Chase Gruening maps a three-step growth sequence for Medicare agencies

Three-time Amazon bestselling author Chase Gruening says Medicare agency owners often chase growth in the wrong order. His new book lays out a three-stage framework aimed at helping agencies build revenue, leads and teams in a sequence that supports scalable growth.

Why it matters: - Medicare agencies often stall when they add leads, people or marketing before building the systems to support growth. - Gruening’s framework is meant to help agency owners create repeatable growth instead of creating more complexity. - The book targets both independent agents and larger agency owners facing pressure to scale.

What happened: - Chase Gruening released More Revenue. More Leads. More People. on September 8, 2026. - The book focuses on a common problem in Medicare agencies: pursuing growth goals in the wrong order. - Gruening frames the work around a three-stage sequence: Optimize, Amplify and Scale. - More information is available at the company’s announcement.

The details: - Optimize starts with the existing book of business. - The first stage pushes agencies to strengthen sales processes and improve consistency before chasing outside growth. - Amplify focuses on predictable lead generation. - The second stage centers on repeatable systems for attracting prospects, managing opportunities and converting new business. - Scale addresses the point where the owner’s individual effort is no longer enough. - The third stage covers hiring, team development, leadership, accountability and operational systems. - The book gives examples of common missteps, including adding lead generation before maximizing current clients, increasing marketing without a repeatable sales process, and expanding a team before building the leadership structure to support it. - Gruening is CEO of Gruening Health & Wealth and founder of COACHG. - He says he has spent more than a decade working with insurance agents and agency owners across the country. - His background includes sales, marketing, recruiting, leadership, agency operations and organizational growth. - Gruening also brings a former college football coach’s approach to business growth.

Between the lines: - The book’s core message is that growth can become harder, not easier, when agencies sequence priorities poorly. - The framework reflects a shift from founder-led selling to a more durable business model built on documented processes and delegated responsibilities. - That approach is especially relevant for agencies trying to move from production-heavy operations to organizations that can grow without constant owner involvement.

What's next: - Gruening is positioning the book as a guide for agency owners who need structure before scale. - COACHG and Gruening Health & Wealth will likely remain the primary channels for his coaching and growth frameworks. - The book is intended to support agencies as they refine sales systems, build teams and pursue sustainable expansion.

The bottom line: - Gruening argues Medicare agencies should optimize what they already have, amplify what works and scale only after the foundation is in place.