Adding Medicare to a property and casualty agency can turn seasonal renewals into year-round revenue. Matt Gaus talks with John Kness and Kimberly Huddleston of Kness and Associates about how they grew from one local office to an agency licensed in 22 states, and how Medicare deepened their client relationships.
From Stockbroker to P&C Agency Owner
John Kness took a winding road into property and casualty insurance. He started as a stockbroker, moved into estate planning, and eventually opened his own P&C agency. That background in investments and planning shaped how he talks with clients: look at the whole picture, not just one policy. Kness and Associates started as a single local office. Today it’s licensed in 22 states.
How an HR Benefits Background Led to Medicare
Kimberly Huddleston came to the agency from HR, where she worked on employee benefits. She knew how confusing health coverage is for people, and how much they value someone who can explain it. That experience drove the agency’s move into Medicare and health insurance. It gave Kness and Associates a new way to serve the clients who already trusted them with their homes and cars.
Why Medicare Creates Year-Round Revenue
P&C income can be lumpy. Adding Medicare gave the agency a steady revenue stream that runs all year, built on renewals from clients who stay enrolled. John and Kimberly explain that the benefit goes beyond commissions. Medicare conversations are personal and ongoing, so they strengthen client relationships and give the agency more reasons to stay in touch.
Cross-Selling Medicare to Existing P&C Clients
An established P&C book is full of clients who are turning 65 or who have parents who are. John and Kimberly talk about how they bring up Medicare naturally with the people they already serve, and how tools like NIM’s Connector platform make it easier to quote and compare plans. The trust is already there. The agency just has to let clients know it can help with one more part of their lives.
Referral and Networking Tips for New Medicare Agents
Their advice for agents just starting in Medicare is simple: ask for referrals, join local networking groups, and promote your services consistently across every marketing channel you use. None of it works as a one-time push. Clients and referral partners need to hear from you regularly before you become the name they think of.
Key Takeaways for Insurance Agents
- Add Medicare to diversify revenue beyond P&C renewals.
- Win clients with personalized service, not price alone.
- Use technology like Connector to quote and enroll efficiently.
- Cross-sell Medicare to the clients who already trust you.
- Grow through referrals, local networking, and consistent promotion.
Frequently Asked Questions
Can a P&C agent sell Medicare?
Yes, with the right licenses. A P&C agent needs a state health (accident and health) license, the annual AHIP Medicare certification, carrier-specific training, and appointments with the carriers they want to sell. An FMO like NIM can handle contracting and point you to the training.
How do you cross-sell Medicare to P&C clients?
Start with clients who are approaching 65 or asking about retirement. Mention Medicare during annual policy reviews, add it to your newsletters and website, and let clients know you can help their parents too. Keep it educational, and follow CMS marketing and Scope of Appointment rules.
How do new Medicare agents get referrals?
Serve every client well, then ask directly: most happy clients will share a name if you ask. Join local networking groups, build relationships with professionals who serve seniors, and stay in touch year-round so clients remember you when a friend needs help.
Listen to Episode 2 of The Agent Spotlight Podcast on Spotify or Apple Podcasts.
For more information, get in touch with NIM Broker.
