Medicare Live!

Medicare Live! 2020

Presented by Integrity Marketing Group

Sessions, content and resources are here

Thank you for taking part in our Medicare Live! virtual conference. We enjoyed hosting this first-of-its-kind event — and we’re pleased to provide you with access to all of the sessions, content and resources that can help you prepare for a successful AEP.


Bryan W. Adams

Co-Founder & CEO, Integrity Marketing Group

Opening Keynote Address

Bryan is the Co-Founder and Chief Executive Officer for Integrity Marketing Group and leads the day-to-day operations of the company. Bryan also serves on the Board of Directors of Integrity.

Bryan is the Founder of Legacy Safeguard, LLC a company dedicated with helping members leave a lasting legacy and being remembered long after they’re gone. Bryan is considered one of the nation’s leading experts in the Senior Market and speaks frequently across the country about the importance of helping families on one of the most difficult days of their lives. He consults with leading insurance companies to help them offer the best products to this market.

Prior to Founding Integrity, Bryan was Vice President of Business Development at Directors Investment Group, Inc., a financial services company that operates several life insurance companies, a registered investment advisory firm, bank holding company and a mutual fund family. Advancing through a series of leadership roles in sales, marketing and product development, Bryan became the youngest Vice President in the company’s history, where he oversaw all expansion efforts throughout the United States.

Bryan has a degree in Business Administration from Texas Tech University. Bryan and his family live in Highland Village, Texas.

Steve Young

Chairman of the Board, Integrity Marketing Group

"See How Good You Can Be” - Closing Keynote Address

Steve’s professional football career spanned more than fifteen years in the NFL, primarily with the San Francisco 49ers, where he received numerous accolades, including Most Valuable Player of Super Bowl XXIX, Sports Illustrated and Sporting News’ Player of the Year from 1992 – 1994 and the NFL’s Most Valuable Player for 1992 and 1994. In 2005, Steve was inducted into the Pro Football Hall of Fame, the first left-handed quarterback to be so honored. Steve is also the highest-rated quarterback in NFL history and has the distinction of being the only signal caller in league annals to win four consecutive NFL passing titles.

Steve founded and chairs the Forever Young Foundation which is actively involved in children’s charities worldwide and is currently the broadcast host as well as the former International Spokesperson for the Children’s Miracle Network, which has raised over one billion dollars world-wide to benefit children’s hospitals.

Steve has also served as the corporate spokesperson for companies such as Nike, Visa, Sun Microsystems, Sprint, PowerBar and ICON Health & Fitness and has recently been profiled in a variety of publications such as the Wall Street Journal, Business Week, Worth Magazine, Sports Illustrated, People, Inside Sports and GQ."

Randy Mousel

Sr. Vice President, Brokerage Health Sales, Mutual of Omaha

Session: Carrier Panel Discussion (Panelist)

Randy has worked for Mutual of Omaha over 22 years. He has 30 years of experience working in the insurance industry. His primary responsibilities are focused on Medicare and senior aged products. He and his team manage multiple types of relationship across the country.

Randy graduated from the University of Nebraska at Kearney in 1987, with a bachelor’s degree in business. He is a Nebraska native and lives in Omaha, Nebraska.

Craig Uchytil

Vice President of External Retail Distribution, Humana

Session: Carrier Panel Discussion (Panelist)

Craig is the Sales Vice President responsible for External Partner Distribution and Strategic Alliances for the Retail Segment of Humana Inc., a leading Fortune 50 healthcare company headquartered in Louisville, KY. Humana offers a wide range of insurance products and health and wellness services that incorporate an integrated approach to lifelong wellbeing.

In his current role for 10 years, Craig has worked to broaden Humana’s footprint, expand and deepen agent/partner relationships resulting in increased membership in the Humana Retail product portfolio which includes Medicare Advantage Plans, Prescription Drug Plans, Medicare Supplement Insurance, along with Dental and Vision coverage.

Craig began his Humana career nearly 25 years ago as a sales agent in Florida. After working as an agent in several markets and serving in numerous field leadership roles in both Florida and Texas he relocated to Louisville, KY in 2010.

Craig graduated Magna Cum Laude with a Bachelor of Science in Business Degree from Colorado Technical University and currently resides in Louisville, Kentucky with his wife and three children.

Larry Cassar

Vice President of National Distribution, Wellcare

Session: Carrier Panel Discussion (Panelist)

Larry is the Vice President of National Distribution for Medicare. He oversees strategy and policies governing the independent broker channel for the healthcare plan at a national level. His responsibilities include the development, production and profitability of the national broker channel for the Medicare lines (CCP, PDP) of business. Additionally he is charged with expanding the broker distribution channel beyond traditional partners.

