California Plans

Position Summary

The Medicare Sales Producer is responsible for driving revenue and growth for California Plans within the senior and eligible-beneficiary market. A successful individual in this role has a strong desire to master the healthcare sales process, converting Medicare prospects into long-term policyholders by navigating complex plan designs (Medicare Advantage, PDP, and Supplements). Because Medicare marketing and sales are strictly overseen by federal regulations, the Producer must balance high-volume sales execution with flawless CMS, AHIP, and HIPAA compliance to hit strict monthly acquisition targets. Operating within our tech stack (Zoom Dialer and HighLevel CRM), you will guide clients with clarity, speed, and deep empathy.

About California Plans

California Plans is a leading health insurance agency dedicated to empowering individuals and families across California through expert, transparent guidance.

• Our Mission: To empower the Latino community and families across California by providing expert, bilingual guidance in health insurance.
• Our Vision: To become California's #1 trusted bilingual healthcare resource for the Hispanic community, helping more than 100,000 families secure their physical and financial well-being through expert guidance, exceptional service, and lifelong relationships.
• Our Business Promise: We Make Healthcare Simple – We remove complexity, eliminate confusion, and guide our clients with clarity so they can access quality healthcare with total peace of mind.
• californiaplans.org

Core Values

1. We Inspire Confidence: We build confidence by providing knowledgeable guidance, honest recommendations, and dependable service every step of the way.
2. We Do the Right Thing: We provide honest guidance, remain compliant with regulations, and always recommend what is in the client's best interest.
3. We Own the Outcome: We take ownership of every client experience, ensuring questions are answered, issues are resolved, and promises are kept.
4. We Serve with Empathy: We put people first by listening, communicating with compassion, and acting in the best interest of every client.
5. We Win as One Team: We work together across every department to provide a seamless, trusted experience for every client.
6. We Commit to Excellence: We continuously improve our knowledge, skills, and execution while delivering quality in everything we do.

SUCCESS LOOKS LIKE

Within 30 Days

• Fully onboarded and confident in the California Plans sales process, CMS compliance rules, Scope of Appointment (SOA) protocols, and script execution.
• 100% active California Life & Health licensure, annual AHIP, and carrier certifications completed.
• Consistently achieving daily activity metrics of 80–100 calls and 3.0–3.5 hours of talk time using HighLevel CRM and Zoom Dialer.

Within 60 Days

• Consistently closing production volume to reach a pace of 14–18 policies per month through effective discovery, drug formulary reviews, and value-driven communication.
• Managing a personal pipeline of warm leads with the 4x3 Outreach Protocol (attempting contact 4 times/day for 3 consecutive days), maintaining pristine CRM notes, and participating in daily call reviews.

Within 90 Days

• Exceeding individual performance goals: 22+ Monthly Production Credits (NB/NT) while maintaining a 95% book-of-business retention rate.
• Recognized for top-tier production, cross-selling Covered California (CCA) plans to household members, and serving as a culture leader within the sales floor.

OBJECTIVES

• Drive Outbound & Inbound Sales: Make 80–100 calls daily to generate new enrollments, ensuring 3.0 to 3.5 hours of talk time per day to maintain high engagement and pipeline volume.
• Hit Monthly Production Standard: Achieve a minimum of 22 Production Credits (NB/NT) per month.
• • 4:1 Credit Conversion System: 1 Medicare Policy = 1 Credit | 4 Covered CA (CCA) Policies = 1 Credit.
  • Medicare Core Floor: Minimum of 60% of monthly target (14 credits) must come from direct Medicare sales.
• Strict Pipeline Cadence: Execute the 4x3 Outreach Protocol on all new and unconverted leads in HighLevel CRM.
• Compliant Consultative Presentations: Uncover client health needs, verify preferred doctors/prescriptions, and execute telephonic CMS enrollment scripts and SOA forms with zero compliance violations.
• Household Cross-Selling: Identify family members eligible for Covered California plans to maximize total household health coverage and production credits.
• Seamless Client Hand-Offs: Post-sale, smoothly transition clients to the Customer Service Representative (CSR) team for long-term care and introduce the Retention Specialist framework.
• Daily Skill Mastery: Participate in daily morning sales training, script practice, and call reviews.

COMPETENCIES

• Sales/Closing Ability & Urgency: Strong desire to master the sales process, overcome objections, and close deals efficiently.
• High Activity Stamina: Ability to meet or exceed daily activity quotas of 80–100 calls and 3.0+ hours of talk time in a fast-paced environment.
• CRM & Tech Proficiency: Skilled in leveraging HighLevel CRM and Zoom Dialer with real-time, accurate lead logging and note-taking.
• Compliant Presentation: Deep understanding of CMS rules, HIPAA privacy laws, Scope of Appointment protocols, and drug formularies.
• Empathetic Communication: Ability to communicate complex healthcare options clearly, patiently, and compassionately to senior clients.
• Relentless Follow-Up: Demonstrated ability to build and maintain a robust pipeline with consistent, multi-touch follow-ups.

EDUCATION AND EXPERIENCE

• Licensure: Active California Life, Accident, and Health Insurance Agent License required.
• Certifications: Active AHIP Certification and carrier appointments (or ability to complete prior to start).
• Bilingual Skills: Fully bilingual in English and Spanish (required to empower our Hispanic community demographic).
• Experience: 1+ years of successful phone sales experience preferred (insurance, Medicare, or high-volume outbound sales).
• Track Record: Demonstrated experience as a top performer in sales, or business.

TOTAL REWARDS & BENEFITS

• Competitive base pay ($20–$22/hr based on experience and tenure) + Uncapped Tiered Commissions & Bonuses.
• Paid Time Off (PTO) and holiday pay increase with tenure.
• Access to continuous sales training, mentorship, and professional development resources.
• High-energy, performance-driven office culture with clear paths for leadership advancement.
• 401K with 3% matching by the company
• 40 hours paid available for sickness

PHYSICAL REQUIREMENTS

• Operational evaluations are based on an 8-hour shift (including a 20-min daily morning meeting, 40 min training, and two 10-min rest breaks), leaving 6 hrs 50 mins of net daily desk availability.
• Prolonged periods sitting/standing at a desk and working on a computer 
• Ability to wear a headset and converse clearly over the phone for 3.0 to 4.0 hours per day.

IF THIS POSITION CAUGHT YOUR EYE...

If you are a licensed, high-performing sales professional driven by uncapped earning potential, strict accountability, and a mission to simplify healthcare for California families, send us your resume!

Apply today to join California Plans and grow your career with a team that wins as one!