Introducing Our New VP of Sales: A Q&A With David Minaya

The sales superstar and valued leader shares some of his top tips for aspiring agents and tells us why he loves working with Senior Healthcare Direct.

Last week, we made the exciting announcement that company veteran David Minaya has been promoted to Senior Healthcare Direct’s Vice President of Sales.?

David started with Senior Healthcare Direct as a Sales Agent more than five years ago, elevating to the role of Sales Director in January 2021.?

As a record-breaking sales agent, he sold more than 1,000 core Medicare policies in one year and 3,000 overall. David has spent the last year building and strengthening the sales team as a whole, helping the team achieve over 110% of its AEP sales goal.

With such an important addition to the Senior Healthcare Direct executive leadership team, what better time than now to get to know our new VP of Sales? We asked and David effortlessly answered some of the biggest questions facing leaders today.?

Q: Let’s start with a little bit about you. What are your passions or interests outside the office??

A: I love spending time with my wife and three children creating lasting memories. I grew up playing baseball and basketball, and I was fortunate to play collegiate basketball at Liberty University. Now I enjoy following my favorite sports teams and cannot wait until I can coach my own children in the sports they are passionate about. I am also a sneaker enthusiast and love buying classic sneakers.

Q: Can you bring us up to speed and tell us about your journey with Senior Healthcare Direct??

A: My journey with Senior Healthcare Direct began after my wife and I decided to move back to our home state of Florida once I completed my MBA while coaching men’s college basketball for three years. I was exploring different career options when I reconnected with Robert Bache, aka “Medicare Bob.” I was interested in the opportunity with Senior Healthcare Direct because I saw the similarities between selling a university to a basketball player and selling Medicare. My employment began at the start of AEP in 2016, and I quickly realized I enjoyed the challenges of the job. I continued to push myself not only to be the best in sales but to learn every aspect of the business, making it my goal to grow in this industry.

Q: What are you most excited about for the future of Senior Healthcare Direct?

A: The potential for growth and innovation.

Q: Can you tell us a powerful client story that reminds you why you love what you do?

A: In my second year as an agent, I spoke to a husband and wife from Alabama. The husband was retired and turning 65 in three months. He told me he was healthy, active and didn’t see the benefit of paying for a supplement. But he allowed me to continue my educational presentation, and when I was done, he decided to purchase a Mutual of Omaha supplement. One year later, our customer service notified me that the spouse of my client called three times within an hour wishing to speak to me. When I spoke to the client’s spouse, she shared that one month after purchasing her husband’s plan, he had a massive heart attack. He had multiple operations, hospital stays and weeks of rehab — and they did not receive a bill. She cried and thanked me for educating them on why supplements were so important. She was turning 65 in a couple of months and asked if I would help her purchase a supplement, as well.

Q: What’s your best sales tip for aspiring agents?

A: If you get an objection from a potential client, there are three key steps the agent can take to overcome it and close the deal:

1. Acknowledge the client’s objection and address their concerns.
2. Give a logical response to their concerns.
3. Continue directly into your sales presentation, and do not wait for the client to request you to present. (Most agents believe Step 2 is the most important step, but this is really the big one.)

Q: What advice would you give to up-and-coming leaders?

A: Lead by example with compassion and honesty. The leaders I wish to emulate (Robert Bache and David Niven) have taught me to lead my employees while working alongside them and showing them the expectations.?

Q: And, finally, what do you want everyone to know about you as a leader?

A: Each agent, manager and director is valued. An organization is only as successful as its employees. It is my goal that each person that I work with is treated with respect and compassion while upholding the standards of Senior Healthcare Direct.