Larry has 30+ years of insurance industry experience leading sales teams in multiple regions and market segments. Prior to joining WellCare in 2013, Larry has held leadership roles at EmblemHealth, Empire Blue Cross and Arthur J. Gallagher.

Armando Luna

Vice President of Individual Medicare Sales & Distribution, Aetna

Session: Carrier Panel Discussion (Panelist)

Armando is Vice President of Individual Medicare Sales & Distribution for CVS Health. He also serves as a Director in some of CVS subsidiaries and is an officer of CVS Health, Inc. Innovative health insurance sales and marketing to drive consumer engagement and retention, and building strong teams to execute profitable growth strategies are the focus of Armando’s career accomplishments, including disruptive strategies such as introduction of first retail stores in Healthcare Insurance in collaboration with Professor Clayton Christensen.

Armando has been involved in the Medicare business since 1985 as a key contributor to the evolution of consumer-focused engagement and consultative selling. He held leadership roles at HealthMarkets, Blue Cross & Blue Shield of FL, Av-Med, and National Medical Enterprises. He joined Coventry Health Care in April 2010 and led Coventry’s record-setting AEP achievements.

Under Armando’s leadership, the 2014-2020 Medicare AEP integration activities achieved outstanding results for Aetna members, in addition to ensuring 2020 new growth opportunities nationally, regionally, and locally.Armando holds a doctorate degree from The George Washington University on Leadership, with a focus on branding, as well as a Masters in Accounting. He and his wife Teri reside in Dallas, Texas and have three children.

Tim Brousseau

Vice President of Client Services, Deft Research

Session: Medicare Consumer Insights (Speaker)

Tim Brousseau has over 14 years of Medicare sales, marketing and product experience. Tim’s healthcare career began at CVS Health where he worked in various marketing and product development roles including five years supporting SilverScript Insurance Company’s Medicare Part D plans.

In 2011, Tim joined Blue Cross Blue Shield of Arizona and was responsible for the overall product development and management of Government Programs, including Medicare Advantage, Medicare Supplement and Medicare Part D. In addition to his in-depth knowledge of Medicare, Tim has experience with launching new plans and products, service area expansion, plan and network contraction, market assessment and overall business development.

Tim joined Deft Research in 2016 as Vice President of Client Services and brings industry knowledge and firsthand experiences to the company.

Denis Tauscheck

Chief Revenue Officer, Integrity Marketing Group

Session: Carrier Panel Discussion (Host)

Denis is a key member of the Executive team at Integrity Marketing Group. His background in marketing and agency development places him in a unique segment of actuaries. Denis is responsible for product development and business analytics while working with our partner companies and agencies to design, refine and manage our portfolio of products to ensure profitability for everyone. Denis also leads all Business Development, including Mergers and Acquisitions for the company.

Denis was previously the Chief Actuary for National Guardian Life and Aviva North America. He also held pivotal actuarial roles with Great American and Allstate Financial rounding out a wide range of actuary experience across preneed, life, group health and final expense.

Denis has a degree in Actuarial Science from the University of Wisconsin. He and his family live in Madison, Wanne isconsin.

Anne Wood

Chief Marketing Officer, Integrity Marketing Group & President of Thomas Arts

Session: Women in Leadership Panel (Host)

Anne is an Integrity Partner and serves as Integrity’s Chief Marketing Officer and as President of ThomasArts.

The embodiment of modern multitasking, Anne’s peerless organizational acumen and tireless commitment to meeting client objectives help keep ThomasArts running smoothly. Her dynamic scope of experience, including fluency in marketing technology and lead gen platforms, allows her to provide strong strategic direction insight to multiple clients and industries.

Anne was the first ThomasArts employee not named Thomas and has been critical in overseeing the agency’s growth, client service and operations. She has also worked closely with key accounts such as Aetna, UnitedHealthcare, AARP, Zions Bank, Coventry Health Care and VSP, all of which have benefited from her tenacity and expertise.

Before joining TA in 2003, Anne refined her management repertoire at a local agency, supervising public relations and branding efforts for high-tech firms. She served in the community and political arena as press secretary for Utah Congressman Chris Cannon and strategy advisor to the Jon Huntsman, Jr. gubernatorial campaign in 2005.

Anne holds a BA degree from Brigham Young University. She resides with her family in Holladay, Utah.

