On this episode of The Ty Brady Way, Ty is joined by Neil Reich, a veteran insurance professional with over 27 years of experience. Neil recounts his career journey, beginning at a small P&C agency and advancing to a leadership role at Humana, where he was instrumental in launching the national broker channel and collaborating with major FMOs in the Medicare Advantage sector. After years in corporate leadership, Neil transitioned to entrepreneurship by founding his own agency, CareConnect, where he applied his expertise to scale operations and build a thriving business. Neil discusses the unique challenges of starting CareConnect, including adapting to the shift from field to virtual sales and responding to evolving consumer behaviors. He notes that phone enrollments are becoming increasingly common and highlights the importance of meeting clients where they are. Despite industry headwinds, his agency generated nearly $6 million in its first year. He also shares insights into managing client communication, setting clear expectations, and maintaining trust through prompt, supportive service. Looking ahead, Neil outlines strategies to keep his virtual sales team productive, especially in a market impacted by changes to SEP rules and lead quality. He emphasizes the importance of cross-selling products like final expense and cancer policies to boost retention and value. As the healthcare landscape evolves, Neil and Ty stress the need for agents to become trusted advisors rather than just salespeople. Their conversation underscores the enduring value of education, strong client relationships, and diversification in building a resilient, modern agency   As always, we would like to hear from you! Email us at thetybradyway@gmail.com Or DM us on Instagram @thetybradyway https://www.instagram.com/thetybradyway/