Leadership Interview

SERGIO DIAZ

VP of Sales & Marketing and Director of Marketing

All leaders

The Seat

Broad Industry Set

The same industry-wide questions every HPM leader answers.

  1. For an agent who has never worked with an FMO, what does an FMO actually do on a normal Tuesday that an agent could not do alone?
  2. When someone chooses the wrong Medicare plan, what happens to them six to twelve months later that nobody warned them about, and how does a good agent prevent it?
  3. What is one rule in Medicare or the ACA that makes no sense until someone explains why it exists?
  4. What is the single piece of advice that, if a new agent followed it, would almost guarantee they wash out inside their first year?
  5. What decision does a new agency owner make in the first ninety days that quietly kills the agency by month eighteen?
  6. Two agents both step away from selling for six months. One comes back to a business that kept running, the other comes back to nothing. What did the first one build that the second one did not?
  7. When a CMS rule change or a carrier shift lands, who tends to get hurt and who tends to get ahead in the same six months, and what separates them?
  8. What is a book of business that looks impressive on paper but is actually fragile the moment the agent behind it steps away?
  9. If an agent builds their whole book through an FMO and later decides to leave, what should they have asked about book ownership and portability on day one?
  10. What kind of agent should you honestly talk out of this business, or out of going independent, before they get hurt?
  11. Where is the health insurance market actually heading over the next three to five years, and what should an agent be doing today to be ready for it?
  12. What is a moment in this business where doing the right thing for a client cost you money, and would you do it again?

As VP of Sales & Marketing

  1. What separates the agents who hit their goals every year from the ones who have a great month and then stall?
  2. What is one stat that never shows up on a leaderboard but predicts who is still here in three years?
  3. Most selling advice is noise. What actually moves a Medicare or ACA prospect from thinking about it to enrolled?
  4. Where does marketing help an agent, and where does it just create busy work that feels like progress?
  5. How should an agent think about building a sales and marketing process instead of chasing one lead at a time?
  6. What is the most common reason a good salesperson underperforms in this specific industry?
  7. What does HPM do to grow and coach producers that an agent could not get on their own?
  8. What is the excuse a struggling agent gives for a bad month that is really a cover story for what they are avoiding?

As Director of Marketing

  1. What is the marketing mistake you see new agents make that quietly wastes their whole budget?
  2. In-person events versus online marketing for a Medicare agent: what actually works, and what just looks good?
  3. What makes a piece of marketing feel trustworthy to a senior instead of feeling like a sales trap?
  4. If an agent has one hour and no budget this week, what marketing move would you tell them to make?
  5. What does good marketing training give an agent that they cannot learn from watching videos online?
  6. How do you keep marketing compliant in Medicare and ACA without making it boring and forgettable?
  7. What is a marketing channel most agents ignore that is actually wide open right now?
  8. When you build materials for agents, what is the one thing they always ask for that they do not actually need?