Meredith Stenhoff

Field Marketing Director, Premier Senior Marketing

Session: Virtual Medicare 101 Seminars (Speaker)

Meredith has been in the insurance industry for 15 years, working as an agent, carrier agent manager for Humana and United Healthcare and has been with Premier Marketing as a Director of Field Sales.

Jim Sweeney

Managing Partner & Co-Founder, Managing General Partner, American Senior Benefits

Session: Managing Client Relationships (Speaker)

Jim is a Managing Partner of Integrity Marketing Group as well as Co-Founder, Managing General Partner of American Senior Benefits.

In 2007 he joined Clay LeGeyt at Great American Senior Benefits and the rest is history.

Jim resides in Austin, Texas and enjoys spending time with his wife and children. He is an accomplished Pickleball player.

Bill Kiray

Vice President, Chief Marketing Officer, Neishloss & Fleming

Session: Differentiating Your Agency (Speaker)

Bill Kiray is the Vice President and Chief Marketing Officer of Neishloss & Fleming, and has been focused on growing their Medicare business since 2003.

Bill is responsible for oversight around all aspects of recruitment and sales, as well as ensuring that their contracted agents continue to have opportunities to grow their revenue. Bill is continually working to develop assets that hold value to independent agents, as well as working to build comprehensive training opportunities for agent development.

There has been one key concept that has been at the center of Bill’s time at Neishloss & Fleming. “Agents can get products from anyone, but we have to remember that this is a relationship business. Keeping that at the core of our focus is the key to deliver on our value proposition to the agents that choose us as their trusted partner.” This has been critical to helping Neishloss & Fleming grow from a regional brokerage to a nationally recognized choice for senior market agents.

Bill attended Penn State University. He and his family reside in Pittsburgh, Pennsylvania.

Ryan Kimble

President, Agent Pipeline

Session: Agent Recruiting (Speaker)

Ryan is a Managing Partner of Integrity Marketing Group and President of Agent Pipeline. He began his career with Agent Pipeline after graduating Cum Laude from Liberty University, where he earned a Bachelor's degree in Business Finance and Economics. In 2001, he introduced Medicare products to the company’s portfolio which lead to the company’s national expansion.

Ryan has transformed the industry and led Agent Pipeline to be named the top Medicare and ACA IMO with multiple carriers. Ryan is widely recognized for his innovation and leadership in not only the senior market, but also traditional life and health.

Ryan lives in West Virginia with his wife, Debbie. They enjoy spending time with their children and coaching youth sports.

Dan Mangus

Vice President of Sales, Senior Marketing Specialists

Session: Veterans & MAPD/PDP Deep Dive (Speaker)

Starting as an agency owner at 18, Dan Mangus has been in the insurance industry his entire life. Dan’s partnership Senior Marketing Specialists began in the late 1990's, and in 2010 Dan had the privilege of chairing their newly formed Advisory Council and continues to sit as Chairman of the Board today. After several years of consulting work with Senior Marketing Specialists, Dan joined the brokerage team full time in 2012 as the National Sales Director, serving over 10,000 agents nationwide.

Today Dan’s current position of Vice President of Sales gives him a unique line of sight to the customer, agent, and FMO staff.

Although Dan has been sharing his insights and knowledge since the early 1980's, more recently you can find him teaching Medicare courses at Universities and keynoting national insurance conferences and Medicare certification courses for the both the National Guardianship Association (NGA) and the American Association of Daily Money Managers (AADMM). Dan is also an Expert Contributor for the RICP designation program through the American College and is the published author of TalkingMEDICARE, a resource guide for advisors in the Medicare market.

Jessica Adkins

Director of Innovation, Agent Pipeline

Session: Women in Leadership Panel (Panelist)

Jessica began her career in the insurance industry in 2010 as a licensed life sales agent. In 2012, she joined Agent Pipeline and helped grow the ACA division during healthcare reform. Jessica was named the Director of Marketing & Innovation in 2013 and continues to lead Agent Pipeline’s Marketing Department.

With 10 years of insurance industry experience, she connects the worlds of agent recruiting and consumer-driven lead generation. Jessica focuses on digital strategies such as email marketing, search engine optimization, website development, agent training, and support, and automating business processes using technology. She continues to ensure agents and agencies choosing Agent Pipeline are equipped with the knowledge and support they need to develop impactful marketing plans. She is the Co-Founder of WIRED – an organization empowering women re-entering the workforce with professional development and other community resources.

