Let’s be honest.
A lot of people get licensed to sell Medicare thinking the commissions will start flowing on day one. But without the right structure, support, and strategy, most new agents burn out before they ever see real momentum.
The truth is, Medicare sales can be one of the most predictable and scalable ways to build a six-figure income in the insurance world. But it only works if you treat it like a business, not a side hustle.
If you’re serious about growing in this space, here’s what the top-producing agents actually do — and how you can start following the same path.
Step 1: Pick the Right Model for You
There are two main ways agents succeed in Medicare sales.
One is outbound sales — where you’re calling leads daily, controlling your pipeline, and building confidence through repetition. The other is inbound sales — where live seniors are calling in, and your job is to guide, educate, and enroll.
Neither model is better than the other. But you need to know what fits your personality.
Outbound agents usually thrive when they’re motivated, structured, and open to coaching. Inbound agents succeed when they know how to stay focused during high-volume call days and have strong listening skills.
At Davis Capital, we train outbound agents who want structure, high-performance culture, and full support. At Infinite Solutions, we onboard inbound agents who want steady call flow and a team-backed environment.
The point is, choose your lane early — and commit to it.
Step 2: Build Your Day Around Activity
Ask any six-figure agent what their secret is, and most won’t talk about luck. They’ll talk about routine.
Success in Medicare sales is built on habits. Top agents don’t make five calls and hope for results. They block hours. They dial with intent. They track dials, conversations, and follow-ups every single day.
Most importantly, they do it even when no one picks up.
If you want to scale in this business, your calendar should show proof of your goals. Not just meetings or training — but call blocks, review time, and coaching check-ins.
When you treat your time like a business asset, you’ll start earning like one.
Step 3: Learn Fast, Then Keep Learning
There’s no ceiling on your income in Medicare sales. But there is one thing that separates agents who grow from those who flatline — the ability to learn fast and stay coachable.
Top agents show up to coaching calls. They review their own call recordings. They ask for help when a script falls flat.
They don’t wait for someone to fix their results. They go fix their process.
And they don’t just do it once. They do it every week. Because Medicare changes. Products change. Buyer behavior changes. And agents who stay sharp are the ones who stay in business.
If your current agency isn’t giving you that level of support, you’re not set up to win long-term.
Step 4: Treat Your Leads Like Gold
Leads are either your greatest asset or your biggest waste of money.
Agents who build real income don’t just call once and move on. They follow up. They use CRM tools to track every conversation. They stay organized. They call when others quit.
If you’re spending time or money on Medicare leads and not working them like a pro, you’re leaving commissions on the table.
And if your agency is handing you leads but not training you how to close them, it’s time to rethink the system you’re in.
Step 5: Choose Mentorship Over Hype
Most agents fail in this industry not because they weren’t good enough, but because they were promised success without the roadmap.
You need more than inspiration. You need structure, accountability, and someone to walk with you through the hard weeks.
Six-figure agents aren’t doing it alone. They’re surrounded by teams, trainers, and systems that make the business repeatable.
If you’re serious about building long-term income in Medicare sales, go where that kind of mentorship is real — not just talked about.
At Davis Capital and Infinite Solutions, we work with agents every day to turn potential into real production. Whether you’re outbound-focused or prefer the inbound model, we’ll help you find your fit, get ramped up, and stay consistent.
Ready to Build Your Career?
This isn’t a shortcut. It’s not a magic funnel. But it’s the real blueprint.
If you’re licensed, coachable, and ready to grow, apply today and we’ll walk you through everything step by step.
