Here's the thing... if you are focused on selling FE alone, nothing wrong with that. You just won't have much opportunity for cross-sells.
When you lead with Medicare, you are usually dealing with a class of people that are at least one step up, meaning they might have a little more money. Therefore, you can cross-sell other things.
I sold Medicare for years. I would say that I cross-sold a ton of FE, some LTC, and some annuities just by doing a fact finder. (You would never bother with a fact finder just doing FE).
FE is great up front money, but very little on the back end. Medicare is usually going to give you just a little over 1/2 of what you would get for FE in the first year, but the renewals remain level. So, in comparison, at about the 2 1/2 year mark, you'll start making more on that Med Supp or Med Advantage plan than you ever will on the FE.
FE = Great up front money
Medicare = Builds renewals/business