Jill Henderson

Vice President & Chief Operating Officer, Neishloss & Flemming

Session: Women in Leadership Panel (Panelist)

After spending much of her career working for Sony PlayStation as part of the retail marketing team. (YES! Jill is a girl gamer and beta tester), Jill made the move to Medicare in 2012 and joined the Neishloss & Fleming (N&F) team. She enjoys initiating and strengthening relationships at all levels, from within N&F to Integrity Business Units to Carriers to agents and agencies.

In January of 2018, N&F joined Integrity Marketing Group which opened unlimited opportunities to share best practices and learn from the top experts within the industry.

Jill’s passions include communication, collaboration and connection within N&F and across the Integrity platform. Jill continues to manage N&F with Bill Kiray while assisting with the implementation of Medicare Center and Compliance initiatives across the platform. Jill is a member of Integrity Medicare Council and the Integrity Enablement Support Team.

JoAnn Wray

President, Senior Marketing Specialists

Session: Women in Leadership Panel (Panelist)

JoAnn started her career with the McNerney Management Group immediately after graduating from Truman State University. She worked in various positions alongside Dan McNerney. Together, they started the brokerage division of the company, Senior Marketing Specialists, in 1995. Since then, Senior Marketing Specialists has grown from two employees and a handful of independent agents to the current staff of almost 100 representing over 10,000 agents nationwide.

JoAnn’s love of family and service carries through in leading the company and building a great team with an amazing work culture. JoAnn sits on several advisory boards, including the Inter-Company Marketing Group (ICMG) board. She is actively involved in the charitable foundation they created — “12 Months of Giving” — which supports a variety of local charities such as The Red Cross, Meals on Wheels, Feeding America and more. JoAnn and her husband reside in Columbia, Missouri, and love spending time outside with their children and grandchildren.

Jacque Huggins

President, Scott Riddle Agency

Session: Women in Leadership Panel (Panelist)

Jacque is a Managing Partner of Integrity Marketing Group, and President of the Scott Riddle Agency. Jacque began her insurance career in 1986 with the Scott Riddle Agency as a sales agent. She was promoted to Operations Manager in 1989, leading a team of agents to record sales. In 2011, Jacque was promoted to President of the Scott Riddle Agency where she continues to work with agents and has led the agency to be the Top #1 IMO for the American Amicable Group of Companies for seven consecutive years 2012 – 2018.

Jacque lives outside of Waco, Texas with her husband Rick. They enjoy spending time with their children and grandchildren.

Stacey Anderson

Vice President, Telemarketing & Operations, American Benefit LLC

Session: Women in Leadership Panel (Panelist)

Stacey has been with American Benefit, LLC for 21 years. She started out in sales and have worked in several positions throughout the agency which gave her insight and understanding. Stacey is married to Eric, just celebrating our 24 year wedding anniversary. They have a 19 year old son Gage and a 13 year old daughter Callie.

Laura Kimble

Executive Vice President, Agent Pipeline

Session: Women in Leadership Panel (Panelist)

Laura Kimble is a Managing Partner of Integrity Marketing Group, and the Executive Vice President of Agent Pipeline, Inc. Laura entered the insurance industry in 2000 with Agent Pipeline and has since worked in nearly every facet of the company. She started in an administrative function and quickly developed a passion for sales and marketing, transitioning to the role of direct insurance sales agent. From there, she used her direct sales background to help Agent Pipeline’s downline agents and agencies grow and expand.

She was the top salesperson for Agent Pipeline for several years running and in 2009, became Co-Owner. The following year she was named Executive Vice President. She currently assists in the day-to-day operations of the company and manages the Medicare Supplement growth and distribution channel. Laura is also responsible for maintaining relationships with the company’s executive accounts and key partners.

Laura holds a degree from Saint Leo University in Florida. She has also completed the Dale Carnegie Leadership Course and the Program on Negotiation and Leadership at Harvard Law School.

Laura serves as a member of the NAHU FMO Advisory Council, the Aetna Field Advisory Council and Diamond Distributor Council, Cigna’s Executive Leadership Council, Medico’s FMO Advisory Board, and Agent Pipeline’s Compliance and Oversight Board.

She currently resides in Charleston, West Virginia with her spouse, Blair and their three children. In her free time, she enjoys spending time with her family and exploring her interests in the arts and local philanthropy.

Kasey Doud

Vice President of Operations, Premier Marketing

Session: Women in Leadership Panel (Panelist)

Kasey Doud is the Vice President of Operations at Premier Marketing and has been an integral part of the back office support team since 2005.

