Our job is not to sell insurance; it’s to help our clients make an educated decision about their health insurance options.
For Experienced Medicare Agents
You already know how to sell Medicare. The next step is learning how to build, retain and grow a valuable book of business with the right guidance, systems, relationships and opportunities behind you.
Experience Is the Starting Point
Capstone Health works with experienced Medicare agents who have already proven they can serve clients and produce business. Some come from captive environments. Others have been independent for years but are still missing the guidance, infrastructure or relationships needed to grow consistently.
You understand Medicare and know how to work with clients, but you want the freedom to represent multiple carriers, own your book and recommend coverage based on the client's needs—not one company's product lineup.
You may already have carrier contracts and a few years of experience, but independence without meaningful mentorship, systems or referral relationships can still feel like building alone. Capstone helps turn experience into a more structured and sustainable Medicare career.
You are not starting over. You are bringing your experience into a stronger environment—one designed to help you continue producing, protect the relationships you build and create long-term value through retention and renewals.
Leadership That Still Produces
Many recruiting pitches come from managers who stopped selling years ago—or recruiters who have never built and serviced a Medicare book themselves. Capstone Health is led by an active Medicare producer who continues to meet with clients, write business and manage the same carrier, compliance and retention challenges our agents face.
Will Smith has been licensed since 2005 and independent since 2014. He maintains an active Medicare book of more than 650 clients while maintaining personal retention above 95%. Capstone's agency-wide retention remains above 90%.
The goal is not to hand you a contract and wish you luck. It is to share practical knowledge gained from building, servicing and protecting a large Medicare book—and help you apply those lessons to your own production and client relationships.
What Capstone Brings
Our value is not based on promising that independence will be easy. It is based on giving experienced agents practical support in the areas that most directly affect production, retention and long-term growth.
Capstone has spent years developing trusted relationships with physician offices and community partners throughout Tampa Bay. The right agents may gain opportunities to support those relationships, participate in events and learn how long-term referral partnerships are developed and maintained. Access is earned through professionalism, production and dependable service.
Independence matters because the relationships you build should create long-term value. Capstone helps agents understand the full life cycle of a Medicare book—from new enrollment and documentation to annual reviews, retention, referrals and renewals.
Use tools designed for the work Medicare agents actually perform, including Spark for client records, compliance, doctors, medications, plan information and ongoing service, along with integrated enrollment tools.
Build credibility within the Capstone brand through an agent page, educational content, local website visibility and guidance with your Google Business Profile. You do not have to invent every digital asset or learn local marketing alone.
Qualifying agents may receive production-based marketing reimbursement, event support or other growth investments. These opportunities are not automatic; they are tied to production, professionalism, client service, retention and the needs of the local market.
Get practical feedback from people actively working in Medicare today. Capstone emphasizes consistent production, structured follow-up, annual reviews, compliance and measurable improvement—not outdated scripts or motivational promises.
Production Creates Opportunity. Retention Builds Stability.
Successful Medicare agents understand that renewals are the foundation of a sustainable career—but they are not permission to stop working. A growing book should create the stability to serve existing clients well, continue writing new business, develop stronger referral relationships and pursue the next level of growth.
Renewals strengthen a career, but continued new production keeps the book growing and creates new relationships each year.
Annual reviews, responsive service and accurate client records help turn one enrollment into a long-term relationship.
Agents who can consistently produce and retain a strong personal book may eventually be ready to mentor others and help build an agency team.
Explore the relationship between first-year production, client retention and the value of an active Medicare renewal book.
Start with the Medicare applications written during one production year.
Plan Changes plus New-to-Medicare enrollments.
Based on the selected production mix and the 2026 assumptions explained below.
Production creates the book. Retention determines how much of it remains active and generates renewal compensation.
Estimated retention assumption: Section 2 initially carries forward 90% of the applications entered in Section 1.
Section 1 was adjusted to show the production needed at 90% retention.
Annual renewal compensation divided by 12 months.
Based on the active renewal-book amount entered above.
Renewal income is not created overnight. It begins with consistent production and depends on serving clients well enough to retain those relationships. A strong renewal book should support continued growth—not replace new production.
| Calculation Input | Amount Used |
|---|---|
| New to Medicare | $694 |
| Plan Change | $347 |
| Annual Renewal | $347 |
| Estimated Retention Rate | 90% |
Section 1 estimates first-year compensation by multiplying the number of Plan Changes and New-to-Medicare enrollments by the applicable compensation assumptions shown above.
Section 2 initially estimates the Active Renewal Book at 90% of Section 1’s total applications. When the Active Renewal Book is changed directly, Section 1 is recalculated to illustrate the approximate production required to support that renewal book at a 90% retention rate. The existing Plan Change and New-to-Medicare production mix is preserved as closely as possible.
This calculator is provided solely for educational, recruiting and illustrative purposes. It is designed to demonstrate how first-year Medicare production and client retention may contribute to building an active renewal book over time.
Compensation estimates are based on the 2026 Florida Medicare Advantage and Medicare Part D independent-agent compensation assumptions shown above. Actual compensation may vary based on the carrier, product, contract, effective date, enrollment eligibility, CMS regulations, state requirements and other applicable factors.
The 90% retention rate is used only as an illustration. It is not a promise or guarantee of the retention rate an individual agent, agency or book of business will achieve. Actual retention rates and business results will vary.
Nothing in this calculator should be interpreted as financial, tax, legal or business advice or as a guarantee or prediction of commissions, renewals, income, production, book value or future business performance.
Every agency can promise better support, better opportunities and a better future. I would rather tell you directly what Capstone Health stands for and the kind of Medicare business I want to help agents build.
In this short video, I explain why I built Capstone Health and why I believe experienced Medicare agents deserve more than access to carrier contracts.
The right agency should help you build stronger systems, protect your book, improve retention and create a Medicare practice that continues producing value year after year.
After watching, schedule a confidential conversation or email me directly with any questions.
Over the past two decades, I've built an independent Medicare agency focused on long-term relationships, strong retention and sustainable growth. My goal isn't just to help you write more business—it's to help you build a better business.
Every agency has carrier contracts. We believe the difference comes from the systems, relationships and mentorship behind them.
Whether you're leaving a captive agency, already independent, or simply looking for better systems and support, I'd love to learn more about your goals.
Every conversation is completely confidential, and there's never any pressure or obligation.
It should help you build a Medicare practice that continues growing year after year. If that sounds like the kind of business you're trying to build, let's talk.