David Dupuy
Principal Broker / President · CMIP®, NSSA®, IRMAA
20K+ Impressions
15+ Qualified Partner Conversations
40+ Newsletter Sign Ups
Last updated October 24th, 2026
Table of contents
Key Takeaways
Dave first came to me after seeing the work I’d done for his downline. He was impressed with what we’d accomplished, and he wanted me to run his LinkedIn as a client.
Dave was already successful, with 15 years in health insurance, but nothing in his business ran without him in the room. He had no content output, no time to build any, and about a dozen hand-built referral partners sending most of his business.
For a reference point, the industry average is 1-3 referral partners per year. In two months, we booked Dave 15 qualified partner conversations with financial advisors, added 20,000+ impressions on LinkedIn, and averaged a 35%+ connection acceptance rate. We’re also getting about 2 inbound messages a week from advisors and Medicare prospects.
Positioning Dave was easy because of everything he’s already accomplished: a certified IRMAA specialist, licensed in individual health insurance, which 99% of agents aren’t. Most people don’t know how to position themselves around what they’ve done, and we pulled it out of him.
Outreach worked because we never pitched. We opened every conversation by asking if Medicare was even a gap for the advisor’s clients, so we didn’t come across as salesmen or as AI. The newsletter, now at 40+ subscribers, caught everyone who was watching but not ready to talk and keeps every client and referral partner warm without another call.
Building
17,294
impressions in the last 90 days
+22,959%
vs. the 90 days before it
We started working together in the middle of AEP, the last time most agents want to think about content. As a principal broker, Dave understood that referral partners send more during AEP, so being in front of them while Medicare is on their minds was worth the hour. Nothing went against regulation either: his audience is purely referral partners and financial advisors, and they care about how he thinks, not which plan he’s selling.
The posts that carried the most weight were anonymized client stories. Dave’s $40,000 story about a business client he moved onto a private plan was just a Tuesday to him, so he never thought of it as content. To a financial advisor, it’s proof he catches what their clients’ plans miss. His ideas were already sitting in his work: every client he helped, every mistake he caught, every question an advisor asked him. We pulled them out and put them in order, using his call recordings so nothing went out in words he wouldn’t say on the phone.
This is the same positioning we talked about earlier: 15 years in health insurance, a certified IRMAA specialist, and licensed in individual health insurance, which 99% of agents aren’t. The content leaned on that, so he didn’t sound like every other agent in their feed.
Qualifying
Growing referral partners on LinkedIn comes with a few problems. Most advisors assume it’s a lead swap, and most agents don’t know how to come across as a partner, so they end up looking like a salesman. Some worry their outreach will read as AI-generated the second an advisor opens it. All agents really want is to help their clients, and that’s exactly how we approached outreach.
Here’s how we solved it for Dave
We never pitched anyone. Every conversation opened the same honest way: “I don’t know if this makes sense for you, but do you work with clients who are pre-retirees or retirees?” That question has run in over 300 outreach threads we’ve handled for clients, with no scripted lead-swap ask. We also built rapport early by bringing up where someone lived, restaurants near them, the sports teams they watch, or whether we went to the same school.
With Dave’s experience, we didn’t have to rely purely on outbound. Alongside sending 200 connections a week, we got 2 inbound messages a week from advisors and Medicare prospects who had looked at his profile and already knew he’d be a great fit for their practice.
Nurturing
July 2026 to today
Jul
Aug
Sep
Oct
0 to 36+ subscribers since mid-August.
55% Open · 25% Click
Here’s what runs through most Medicare agents’ heads when they hear newsletter:
“Nobody reads those anymore.”
“Another tool to manage.”
“It won’t book meetings.”
“It could take months to see anything.”
Every one of those worries makes sense. None of them hold up.
Why the newsletter is the asset
The newsletter is the single greatest asset any agent can build. Referral partners aren’t ignoring you out of spite. They just don’t know when their client turns 65, and that’s the whole gap. The newsletter is a touch point, the same job your content does, just quieter and more consistent. It keeps you on their mind for the one moment that matters.