During Kasey's tenure at Premier, she has had the privilege of working in every department of Premier. This first-hand experience has taught her the ins and outs of the business as well as what it takes to make an agent successful. She has led many initiatives to improve processes, streamline workload, and enhance agent experiences. Kasey's manages the day to day operations at Premier to ensure that all departments are running smoothly.

Kasey is a graduate from Wayne State College. She resides in Norfolk, Virginia with her family.

Jennifer Harris

National Marketing Director, Eldercare Insurance Group

Session: Women in Leadership Panel (Panelist)

Jennifer Harris is the National Marketing Director at Eldercare Insurance Services. She started in this industry and at Eldercare 12 ago, knowing nothing about senior insurance. Alongside John Bettis and Steve Brooks, she has become a leader in her area and with her agents. She has been married to her best friend, Chad, for 15 years and together they have two teenagers.

Karen Fredricks

Owner and CEO, MultiState Insurance Center, Inc.

Session: Women in Leadership Panel (Panelist)

Karen is the Owner and CEO of MultiState Insurance Center, Inc. and a Managing Partner of Integrity Marketing Group.

She was born into the industry, her father, Ed Oom Sr., started their agency 45+ years ago. Karen started working in the office at a very young age, placing labels on mailers for her dad. She worked in every facet of the company, including being a top insurance producer. Karen worked her way up the ranks and bought her father and brother, Ed Oom Jr., out in 2011, becoming the sole owner. Growing up in the family business has always given her the passion to do the right thing and to help others.

Karen lives in Grand Haven, Michigan with her husband Maury and enjoys spending time with her family, especially her granddaughter, Alba.

Session Recordings

Opening Keynote Speaker
Bryan W. Adams
Co-Founder & CEO, Integrity Marketing Group
Closing Keynote Speaker
Steve Young
NFL Great & Integrity Marketing Group Chairman
Carrier Panel Discussion
Led by Denis Tauscheck
CRO, Integrity Marketing Group
Differentiating Your Agency
Bill Kiray
Vice President & CMO, Neishloss & Fleming
Virtual Medicare 101 Seminars
Meredith Stenhoff
Field Marketing Director, Premier Senior Marketing
Managing Client Relationships
Jim Sweeney
Managing General Partner, American Senior Benefits
Agent Recruiting
Ryan Kimble
President, Agent Pipeline
Medicare Consumer Insights
Tim Brousseau
Vice President Client Services, Deft Research
Integrity Women In Leadership Panel Discussion
Led by Anne Wood
CMO, Integrity Marketing Group
MAPD/PDP & Veterans Coverage
Dan Mangus
Vice President of Sales, Senior Market Specialists
Thank You For Attending Medicare Live!
Bryan W. Adams
Co-Founder & CEO, Integrity Marketing Group

Carrier Resources

Supplemental Benefits One-Sheet Download
Supplemental Benefits Phone Sales Made Easy Download
ExpressQuote On The Go One-Sheet Download
Phone Verification One-Sheet Download
Med Supp eApplication Guide Download
CVS Health / Aetna
MedSupp Agent Portal Quick Guide Download
Accendo Coverage Map Download
Humana Achieve Medicare Supplement Overview Download
Vantage Core Capabilities Download
Med Supp Product Guide Download
Med Supp eApplication Agent Guide Download
Manhattan Life
Medicare Supplement Download
eApplication Download
Mutual of Omaha
eApp Quick Start Guide Download
Med Supp Household Discount Download
CVS Health / Aetna - Senior Supplemental Video
CVS Health / Aetna - Med Supp Video

Tips & Scripts

Free Medicare 101 Video for Clients Download
Talking Medicare eBook Download
Tips for Handling Objections Download
Social Media Lead Introduction Download
Referral Lead Introduction Download
T-65 Direct Mail Lead Introduction Download
Client Annual Review Final Expense Cross-Sell Download
Medicare 101 - Free Video for Clients
Download Here

Best Practices

Managing Client Relationships Best Practices Download
Agent Recruiting Best Practices Download
Using Social Media To Recruit Agents Download
Direct Mail Best Practices Download
Lead Generation Best Practices Download
Email Best Practices Download
How To Create a Facebook Business Page Download

Ancillary Products

Overview One-Sheet Download
Dental Economic Value One-Sheet Download
Selling Primestar One-Sheet Download
Sales On The Go One-Sheet for Mobile - Apple Users Download
Sales On The Go One-Sheet for Mobile - Android Users Download
Hospital Indemnity and Short-Term Home Health Care One-Sheet Download
eApp User Guide Download
Quick Agent Reference Guide Download
Gap Finder Tool Download
eDelivery Guidelines Download