Digital Social Hour: Moe Falah — From Solar to Medicare: $33M in 3 Years | DSH #1511

Date: August 27, 2025
Host: Sean Kelly
Guest: Moe Falah, Founder of Better Life Financial Group

Episode Overview

In this episode, Sean Kelly welcomes back entrepreneur Moe Falah to discuss his remarkable transition from scaling and exiting a solar sales company to building a nine-figure business in Medicare brokerage—all by the age of 30. Moe shares candid insights about the challenges of early “retirement,” the unique opportunities in the Medicare market, the power of recurring revenue, building high-performance teams, lessons from mentorship, mental health, and the importance of physical health and drive. This is a sharp, unfiltered entrepreneurial conversation centered on finding fulfillment, scaling businesses, and building legacy.

Key Discussion Points & Insights

1. Moe’s Transition: Solar to Medicare (00:37–03:40)

• Moe’s first appearance on the show was after selling his solar company; now, two years later, he’s in Medicare.
• Both entities are brokerages, but his new company is “already about three times more valuable than what my last company was three years into the business” (Moe, 00:47).
• The difference: his Medicare brokerage focuses on monthly recurring revenue (MRR), not just one-time commissions like solar. This shift increases investor value and business stability.

Key Quote:
“Solar was a one time commission... If you lose your sales team, you lose all of your revenue. So this model, we have a monthly recurring revenue model. So... we're far more valuable just from a valuation standpoint.” — Moe Falah (01:37)

2. Why Medicare? Market Size & Opportunity (02:13–05:01)

• Medicare: 71 million Americans and 15,000 more turning 65 every day—a huge, growing market with high demand.
• Moe found the field surprisingly unsaturated given its scale.
• After selling his company, Moe took a two-year hiatus but found non-productivity led to depression: “That lull of non-production was probably some of the lowest points of my life... Production is really the basis of morale.” (03:47)
• True fulfillment, for Moe, comes from impact and creation—not just chasing financial freedom.

Key Quotes:
“When you're not [producing], you start to introvert and shrink... I've got more money... I'm financially free... why am I so unhappy? And it wasn't until I realized getting back into production, helping create impact... that's what makes me happy.” — Moe Falah (03:48)

3. Reinventing the Sales Model: Residuals & Recurring Income (09:45–12:45)

• Better Life Financial Group launched in January; they help seniors match with the best Medicare plans.
• Medicare is government-subsidized and privatized. Moe’s company acts as a broker for beneficiaries to major carriers.
• Salespeople earn recurring income—if they make $60,000 in year one, that amount starts their income base for year two (and compounds yearly).
• Moe compares a year in Medicare sales income to the return on a million-dollar investment in real estate, noting how this model enables far faster capital creation.
• In the first 72 days, they closed 10,000 customers; just over 7 months in, they had surpassed 30,000.

Key Quotes:
“Every single year, the residuals just continue to compound. So it's not like typical sales where you always have to go and hunt and chase that next commission...” (Moe, 10:41)

“You can make the equivalent of about 2 million bucks of real estate investment by just working about a year or seven to eight months inside of this Medicare space.” (Moe, 12:45)

4. Business Model Engineering & Early Results (12:45–14:49)

• Moe discovered Medicare after two chance meetings during his business-exploration sabbatical.
• After legal and financial due diligence: “The opportunity far outweighed the threats.”
• Growth: Closed over 30,000 customers, averaging $1100 customer LTV ($33M contracted in three years, ~$17M revenue year one).
• Valuation already at $45M, aiming for $100M in year two.

Key Quotes:
“We closed our 10,000th customer in our first 72 days... just four days ago, we crossed 30,000 customers.” (Moe, 13:49)

“We'll do probably like around 17 million this year, our first year... Right now we're probably worth about 45mil, but next year we'll definitely be a hundred million dollar company.” (Moe, 14:22; 14:43)

5. Operational Excellence: Lead Gen & Zero Friction Sales (17:47–20:15)

• Lead generation is via paid ads and one-to-one outbound/live transfers—agents get 100% inbound calls, no dialing or cold outreach.
• The Medicare offer is frictionless: “You’re not collecting credit card info... or social... and the product doesn’t cost them anything. All I have to do is get a verbal yes.”
• The company invests heavily in lead generation ($450K/month), so salespeople focus on closing, not prospecting.

Key Quotes:
“We take out all of the friction. Friction for the salespeople, friction for the customer, friction for the way the leads come in..." (Moe, 19:09)

6. Leadership, Culture, and Tough Decisions (21:15–25:25)

• Moe values mentorship deeply: “You don’t take advice from people who you wouldn’t want to trade places with.” (21:18)
• Mistakes: “Not cutting sooner” when employees aren’t aligned with the culture — even when it’s hard emotionally.
• Quoting his mentor: “‘The only place for emotion in business is celebration.’ Otherwise, it’s business.”

