Brock

One of the most common conversations Medicare agents run into is this:

“My client is still working and has employer coverage… now what?”

This is where training matters.

A beneficiary who is turning 65 or already Medicare-eligible may not need to fully enroll in Medicare right away, but that does not mean there is no conversation to be had. The key is helping them understand their options clearly.

In most cases, the decision can be simplified into three paths:

1. Stay completely on employer coverage
2. Enroll in Part A only
3. Fully enroll in Medicare Parts A and B

And even when a Medicare plan is not the right fit today, there may still be other important coverage needs to discuss, such as ancillary health products or final expense.

At Brock Partners, we train agents to handle real conversations like this with clarity, confidence, and compliance.

There’s a moment in this conversation where Jackson asks Justin how he made room to focus on AI and tech without dropping the ball on everything else.

His answer says everything about how real growth actually works.

It wasn’t about squeezing more out of himself. It was about surrounding himself with people capable enough to take things off his plate completely. Skilled hires who didn’t need hand holding. A team that evolved as fast as the vision did.

Can we agree that Jackson is a true professional 😭😂

Most agencies keep this behind closed doors. We don’t. Here’s what really goes into building a Medicare machine.

What exactly is an LOA? If you’ve ever been confused by the term, let’s clear it up.

LOA stands for Licensed Only Agent. When you’re bringing agents into your business, you’ve really got two core paths: 1099 and W2. LOAs typically fall under the W2 side, though that’s not a hard rule. You’ll see exceptions both ways.

Here’s the part that matters most. An LOA assigns their commissions to the company. They still get paid, often through a revenue share, but the commissions and the book of business don’t belong to them. They belong to the company.

Compare that to a street agent, usually 1099, who has their contracts set up so the commissions are assigned to themselves. They own their book.

Neither model is right or wrong. They’re just built for different goals. The key is understanding which structure actually fits the business you’re trying to build before you start scaling your team.

Which model are you running right now, LOA or 1099? Drop it in the comments. 👇