In this episode of The Agent Spotlight Podcast from National Insurance Markets, host Matthew Gaus interviews John Kness and Kimberly Huddleston of Kness and Associates to explore how they grew from a single local office to a multi-state insurance agency licensed in 22 states.
In this episode of The Agent Spotlight Podcast from National Insurance Markets, host Matthew Gaus interviews John Kness and Kimberly Huddleston of Kness and Associates to explore how they grew from a single local office to a multi-state insurance agency licensed in 22 states.
John shares his journey from stockbroker and estate planner to property and casualty agency owner, while Kimberly explains how her HR benefits background fueled their expansion into Medicare and health insurance. Together, they reveal how adding Medicare services created a steady, year-round revenue stream and strengthened client relationships.
Key Takeaways for Insurance Agents
- Diversify revenue with Medicare – Why adding Medicare products to an agency’s portfolio provides stability and long-term growth.
- Build trust through personalized service – How long-term client relationships lead to high retention and referral business.
- Leverage technology for efficiency – How the Connector quoting and enrollment platform streamlines Medicare sales.
- Capitalize on cross-selling opportunities – Turning existing property & casualty clients into Medicare customers.
- Referrals and networking work – Proven grassroots strategies for new agents to gain clients without a large ad budget.
John and Kimberly also share their advice for new Medicare agents, including the importance of referrals, joining local networking groups, and consistently promoting Medicare services across all marketing channels.
Whether you’re an experienced insurance agent or just starting out, this conversation is full of actionable strategies to help you grow your Medicare business, improve client retention, and build a sustainable book of business.
For more information, get in touch with NIM Broker.
