pdf My Legacy Client Workbook: Protect Your Legacy with TLC

The Complete Client Assessment and Tracking System for Medicare and Insurance Agents

If you are a Medicare insurance agent who wants to run better discovery calls, uncover every client need, and build a book of business that grows year after year — My Legacy Client Workbook was built for you.

Most agents leave money on the table on every single call. Not because they are not working hard enough — but because they do not have a system. This workbook gives you that system. From the moment a lead picks up the phone to the moment they become a fully protected Legacy Client, every step is mapped out and ready for you to follow.

This professional field workbook includes everything you need to run a complete, confident client discovery call:

• The 7-Step Appointment Flow Chart — a clear, step-by-step reference for running every discovery and enrollment call with confidence

• The 13-Week Activity Tracker — track your dials, appointments held, no-shows, policies sold, and first-year commission every week with quarterly goal setting and reflection prompts built in

• 100 Pre-Numbered Client Needs Assessment Spreads — two full pages per client covering personal information, employment and retirement, current coverage, health profile, medications, doctors, ancillary needs, and life and retirement planning

• The CARE Framework — a proven client assessment approach built around Client, Assets, Ready, and Estate — ensuring no need is ever missed and no product opportunity is ever overlooked

The CARE Framework transforms every discovery call into a full-circle client conversation. Instead of just selling a Medicare plan, agents who use this system uncover every protection gap, every financial need, and every opportunity to serve their client completely — from health coverage to life insurance, recovery care, dental and vision, and retirement planning.

The average Medicare-only agent earns $300 to $600 per client. A full-circle agent working the complete CARE system earns $1,700 to $2,000 or more per client — with the same number of appointments and the same conversations. This workbook shows you exactly how to get there.

• Independent Medicare insurance agents and brokers

• Health insurance agents transitioning into Medicare sales

• New agents who want a proven system from day one

• Experienced agents who want to increase revenue per client

• Agency owners who want a standard operating tool for their team

This is not a training book you read once and put on a shelf. This is a working field tool you use on every single call. Each client gets two dedicated pages — one for the full needs assessment and one for call notes, the appointment checklist, disposition tracking, and next steps. One hundred clients. One complete system. Everything in one place.

Protect Your Legacy with TLC.

By Kimberly Greene, MSW — Licensed Insurance Broker and Founder of The Legacy Connection Insurance Group