What we did for Dave
Dave’s book of clients had been asking him for a newsletter for some time, so we put his current book and referral partners together. He gets referrals every week because they receive what’s changed in individual health insurance and Medicare that will actually affect their lives, coming from verified sources, which positions Dave as a trusted agent.
The added bonus is that the content going out for Dave gives lurkers an option to join, so people you’ve never spoken to on a call build enough trust to send you referrals.
Who’s On The List
17
HR/Employee Benefit Professionals
10
T65 Prospects
13
Their Challenge
Dave was already successful, but nothing in his business ran without him in the room. He was doing 4-6 client appointments plus 2-3 broker or advisor calls a day, which left him no time to build anything. By August the volume was overwhelming, and he wanted the business to run without him being on a treadmill. During AEP it gets worse: 8-10 hours of back-to-back meetings, so he plays defense with rewrites instead of finding new people.
His referral base was small and hand-built. He called himself an inch wide and a mile deep, with about a dozen partners sending most of his business. He wanted to double that, mainly because advisors keep him consistent outside AEP. He knew the nurture was key, and he agreed that Medicare agents are easy to forget. Advisors also didn’t know what he could do for their 58-64 clients with individual health insurance.
Our Approach
Step 1: Onboarding, profile, and list building
We started with a 60-minute call with Dave covering his background, his current business, and who he wanted to reach. We learned what a financial advisor wants from an agent: someone who makes them look good to their own client, and who covers what they can’t, like IRMAA and the 58 to 64 clients who need individual health insurance. That became Dave’s ideal client profile, and everything after ran off of it.
From there we rebuilt his profile around it, with a new headshot, banner, headline and About section. We built his target list in Sales Navigator and set the KPIs we’d hold ourselves to. Before anything went live, we checked with Dave that everything looked right.
Step 2: Content and outbound, running together
Content went out 3 times a week, built in a custom dashboard so Dave could read, edit and approve each post without learning a new tool. His real stories carried it, written in his voice from his call recordings. At the same time, we sent 200 connection requests a week, aiming for a 30% acceptance rate for the month. Every conversation opened by checking whether Medicare or individual health insurance was a gap for the advisor’s clients, never a pitch.
Step 3: The newsletter
We added every client and referral partner to Dave’s newsletter, and put the signup link in his content. Anyone watching but not ready to talk had a way to stay in front of him, and every partner stayed warm without another call.
Step 4: Reviews and reporting
We checked in weekly on what happened, and sent Dave a presentation on how we did against the KPIs. Every quarter we sat down to decide what to change.
Before and After
Before
Decades of knowledge in health insurance, but no time to turn it into content
No content output at all
Hesitant to put himself out online
Referral partners hand-built and unorganized, with no system to stay top of mind
Tools and inboxes scattered across multiple emails, phone lines and brands
After
6 to 12 LinkedIn posts each month
20,000+ impressions added on LinkedIn
35%+ average connection acceptance rate
15 qualified partner conversations
About 2 inbound referral partner messages a week from advisors and Medicare prospects
40+ newsletter signups
Referral partners and clients organized in one list, with a newsletter keeping them top of mind
Profile rebuilt around who he helps, with a new headshot, banner and headline
Hosting one seminar a month built around new referral partners
Top Content
The Posts That Made Financial Advisors Stop Scrolling.
Proof · The Partners
More referral partners already in.
Head of Financial Planning, Legacy Wealth Management
14+ yrs
Inbound. Reached out first after connecting. Wants Dave as a guest speaker for his planner study group.
Private Wealth Advisor, Managing Director
20+ yrs
Inbound. Messaged first after connecting, wanted to learn how Dave could help his clients.
Vice President of Sales, PEO
3 yrs
Inbound. Reached out about a referral partnership. Wants Dave to host Medicare events for her employees.
First Vice President, Wealth Management
7 yrs
Financial advisor who works with attorneys and CPAs to support high-net-worth families.
Founder, Wealth Advisory Firm
39 yrs
Joined the newsletter, then asked Rob to grab coffee.
Vice President, Wealth Advisor
9+ yrs
Outbound. Already had someone for Medicare, but no one for individual health insurance.
