[Rick Lee]

I was in Puerto Rico last week on a carrier convention (insurance award trip), talking with a co-worker from OH who's 56 and starting to worry about retirement. He's been selling final expense life insurance for a while. We get big upfront commissions and low renewals or residuals. He said his retirement plan is to immediately start selling Medicare. The commissions on that are generally $600 for the first year and $300 per year thereafter for as long as the person stays in the plan. He has a pretty big book of life business now, so those are all free leads for selling Medicare. Doing the back of the envelope math, if he spends a few years on Medicare and builds up a book of 1000 customers and maintains it, he'd have a $300k recurring annual income before he gets out of bed in the morning. All he'd have to do is write enough new business to offset the churn. I have another co-worker from PA who's still in his 40s and is already there. And he totally kills it with final expense sales too. I'm 51 and need to start doing Medicare soon.