Key Quotes:
“In business, it’s not necessarily about always making the right moves; it’s about how do I avoid mistakes, how do I avoid pitfalls.” — Moe Falah (21:18)

7. Company Culture: Honesty, Alignment, and Accountability (25:37–29:03)

• Open communication in the workplace: Moe encourages his team to confront him and challenge decisions.
• Prefers respect and healthy fear over just being liked: “If there’s no threat in the environment, there’s no accountability...” (Moe, 27:40)
• High standards and accountability are essential for team performance and culture.

Key Quotes:
“My responsibility to serve an impact is far greater than Joe’s emotions and how Joe feels about me calling him out on some bullshit.” (Moe, 24:33)

8. Mental Health, Fulfillment, and Anxiety (29:04–33:04)

• Moe shares his past struggles with depression and anxiety, linking happiness to contribution and action.
• Confidence is built by tracking past survival: “I have a track record of the last 30 years... I’ve overcome every single thing I’ve ever experienced. So no matter how hard the thing is... why am I going to worry about it?” (Moe, 30:53–31:18)
• Monitoring thoughts and focusing on controllable actions reduces anxiety for Moe and Sean alike.

Key Quotes:
“Anxiety is just delaying any type of happiness you should have right now because you’re scared that something is going to happen in the future...” (Moe, 29:10)

9. Physical Health, Productivity, and Hormones (33:04–39:47)

• Both men discuss fitness’s effect on mental state. Moe maintains a rigorous workout and cardio routine, often taking business calls from the treadmill.
• Discussion of testosterone optimization: Moe’s T levels were under 300 (very low); after starting TRT, they’re at 1300, improving focus, drive, and well-being.
• Moe: “Men with higher testosterone are less influenced by other individuals and stick more to their own thoughts and beliefs.” (38:08)
• They joke about fitness as a status symbol (“less people have a six-pack than are millionaires”), and the rare nature of true physical and professional discipline.

Key Quotes:
“I was way more aggressive in business which was awesome. The mental effects that I get from taking TRT is incredible: focus, drive, energy, happiness, creative thinking...” (Moe, 38:08)

Notable Quotes & Memorable Moments (with Timestamps)

• On finding post-exit purpose:
  “That lull of non-production was probably some of the lowest points of my life... Production is really the basis of morale.” — Moe (03:47)

• On monthly recurring revenue as a game-changer:
  “When you have monthly recurring revenue, you’re getting over, you know, 12x multiple on your EBITDA.” — Moe (14:41)

• On honesty in leadership:
  “It’s easier to be upfront. People who aren’t direct just waste time and, dude, like, we don’t have time to waste. We gotta act with urgency.” — Moe (24:15)

• On surviving adversity:
  “Every single hard thing that you’ve ever experienced in your life... unless you died, you’ve been able to overcome. So I have a track record... I’ve been able to overcome.” — Moe (30:53)

• On fitness and mental health:
  “Changing my physical health helped my mental health a lot. A lot. Like, a stupid amount.” — Sean (33:04)

• On mentorship:
  “You don’t take advice from people who you wouldn’t want to trade places with.” — Moe (21:18)

Important Timestamps

• 00:37–03:40 — Moe’s transition from solar to Medicare; discovering recurring revenue.
• 03:47–05:01 — The dangers of “early retirement” and importance of production.
• 09:45–12:45 — How the Better Life Financial’s residual sales model works.
• 13:49–14:49 — Massive customer growth and company valuation.
• 17:47–20:15 — Sales process: zero friction, inbound leads, high close rates.
• 21:15–25:25 — Leadership lessons: mentors, emotional discipline, cutting fast.
• 29:04–33:04 — Mental health, overcoming anxiety, principle of past resilience.
• 33:04–39:47 — Fitness, hormone optimization, and the links between physical and business performance.

Where to Connect or Learn from Moe

• Instagram: @FollowTheLeader (Falah, not spelled out in audio but clarified at 40:16)
• Work with Moe’s team: join.teamblfg.com
• Learn to build your own Medicare agency: residualempires.com

Episode Tone

Open, direct, and sometimes raw—with emphasis on actionable advice, hard-earned lessons, and a no-nonsense approach to scaling businesses and leading teams. Both host and guest blend humor, vulnerability, and practical wisdom—making the episode engaging even for listeners outside of insurance or entrepreneurship.

Summary prepared for listeners seeking an in-depth understanding of Moe Falah's entrepreneurial journey, business philosophy, and advice on recurring revenue, leadership, mental health, and team-building.