guys are trying to get agents excited about medicare it helps that you guys are always excited about medicare I mean, it's like it just radiates It's just just constant flow of energy and because you have an impassioned and it's Prozac on our red bulls. So that really helps. Yeah, and it doesn't at all get annoying to our office mates What's a lover? Oh, no, they're they're always excited to see us You mentioned java earlier is it red bull or monster java? It's a combination of we actually take a blender And we throw in there some like v12 and then we have some coffee then we throw in some expresso shots Then there's the red bull Then it's not occasionally figure out how to hook it up to an IV and put it directly into the vein So really any way we can do it. We're gonna see if we get a heart to explode basically Yeah, that's our goal. That's our end goal. So Yay on stage on stage on stage Speaking of speaking of on stage What will agents learn? Not I mean you're speaking about monetizing Their way of turning medicine the financial leads What what do you expect agents to learn? What will they get out of they'll have a lot of fun and I have a feeling they're gonna learn They're gonna pick up some valuable Medicare nuggets. Help me out there Well, I think you'll learn that not to ignore Medicare and not to put it to the side and thinking I'm a financial planner I deal with 401k rollovers and retirement planning and I don't mess with health insurance or I don't want to mess with it I think they're gonna see the hopefully the correlation between Financial products and health insurance products, especially when a client gets sick And Medicare doesn't cover everything they want to do or they want the alternative treatment Or they have a big bill they have to pay, you know, where they're gonna go They're gonna go to that financial leg that that financial planner built for them and now they're chipping away at it So there is definitely a correlation there. We hopefully I think they will they'll see the they'll see the the link between the two and I think they're gonna Take a step back and as far as learning it's more or so just opening up their eyes It's at this point at the end of our of our end of our talk I hope people really step back and think can I afford to ignore this market financially both in in my The way that I service my clients. Can I truly afford to continue to ignore this market? So if if they ask themselves that questions at the end of the presentation then I've done my job And of course senior marketing specialists will have a booth there So whenever they come up with that question, they don't necessarily know how to answer that They'll be able to talk to Mike and I afterwards as well as some of the members of the team here I definitely think for younger agents. They're gonna definitely rethink having children Yeah, they're gonna see us on stage. You're like, nope. That's my decision. I'm good Yeah For those just joining us medicare cafe team presented by senior marketing specialists They're gonna be given a live keynote at a percent nation Give me a little help here There's a lot of agents that are on the fence and there's a lot of agents already going There's a lot of agents on the fence a lot people buy their tickets in the last three or four weeks of an event Right how it always happens Why should they attend not only I mean they're gonna get to be around you and have a ton of fun Why you know, maybe there's no other better reason than that That's the reason yeah, I think you know, I think it's truly investment in yourself You know, it's it's we're constantly growing The industry is constantly evolving and if you decide that you're going to back out of it You're gonna be left behind It's just like doctors and other professionals. You would never go see a doctor that stopped, you know They graduated in 1980 from medical school and they haven't picked up a book since you'd be second guessing them And especially with social media, you know new platforms coming out and all these things that agents need to be aware of They need to keep on their finger on the pulse in the industry and this in this conference will do that for them I think that as well as again We talked about I think ziggler said it that its motivation is like taking a shower It doesn't last this way have to do it every day Right and I do think an event like this is like I mentioned this time of year is so Hard and it is just to go and take a couple days For yourself and to be amongst other professionals that with the same mindset Everybody at the in the seat next to you either way They're there for the same reason So how that network of ability to go in there and talk to them learn from other professionals And to be in the same room in the same place in the same location as some of these huge Speakers that you have coming up and just to learn from their expertise Whether they're in our industry or not motivation has no bounds as far as how can it be applied? So I think of nothing else just for that pick me up so you can finish out your year strong and plan for an amazing 2019 I think you have to be at this event Well in a lot of agents I found especially when I was in the field if I came across something good I didn't share it because I don't want any other agents Jumping on board and then doing what I'm doing because then it creates more competition for myself But if you're talking to agent that's not in your area that will never go Against your clients you can start sharing ideas. So like Olivia said networking not only for the fact that hey I want to talk to somebody about understands my field. It's also hey Here's an idea I had for this market. Has it worked in your market? And you can compare notes without worrying about that and intruding on your clients. This is a national I've never been a national. I'm so excited for net for some boots to something like dolly parton I'm so I don't think I don't think she's gonna be there. I don't well, maybe you should get dolly as a speaker She could be perfect Even come on stage with you guys done fine. I'll call her let me text her Speaking of dolly, who's the better singer? Oh by far Yeah, I have the voice of a dying cow. So I have no business Yeah doing any type of audio singing. I don't even know that you've ever heard me sing But we just assume that I'm the better singer. Yeah, because it doesn't get much worse. Yeah Yeah, that's awesome. That's awesome. Well, you guys have been a ton of fun I'm telling you everyone that's watching you want to meet these two people the medicare cafe team Presented by senior marketing specialist awesome job day any final words from the medicare cafe team I think we're just so excited are so excited to be there. Cody We can't thank you enough for allowing us to share that stage for allowing us to be there to meet Everybody. We are so excited. We're huggers. So if you come up and say hi, my you know, my name is insert name here You're getting a hug. I don't even care if you don't like hugs. Don't come talk to me I can't let us out in advance because you will get one. Yes, that's fine. That's not my fault at that point So we are just so thrilled to be included in this. So thank you so much. We're looking forward to meeting everybody Yeah, thank you. You're very welcome. DJ's over here playing the final countdown on the way out to us We got this. Yeah, see the other movement in crew That's awesome. That is so cool. Hey for those that haven't got your tickets and your seat Olivia and Mike are telling you right now why you need to be there go to aprecination.com to grab your seat Thank you very much for being on super excited to meet the both of you Thanks again Cody for having us. Appreciate it. We'll see you in Nashville. Have an incredible weekend 20 days away grab your seat aprecination.com. Thank you guys Appreciate it. Bye