The Doctor Whisperer Approach That Gets Past Gatekeepers

✅ Episode 8 - How To Become The Only Insurance Agent Your Clients Ever Call
Most agents say they care about their clients.
Very few become the only person those clients ever call.
You have the tech, the CRM, and the leads... so why is "The Old Guy" still outselling you?

Welcome back to Closed with Justin Jacobs.
In Episode 8, I sit down with the man who taught me how to survive in this industry:
Sergio Diaz, VP of Sales at Health Plan Markets.

Sergio is an "Old School" agent. He didn't have fancy funnels or AI bots. He had a car, a stack of brochures, and a refusal to go home until he made two sales, one for the company, and one for his family.

In a world where agents are distracted by the next shiny object, Sergio brings us back to the raw, gritty fundamentals of human connection, consistency, and hard work.

🎙️ WHAT WE COVER IN THIS EPISODE:
✔️ The "2 Sales A Day" Rule: The brutal personal mandate that forced Sergio to succeed when others quit.
✔️ Golden Corral "Riots": The hilarious (and sad) truth about marketing to low-income seniors, and why those clients are the most loyal book you'll ever build.
✔️ The "Doctor Whisperer" Strategy: How Sergio got into impossible-to-reach doctor's offices by simply being a resource (printing formularies) rather than a salesperson.
✔️ The "Zip Code" Calendar: How to organize your month geographically to maximize face time and minimize driving.
✔️ Technology vs. Psychology: Why modern agents are losing sales because they are relying on screens instead of listening to the human sitting across from them.

👉 THE CHALLENGE Look at your last 90 days.
If you aren't hitting your numbers, it's not the leads. It's not the carrier. It's you. Sergio challenges you to pick up the phone and call the leads you gave up on.
Success = Efficiency + Mastery (and a little bit of Grit).
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⏱️ TIMESTAMPS:
00:00 - The Agent Who Never Loses Clients (Meet the Mentor I Wish I'd Had Earlier)
00:36 - From Zero to Unshakeable: How Grit Builds Trust That Lasts Decades
01:44 - The Father's Advice That Changed Everything ("Treat Them Like Family")
02:17 - Why Most Agents Fail at Senior Events (And What Sergio Does Instead)
03:32 - Going Beyond the Policy: The Holistic Help That Creates Lifetime Loyalty
04:53 - Why Clients Stay vs. Why They Leave (It's Not What You Think)
05:49 - The Real Reason Clients Switch Agents (Connection Beats Everything)
07:11 - The Listening Secret Top Producers Know (That Struggling Agents Miss)
08:50 - How Sergio Structures His Day (Goals and Systems That Actually Work)
09:53 - The Lead Generation Myth vs. The Trust-Building Truth (Referrals Win)
12:26 - Events That Convert and Educating Doctors (The Long-Term Lead Pipeline)
15:11 - Why Success Breeds Failure (The Complacency Trap That Kills Producers)
17:05 - The Zip Code Marketing System That Dominates a Territory
18:40 - The Psychological Trap That's Killing Your Book (Waiting vs. Acting)
20:42 - Technology, Distractions, and Industry Disruption (How to Stay Focused)
22:13 - For Frustrated Agents: The Reset That Changes Everything (Be Consistent)
23:35 - 20 Years of Lessons: What Consistency and Trust Actually Look Like
25:11 - Trust Yourself, Find Your Passion (The Foundation Everything Else Needs)
28:19 - What Separates Six-Figure Producers From Everyone Else (The Magic Formula)
29:18 - The ONE Thing That Ruins More Deals Than Anything (Follow-Up Failures)

🔎 KEYWORDS & TOPICS: Insurance Mentorship | Medicare Sales Tips | Old School Sales | Sergio Diaz | Health Plan Markets | Doctor Marketing Strategies | Sales Discipline | Insurance Agent Motivation | Cold Calling Tips

#InsuranceSales #SergioDiaz #ClosedPodcast #JustinJacobs #MedicareAgent #SalesHustle #OldSchoolSales #Mentorship